Business, marketing, and management principles for IT and engineering

Title:

Personal Author:

Chorafas, Dimitris N.

Publication Information:

Boca Raton, F.L. : CRC Press, c2011

Physical Description:

xvii, 419 p. : ill. ; 25 cm.

ISBN:

9781439848067

Subject Term:

High technology industries -- Management

Management

Available:*

Library	Item Barcode	Call Number	Material Type	Item Category 1	Status
Searching... MJIIT Library	33000000001411	HD62.37 C56 2011	Open Access Book	Book	Searching... Unknown
Searching... PSZ JB	30000010303535	HD62.37 C56 2011	Open Access Book	Book	Searching... Unknown

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 th

Author Notes

Preface	p. xi
Acknowledgments	p. xvii
Part 1 Business Strategy
Chapter 1 Strategy	p. 3
1.1 Business Strategy Denned	p. 3
1.2 Sun Tzu and Machiavelli	p. 7
1.3 Strategic Crossroads	p. 10
1.4 Examining Cause and Effect	p. 15
1.5 Salient Issues in Industrial Strategy	p. 18
1.6 Devising a Strategy for Growth	p. 23
Chapter 2 Management	p. 29
2.1 The First Syllable of ôManagementö is ôMANö	p. 29
2.2 Leadership	p. 32
2.3 The Manager of the Twenty-First Century	p. 36
2.4 Management Decisions	p. 40
2.5 Hard Work	p. 44
2.6 The Risk of Mismanagement	p. 47
Chapter 3 Functions of Management	p. 53
3.1 Six Basic Functions	p. 53
3.2 Corporate Policy	p. 57
3.3 The Management of Change	p. 61
3.4 Responsibilities Commensurate with Authority	p. 64
3.5 Management by Objectives	p. 68
3.6 Management by Results	p. 71
Part 2 Management Principles
Chapter 4 Forecasting and Planning	p. 79
4.1 Forecasting	p. 79
4.2 Assumptions Made in Forecasts	p. 81
4.3 Forecasts and Action Plans	p. 85
4.4 Forecasting Methodologies	p. 88
4.5 A Forecast That Was Not Heeded but That Proved Right	p. 91
4.6 Planning	p. 93
4.7 Planning Periods	p. 98
4.8 Integrative Planning: A Practical Example	p. 101
Chapter 5 Organization and Structure	p. 105
5.1 Structure Must Follow Strategy	p. 105
5.2 Radial, Spokelike Organizations	p. 109
5.3 The Span of Management	p. 113
5.4 Structural Prerequisites for Global Business	p. 118
5.5 The Job of Downsizing	p. 121
5.6 Reengineering the Enterprise	p. 125
Chapter 6 Staffing and Directing	p. 129
6.1 Human Resources Strategy	p. 129
6.2 The Laws of Human Resources Are Asymmetrical	p. 132
6.3 Managing the Human Resources	p. 136
6.4 The Act of Directing	p. 140
6.5 Conceptual and Directive Personality Traits	p. 143
6.6 Managers Working under Stress	p. 147
6.7 Productivity	p. 150
Chapter 7 Management Control	p. 155
7.1 Management Control Defined	p. 155
7.2 Business Reputation	p. 159
7.3 The Span of Internal Control	p. 162
7.4 Promoting Dissention	p. 166
7.5 Firing a Bad Executive and Swamping Malfeasance	p. 170
7.6 Internal Control Assessment	p. 174
Part 3 Marketing and Sales
Chapter 8 Marketing	p. 181
8.1 Marketing Functions	p. 181
8.2 A Marketing Organization's Best Efforts	p. 185
8.3 The Longer-Term Marketing Perspective	p. 190
8.4 The Marketing Mission: Case Study on Wrong-Way Market Research	p. 193
8.5 Case Study on Global Marketing by a Multinational Company	p. 197
8.6 Challenges of a Global Marketing Strategy	p. 201
8.7 Apple, Google, and the Power of Regulators	p. 204
Chapter 9 The Market's Conquest	p. 207
9.1 The Annual Marketing Plan	p. 207
9.2 Making the Marketing Plan	p. 210
9.3 Bloomberg Financial Markets: A Case Study	p. 214
9.4 Marketing the Use of Reverse Innovation	p. 217
9.5 Conquering the Market through Empire Building: Geneen and Chambers	p. 221
9.6 Gates and Microsoft's Hollywood Marketing Machine	p. 224
9.7 Microsoft's Marketing Methods: The Empire Struck Back	p. 227
Chapter 10 The Sales Force	p. 233
10.1 Sales Tactics of the Masters	p. 233
10.2 Results Expected from the Sales Force	p. 236
10.3 Establishing Quantitative Objectives	p. 240
10.4 To Be Ahead of the Curve, Use Knowledge Engineering, Not Arm-Twisting	p. 244
10.5 Brand Recognition	p. 247
10.6 Salesmanship and Entrepreneurship Correlate: Reichmann and the Canary Wharf	p. 251
10.7 Deeper and Deeper in Debt Is Poor Financial Salesmanship	p. 254
Part 4 Innovation
Chapter 11 Technology	p. 261
11.1 Research and Development	p. 261
11.2 Strategic and Tactical Products	p. 264
11.3 Return on Investment Should Not Be Taken for Granted	p. 269
11.4 Planning for Innovation	p. 272
11.5 Don't Sell Quality to Buy Market Share: Toyota's Failure	p. 275
11.6 Securum: Using Technology to Build up Defenses	p. 279
11.7 The Right Feedback on Product Information	p. 283
Chapter 12 Product Planning and Pricing	p. 285
12.1 The Product Planner	p. 285
12.2 Product Planning and Business Opportunity	p. 290
12.3 New Product Planning Methodology: A Practical Example	p. 293
12.4 Product Pricing through Reverse Engineering	p. 298
12.5 Product Pricing Is Not a Scientific Discipline	p. 302
12.6 The Need for Formal Profit Planning	p. 306
Chapter 13 Computer Price Wars	p. 311
13.1 An Inflection Point in the Computer Industry	p. 311
13.2 Price Wars and the Stock Market	p. 314
13.3 Tough Cost Control Is the Best Way to Field off Competitors	p. 317
13.4 Warehousing, Inventories, Supply Chain, Channels of Distribution, and Maintenance	p. 321
13.5 Half-Baked Solutions Have Short Legs	p. 323
13.6 Users Don't Always Appreciate That They Are Getting Semitechnical Products	p. 326
13.7 The Dark Age of Mainframe Mentality Enters Cloud Computing	p. 330
Part 5 Financial Staying Power
Chapter 14 Financial Administration and the Budget	p. 337
14.1 Financial Administration	p. 337
14.2 A General Electric Case Study on Financial Management	p. 341
14.3 Improving Financial Performance through Diversification: Amadeo Giannini	p. 345
14.4 The Budget	p. 348
14.5 The Interest and Noninterest Budget	p. 351
14.6 Cash Flow	p. 355
14.7 Cash Flow Management	p. 358
Chapter 15 Profit Centers, Cost Control, and Standard Costs	p. 363
15.1 Profit Centers and Cost Centers	p. 363
15.2 Cost Control	p. 367
15.3 Fixed, Semivariable, and Variable Costs	p. 370
15.4 Costing Culture and Profitability	p. 374
15.5 Standard Costs	p. 378
Chapter 16 Financial Planning and Control	p. 383
16.1 Longer-Range Financial Planning	p. 383
16.2 Debt versus Equity	p. 386
16.3 Overhead Costs	p. 389
16.4 Something Can Go Wrong with Profit Planning	p. 392
16.5 A Profit Planning Methodology	p. 394
16.6 The Planning, Programming, and Budgeting Method	p. 397
16.7 Management Accounting and Virtual Financial Statements	p. 400
Index	p. 405

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Author Notes

Table of Contents