Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework "Scrum" should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.

Changing an organization, company culture or mind-set depends on knowing what to change, how to change, and, most importantly, why to change.Author Dean Gualco, public speaker and the owner of Torgun Consulting, explores how organizations and individuals can initiate, manage, and capitalize on change in this instructive guidebook. He explains ways to- recognize when it makes sense to change;- create a framework to manage change effectively;- harness imagination and originality to outpace competitors; and- encourage colleagues to embrace necessary change.Too often, change is viewed through a prism of conflict and negativity. Millions of people have lost their jobs because of changing technology, and others have lost their health and retirement benefi ts as organizations have cut costs. We find ourselves in a world where older people can't retire and younger people can't find jobs.But avoiding or hindering change won't solve anything; instead, it's important to tackle it head-on. In Making a Difference, you can discover how pursuing the right dreams at the right time and for the right reasons can change your life.

A volume in Research in Strategic Alliances Series Editor T. K. Das, City University of New York Managing Multipartner Strategic Alliances is a volume in the book series Research in Strategic Alliances that focuses on providing a robust and comprehensive forum for new scholarship in the field of strategic alliances. In particular, the books in the series cover new views of interdisciplinary theoretical frameworks and models, significant practical problems of alliance organization and management, and emerging areas of inquiry. The series also includes comprehensive empirical studies of selected segments of business, economic, industrial, government, and non-profit activities with wide prevalence of strategic alliances. Through the ongoing release of focused topical titles, this book series seeks to disseminate theoretical insights and practical management information that should enable interested professionals to gain a rigorous and comprehensive understanding of the field of strategic alliances. Managing Multipartner Strategic Alliances contains contributions by leading scholars in the field of strategic alliance research. The 10 chapters in this volume cover a number of significant topics related to the formation, operation, and performance of multipartner strategic alliances (i.e., alliances with more than two members) that are increasingly being formed in various industrial sectors. The chapter topics cover both the broader issues, such as the peculiar complexities of multipartner alliances that arise because of indirect or generalized reciprocities among its multiple members vis-a-vis the direct reciprocity within dyadic or two-member alliances, and the roles of power and multilevel embeddedness, and the more focused topics of managing triadic alliances, the evolution of an airline alliance, and the nature of value creation in a consortium. The chapters include empirical as well as conceptual treatments of the selected topics, and collectively present a wide-ranging review of the noteworthy research perspectives on the nature, management, and performance of multipartner alliances.

Most strategic management textbooks seem to stem from the old belief that 'more is always better'. But in this age of data deluge, many are calling for a return to the basics. If students can master the core concepts and learn how to apply these basics, they are bound to be better equipped to approach and resolve even the most complex problems. This book, unlike most textbooks, focuses on the core concepts of strategic management, aiming to help students understand the basic ideas of the field more clearly, rather than overloading them with new, peripherally-related information. With cases designed to help students apply their deeper understanding of the core concepts, this book will equip any student with the solid grounding in strategic management fundamentals needed to succeed in the academic and professional arena.

In this revised second edition, Hans Jansson develops and applies an international business and marketing strategy framework to contemporary complex global markets. This cutting-edge textbook explores the major challenges associated with doing business in complex and turbulent emerging markets, stressing the strategic importance of the natural environment. Taking a holistic perspective that integrates stakeholder and shareholder views, this textbook employs an innovative network institutional framework to achieve sustainable competitive advantages by creating economic, social and ecological values with stakeholders. This updated edition includes: The international network strategy (INS), offering a framework for connecting MNCs and multinational exporters with parties in new economic, social and natural environments, and the international matching strategy (IMS), dealing with how MNCs achieve legitimacy An overview of the historical development of the supranational environment, structured as three waves of the internationalization of firms, including the integration of foreign direct investment into the global value chain Dedicated chapters outlining the development of research on international business, strategy, marketing, networks and institutions A methodology for analysing the institutional context of foreign local markets. Insightful and enlightening, this textbook is ideal for postgraduate students of international business, strategy and marketing. This book will also offer frameworks and strategic tools for managers, consultants and practitioners confronting strategic issues in complex markets.

This book distinctively presents nine thematic discussions with real examples of small and large companies across the geographic destinations. Among many points of interest crowdsourcing, crowdfunding, decision-processes, technology, leadership, consumer behavior, crowd-based services designing, future perspectives in the context of crowd-based business modelling, and collective intelligence are central to the discussions in the book. This book argues that crowd is the pivot of marketing. It fills the knowledge gap in people-led enterprises by integrating the customer ideation process and developing crowd-based business models to achieve performance with purpose. This book proposes crowd-based business strategies in the emerging markets and significantly contributes to the existing literature.

The arrival of the COVID-19 pandemic throughout the globe at the end of 2019 turned global business upside down. It forced the closure of many businesses, disrupted global supply chains, reduced travel across borders, and created fear about face-to-face interactions. As the lockdowns in many countries created uncertainty about the future business activities, global business leaders were scrambling to find new strategies to safely re-establish their business relationships with their stakeholders. The existing historical economic, social, and racial injustice in the American society toward Black, Indigenous, and People of Color was compounded by the COVID-19. This led the movements of the Black Lives Matter to reenergize and become a global phenomenon. The horrific and sad death of George Floyd and many others triggered huge global movements to demand respect for human rights and dignity for all. Additionally, climate change and environmental degradation have caused unprecedented forests fires, more frequent and damaging hurricanes, and migration demand a revived global business book. This third edition of Global Business: An Economic, Social, and Environmental Perspective incorporates global business issues related to COVID-19, the economic and social injustice of BIPOC, and environmental degradation where it is appropriate. The reader will understand the impact of these critical global business issues discussed in the book through examples, case studies and thought -provoking discussions. These challenges require businesses, governments, and the active engagement of citizens to succeed. The aim of this book is to bring these issues for discussion and action by these stakeholders. Each chapter includes supplementary PowerPoint slides, Test-Bank, and Teaching notes that are available for instructors only.

This book offers research geared toward understanding culture and its influence on the success of global businesses. Divided into two parts that look at the leveraging culture cultural diversity from an organizational as well as national perspective, the chapters investigate the effects of technology on culture, the role of leadership in corporate culture, and communicating and managing change across cultures. The book emphasizes that embracing cultural and subcultural differences alongside instilling organizational culture are the keys to successful modern business. With contributions from authors from academic as well as professional backgrounds, this book will serve as a valuable resource to researchers interested in cultural studies generally as well as those studying the importance of culture to managing modern organizations.

A volume in Research in Strategic Alliances Series Editor T. K. Das, City University of New York Managing Public-Private Strategic Alliances is a volume in the book series Research in Strategic Alliances that focuses on providing a robust and comprehensive forum for new scholarship in the field of strategic alliances. In particular, the books in the series cover new views of interdisciplinary theoretical frameworks and models, significant practical problems of alliance organization and management, and emerging areas of inquiry. The series also includes comprehensive empirical studies of selected segments of business, economic, industrial, government, and non-profit activities with wide prevalence of strategic alliances. Through the ongoing release of focused topical titles, this book series seeks to disseminate theoretical insights and practical management information that should enable interested professionals to gain a rigorous and comprehensive understanding of the field of strategic alliances. Managing Public-Private Strategic Alliances contains contributions by leading scholars in the field of strategic alliance research. The chapters in this volume cover a number of significant topics that speak to the critical issues in managing strategic alliances involving public-private enterprises in various industries and countries. The topics cover both the broader issues, such as contracting and bundling public sector infrastructure and services, formation of innovation alliances and alliance portfolios, and competing institutional logics in public-private alliances, and the more focused problems of trust-building, sustainability-oriented co-innovation, and organizational justice in multipartner alliances. The chapters include empirical as well as conceptual treatments of the selected topics, and collectively present a wide-ranging review of the noteworthy research perspectives on managing public-private strategic alliances.

'This insightful and practical guidebook is instrumental for success in the Fourth Industrial Revolution.'Klaus SchwabFounder and Executive Chairman of the World Economic Forum 'One of the most important books of our times!'Bernard MarrInternationally bestselling author and strategic business & technology advisorauthor of The Intelligent Company 'An insightful exploration of Intelligent Automation.'Dr Kai-Fu LeeAuthor of New York Times bestseller, AI Superpowers 'Especially helpful are the middle sections, which explain the various technologies on the market, and offer a roadmap for IA transformations. Here, you will learn what these technologies can accomplish - on their own, and combined. The book also recommends leading solution providers on the market, potentially saving you time in vendor selections. Case studies are interspersed throughout, of success stories in industries like banking and retail ... This is a roll-up-your-sleeves primer that anyone can understand. It is broad enough to apply across most Industries and types of organisations, yet specific enough to be of practical use.'The Business Times This book is the first book on the emerging trend of intelligent automation. Also known as hyperautomation, it is a cutting-edge combination of methods and technologies involving people, organizations, machine learning, natural language processing, computer vision, robotic process automation, and more. Accessible for all audiences, this book demonstrates that adopting intelligent automation has now become a condition for business survival. It delves into the technologies leveraged by hyperautomation, new trends relating to the field, and how society and work can be reinvented with intelligent automation.Key Points Covered:What is Intelligent Automation (IA)? What benefits does it unleash for companies, customers and society?How have leading organizations been able to harness the full potential of IA, at scale to generate massive efficiency gains?How can IA save 10+ million lives per year, triple our global budget for education, eliminate hunger, help protect our planet, or increase the resilience of society to pandemics and crises?What you will get from this book:Learn from 100+ IA transformation successes (and failures)Benefit from the largest publicly available library of IA use cases by industry and by business functionGain access to insights garnered from 200+ IA industry expertsRelated Link(s)

LEARN THE TECHNIQUES YOU NEED TO STOP PROCRASTINATING AND START GETTING THINGS DONE Every day we begin new projects, or try to find pleasure in the ones we're working on - and above all, we hope one day we'll finish them! But in a disjointed, distracting world it's often hard to find the motivation and focus necessary. This compact book brings together 41 of the best productivity models. From world-famous techniques to the best-kept secrets of the professionals, this book is full of big ideas that actually work - distilled to their essence. You'll find out how to achieve deep work, compartmentalise tasks and identify your priorities - as well as how to build confidence, find your circle of competence and even learn to work with difficult people. Stylish and compact, this little book is a powerful asset. Whether you need to pull off a new project, assess what you've achieved so far, or even just understand your own working habits, this unique book has all the tools you need.

Robert Greifeld was CEO of NASDAQ for over a decade, during which time it was named Company of the Year, ranked one of the best performing companies in the U.S., included in Fortune's annual list of 100 fastest growing companies and shares of the company's stock rose a whopping 800%.

In Market Mover, Bob looks at the headline-making events that took place while he was at the helm from the collapse of Lehman Brothers and the financial crisis of 2008, to Facebook's disastrous IPO and the Bernie Madoff scandal. He takes you exclusively behind the headlines using them as jumping off points for lessons that can be applied to any business, including jumpstarting change, working with technology, finding the best people, and adapting to globalization.

New digital technologies are changing the way organizations are designed and work is done. Companies that have seized this opportunity are finding that they can speed up innovation, enhance collaboration across boundaries, and enable greater commitment and creativity. This totally new approach for digitally-enabled collaboration doesn't stop at the edge of an organization's boundary but extends beyond it in space and time. We refer to these new ways of organizing as "braids" - an intertwined network of contributors with different capabilities, not controlled or managed by a formal hierarchy, who work together to invent ways to accomplish a common purpose in line with organization's mission and strategy. Braids allow significant advantages over traditional, hierarchical, mechanistic and bounded ways of organizing. These include access to knowledge and capabilities that are key to achieving breakthrough levels of performance; improved coordination among individuals and groups performing interdependent tasks; increased organizational agility; enhanced knowledge-processing as experts contribute more directly to the most important technical and strategic decisions; and greater motivation, as people team together to leverage their capabilities to innovate and accelerate performance. Learning from the trailblazing experimentation of companies like Airbus, Procter & Gamble, Red Hat, and Dassault Systemes, this book outlines how to approach designing braided organizations for a variety of purposes, such as enhancing open innovation or enabling greater supply chain adaptability in order to respond to changing customer demands. In the past, human limitations have restricted the ways we organize companies for growth. Today, there's no excuse for allowing the organizational chart as it's currently drawn to constrain possibilities for improved performance and innovation.

This book reveals the hidden and potentially misleading nature of measurements, empowering readers to avoid making critical business decisions that are harmful, unreasonable, unwarranted, or plain wrong. Decision makers in business and government are more reliant than ever on measurements, such as business performance indicators, bond ratings, Six-Sigma indicators, stock ratings, opinion polls, and market research. Yet many popular statistical and business books and courses relating to measurement are based on flawed principles, leading managers to the wrong conclusions-and ultimately, the wrong decisions. misLeading Indicators: How to Reliably Measure Your Business provides something unique and invaluable: trustworthy tools for judging measurements. Each chapter illustrates the four key principles for reliable measurements: sufficient background information, accuracy and precision, reasonable inferences, and reality checks in different situations. After the three fundamental methods of measuring are defined, the authors expand to the application and interpretation of measurements in specific areas, including business performance, risk management, process, control, finance, and economics. This book supplies essential information for managers in business and government who depend on accurate information to run their organizations, as well as the consultants who advise them.

This book illustrates how to anticipate the future using more than the traditional predictive models (forecasting) based on the forward projection of past experiences, and moving into more advanced methods of anticipation logic (foresight) to build probable scenarios based on weak signals, emerging trends, coexisting presents and potential paths of evolution. Utilizing a helpful, four-part structure, the authors indicate how corporate foresight is fundamental to interpret and lead change, focusing on the two cornerstones of organization and management. They advocate the separation of Research (oriented to the market of tomorrow) from Development (oriented to the market of today), the establishment of a Foresight unit and the concentration of research activities mainly on the acquisition and recombination of external know-how. After an overview of state-of-the-art literature on forecasting methods, they further propose the implementation of a "future coverage" methodology, which will enable companies to measure and verify the consistency between trends, strategic vision and offered products. These organizational and managing tools are then tested in a case study: the Italian company Eurotech SpA, a leader in the ICT sector. A useful resource for both managers and researchers, the book will help readers gain the tools necessary to tackle change and navigate complexity in organizations.

With contributions from some of the field?s most influential scholars, this Handbook provides a path forward for students and researchers interested in strategy process research from a middle management perspective. This groundbreaking Handbook both reviews existing theory and explores new ground concerning key issues surrounding middle management?s influence on strategy making.Split into five distinct sections, the book explicates the unit of analysis and presents foundational theories, emerging models, cutting-edge methods, and original empirical research in strategy process research. Contributors with diverse theoretical and methodological perspectives identify and address a wide range of research issues relevant to middle managers? participation in strategy making, such as social network analysis and video methodology. Standout chapters include one on complex strategic integration by Robert A. Burgelman and one on development of theory by Henry Mintzberg. This Handbook is a must-read for academics interested in strategy process research as it suggests novel research approaches for addressing relevant phenomena and provides an up-to-date review of the extant literature in the area.