Bøger i Management for Professionals serien

This is one of the first books to combine the current megatrend of digitalization and pricing as the most effective lever for increasing and sustaining profits. The book presents the basics of digital pricing as well as modeling methods and implementation examples. This structure helps in tackling the latest developments and challenges due to digitalization. Readers will gain a detailed insight into using innovative revenue and price models to generate a sustainable competitive advantage for their companies. The author uses his cross-industry experience to draw on several examples of innovative digital pricing approaches which can be applied in industrial sectors such as automotive, industrial goods and machinery, as well as service sectors like telecommunications, transportation and tourism.

End of 2022, nearly 200,000 people indicated holding a position as a customer success manager on LinkedIn. Customer success management (CSM) is thus the fastest growing business function. It was first implemented in selected service businesses, but currently CSM applications are spreading globally across industries.This book provides a clear understanding of CSM for practitioners based on comprehensibly prepared knowledge from practical and scientific resources. The book can be used as a practical guide to learn about CSM process and the roles, necessary capabilities, and expectations toward customer success managers. Furthermore, it also shows how CSM differs from and, at the same time, relates to existing customer-related management concepts such as value-based selling, key account management and customer relationship management. The presented insights are not only relevant for customer success managers, but also for those aiming at such a position in the future. The bookis also useful for supplier and customer representatives who are connected with customer success management activities in their daily business.

This book presents a rich selection of 36 real-world cases on how organizations in China explore the new growth pattern, business model innovation, and digital transformation in digital era. The topic of cases varies from digital marketing and Internet brands, the growth of digital platforms, digital transformation and the industrial Internet of things, strategies for cross-border e-commerce companies, and business model innovation in digital era, etc. These cases stem from a diverse set of industry sectors, reporting on best practices and lessons learned. The book shows how organizations strive to find new ways to develop and create new paths to grow in a digital world and shares essential practical insights into digital economy. All cases are presented in a standardized structure in order to provide valuable insights and essential guidance for practitioners, scholars as well as general readers.

Many companies fail to acknowledge and analyze disparities observed among customers and simply put them down to culture or emotion. New neuroendocrinological research proves that people are rational: They just have a different biological perception of the same stimulus. Their preferences, behavior, and decisions are strongly influenced by the hundreds of millions of sensors monitoring their body and brain. People with more taste buds are, for example, sensitive to bitterness and are more likely to drink their coffee with sugar or milk, or to drink tea.This book helps product managers, marketers, and corporate decision-makers understand and predict customers¿ behavior and preferences. It provides the tools to design the right sensory mix (color, shape, depth, taste, smell, texture, and sound) for each product, and fine-tune their positioning and range for every local market. Using cases from different sectors, the author shows that this approach delivers planet and people-friendly innovations which have a higher chance of success in the market.

This book offers a comprehensive approach to organizational excellence based on the author¿s vast experience in managing excellence at highly innovative and dynamic organizations. It integrates various approaches into a consistent view of achieving excellence in the context of dynamic technological and societal developments. Starting from purpose and mission, it describes stakeholder mapping and analysis, and process and quality management. In turn, it sheds light on how to deal with business dynamics of various types and demonstrates how quantum-mechanical models can help to understand and manage dynamic organizational processes. The book then introduces readers to result measuring and performance management, followed by organizational learning and rewards and recognition. Moreover, it discusses (innovation) ecosystem leverage and organizational culture management as further important capabilities of excellent organizations. Best practices in corporate social responsibility and environmental, social and governance aspects are fully integrated throughout the book, which concludes by explaining how the UN Sustainable Development Goals can be applied to optimize business initiatives. The book is intended as a source of inspiration for managers working under highly dynamic organizational conditions, helping them take their businesses to higher levels. It also provides valuable industrial insights for scholars with an interest in organizational excellence.

This book clarifies based on latest findings and research what one needs to know about marketing and sales automation, how to manage projects to implement them, select and implement tools, and what results can be achieved. It also outlines what can be expected in the future such as the automation of corporate communication and Human Resources.The range of topics spans from the creation of a valid data base in the context of applied AI for realizing predictive intelligence and the effects of data regulations such as the European General Data Protection Regulation (GDPR) when addressing customers and prospects to recommendations for selecting and implementing the necessary IT systems. Experts also report on their experiences in regard to Conversion-rate-optimization (CRO) and provide tips and assistance on how to optimize and ensure the highest RoI for marketing and sales automation. A special focus will be placed on the dovetailing of marketing and sales and the management of the customer journey as well as the improvement of the customer experience.

This book provides professionals and academics with a holistic and practical approach to virtual and innovative quality management (QM) throughout the business value chain. It describes how to manage the value change from the supply side combining all functions of the value chain and contains best practices in performance, particularly in the production, trading, service, and information industries. It explores such topics as integrated management systems (IMS), extended reality, artificial intelligence, and environmental social governance (ESG). Industry examples and case studies are used to reveal the diversity of opportunities for QM methodologies and principles. This book is an ideal guide for professionals and practitioners who wish to incorporate QM concepts to achieve a competitive advantage across all business functions.

This book aims to provide the industrial upgrading and business scenario improved and boosted by 5G, as well as to forecast the typical industry application with a 6G vision. At the beginning of the book, it builds an overview of how 5G stimulates industrial transformation in the global digitalization wave, involving its commercial use, policy support, and application development around the world. Also it summarizes the main challenges of 5GtoB in large-scale replication from the perspective of methodology and deduce its development path and future form oriented to XtoB. The author demonstrates the typical applications of 5G in key industries based on a large number of practices and propose common capabilities and essential components for large-scale replication, and details the progress in the convergence of 5GtoB and industry standards. It presents the 6G vision and innovative ToB enabling technologies and describe key technologies, including semantic communication, on-purpose network, and cell-free ultra-massive cooperative MIMO. As conclusion, it forecasts the typical industry applications of 6G, such as metaverse, man¿machine interaction, and hyper-connected future city.

The book complements the current body of knowledge in business-to-business marketing with the experience of many professionals ranging from marketers to top management of a leading automotive semiconductor supplier worldwide. It presents unique and adaptable practical concepts, case studies, and tested models from practice. The book operationalizes the theory of approaches such as omni-channel marketing, and target driven performance marketing into practical and actionable approaches in large B2B companies in automotive sectors. The change management nature of the digital transformation of marketing is a common thread throughout the book and the experience of more than 10 practitioners, allowing readers to relate the content directly to their own business reality.

The rise of China poses a significant challenge to the existing, Western-dominated world economic order. The effectiveness of the Regional Comprehensive Economic Partnership (RCEP) is contingent on a smooth transition of the world¿s economic center toward the Asia-Pacific Region. For Western investors, the vast market opportunities can be tempting. However, the lack of experience and knowledge of international management in China ¿ a country with radically different business rules and cultural background ¿ poses a substantial risk.This book provides comprehensive insights into the fast-changing business world in China. Based on the authors¿ theoretical knowledge and invaluable years of practical experience, it discusses the various options for doing business in China, with current examples that demonstrate how European SMEs can successfully position themselves between multinational companies and local competitors. It also highlights new opportunities arising from Chinäs international involvement (New Silk Road, RCEP) and addresses risk management for European SMEs operating in China. Moreover, it sheds light on how to form relationships of mutual trust between Chinese policymakers and their advisors/cooperation partners from abroad.Readers with an interest in doing business in China will find this book particularly valuable.

This book comprehensively assesses the growing importance of project data for project scheduling, risk analysis and control. It discusses the relevance of project data for both researchers and professionals, and illustrates why the collection, processing and use of such data is not as straightforward as most people think. The theme of this book is known in the literature as data-driven project management and includes the discussion of using computer algorithms, human intuition, and project data for managing projects under risk.The book reviews the basic components of data-driven project management by summarizing the current state-of-the-art methodologies, including the latest computer and machine learning algorithms and statistical methodologies, for project risk and control. It highlights the importance of artificial project data for academics, and describes the specific requirements such data must meet. In turn, the book discusses a wide variety of statistical methods available to generate these artificial data and shows how they have helped researchers to develop algorithms and tools to improve decision-making in project management. Moreover, it examines the relevance of project data from a professional standpoint and describes how professionals should collect empirical project data for better decision-making. Finally, the book introduces a new approach to data collection, generation, and analysis for creating project databases, making it relevant for academic researchers and professional project managers alike.

This book aims to build a framework for understanding how to achieve new business growth through digital intelligence. It reveals the driving force and commercial logic behind the technology upgrade and transformation for enterprises, analyzes how to improve enterprises' branding, product, distribution channel, marketing, logistics, and organization under the new context, and studies the successful cases in digital intelligence of 6 Chinese enterprises. For business school students, researchers, managers, and practitioners, it is helpful to build an overview and understanding on strategy level as well as practice level.

This book takes a practice approach to studying platform business models. Drawing from the growing academic literature as well as the practice world, this book intends to provide a framework for analysing platform business firms. Leveraging on the early literature on network economics (that was largely analytical) and the popular writing about new organizations, this book takes a strategic perspective. It answers the five big strategy questions about platform business firms: a. What are platform business models, and how are they different from others; b. How do platform business firms operate, and what value do they create? To whom and how; c. What are those resources that platforms possess and leverage to create and sustain their competitive advantage over others; d. Why and how are they successful? Why do they perform differently from others? What metrics of performance should we use to study and analyse their performance; e. Is this business model sustainable? What determines the longevity of such firms? What are the regulatory and social challenges that these platform business firms face? How do regulators and the larger society manage the disproportionate power distribution among such firms?The book is strategic in nature and highlights the resources defining the strategies of successful platform business firms. In doing so, it provides a field guide for entrepreneurs and managers embarking on building a platform, by providing a portfolio of decisions to make. Though the frameworks could be generalized, the book focuses on platform businesses, rather than societal platforms. With a few extensions, it is possible that these frameworks could be easily applied to non-profit and or social enterprises as well.

This book continues from author¿s first SMA publication in 2018 (also by Springer) and discusses the new roles of SMA in the new network economy. Emerging digital technologies have revolutionized the business world with groundbreaking rules and innovative business models. New knowledge and information technologies have inspired new business ideas and created more information platforms at a lower cost, yet highly efficient in the market. The new business transformation also encourages more inter-organizational cooperation to cope with rapid changes. All these novelties add challenges to corporate individuals in managing businesses beyond their organizations, in particular financial professionals (e.g., CFO) who are experts in the team. Therefore, SMA is assigned a new role in the new network economy. Similarly, SMA calls for major updates and revisions. This urges author to write this book to meet the new demand. The author has selected important topics that are particularly pertinent to the new Internet economy. These topics include how to make decisions under business uncertainty, how to value businesses in general, Internet stocks and intangible assets in particular. Business collaboration and integration are usual means to acquire synergy value. How does SMA help deliver the best results? How are business models and information platforms built as sense-making revenue models, even though these platforms never charge for services? How is market power and brand value measured? How does trust supplement control in new network organizations? Finally, how is value created, captured, and allocated in a fair manner? The book goes through detailed examinations of each topic with cases, examples, and illustrations as required.

This book explores how cultural and social influences affect consumer decision making with a focus on uncertainty avoidance, rituals, and external threats. Indeed, uncertainty avoidance can exert significant influence on consumer behavior. For example, consumers in a culture with high uncertainty avoidance may show less positive attitudes towards new products than those in a culture with low uncertainty avoidance. Prior cultural research has mainly focused on how individualism/collectivism or power distance belief influences consumer attitudes and behaviors at an individual level, while seldom does research investigate the effect of uncertainty avoidance on consumption. This book examines how uncertainty avoidance affects superstitious consumption as well as its underlying mechanism and boundary condition. Rituals, as a component of culture, can affect consumer behaviors. However, few studies have shedded light on how repeating rituals can affect consumers¿ willingness to use the products involved in the ritual. Consumer behavior is complex. Consumers are surrounded with various external threats such as health, economic, and informational threats, while prior research has primarily focused on health threats. Beyond this, inter-client conflicts, as a special type of social threat, can also affect consumption experience. In all, this book aims to examine how uncertainty avoidance, rituals and external threats influence consumer attitudes and behaviors. In this book, new research models would be developed. This book enriches our understanding on how cultural and social influences affect consumer decision making and provides insights for both researchers and practitioners in marketing.

This book examines users¿ digital content contribution and consumption behavior from a social perspective. Digital content is everywhere¿from search results on search engines to posts on social media. Incentivizing users to contribute abundant content and motivating users to engage in and pay for digital content are vital for online platforms, especially those relying on digital content generated by users. This book develops a theoretical framework to incorporate social influence, including social presence, social interaction, social comparison, social loafing, and social relationships, in users¿ digital content contribution and consumption decisions. Further, using a large volume of data from online platforms, the author empirically studies the role of social interaction in digital content provision and monetization from the supply side. Also, regarding the digital content demand side, this book explores how to boost content consumption via social motives and social norms. The bookenriches the understanding of social influence in digital content contribution and consumption and provides practical suggestions for digital platforms¿ mechanism design.

The world's population continues to grow year after year, putting pressure on all global resources. This book provides examples of how we can deal with all the challenges associated with aspects of population growth in the quest for sustainable development. It presents case studies on different areas of sustainability in the food industry, which includes food production and consumption. The collection of illustrative examples includes cases from agriculture and fisheries, the food refining sector, the supply chain, wholesale and retail channels, and other relevant aspects that enhance our understanding of how sustainability takes place in this global sector. The book will appeal to a wide readership, from practitioners to researchers, teachers and students worldwide.

This book provides a step-by-step guide to implementing lean at SMEs using an approach that has been tested and fine-tuned at over a hundred organizations across India, South East Asia and the Middle East. The book approaches Lean through an implementation project cycle flow and enables the reader to understand the imperative for Lean, how to diagnose current operations, how to plan and deploy Lean and shows a path for long-term sustenance. Diverse situations such as meeting the demand fluctuations, designing a facility, or improving profit margin etc. are included in the case studies from multiple sectors, to ensure that every reader finds a situation similar to their organizational situation. While the publicly available literature on lean offers a large collection of tools and techniques, given each organization¿s unique context, the choice of the right sequence of tools differ. The book offers guidelines in terms of which solutions work in which context, backed by real-cases, which is a big help to the resource constrained SMEs. This book is an equally good resource for the organizations that have already implemented lean, as it provides realistic pointers about sustaining, tackling supply chain uncertainties and going beyond Lean by integrating emerging technologies and management principles. It is an excellent resource for students and researchers studying this area and also for corporates, professionals and industry watchers.

Discover a transformative book that equips aspiring 'researcher entrepreneurs' with invaluable strategies to avoid common start-up mistakes. Unveiling a fresh perspective, it emphasizes that technological researchers already possess critical entrepreneurial traits, merely needing the right approach to succeed. From preparing and setting up a tech start-up to illuminating best practices, this book sets you on the path to triumphant technological entrepreneurship.This essential guide tackles the paradox of start-up failures, even after a very promising start, providing insights into how to overcome internal and external problems and obstacles and secure a thriving future. Tailored for researchers aiming to commercialize their technology by setting up a start-up and for technology transfer strategists supporting academic commercialization, the book ensures clarity by avoiding jargon and employing real-life case studies and exercises. Decision-assisting activities such as a "Commercialization Readiness Index (CRI)" and a "Market-prioritization Decision Matrix" offer valuable tools to help a researcher become a successful entrepreneur.Whether you're a seasoned researcher or an aspiring entrepreneur, this book will empower you to harness your potential, turning visionary ideas into flourishing businesses. Embrace the entrepreneurial journey and embark on a transformational ride towards success in the dynamic world of technological entrepreneurship.

Changes in the environment such as trends, drivers, and influencing factors affect entrepreneurship and intrapreneurship in several ways. The changes of the environmental factors in several dimensions such as political, economic, socio-cultural, technological, ecological, and legal. On the one hand, the environmental changes include risk for existing business models. On the other hand, they include opportunities for new business models, entrepreneurship, intrapreneurship, and new insights in marketing.This book provides empirical and conceptual papers and studies that tackle the challenges and opportunities for entrepreneurship in the digital era. It offers professionals, managers, researchers, lecturers, and students from the fields of entrepreneurship, innovation management, and business development valuable insight into the topic of entrepreneurship in times of digitalization.

This book presents a revolutionary approach to service innovation, combining an interdisciplinary perspective with a robust theoretical framework. Integrating design thinking and systems engineering, it offers a fresh view on evolving service industries. The book is enriched with global case studies, bridging theory and real-world application, making it an essential resource for both professionals and students. It stands out by analyzing new business models and offering both qualitative and quantitative methods for service design, making it a must-read for those seeking to excel in the dynamic service market.