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featured management models

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...
hawthorne effect: Mayo, Elton

hawthorne effect

Mayo, Elton

  • topic: change management, culture & internationalisation and org. design & development
  • period: 1933
Between 1924 and 1933, research teams from Harvard University conducted field studies on worker productivity at the Western Electric Hawthorne plant near Chicago, one of the most advanced manufacturing facilities that employed 29,000 workers to produce telephones and telecommunications equipment for AT&T. The experiments initially...
ten managerial roles: Mintzberg, Henry

ten managerial roles

Mintzberg, Henry

  • topic: leadership & management and personnel management
  • period: 1973
The Canadian academic, Henry Mintzberg who had trained as a mechanical engineer, wrote his PhD thesis at the MIT Sloan School of Management analysing the actual work habits and time management of chief executive officers (CEOs). In 1973, Mintzberg's thesis on the nature of managerial work was adopted as a study and published for a wider audience. Mintzberg's...
five star model: Galbraith, Jay R.

five star model

Galbraith, Jay R.

  • topic: information technology and org. design & development
  • period: 1973
The American academic and consultant, Jay Galbraith, developed the Star Model as an organisational design framework. The model used design policies that guide organisational decision making and behaviour. The model contained the following five categories: 1. Strategy Determines direction through goals, objectives, values...