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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...
 
five forces: Porter, Michael E.
 

five forces

Porter, Michael E.

  • topic: strategic management
  • period: 1980
Michael Porter's innovative research in the 1980's changed managers' perceptions of their own industry's importance as a factor for their company's strategy. Business unit managers would now have to study their industry's characteristics since an industry's structure determines its relative economic attractiveness and hence, the profit potential of all companies...
 
AIDA sales funnel: St. Elmo Lewis, Elias
 

AIDA sales funnel

St. Elmo Lewis, Elias

  • topic: marketing & sales
  • period: 1898
In 1898, the American advertising and sales pioneer, E. St. Elmo Lewis developed a practical sales tool using the latest Scientific Management insights. He created his AIDA funnel model on customer studies in the US life insurance market to explain the mechanisms of personal selling. Lewis held that the most successful salespeople followed a hierarchical,...
 
visionary capacity framework: de Jong, Rob-Jan
 

visionary capacity framework

de Jong, Rob-Jan

  • topic: innovation & risk, leadership & management and strategic management
  • period: 2015
In 2015, Rob-Jan de Jong, behavioral strategist and world-renown executive educator, published the visionary capacity framework based on an eight year investigation into leadership and vision formation. Senior leaders are expected to anticipate the future and provide direction,...