Das Werk behandelt die derzeit aus verschiedenen Prespektiven intensiv diskutierten Veranderungen zwischen industriellen Zulieferern und Abnehmern. Es wendet sich an Studenten und Praktiker, die sich aus der Sicht der Logistik-, Beschaffungs-, Mearketing- und Organisations-forschung fur solche Beziehungen interessieren."

Business-to-business marketing is the first B2B marketing book in South Africa written by local academics. Its content therefore includes material to which South African students of B2B marketing can relate more easily. This book is about businesses marketing their products and services to other businesses and covers concepts related to this environment. It gives valuable insights into business-to-business marketing management, as well as analysing B2B buying practices, supply chain management, the selection of business customers and the development of a B2B marketing strategy. It provides readers with an understanding of what B2B marketing is and how it differs from business-to-consumer (B2C) marketing. The book has a strong theoretical basis, while also exploring many case studies from a South African perspective.

'Full of compelling advice on how to lead more effectively by choosing your words more wisely' - ADAM GRANT, author of Originals and Give and Take FT Book of the Month Your words matter more than you think Most of us use the language we inherited from a time when workers worked with their hands and managers worked with their heads. Today, your people do much more than simply follow orders. They contribute to performance and solve problems, and it's time we updated our language to reflect that. In Leadership Is Language, former US Navy captain L. David Marquet offers a radical playbook to empower your people and put your team on a path to continuous improvement. The framework will help you achieve the right balance between deliberation and action, and take bold risks without endangering your mission. Among other things, you'll learn: * How to avoid the seven common sins of questioning, from binary questions (should we do A or B?) to self-affirming questions (B is the better option, right?) * Why you should vote first, then discuss, when deciding on a plan with your team, rather than voting after discussion * Why it's better to give your people information instead of instructions As a submarine captain, Marquet used his counterintuitive model of leadership to turn the worst-performing submarine crew into the best-performing one in the fleet, a story he recounted in his bestselling book Turn the Ship Around! Now, in Leadership Is Language, he draws on a wide range of examples, from the 2017 Oscars Best Picture mishap to the tragic sinking of the SS El Faro, to show you exactly how the words you use (and don't use) impact how your people contribute.

Disruption? It's nothing new. Just look at any of the breakthrough business ideas of the last thirty years—from Federal Express overnight delivery to Saturn's fixed sticker price—and you'll see a perfect example of the principle of disruption in action.

Still, do you really understand what makes these ideas great? On an intuitive level, maybe, but can you articulate it clearly, reproduce it to create your own business breakthroughs, and make it an integral part of how your company operates? Probably not—unless, of course, you're already familiar with the principles and practices spelled out in Disruption, the groundbreaking new book by global advertising and marketing authority Jean-Marie Dru.

To put it simply, disruption is about uncovering the culturally embedded biases and conventions that shape standard approaches to business thinking and get in the way of clear, creative thinking. It's about shattering those biases and conventions and setting creativity free to forge a radical new vision of a product, brand, or service. It's about spearheading change rather than reacting to it.

In Disruption, Dru shows you how to harness the enormous potential of this concept. He introduces innovative strategies for breaking down creative barriers and shows you how to analyze traditional approaches from new perspectives. Next, he provides valuable tools for identifying and cataloging conventions, including "what if," "multicultural analysis," and the "disruption bank." He then demonstrates—with the help of dozens of galvanizing examples from around the world—how to apply this knowledge systematically to create innovative competitive strategies, marketing campaigns, and operations plans that can revitalize your company or department.

Disruption is must reading for all advertising and marketing professionals, as well as business people who understand the value of creativity.

Praise for Disruption

"Dru offers not just a convincing context but a successful methodology for breaking out of creative ruts. There's nothing like stirring up a little turbulence to get new thoughts flying. In this book, Dru tells how to pump new energy into brands, with fresh, even revolutionary thinking." —Aldo Papone Senior Advisor, American Express Company

"Dru's advertising theories in Disruption are nontraditional, which is exactly what you need to regain the interest and trust of today's consumers." —Scott Bedbury Senior Vice President, Marketing, Starbucks Coffee Company

"Disruption is all about risk-taking, trusting your intuition, and rejecting the way things are supposed to be. Disruption goes way beyond advertising, it forces you to think about where you want your brand to go and how to get there." —Richard Branson Founder and Chairman of Virgin Group of Companies.

"I read Disruption with admiration and recognition. The neat marketing premise of disruption, as articulated, is brilliant. The case studies are compelling . . . making this an unusually easy read." —Owen J. Lipstein Editor-in-Chief, Psychology Today, Spy, Mother Earth News.

"I enjoyed reading Jean-Marie Dru's book and found myself nodding my head rather than nodding off. It's a timely and well-argued reminder of the need to be different." —David Abbott Chairman, Abbott Mead Vickers BBDO Ltd.

"Dru offers a truly absorbing compendium of the what, how, and why of creating advertising that takes consumers by surprise—advertising that is different but effective. He offers a distinctive approach to discovering unconventional but sensible ideas for brands and for the advertising that supports them —in print, TV, or the Internet." —Stephen A. Greyser Professor of Marketing/Communications, Harvard Business School.

"Disruption is a catalyst of the imagination, an invaluable guide for rejecting conventionality, ideas which have always been at the heart of MTV." —Bill Roedy CEO, MTV International

Also Available as a Time Warner AudioBook

What's the one skill you simply must have to succeed? Verbal Fluency.

From Harvard to Stanford and many places in between, the ability to converse with our colleagues, co-workers, and potential clients is identified as the #1 success factor. Whether your goal is a new job, a promotion, confidence in social and business situations, an elected office in a professional association, to expand your business base, or to be chairman of the board, your ability to mix well and converse will determine how well you do. Now expert socializer Susan RoAne, bestselling author of How to Work a Room and The Secrets of Savvy Networking, shows how easy it is to gain the verbal edge.

What Do I Say Next?

Easy to read, enthusiastic, and peppered with hot tips and practical suggestions from scores of business leaders, What Do I Say Next? is a primer that will turn you into a ConverSensation before you know it! No matter if you're shy or extroverted, outgoing or anywhere in the middle, this book is for you. It's packed with important do's and don'ts, guidelines and insights -- some of which may surprise you!

Discover:

• what the terrific talkers avoid -- a special list that goes well beyond the obvious.
• a Seven Quick-Step Shyness Recovery Program-author Susan RoAne recognizes your fears and takes you by the hand.
• the O.A.R. METHOD -- detailed strategies to start, build, and maintain conversation.
• how the masters of small talk prepare themselves for conversation -- and how some small lifestyle changes can turn you into a magnetic and masterful talker.
• solutions to awkward situations -- including what to do when you forget someone's name, how to speak to those in mourning, and the best way to deal with offensive conversations.
• how to communicate online-tips for chat rooms, forums, and E-mail.
• "Magic Words," unusual ice breakers, talk-inducing body language, and other tools of the trade that make conversations hum.
• the best ways to use humor -- and when NOT to use it.
• how to shine at a business function.
• ...and much more!

What Do I Say Next? can do more than improve your social graces. As you become a more effective communicator and listener, you will have a greater influence on decision-makers, build better business relationships, develop friendships...and get more out of life.

"The art of conversation -- which is good for the heart, head, and soul-has been revived by Susan RoAne. She points out why we need to be verbally fluent, how to become so, and she provides the extra nudge of encouragement with humor."
-Jack Canfield, author of Chicken Soup for the Soul

"What Do I Say Next? takes you to the next step after you have 'worked the room.' RoAne shows you how to make scintillating and successful conversation in an upbeat, fun, and commonsense style. My entire industry could use this book!"
-Guy Kawasaki, author of How to Drive the Competition Crazy

"The consummate guide to conversational success...Susan RoAne is known as The Mingling Maven for good reason...she is one. She gives tips, techniques, and strategies in the practical, upbeat, and humorous style that has made her a bestselling author and in-demand speaker."
-Michael LeBoeuf, author of Working Smart and The Perfect Business

"Once you read What Do I Say Next? you will always know the right thing to say to engage others...and be engaging."
-Dr. Tony Alessandra, author of The Platinum Rule

"RoAne's delightful wit makes the lessons easy!"
-Wendy Reid Crisp, national director, National Association for Female Executives

An essential guide to professional communication Professional communication has become more complex than ever as, with the rise of remote working and the increasing prominence of social media, we frequently find ourselves muted - when we can't find the opportunities to speak up or our ideas aren't getting the credit they deserve. In Unmuted, Heather Hansen draws upon her years of experience as a communication specialist and consultant to illustrate how you can overcome these obstacles and make your voice heard. Building upon research from business psychology, cultural studies and linguistics, Unmuted is the essential guide to professional communication. Through the unique 'Unmuted' framework, it provides practical strategies that will bring confidence and clarity to every aspect of your career, from writing perfectly worded emails to delivering powerful presentations.

THE ESSENTIAL HANDBOOK FOR EFFECTIVELY COMMUNICATING ENVIRONMENTAL, SAFETY, AND HEALTH RISKS, FULLY REVISED AND UPDATED Now in its sixth edition, Risk Communication has proven to be a valuable resource for people who are tasked with the responsibility of understanding how to apply the most current approaches to care, consensus, and crisis communication. The sixth edition updates the text with fresh and illustrative examples, lessons learned, and recent research as well as provides advice and guidelines for communicating risk information in the United States and other countries. The authors help readers understand the basic theories and practices of risk communication and explain how to plan an effective strategy and put it into action. The book also contains information on evaluating risk communication efforts and explores how to communicate risk during and after an emergency. Risk Communication brings together in one resource proven scientific research with practical, hands-on guidance from practitioners with over 30 years of experience in the field. This important guide: Provides new examples of communication plans in government and industry, use of social media, dealing with "fake news," and new digital tools for stakeholder involvement and crisis communications Contains a new chapter on partnerships which covers topics such as assigning roles and expectations, ending partnerships, and more Presents real-world case studies with key lessons all risk communicators can apply. Written for engineers, scientists, professors and students, land use planners, public health practitioners, communication specialists, consultants, and regulators, the revised sixth edition of Risk Communication is the must-have guide for those who communicate risks.

Expertise is an intriguing construct. Though it is highly desired, it is commonly characterized by exclusivity or being something esoteric making it both seemingly difficult to acquire and understand. This opaqueness surrounding the nature of expertise in organizational contexts is coupled with greater demands for specialized work and employees' increased reliance on communication technologies to complete tasks - trends that further complicate the evaluation of workers' knowledge and abilities. This volume draws upon original works, from scholars of diverse backgrounds, to explore how recent changes in the structure of organizational life have altered the nature of expertise. Specifically, this book aims to challenge the perspective that organizational expertise exists to be recognized and utilized, and offers an alternative lens that views expertise as emergent and constituted in communication among organizing actors. Examining the intersection of communication and expertise, within and across different contexts of organizing, offers new insights into the discursive, material, and structural influences that contribute to an understanding of expertise. This book offers a comprehensive view of organizational expertise by presenting theoretical frameworks for the study of expertise, providing reviews of how the study of expertise has evolved, applying perspectives on expertise to different domains of organizational practice, and presenting new directions for the study of the intersection of expertise, communication, and organizing. The result is a treatment that considers expertise in diverse forms and across a variety of contexts of organizing, and in doing so provides valuable content to researchers from multiple disciplinary backgrounds.

Train your body to communicate with confidence and clarity-have your body match what your mouth says...

The popular phrase "leading from influence" takes for granted that influence derives chiefly from verbal communication. However, communication is about more than words. To get to the next level in your career, you must communicate with your entire self.

"What Your Body Says" gives you the straight-up "how-to" on unifying what you say with what you do, allowing you to better connect with other people and reach your full leadership potential. It gives you a clear and simple process to follow, all drawn from an intense study of how language impacts people's lives and emotions. Filled with useful tools, strategies, and techniques, this book gives you the key toSpeak intelligently while looking smart, engaging and realDeliver unpleasant messages without pain or guiltHaving a committee meeting and getting something doneAnd more

Written by Sharon Sayler, a highly accomplished expert in marketing, presentations, and body language, "What Your Body Says" is the only guide you need to achieve the competitive edge in your personal and business communication style.

What to say in today's toughest workplace situationsWhatever trust previously existed between employer and employee has been torn into millions of pink slips, thanks to the latest recession. As a result, the rules for how managers and employees can successfully communicate have been irrevocably changed. Whether you're a manager or employee, "Workscripts" explains what to say in life's toughest situations at work, including: - Negotiating severance- Performance reviews- Responding to a pay cut- Asking for a raise or promotion- Terminating a friend- Job interviews- Dealing with difficult bosses- And many more

All professionals need strong interpersonal skills as they are a fundamental requirement in any business environment. The importance of these skills cannot be overstated in today's business world particularly in the light of current economic conditions. Numerous books cover interpersonal skills, but none specifically address their application within professional job roles, in particular those within the IT industry. This book fills that gap, providing guidance on all of the key skills and forming a comprehensive reference manual that will be relevant to a huge variety of situations. Topics include: building rapport; team working; leadership; negotiation; written communication; managing conflict; presentation skills; coaching and mentoring; problem solving.

Corporate social responsibility (CSR) is a concept that has been evolving since the 1950s; by 2015, it has evolved into an integral mindset, a strategy by which firms may promote and attain business and societal growth and development. CSR is a strong business strategy and a determining factor in stakeholder perceptions and ultimate decision making. As firms and society are acknowledged as equal parts of a symbiotic relationship, the effective engagement in CSR enables businesses to tackle and alleviate social issues, such as poverty, hunger, lack of healthcare, the environment's destitution, and warrant empowerment and education, amongst others, whilst tending to core objectives and strategies. The effective design, execution, and transparent communication of corporate social responsibility endeavors, in fact, shape the outcome of business and social growth and development. The communication of CSR efforts is, therefore, vital to the fulfillment of strategic objectives because social networking sites (SNSs) are ubiquitous and have rapidly become a preferred source of information. Firms' use of such platforms proves to be fruitful because SNSs not only enable stakeholder to stakeholder word of mouth, but also facilitate firm-to stakeholder communication. As such, the notion of marketing CSR via social media is more than buzzword or trend. It is potential viral information, or viral marketing. The book offers strong results from the perspectives of both stakeholders and firms' CSR related practices in an emerging market. It also demonstrates that as corporate social responsibility is viewed as an investment, it provides fruitful outcomes for business as well as for the communities surrounding firms. CSR is addressed as a strategically co-created proactive plan that prompts sustained social and business growth and development.

Westerners and Indians are working more closely together and in greater numbers than ever before. The opportunities are vast, but so is the cultural divide. Misunderstandings and frustration due to cultural differences wreak havoc on success. In this revised edition of Speaking of India, author and intercultural communications expert Craig Storti attempts to ease the frustration, and bring cultural understanding in business and life. With a new foreword by Ranjini Manian, author of Doing Business in India for Dummies, the book also features new content on managing remotely, and the results of a five-year cultural survey. With more than a dozen years of experience working between the two cultures, Storti has identified key cultural flashpoints and the result is a powerful series of Best Practices, which is the basis of Speaking of India.

The internet is so central to everyday life, that it is impossible to contemplate life without it. From finding romance, to conducting business, receiving health advice, shopping, banking, and gaming, the internet opens up a world of possibilities to people across the globe. Yet for all its positive attributes, it is also an environment where we witness the very worst of human behaviour - cybercrime, election interference, fake news, and trolling being just a few examples. What is it about this unique environment that can make people behave in ways they wouldn't contemplate in real life. Understanding the psychological processes underlying and influencing the thinking, interpretation and behaviour associated with this online interconnectivity is the core premise of Cyberpsychology. The Oxford Handbook of Cyberpsychology explores a wide range of cyberpsychological processes and activities through the research and writings of some of the world's leading cyberpsychology experts. The book is divided into eight sections covering topics as varied as online research methods, self-presentation and impression management, technology across the lifespan, interaction and interactivity, online groups and communities, social media, health and technology, video gaming and cybercrime and cybersecurity. The Oxford Handbook of Cyberpsychology will be important reading for those who have only recently discovered the discipline as well as more seasoned cyberpsychology researchers and teachers.

"The Art and Science of Communication" shows you a new way to understand and use communication in the workplace. Revealing the seven types of communication we all use every day, the book shows you how to increase your communication effectiveness in any setting with practical techniques, analogies, and models that clearly explain the formulas for successful communication. Combining the science and art of communication into one effective formula, this book offers a straightforward and easy to understand plan for a more successful career.

How to Wash a Chicken is not a book about public speaking (or chickens), it’s a comprehensive playbook for business leaders and people on their way up to give the best presentations of their lives, and embark on a circle of presentation success.

More often than not, the best intentions and most innovative ideas get lost in a poorly executed presentation. Author Tim Calkins understands the power of a compelling presentation and the difficulty in accomplishing one. The brand strategist, professor, and author has been giving presentations since he was eight, when he delivered his first official presentation with an uncooperative chicken at a 4-H competition. From presenting business updates to project recommendations to marketing plans, Calkins has given more than five thousand presentations to date. With concrete suggestions, helpful tricks, and step-by-step guidance that’s applicable to all industries, Calkins sets out to propel his readers to create and deliver effective business presentations and pitches. When all lessons from How to Wash a Chicken are applied, readers will be empowered throughout the preparation and presentation process, and be able to present with more confidence and conviction than they ever had before, setting readers on a path of professional growth.

Conduct more productive conversations. As a working parent, you lead meetings, advocate for your children, and make presentations that win clients&#8212all with ease. But when your personal life spills into your professional life&#8212whether it's negotiating a schedule change with your boss or talking to your spouse about responsibilities at home&#8212it can be a challenge to communicate effectively and reach agreement. Communicate Better with Everyone provides the expert advice, sample language, and practical solutions you need to help you have more productive conversations with everyone, from your manager to yourself. You'll learn to: Discuss your career and family commitments with your boss Set boundaries&#8212and stick to them Create a safe environment for open, honest conversations Decide whether&#8212and what&#8212to disclose when facing a personal crisis Talk back to your inner critic The HBR Working Parents Series with Daisy Dowling, Series Editor, supports readers as you anticipate challenges, learn how to advocate for yourself more effectively, juggle your impossible schedule, and find fulfillment at home and at work. Whether you're up with a newborn or planning the future with your teen, you'll find the practical tips, strategies, and research you need to make working parenthood work for you.

From the Authors of Engineering Writing by Design: Creating Formal Documents of Lasting Value Engineering presentations are often a topic of frustration. Engineers complain that they don't enjoy public speaking, and that they don't know how to address audiences with varying levels of technical knowledge. Their colleagues complain about the state of information transfer in the profession. Non-engineers complain that engineers are boring and talk over everybody's heads. Although many public speaking books exist, most concentrate on surface issues, failing to distinguish the formal oral technical presentation from general public speaking. Engineering Speaking by Design: Delivering Technical Presentations with Real Impact targets the formal oral technical presentation skills needed to succeed in modern engineering. Providing clear and concise instruction supported by illustrative examples, the book explains how to avoid logical fallacies (both formal and informal), use physical reasoning to catch mistakes in claims, master the essentials of presentation style, conquer the elements of mathematical exposition, and forge a connection with the audience. Each chapter ends with a convenient checklist, bulleted summary, and set of exercises. A solutions manual is available with qualifying course adoption. Yet the book's most unique feature is its conceptual organization around the engineering design process. This is the process taught in most engineering survey courses: understand the problem, collect relevant information, generate alternative solutions, choose a preferred solution, refine the chosen solution, and so on. Since virtually all engineers learn and practice this process, it is so familiar that it can be applied seamlessly to formal oral technical presentations. Thus, Engineering Speaking by Design: Delivering Technical Presentations with Real Impact is inherently valuable in that it shows engineers how to leverage what they already know. The book's mantra is: if you can think like an engineer, you can speak like an engineer.

This book brings together experts from research and practice. It includes the design of innovative Robot Process Automation (RPA) concepts, the discussion of related research fields (e.g., Artificial Intelligence, AI), the evaluation of existing software products, and findings from real-life implementation projects. Similar to the substitution of physical work in manufacturing (blue collar automation), Robotic Process Automation tries to substitute intellectual work in office and administration processes with software robots (white-collar automation). The starting point for the development of RPA was the observation that - despite the use of process-oriented enterprise systems (such as ERP, CRM and BPM systems) - additional manual activities are still indispensable today. In the RPA approach, these manual activities are learned and automated by software robots, either by defining rules or by observing manual activities. RPA is related to business process management, machine learning, and artificial intelligence. Tools for RPA originated from dedicated stand-alone software. Today, RPA functionalities are also integrated into elaborated process management suites. From a conceptual perspective, RPA can be structured into input components (sensors in the wide sense), an intelligence center, and output components (actuators in the wide sense). From a strategic perspective, the impact of RPA can be related to the support of existing tasks, the complete substitution of human activities, and the innovation of processes as well as business models. At present, high expectations are related to the use of RPA in the improvement of software-supported business processes. Manual activities are learned and automated by software robots that interact with existing applications via the presentation layer. In combination with artificial intelligence (AI) as well as innovative interfaces (e. g., voice recognition) RPA creates a novel level of automation for office and administration processes. Its benefit potential reaches a return on investment (ROI) up-to 800% that is documented in various case studies.

For undergraduate business communication courses Learn Business Communication Skills by Example Students need to have excellent, effective, and practical business communication skills in order to succeed in today's business world. Excellence in Business Communication delivers an abundance of the most realistic model documents and tools, helping students learn business communication skills by example. Technology, globalization, and other forces have dramatically changed the practice of business communication in recent years. The Eleventh Edition offers in-depth coverage of new and emerging media skills and concepts, as well as chapter-opening vignettes, figures, and communication cases that expose students to professional use of social media and other new technologies.

Blending a strong practical focus with a consistent foundation in research and theory, this book introduces the reader to the essential management issues and considerations required to make the information systems resource work in and for an organization. It presents the information systems resource in a business rather than a technical or theoretical context, and explores the practical use of information systems in achieving corporate goals. The text approaches real management issues, where there is not always a right or a wrong answer, encouraging the reader to think critically and enter into a classroom dialogue. To help the student, the text is supported by strong end of chapter questions, references and further reading sections.