Business, Marketing, and Management Principles for IT and Engineering

1. Auflage 2011
ISBN: 978-1-4398-4806-7
Verlag: CRC Press

Buch, Englisch, 439 Seiten, Format (B × H): 156 mm x 235 mm, Gewicht: 748 g

In order to achieve long-term profitability and assure survival for their companies, managers must be informed, imaginative, and capable of adapting to shifting circumstances. Practical decisions rather than theories hold the upper ground. Business, Marketing, and Management Principles for IT and Engineering supplies the understanding required to effectively manage an organization in an increasingly competitive global market.

Using case studies, the book illustrates the principles, policies, and management practices used by some of the most successful companies around the world. The real-world case studies supply valuable insight into the range of issues that confront decision makers in business. By explaining how to develop effective strategies and business plans, the text supplies both the concepts and the tools to stay on track with those plans. It also:

Explains how to evaluate the pros and cons of your organizational policies and how to effect policies for maximum synergy
Covers product development, sales, marketing, pricing, and financial analysis
Illustrates the right and wrong ways to implement the principles discussed, with case studies of hi-tech companies such as Apple, Google, Cisco, IBM, Microsoft, Toyota, ITT, and Bloomberg

Dimitris N. Chorafas provides valuable insight garnered over half a century of advising financial institutions and multinational industrial corporations. Dr. Chorafas explains how to develop competitive products and use pricing strategies to achieve an edge over your competition. He also includes case studies that examine the price wars in the computer industry.

This book supplies a realistic look into the positive and negative aspects of various policies and whether or not current practices related to forecasting, planning, organizing, staffing, directing, and controlling have produced the synergy your company needs to achieve long-term success.

Zielgruppe

IT, engineering, and other technical professionals who have been recently promoted or aspiring to management positions.

Autoren/Hrsg.

Chorafas, Dimitris N.

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Wirtschaftsinformatik, SAP, IT-Management
• Technische Wissenschaften Technik Allgemein Betriebswirtschaft für Ingenieure
• Wirtschaftswissenschaften Betriebswirtschaft Management
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

BUSINESS STRATEGY
Strategy Business Strategy Defined Sun Tzu and Machiavelli Strategic Crossroads Examining Cause and Effect Salient Issues in Industrial Strategy Devising a Strategy for Growth

Management The First Syllable of Management is MAN Leadership The Manager of the Twenty-First Century Management Decisions Hard Work The Risk of MismanagementFunctions of Management Six Basic Functions Corporate Policy The Management of Change Responsibilities Commensurate with AuthorityManagement by Objectives Management by Results

MANAGEMENT PRINCIPLES
Forecasting and Planning ForecastingAssumptions Made in Forecasts Forecasts and Action Plans Forecasting Methodologies A Forecast That Was Not Heeded But Proved Right Planning Planning Periods Integrative Planning: A Practical Example

Organization and Structure Structure Must Follow Strategy Radial, Spoke like Organizations The Span of Management Structural Prerequisites for Global Business The Job of Downsizing Reengineering the Enterprise

Staffing and Directing Human Resources Strategy The Laws of Human Resources are Asymmetrical Managing the Human Resources The Act of Directing Conceptual and Directive Personality Traits Managers Working Under Stress Productivity

Management Control Management Control Defined Business Reputation The Span of Internal Control Promoting Dissention Firing a Bad Executive and Swamping Malfeasance Internal Control Assessment

MARKETING AND SALES
Marketing

Marketing Functions A Marketing Organization’s Best Efforts The Longer-Term Marketing Perspective The Marketing Mission: Case Study on Wrong Way Market Research Case Study on Global Marketing by a Multinational Company Challenges of a Global Marketing Strategy Apple®, Google, and the Power of Regulators The Market’s Conquest The Annual Marketing Plan Making the Marketing Plan Bloomberg™ Financial Markets: A Case Study Marketing the Use of Reverse Innovation Conquering the Market through Empire Building: Geneen and Chambers Gates and Microsoft’s® Hollywood Marketing Machine Microsoft’s® Marketing Methods. The Empire Stroke Back

The Sales Force Sales Tactics of the Masters Results Expected from the Sales Force Establishing Quantitative Objectives To Be Ahead of the Curve, Use Knowledge Engineering, Not Arm TwistingBrand Recognition Salesmanship and Entrepreneurship Correlate: Reichmann and the Canary Wharf Deeper and Deeper in Debt Is Poor Financial Salesmanship INNOVATION Technology Research and Development Strategic and Tactical Products Return on Investment Should Not Be Taken for Granted Planning for Innovation Don’t Sell Quality to Buy Market Share: Toyota’s® Failure Securum: Using Technology to Build Up Defenses The Right Feedback on Product Information

Product Planning and Pricing The Product PlannerProduct Planning and Business Opportunity New Product Planning Methodology: A Practical Example Product Pricing through Reverse Engineering Product Pricing Is Not a Scientific Discipline The Need for Formal Profit Planning

Computer Price WarsAn Inflection Point in the Computer Industry Price Wars and the Stock Market Tough Cost Control Is the Best Way to Field Off Competitors Warehousing, Inventories, Supply Chain, Channels of Distribution, and MaintenanceHalf-Baked Solutions Have Short Legs Users Don’t Always Appreciate They AreGetting Semitechnical Products The Dark Age of Mainframe Mentality Enters Cloud Computing

FINANCIAL STAYING POWER
Financial Administration and the Budget Financial Administration A General Electric Case Study on Financial Management Improving Financial Performance through Diversification: Amadeo Giannini The Budget The Interest and Noninterest Budget Cash Flow Cash Flow Management

Profit Centers, Cost Control, and Standard CostsProfit Centers and Cost Centers Cost Control Fixed, Semi-variable, and Variable Costs Costing Culture and Profitability Standard Costs

Financial Planning and ControlLonger-Range Financial Planning Debt versus

Über Autor(innen)

Dimitris Chorafas has advised financial institutions and industrial corporations in strategic planning, risk management, computer systems, communications systems, and internal controls for more than five decades. A graduate of the University of California, Los Angeles, the University of Paris, and the Technical University of Athens, Dr Chorafas has been a Fulbright scholar.

Financial institutions that have sought his assistance include the Union Bank of Switzerland, Bank Vontobel, CEDEL, the Bank of Scotland, Credit Agricole, Osterreichische Liinderbank (Bank Austria), First Austrian Bank, Commerzbank, Dresdner Bank, Demir Bank, Mid-Med Bank, Banca Nazionale dell'Agricoltura, Istituto Bancario Italiano, Credito Commerciale and Banca Provinciale Lombarda.

Among multinational corporations Dr Chorafas has worked as consultant to top management, are: General Electric-Bull, Univac, Honeywell, Digital Equipment, Olivetti, Nestle, Omega, Italcementi, Italmobiliare, AEG-Te1efunken, Olympia, Osram, Antar, Pechiney, the American Management Association, and a host of other client firms in Europe and the United States.

Dr Chorafas has served on the faculty of the Catholic University of America and as visiting professor at Washington State University, George Washington University, University of Vermont, University of Florida, and Georgia Institute of Technology. Also, the University of Alberta, Technical University of Karlsruhe, Ecole d'Etudes Industrielles de l'Universite de Geneve, Ecole Polytechnic Federale de Lausanne, Polish Academy of Sciences and Russian Academy of Sciences.
More than 8,000 banking, industrial and government executives have participated in his seminars in the United States, England, Germany, Italy, Asia, and Latin America.
Dr Chorafas is the author of 153 books, some of which have been translated into 16 languages.