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featured management models

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,...
 
six boxes: Weisbord, Marvin R.
 

six boxes

Weisbord, Marvin R.

  • topic: change management and org. design & development
  • period: 1978
In the mid 1970's, Marvin Weisbord, an organisational design consultant, created his six boxes model as a diagnostics tool of organisational effectiveness. He identified six key areas in which 'things must go right' and be internally consistent for an organisation to be successful. The result of the diagnosis is a prioritised list of ready to be...
 
five configurations: Mintzberg, Henry
 

five configurations

Mintzberg, Henry

  • topic: org. design & development
  • period: 1979
The Canadian academic, Henry Mintzberg, synthesised organisational design literature into five ideal organisational forms or configurations that do not exist in the real world, but provide consultants and managers a framework to understand and design organisational structures. Mintzberg defined organisational structure as "the sum...
 
hierarchy of human needs: Maslow, Abraham H.
 

hierarchy of human needs

Maslow, Abraham H.

  • topic: leadership & management, marketing & sales and personnel management
  • period: 1954
Psychologist Abraham Maslow studied human motivation from the 1940s until his death in 1970. His Hierarchy of Needs explains motivation and behaviour as the result of different fundamental needs that drive individuals. Motivation is required to undertake action. He assumed that all humans have an inner core based on the sum of an individual's feelings, emotions,...