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Marjolijn Graaf, Edwin Graaf - Decisions by Design

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Marjolijn Graaf, Edwin Graaf

Decisions by Design

2020

Treffer in den folgenden Teilen:

3 Decision Design Canvas S. 43-58

„… , Entscheidungsträger und Inhaltsexperten an einem physischen Ort zu versammeln, um den gesamten Decisions-by …” „… 3 DECISION DESIGN CANVAS Decisions by Design44 Abbildung 3.1 – Decision Design Canvas 3 Decision …” „… Design Canvas 45 Das Decision Design Canvas ist eine grafische Übersicht über die vier Schritte des …”

9 Der Wert von Decisions by Design in Organisationen S. 175-186

„… Decisions-by-Design-Modell kommen verschiedene Bereiche des Gehirns, Argu- 9.1 Das gesamte menschliche System ist beteiligt 9 …” „… Decisions-by-Design-Methode ein Platz eingeräumt wird. So unterscheiden Rowe und Boulgarides (1992) die folgenden vier …” „… , Mitarbeitern und Klienten hat. Deshalb setzte sie einen Decisions-by-Design-Prozess ein, in dem alle …”

2 In vier Schritten zu einer ergebnisorientierten Entscheidungsfindung S. 23-42

„… trifft. Der Decisions-by-Design-Prozess für Gruppenentscheidungen kann dabei helfen, von einer komplexen …” „… 2 IN VIER SCHRITTEN ZU EINER ERGEBNISORIENTIERTEN ENTSCHEIDUNGSFINDUNG Decisions by Design24 …” „… Abbildung 2.1 – Mit den vier Schritten von Decisions by Design von A nach B 2 In vier Schritten zu einer …”

1 Einführung S. 13-22

„… 1 EINFÜHRUNG Decisions by Design14 Anlass zu diesem Buch Wir entwerfen und begleiten …” „… getragener Entscheidungen steigt mit dieser Methode – Decisions by Design. Decisions by Design Decisions by …” „… notwendig und zwischen ihnen sollte kein Gegensatz bestehen. Im Rahmen der Decisions by Design werden die …”

4 Design und Gruppenprozess S. 59-80

„… Decisions-by-Design-Prozess endet wieder konvergent mit einer oder mehreren Entscheidungen (4. Schritt). Die Gruppe …” „… und Gruppenprozess 69 4.5 Dimension des Gruppenprozesses Mit dem Decisions-by-Design-Prozess stellen …” „… Design vor. Das Decisions-by-Design-Modell unterstützt die verschiedenen Gruppenprozesse des …”

Titelei/Inhaltsverzeichnis S. 1-12

„… . Decisions by Design Bibliografische Information der Deutschen Nationalbibliothek Die Deutsche …” „… . 10361-0150 Marjolijn de Graaf/Edwin de Graaf Decisions by Design 1. Auflage, Januar 2020 © 2020 …” „… Verlag Stuttgart Ein Unternehmen der Haufe Group Marjolijn de Graaf/Edwin de Graaf Decisions by Design …”

Empfehlungen S. 202-203

„… Decisions by Design202 Empfehlungen Marjolijn und Edwin de Graaf haben viel Erfahrung in der …” „… Menschen. ROBERT VERHEULE – RIJKSWATERSTAAT Die Methode Decisions by Design bietet einen enormen Mehrwert …” „… Entscheidung selbst ist tatsächlich gut und alle beteiligten Parteien stehen dahinter. Mit Decisions by Design …”

(Inspirations-)Quellen S. 198-199

„… ): What is the optimal group size for decision-making?, http://bit.ly/Grsize Mars, A. (2016): Wat is de …” „… Decisions by Design198 (Inspirations-)Quellen Aslander, M./Witteveen, E. (2015): The Permanent Beta …” „… management. Business Contact. www.permanentbeta.nl Barnet, T.: Group Decision making. http://bit.ly/grDecmak …”

8 4. Schritt Entscheiden S. 151-174

„… 8 4. SCHRITT ENTSCHEIDEN Decisions by Design152 Abbildung 8.1 – 4. Schritt Entscheiden im Decision …” „… Schritt von Decisions by Design. Sie schließen den Prozess mit Folgendem ab: einer von der Gruppe …” „… Entscheidungsfindung angekommen sind, sind Sie bereit für den letzten Schritt von Decisions by Design: Entscheiden …”

5 1. Schritt Fakten austauschen S. 81-104

„… 5 1. SCHRITT FAKTEN AUSTAUSCHEN Decisions by Design82 Abbildung 5.1 – 1. Schritt Fakten austauschen …” „… im Decision Design Canvas 5 1. Schritt Fakten austauschen 83 Welche gemeinsamen Ziele streben wir für …” „… Qualität von Gruppenentscheidungen steigert. 5.1 Halten Sie sich an die Fakten Decisions by Design84 6 9 9 …”

6 2. Schritt Reflektieren S. 105-126

„… 6 2. SCHRITT REFLEKTIEREN Decisions by Design106 Abbildung 6.1 – 2. Schritt Reflektieren im …” „… Decision Design Canvas 6 2. Schritt Reflektieren 107 6.1 Eine persönliche Verbindung zur Fragestellung …” „… Organisationskulturen, in denen man einfach keine Emotionen zeigt. Decisions by Design schafft Raum für eine eigene …”

7 3. Schritt Neue Erkenntnisse S. 127-150

„… 7 3. SCHRITT NEUE ERKENNTNISSE Decisions by Design128 Abbildung 7.1 – 3. Schritt Neue Erkenntnisse …” „… im Decision Design Canvas 7 3. Schritt Neue Erkenntnisse 129 7.1 Alle Informationen interpretieren …” „… Untersuchungen ergeben neue Erkenntnisse Decisions by Design130 entstehen, dass die Steigerung der Verkaufszahlen …”

10 Anhang: Stärken und Grundbedingungen der Entscheidungsfindung in Gruppen S. 187-197

„… 10 STÄRKEN UND GRUNDBEDINGUNGEN DER ENTSCHEIDUNGSFINDUNG IN GRUPPEN ANHANG Decisions by Design188 …” „… Decisions by Design ist nicht für die Entscheidungsfindung durch eine einzelne Person bestimmt, sondern …” „… individuelle Verantwortung übertragen können.« (De Dreu et al., 2008). Decisions by Design190 Akzeptanz und …”

Danksagung S. 200

„… Decisions by Design200 Danksagung Wir hätten dieses Buch ohne die Erfahrungen, die wir mit unseren …” „… Auftraggebern, Kunden und Kollegen aufgebaut haben, nicht schreiben können. Das Modell Decisions by Design, die …” „… Freund von Marjolijn, bereits ein Logo für Decisions by Design entworfen. Wir sind Kim, Robert, Guido …”

Die Autoren S. 201

„… Organisationsteams einsetzen. www.impactcompany.nl www.decisionsbydesign.nl Die Autoren Die Autoren …”

doi.org/10.34156/9783791046402

Svend Hollensen, Marc Oliver Opresnik - Marketing

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Svend Hollensen, Marc Oliver Opresnik

Marketing

2010

Treffer in den folgenden Teilen:

4.2 Pricing Decisions S. 226-248

„… 4. Marketing Mix in the Marketing Planning Process2124.2 Pricing DecisionsPricing is one of the …” „… Pricing Decisions 213Internal Factors Affecting Pricing DecisionsInternal factors affecting pricing …” „… mixstrategyCostsOrganizationalconsiderationsFigure 4.16: Factors affecting price decisionsKapitel_4.indd 213 03.08.2010 13:01:40 Uhr4. Marketing …”

4.3 Distribution Decisions S. 248-286

„… 4. Marketing Mix in the Marketing Planning Process2344.3 Distribution DecisionsA product must be …” „… distributor retention, training and motivation decisions.Evaluations require the manufacturer to gather …” „… made accessible to the target market at an affordable price. Distribution decisions deal with the …”

4.4 Communication Decisions S. 286-344

„… 4. Marketing Mix in the Marketing Planning Process2724.4 Communication DecisionsCommunication is …” „… durables, the decision-making process is studied with many alternatives evaluated and an extensive …” „… approachMessage decisions(creative strategy)ß Unique sellingproposition (USP)ß Standardization versus …”

4.1 Product and Service Decisions S. 185-226

„… . Marketing Mix in the Marketing Planning Process1724.1 Product and Service DecisionsTo this point, we have …” „… DecisionsBeyond decisions about individual products and services, product strategy also calls for building a …” „… Armstrong, 2009)Product Mix DecisionsAn organisation with several product lines has a product mix. A product …”

2.4 Analyzing Buying Behaviour on the B2B Market S. 93-96

„… making (known as the ‘decision-making unit’ (DMU) or sometimes referred to as the buying centre). In …” „… difficult to determine who makes the final decision.Purchaser• : the person who actually negotiates the …” „… importance of the decision.Users• : members of the organisation who will actually use the product. Users …”

2.3 Analyzing Buying Behaviour on the B2C Market S. 88-93

„… in the buying decisionHow• do they buy?What• are their choice criteria?Where• do they buy?When …” „… Decision?Consumers around the world vary vastly in age, income, education level, and tastes. They can also buy an …” „… product may not be the most influential member of the buying centre, nor the decision-maker. Even when the …”

Case 3: Royal Copenhagen A/S S. 180-185

„… , S. (2004) Global Marketing – a decision-oriented approach. 3rd ed., Financial Timers/Prentice …” „… Strategic Decisions, West Publishing Co., St Paul, MNDay, G. S. and Wensley, R. (1983) Marketing Theory with …” „… ObjectivesAfter studying the section about product and service decisions you should be able to do the …”

Titelei/Inhaltsverzeichnis S. 1-14

„… is to enable them to make better marketing decisions.A second audience for this book is the large …” „… the main phases involved in marketing management, i.e. the decision-making process regarding …” „… decisions? Communication decisionsChapter 1: Fundamentals of relationship marketing? The evolution of …”

2.5 Comparing B2B and B2C Markets S. 96

„… (buying centre) The individual, household • members, or friends and relatives Decision-making Distinct …” „… Buying influences Committees, technical • experts, and management are all involved in decision • making …” „… , observable stages• Often group decisions • Vague, mental stages• Usually individual decisions • Supplier …”

2.6 SWOT Analysis S. 96-110

„… (buying centre) The individual, household • members, or friends and relatives Decision-making Distinct …” „… ) and the direct business customer (in the B2B market).Re. B2C: End-consumers’ decision-making processes …” „… highinvolvement item, consumers engage in a complex decision-making process. The five major steps in the process …”

5.3 Ethical, Social and Environmental Aspects of Marketing Planning S. 401-420

„… concept of ethics. Ethics are the moral principles and values that govern the actions and decisions of an …” „… stakeholders, pricing issues and the impact of marketing decisions on the environment and society (Jobber, 2010 …” „… ). It is an integral part of decisions regarding marketing planning.Recent criticism of the ethics of …”

1.6 Fundamentals of Marketing Planning S. 36-48

„… 1.2: Drivers affecting strategic decision-making Kapitel_1.indd 22 03.08.2010 12:45:32 Uhr1.6 …” „… , and deciding on courses of action and ways to implement those decisions (Jobber and Fahy, 2009). As …” „… . Marketing planning is designed to assist the process of marketing decision making under prevailing …”

5.4 Developing and Managing Customer Relationships S. 420-445

„… negotiating contracts locally. Many local decision-makers of large GAMs prefer high-quality local service of …” „… decision to hire: not only those who work with customers or develop the marketing programs and advertising …” „… trade-off that characterizes a purchase situation or a decision whether to stay with a supplier. It will be …”

2.2 Assessing the External Marketing Situation S. 75-88

„… answering the following questions (Jobber, 2010):Who• is important in the buying decisionHow• do they …” „… . Political and legal forces can highly influence marketing decisions by setting the rules by which business …” „… purchasing decisions beyond purely rational, or economic, judgement.Company investment decisions are often …”

3.2 Market Segmentation, Targeting and Positioning S. 149-180

„… dividing those macro segments into micro segments, based on the characteristics of the decision-making …” „… , however, is the decision-making unit. For many business purchases decisions are made or influenced by a …” „… errors and recognize that learning is impeded when the chief concern is to defend past decisions.Of …”

1.3 Relationship Economics S. 22-28

„… ) behavioural (i.e. re-visit), expressed over time, by some decision-making Kapitel_1.indd 8 03.08.2010 …” „… ], which is a function of psychological (decision making and evaluative) processes resulting in brand …” „… focus on customer numbers only (Dawes and Swailes, 1999). Decisions concerning investment in relational …”

5.1 Organizing and Implementing the Marketing Plan S. 358-388

„… quality of change decision.Facilitation and support • Management might also provide supportive efforts …” „… decentralization of the structure which allows local managers greater freedom in their decision-making. This …” „… superiors to refer to. As communication becomes more complicated clear lines of decision-making authority …”

1.4 Relationship Drivers S. 28-31

„… crucial factor here is how this information is fed back into the decision-making process.Strategic …” „… activities• means to actively involve the customer in company decision-making and may be an effective way of …” „… to have an important bearing on the decision to develop a relationship marketing approach, in …”

5.2 Budgeting and Control S. 388-401

„… and to incorporate an understanding of the financial consequences of marketing decisions, which …” „… competition has a profound influence on the nature of marketing productivity. Marketing expenditure decisions …” „… govern the actions and decisions of an individual group (Berkowitz et al., 2004). Business ethics are the …”

3.1 Strategic Marketing Planning S. 123-149

„… guidelines for decision-making. Because companies face unique combinations of internal and external factors …” „… the skills and decision making process of the general (executive), while ‘stratagem’, translated as …” „… ‘an operation or act of generalship’, and referred to a specific decision made by the executive.To …”

2.1 Assessing the Internal Marketing Situation S. 57-75

„… decision-making.Share core competencies outside the organisation• : focusing on core competencies may well favour the …” „… implications• discuss how B2B customers make purchase decisions• explain the influences on organisational …” „… . Marketing Directors have sought to make marketing decisions rather than share responsibility for satisfying …”

About the Authors S. 460-461

„… marketing 158DDecider 80Decision-making unit 79Demographic factors 64Demographics 151Demographic …”

Case 1: Nordex AG S. 48-57

„… , Management Decisions, 32, pp. 4-20Grönroos, C. (1995) Relationship marketing: the strategy continuum, Journal …” „… decisions• explain the influences on organisational buying behaviour• explain how a SWOT analysis can …”

Index S. 461-464

„… Decision-making unit 79Demographic factors 64Demographics 151Demographic variables 144Differentiated …”

1.2 Definition of Relationship Marketing S. 21-22

„… : ‘The biased (i.e. non-random) behavioural (i.e. re-visit), expressed over time, by some decision-making …”

Case 2: BMW Motorcycles S. 110-123

„… marketing, Management Decisions, 32, pp. 4-20Kapitel_2.indd 106 03.08.2010 12:46:39 UhrReferences 107 …” „… PressMullane, J. V. (2002) The mission statement is a strategic tool: when used properly, Management Decision …”

Case 4: Heinrich Deichmann GmbH S. 344-358

„… Hollensen, S. (2004) Global Marketing – A decision-oriented approach, Financial Times/Prentice Hall, 3rd ed …” „… ) Global Marketing – A decision-oriented approach, Financial Times/Prentice Hall, 3rd ed, London Honeycutt …”

Case 5: Alfred Ritter GmbH S. 445-460

„… , LondonHollensen, S. (2004) Global Marketing – A decision-oriented approach, Financial Times/Prentice Hall …” „… witness the success of his decision. In late October 1974, he died from a sudden heart attack.Alfred Otto …”

1.5 Relationship Marketing as an Integrative Management Approach S. 31-36

„… strategic decision-making Kapitel_1.indd 22 03.08.2010 12:45:32 Uhr …”

1.1 The Evolution of Relationship Marketing S. 15-21

„… acquisition decisions. For a considerable time, these functions were managed by the procurement department as …”

doi.org/10.15358/9783800648702

Michael Hirt - Die wichtigsten Strategietools für Manager

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Michael Hirt (Hrsg.)

Die wichtigsten Strategietools für Manager

Reihe: Management Competence

Band 2014

Treffer in den folgenden Teilen:

91 Decision-Support-Systeme S. 296-299

„… 91 Decision-Support-Systeme Einsatzbereich – Strukturierung und Visualisierung von komplexen …” „… Vorfeld der Anwendung von Decision-Support-Systemen sind die vom Management verfolgten strategischen Ziele …” „… Decision-Support-Systeme eine praktische und kostengünstige Entscheidungsgrundlage, die eine optimale Gestaltung der …”

66 Decisions under Uncertainty S. 217-221

„… 66 Decisions under Uncertainty Einsatzbereich Das Tool „Decisions under Uncertainty“ eignet sich …” „… ist die Lektüre einschlägiger Fach- und Managementliteratur oder die Studie 20966 Decisions under …” „… Decisions under Uncertainty 66.4 Weiterführende Literatur Effectuation: Wie erfolgreiche Unternehmer denken …”

65 4 C S. 215-217

„… , P./Bliemel, F.; Schäffer-Poeschl, Stuttgart, 1999 66 Decisions under Uncertainty Einsatzbereich Das Tool …” „… „Decisions under Uncertainty“ eignet sich für den Einsatz in (Entscheidungs-) Situationen, die von …”

Stichwortverzeichnis S. 340-344

„… Decision-Support-Systeme 289 Deckungsbeitrag 213 Denison 74, 75, 76 Distribution 311 E Eco Management and Audit Scheme …” „… 207 Corporate Valuation Analysis 127 CR3 26 Customer Solution 207 D Decisions under Uncertainty 208 …”

Literaturverzeichnis S. 332-340

„… [Kapitel “Living With Uncertainty”], S. 65–69 [Kapitel “Optimizing Decision-Making”] Deckers, R …” „… Decisions under Uncertainty 208 Decision-Support-Systeme 289 Deckungsbeitrag 213 Denison 74, 75, 76 …”

Titelei/Inhaltsverzeichnis S. 1-16

„… 91 Decision-Support-Systeme . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 289 92 …” „… . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 206 66 Decisions under Uncertainty . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 208 …”

90 Wissensmanagement S. 293-296

„… , München, 2010 91 Decision-Support-Systeme Einsatzbereich – Strukturierung und Visualisierung von …”

doi.org/10.15358/9783800648474

Franziska Fink, Michael Moeller - Playbook Purpose Driven Organizations

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Franziska Fink, Michael Moeller

Playbook Purpose Driven Organizations

2022

Treffer in den folgenden Teilen:

6 Zweite Phase: Purpose guides decisions S. 88-111

„… 6 Zweite Phase: Purpose guides decisions6 Zweite Phase: Purpose guides decisions 6 Zweite Phase …” „… : Purpose guides decisions6 88 Jetzt kommt Fleisch an die Knochen! Bisher ging es ja Unternehmenspurpose in …” „… Handlungs- und Entscheidungsspielräume für Aber wenn es jetzt heißt »Purpose guides decisions« – die …”

1 Einführung: Why Purpose? S. 11-26

„… einerüberlebensfähigen Zukunft zu arbeiten. decisions Gründe: 4. Das Zeitalter der Wirkungstransparenz hat begonnen. 1 …” „… . fällig in die Hand genommen … decisions Purpose ist aber auch der Architekt für Struktur und Rol- Was es …” „… Ausgangspunkt zurück- decisions welt, also auf sich selbst. kehren und einen anderen Weg wählen kann. So kann …”

2 Wie funktionieren Purpose Driven Organizations S. 27-42

„… Unternehmen schauen: Familienunternehmen, decisions befeuert die schwierigen ersten Jahre. Noch ist das Start …” „… höheren Ziel richten wir schnell die passende Auswahl treffen. decisions unsere Strategie und …” „… decisions der Organisation. Wer eine Organisation verstehen, beein- den drei genannten Merkmalen Zwecke …”

5 Erste Phase: Find and connect purpose S. 54-87

„… fürchten, dass mit diesem Change-Pro- decisions Unternehmen steht und welche Handlungsfelder es gibt. jekt …” „… diesen pose nicht erfunden, sondern freigelegt. Er ist für Quest-Formaten möglich. decisions die …” „… vermeidet man die Schauen wir uns nun konkret an, wie das geht! reine Innenorientierung. decisions So …”

7 Dritte Phase: Purpose guides roles and collaboration S. 112-131

„… organisiert zusammen. 114 why? pioneers impact journey find and connect decisions collaboration people …” „… Selbstorganisation. Die Teams sind autonom selbstorganisiert. Dem Vorstand war wichtig, dass decisions und …” „… and connect decisions Abb. 20: Von der klassischen Hierarchie in eine Teamstruktur collaboration …”

9 Fünfte Phase: Maintain Purpose Drive S. 142-156

„… Routine Matching prüfen Individuelle bricht Über Grenzen (Re-)Quest Purpose Advice decisions n denken von …” „… »Culture Steward«. Sie entwickelt für die Kliniken, Bildungs- und Pflegeeinrichtungen Formate, um decisions …” „… und aufge- durchgeführt werden, wenn es schon erste Erfahrungen zu decisions zeichnet, sodass mehr …”

3 Wie wirkt Purpose aufs Geschäft und auf die Mitarbeitenden S. 43-52

„… auf Kundinnen. Wettbewerbsumfeld zurecht. decisions Eine große Studie amerikanischer Universitäten5 …” „… - purposeorientierten Unternehmen. Es ergibt sich ein span- decisions gen Unternehmen mit Purpose Drive sogar um 42 …” „… Workforce Index11 gibt da Aufschluss. Die Studie erhebt in decisions regelmäßigen Abständen in den USA …”

8 Vierte Phase: Purpose meets people S. 132-141

„… Stellenbesetzungen, aber auch dem Trennen von Mitarbei- decisions tenden kommt also große Bedeutung zu. Dafür sind …” „… zu kön- Einstellung in drei Wochen durchlaufen werden oder länger nen? dauern. decisions c) Was will …” „… Commitment der Mitarbeitenden. Wie erhöht man aktiv diese Übereinstimmung? Zum decisions Beispiel mit Job …”

Titelei/Inhaltsverzeichnis S. 1-10

„… Connection bottom-up .................... 81 9 6 Zweite Phase: Purpose guides decisions .......... 88 8 …” „… ................ 100 8.3.3 Rollen-Feedback .......................... 141 6.3.2 Integrative Decision Making (IDM …”

4 Wie wird man zu einer Purpose Driven Organization? S. 53

„… oder Ihr Team anwenden. Let’s purpose! decisions collaboration people maintain drive 53 …”

Stichwortverzeichnis S. 161-164

„… Integrative Decision Making (IDM) 101, Action Points 148 – Kommunikation 30 126 Agilität 29, 45 …”

doi.org/10.34156/9783791054599

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Svend Hollensen, Marc Oliver Opresnik

Marketing

2015

Treffer in den folgenden Teilen:

4.2 Pricing Decisions S. 258-280

„… useful to the pricing decision-maker. One use of break-even analysis is to compare the break-even …” „… decision-maker can then assess the effect of charging different prices in terms of what these different prices …” „… general marketing strategy, the major steps in the pricing decision-making are: Pricing objectives …”

4.3 Distribution Decisions S. 280-320

„… 4.3 Distribution Decisions 265 In international pricing, companies have the possibility to use a …” „… of action, and (b) an inappropriate course of action for a firm. 4.3 Distribution Decisions A product …” „… must be made accessible to the target market at an affordable price. Distribution decisions deal with …”

4.4 Communication Decisions S. 320-398

„… high-involvement decisions such as the purchase of expensive consumer durables, the decision-making process is …” „… 4.4 Communication Decisions 305 Questions for discussion 1. Why is global distribution more …” „… . 5. Why is channel selection and important decision? What factors influence choice? 6. What are the …”

4.1 Product and Service Decisions S. 218-258

„… have to be prepared for the longer decision-making process and develop specific tools, for instance to …” „… , there are multiple convergent points that link the activity-stage model to the decision-stage models …” „… customers in that they provide quality certification, which can substantially support decision-making …”

Titelei/Inhaltsverzeichnis S. 1-15

„… marketing and its practical application in managerial decision-making. It integrates the ‘new’ relationship …” „… phases involved in marketing management , i.e. the decision-making process regarding formulating …” „… . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 2.1.2 Linking Marketing Research to the Decision-Making Process . . . . . . . . . . 44 2.1.3 …”

2.5 Analyzing Buying Behaviour on the B2B Market S. 125-128

„… decision making (known as the ‘decision-making unit’ (DMU) or sometimes referred to as the buying centre …” „… the decision process by which business buyers determine which products and services their …” „… are affected by personal factors as well, organisational buying decisions are often made on economic …”

2.4 Analyzing Buying Behaviour on the B2C Market S. 120-125

„… the product may not be the most influential member of the buying centre, nor the decision-maker …” „… centre can be useful when their knowledge may function as persuasive forces during the decision-making …” „… . Different buyers may engage in different types of decision-making processes depending on how highly involved …”

Summary S. 208-218

„… impeded when the chief concern is to defend past decisions. Of course, nothing can guarantee that a …” „… decision, however well made, will turn out right. It is wrong to assume that a bad outcome implies the …” „… decision was badly made since it may have been the most rationally defensible answer at the time. In any …”

Summary S. 140-154

„… ’ decision-making processes are classified largely on the basis of high and low- involvement with the product and …” „… a highinvolvement item, consumers engage in a complex decision-making process. The five major …” „… decision-making, two additional influences are included. These are group influences and organisational factors …”

2.1 Marketing Research S. 58-88

„… international information system • link global market research to the decision-making process • discuss the key …” „… Decision-Making Process Market research should be linked to the decision-making process within the firm. The …” „… recognition that a situation requires action is the initiating factor in the decision-making process. 2.1 …”

2.3 Assessing the External Marketing Situation S. 106-120

„… influential member of the buying centre, nor the decision-maker. Even when the user does play the …” „… may function as persuasive forces during the decision-making process. Example 3: Lego is not only …” „… society. Political and legal forces can highly influence marketing decisions by setting the rules by …”

1.6 Fundamentals of Marketing Planning S. 38-48

„… 1.2: Drivers affecting strategic decision-making 1. Fundamentals of Relationship Marketing24 • In some …” „… capabilities, and deciding on courses of action and ways to implement those decisions (Jobber and Fahy, 2009 …” „… objectives. Marketing planning is designed to assist the process of marketing decision making under …”

5.4 Developing and Managing Customer Relationships S. 463-493

„… contracts locally. Many local decision-makers of large GAMs prefer high-quality local service of the …” „… decision to hire: not only those who work with customers or develop the marketing programs and advertising …” „… trade-off that characterizes a purchase situation or a decision whether to stay with a supplier. It will be …”

3.2 Market Segmentation, Targeting and Positioning S. 183-208

„… dividing those macro segments into micro segments, based on the characteristics of the decision-making …” „… markets, however, is the decision-making unit. For many business purchases decisions are made or …” „… scheme to make better marketing decisions is the ability of the marketing strategist to evaluate segment …”

5.3 Ethical, Social and Environmental Aspects of Marketing Planning S. 440-463

„… values that govern the actions and decisions of an individual group (Berkowitz et al., 2004). Business …” „… the impact of marketing decisions on the environment and society (Jobber, 2010). It is an integral …” „… part of decisions regarding marketing planning. Recent criticism of the ethics of marketing reflects …”

2.6 Comparing B2B and B2C Markets S. 128-129

„… • Committees, technical experts, and management are all involved in decision making (buying centre) • The …” „… • Often group decisions • Vague, mental stages • Usually individual decisions Supplier relationship …” „… individual, household members, or friends and relatives Decisionmaking • Distinct, observable stages …”

Summary S. 48-58

„… international information system • link global market research to the decision-making process • discuss the key …” „… hypothetical RM/TM continuum? What factors led to your decision to place them there? 10. How could businesses …” „… supplier are researched, pooled in a large and detailed data base. As baseline for strategic decisions the …”

1.3 Relationship Economics S. 23-28

„… decision-making unit with respect to one [supplier] out of a set of [suppliers], which is a function of …” „… psychological (decision making and evaluative) processes resulting in brand commitment’ (Bloemer and de Ruyter …” „… and Swailes, 1999). Decisions concerning investment in relational approaches should be made on the …”

5.1 Organizing and Implementing the Marketing Plan S. 398-428

„… which allows local managers greater freedom in their decision-making. This structure suits companies …” „… complicated clear lines of decision-making authority need to be drawn up in order for the system to work …” „… method is used to conceptualise the decision-making areas of marketing. 4 Ps of classical consumer goods …”

2.2 Assessing the Internal Marketing Situation S. 88-106

„… flow. • Customer decision-making data: Increasingly firms are interested not only in understanding the …” „… consistently strengthen all strategic decision-making. • Share core competencies outside the organisation …” „… though in arriving at a decision. This interest has been sparked by several technological advances in …”

1.4 Relationship Drivers S. 28-35

„… this information is fed back into the decision-making process. • Strategic activities means to …” „… actively involve the customer in company decision-making and may be an effective way of establishing a …” „… and Swailes, 1999). Decisions concerning investment in relational approaches should be made on the …”

2.7 SWOT Analysis S. 129-140

„… and what benefits they seek, when and where they buy and who is involved in the purchase decision …” „… relevant information for more accurate decision making. The objective is the same for both domestic and …” „… research method to different countries is usually necessary. The firm should set up a decision support …”

3.1 Strategic Marketing Planning S. 154-183

„… decision-making. Because companies face unique combinations of internal and external factors, the strategies …” „… decision making process of the general (executive), while ‘stratagem’, translated as ‘an operation or act …” „… of generalship’, and referred to a specific decision made by the executive. To complicate matters …”

References S. 493-510

„… th ed., Pearson Education, Harlow, UK Hollensen, S. (2004) Global Marketing – A decision-oriented …” „… , 52, pp. 1-20 Day, G. S. (1986) Analysis for Strategic Decisions, West Publishing Co., St Paul, MN Day …” „… to relationship marketing: towards a paradigm shift in marketing, Management Decisions, 32, pp. 4-20 …”

About the Authors S. 510-511

„… service 101 Customized marketing 188 D Decider 111 Decision-making unit 110 Demographic factors 94 …”

Subject and Companies Index S. 511-515

„… Decision-making unit 110 Demographic factors 94 Demographics 180 Demographic variables 173 Differentiated …”

5.2 Budgeting and Control S. 428-440

„… marketing analysis and to incorporate an understanding of the financial consequences of marketing decisions …” „… profound influence on the nature of marketing productivity. Marketing expenditure decisions, such as those …”

1.5 Relationship Marketing as an Integrative Management Approach S. 35-38

„… 1.2: Drivers affecting strategic decision-making …”

1.1 The Evolution of Relationship Marketing S. 16-22

„… decisions. For a considerable time, these functions were managed by the procurement department as a …”

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