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featured management models

scientific management: Taylor, Frederick Winslow
 

scientific management

Taylor, Frederick Winslow

  • topic: org. design & development and technology & operations
  • period: 1911
At the turn of the 20th century, the American engineer, Frederick Winslow Taylor, proposed scientific methodologies to improve the productivity of shop floors at large plants. He argued that labour problems such as low productivity, high turnover, soldiering, and a conflict-driven relationship between management and staff were caused by improper production...
 
six buying roles: Webster, Frederick E., Wind, Yoram
 

six buying roles

Webster, Frederick E., Wind, Yoram

  • topic: marketing & sales
  • period: 1972
In the early 1970's, the industrial marketing professors Frederick E. Webster and Yoram Wind, developed the 'buying centre' concept in order to structure large scale sales in complex corporate environments. In the early 1980's, Thomas Bonoma expanded their original list of five roles with the role of initiator. The concept then classified six buying roles...
 
value chain analysis: Porter, Michael E.
 

value chain analysis

Porter, Michael E.

  • topic: finance & accounting, marketing & sales, org. design & development and strategic management
  • period: 1985
Michael Porter published the Value Chain Analysis in 1985 as a response to criticism that his Five Forces framework lacked an implementation methodology that bridged the gap between internal capabilities and opportunities in the competitive landscape. This framework focused on industry attractiveness as a determinant of the profit potential of all companies...
 
ADAPT interview framework: Ingram, Thomas N.
 

ADAPT interview framework

Ingram, Thomas N.

  • topic: marketing & sales
  • period: 1995
In the early 1990's, the American marketing professor Thomas Ingram, co-developed the ADAPT questioning system to support relationship-based selling that requires a long term focus and spans multiple sales meetings. The method aimed first to identify the wider, organisational situation, then discover and explore customer needs. ADAPT is most effective for...