Chorafas Business, Marketing, and Management Principles for IT and Engineering

1. Auflage 2011
ISBN: 978-1-4398-4807-4
Verlag: Taylor & Francis
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 439 Seiten

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

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 Mismanagement

Functions of Management
Six Basic Functions
Corporate Policy
The Management of Change
Responsibilities Commensurate with Authority
Management by Objectives
Management by Results

MANAGEMENT PRINCIPLES
Forecasting and Planning
Forecasting
Assumptions 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 Twisting
Brand 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 Planner
Product 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 Wars
An 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 Maintenance
Half-Baked Solutions Have Short Legs
Users Don’t Always Appreciate They Are
Getting 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 Costs
Profit Centers and Cost Centers
Cost Control
Fixed, Semi-variable, and Variable Costs
Costing Culture and Profitability
Standard Costs

Financial Planning and Control
Longer-Range Financial Planning
Debt versus Equity
Overhead Costs
Something Can Go Wrong with Profit Planning
A Profit Planning Methodology
The Planning, Programming, and Budgeting Method
Management Accounting and Virtual Financial
Statements
Index

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.