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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...
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...
system dynamics: Forrester, Jay Wright

system dynamics

Forrester, Jay Wright

  • topic: org. design & development and strategic management
  • period: 1961
In the 1960's, MIT developed System Dynamics as an offshoot of the broader discipline of Systems Thinking. Systems Thinking detected structures underling complex problems and allowed individuals to become aware of the mental models they used to perceive reality. System Dynamics simulated interactions between objects in dynamic systems...
mass customisation: Pine II, B. Joseph

mass customisation

Pine II, B. Joseph

  • topic: marketing & sales, strategic management and technology & operations
  • period: 1993
Mass customisation is an economic production paradigm as well as on an organisational level a strategic response to fragmenting markets. Mass customisation explains how affordable goods and services can be delivered to satisfy the needs of the individual by combining the efficiency of mass production and the customisation level of craftsmanship....