CMR212 10/01/01 Can Selling Be Globalized? THE PITFALLS OF GLOBAL ACCOUNT MANAGEMENT David Arnold‚ JulianBirkinshaw‚ and Omar Toulan California Management Review Reprint Series ©2001 by The Regents of the University of California CMR‚ Volume 44‚ Number 1‚ Fall 2001 This document is authorized for use only in T-GEMBA/GMAN - 02212013 by Andrew Wilson and Saroja Subrahmanyan at St. Mary’s College of California from February 2013 to August 2013. Arnold CMR fa01 final 1/24/02
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Promotion Mix • Personal Selling‚ Product‚ Sales Promotion The promotion mix was great going into the 21st century. There is not much personal selling in Krispy Kreme. Instead‚ customers come in with the brand awareness of the doughnuts. The store emphasizes its original glazed doughnuts but other than that not much personal selling goes on. Product giveaways are held at grand openings to improve knowledge of Krispy Kreme products. On certain occasions Krispy Kreme sells a special flavored doughnut
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ROLE OF BUSINESS INTELLIGENCE IN MARKETING Knowledge is profit. As a general rule‚ the most successful man in life is the man who has the best information. It is the same in case of business organizations; the business which has the best available information always has a sustainable competitive advantage. But there is so much information available and very little time. Business Intelligence helps organizations to make better‚ faster decisions about their customers‚ partners‚ and operations
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created exciting new ways to learn about and track customers‚ and to create products and services tailored to individual customer needs. Currently‚ I am working as a Client Manager for Gulf Business Machines (GBM) based in Dubai‚ GBM is a general marketing and services representative to IBM‚ the world technology leader. GBM‚ founded 1990‚ has several branches covering the gulf territory (GCC) and is the leading IT solutions provider in the region fulfilling the IT requirements of local‚ regional
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Fram and Sony case study. Motivation is internal and external factors that stimulate desire and energy in people to be continually interested in and committed to a job‚ role‚ or subject‚ and to exert persistent effort in attaining a goal. Motivation is the energizer of behavior and mother of all action. It results from the interactions among conscious and unconscious factors such as the intensity of desire or need‚ incentive or reward value of the goal‚ and expectations of the individual and of
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Cross-selling stands for being able to offer to the existing bank customers‚ some additional banking products‚ with a view to expand banking business‚ reduce the per customer cost of operations and provide more satisfaction and value to the customer. For instance‚ when a bank is in a position to sell to a deposit customer (say saving bank or term deposit)‚ a loan product such as housing loan‚ credit card‚ personal loan or vice-versa‚ this would result into additional business and lead to low per
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Andriot and Timothy J. Owens highlight in their Oxford writings on identity‚ “Personal identity is what makes every person unique‚ defining them through their specific biographies (e.g.‚ name‚ birthplace)‚ unique characteristics (e.g.‚ intelligent‚ athletic)‚ role identities (e.g.‚ daughter‚ employee)‚ and particular combination of private and public experiences.” (Androit and Owens‚ 2012) When I consider my own personal identity‚ the overriding visualizations are that I am a sports-loving‚ hockey-playing
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Philippine marketplace is one of the major reasons why ADP Industries Corporation entered into the picture. ADP Industries Corporation is a 28 years old distribution‚ trading and marketing company in the Philippines. This business organization earned the reputation of “being innovative and competent in the fields of Marketing‚ Sales‚ and Distribution of fast-moving branded consumer goods (FMCG) nationwide.” The company represents internationally renowned brands in the Philippine market. As a matter
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Commercials on television tend to portray stereotypical roles of gender. |The effect of television imagery can be particularly consequential in modern industrial societies like the United States‚ where 98% of households have at least one television set and the average American watches over 30 hours of television each weekX(Coltrone‚ Adams 1997‚ 325). These images do not create an accurate image of the modern woman‚ often demeaning their role in society. Females are depicted as attractive sexual objects
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ROLE OF THE BRAND AMBASSADOR IN MARKETING Brand Ambassador‟ is one of the most commonly misunderstood and loosely used terms in the world of Branding. It is more commonly thought of as a celebrity endorser. Another common notion is the association of “brand ambassador‟ only to celebrities‚ while it can include employees of a company and‚ most importantly‚ the customers of a brand. If you remember MDH‚ its owner has been the brand ambassador for years. It is true that there exist certain similarities
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