Decision Making Units (DMUs) in Industrial Marketing

It is essential to understand the roles of buying-center members or Decision Making Units (DMUs) before identifying the individuals and groups involved in  the buying-decision process. It is helpful to the industrial marketers to develop  an effective promotion strategy. The roles of buying center members are as  follows: Initiators:  The initiators might be any individuals in the buying firm. Often, the users of a  product/service play the role of the initiators. Buyers:  The major roles of buyers are obtaining quotations (or offers) from suppliers,  supplier evaluation and selection, negotiation, processing purchase orders, speed  up deliveries, and implementing purchasing policies of the organization.  Generally, they are the purchase (or material) officers and executives. Users:  The user is those individuals who use the product or service that is to be  purchased. Generally, users play the role of the initiators. The influence of the  users in purchasing decisions may vary from minor to Continue reading

Guidance in Management

The Concept of  Guidance Guidance in management  can be defined as: – “The act or process of guiding” or “The one who shows the way by leading, directing, or advising. “ or “The one who serves as a model for others, as in a course of conduct.” Good manager guide their employees to continually learn new skills and work toward organizational goals, while being sensitive to their needs. This kind of guidance gives employees a vested interest in their organization, which will affect the quality of their work. The good manager is a leader, not an order giver. When a manager tells an employee what he want done, instead of giving an order, the manager give their employees the freedom to come up with their best way of getting that task done. It may not always be the best way, and the manager may have to do some monitoring and Continue reading

Concepts of Job Description and Job Specification

Job Analysis is the systematic process of collecting and making judgments about all the important information related to a job. Job Analysis is the procedure through which one determines the duties and nature of the jobs. It also determines the kinds of people who should be hired for those jobs. General purpose of job Analysis is to document the requirements of a job and the work performed. Moreover job Analysis is fundamental to the preparation of job specification and description. Job Description Job description is a broad statement of the purpose, duties and responsibilities of a job or position. A job description is based on a detailed job analysis and usually summarizes the essential information gathered through job analysis. It describes the main tasks and responsibilities of the job clearly and concisely in order to facilitate the systematic comparison of jobs for evaluation purposes. The kind of information and amount Continue reading

Important Types of Planning in Management

Planning is highly essential for the successful functioning of any organization, big or small.  Planning, in simple terms, involves drawing up a scheduled list of activities required to achieve a particular goal. In a company or even at home, a certain amount of planning helps you finish tasks successfully. But in an organization with a huge workforce and many hierarchical levels, planning is quintessential to meeting the organization’s objectives and targets. Types of Planning in an Organization Strategic Planning Operational Planning Financial Planning Marketing Planning Proactive Planning Strategic Planning Strategic planning is the kind of planning that provides direction for the organization on how to proceed in the long run. The organization makes clear the strategy it intends on pursuing to achieve all of its targets, and allocates resources and takes action accordingly. In order to be able to devise the organization’s strategy, it is necessary that the organization knows Continue reading

Analysis of Joseph Schumpeter’s ‘Theories of Economic Development’

At the turn of the century, a period of strengthening the role of monopolies, increasing property differentiation of the population and the deepening of cyclical crises appeared the concept of an Austrian economist and sociologist Joseph Schumpeter. Joseph Schumpeter was an economist and sociologist, he came into the history of economic science as a profound scholar of theoretical problems of entrepreneurship and evolution of socio-economic systems, as the historian of economic theory. His broad vision of the evolution of socio-economic processes still has influence on modern economic thought. He presented his understanding of the subject of economics and tried to combine economic theory, economic sociology and the history of economic analysis. He tried to create a coherent system of believes that explains new phenomena and processes. According to his theoretical views, J. Schumpeter does not belong to any known economic schools. He was involved in many issues, focusing on the Continue reading

What is Sustainability?

The interest in sustainability has grown over recent years and is shared among a variety of national and international organizations, special interest groups and corporations around the world. Sustainable business practices are becoming a worldwide business requirement. Some of the main sustainability requirements have been stated explicitly by many different organizations. A widely cited definition of sustainability is attributed to the United Nations Brundtland Commission and reads as follows: “meeting the needs of the present without compromising the ability of future generations to meet their own needs” (WCED, 1987). Another set of requirements describes the broader and more specific application of sustainability and can be seen in the ten principles of the UN Global Compact which was enacted in 1999. The ten principles establish a set of core values for organizations to follow and encourage those organizations adopting the principles to influence their partner organizations to subscribe to the principles Continue reading