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featured management models

diffusion of innovations: Rogers, Everett M.
 

diffusion of innovations

Rogers, Everett M.

  • topic: communication, innovation & risk and marketing & sales
  • period: 1962
Everett M. Rogers is widely known as the inventor of the “Diffusion of Innovation” theory from his research on how farmers adopt agricultural innovations. After pursuing a degree in agriculture, Rogers earned his PhD in Sociology and Statistics at Iowa State University (1957). His doctorate work stemmed from both his personal interest in understanding...
 
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...
 
SIER hierarchy of active listening: Barker, Larry L., Steil, Lyman K., Watson, Kittie W.
 

SIER hierarchy of active listening

Barker, Larry L., Steil, Lyman K., Watson, Kittie W.

  • topic: marketing & sales
  • period: 1983
In the early 1980s, the American communication researchers, Steil, Watson & Barker, developed the SIER hierarchy of active listening based on their observation that people recall only about 50% of the message immediately after hearing it and only 25% after two days. Steil, Watson & Barker built upon Claude Shannon and Warren Weaver's general model...
 
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...