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Today, long-term success requires firms to sense changes in their environments early and react efficiently to them. Increasing middle managers’ participation in decision-making about market-related and product-related questions has been suggested as one way of enhancing this strategic responsiveness; abandoning formal planning, such as annual budgets, has been another. Yet, empirical evidence on the matter is scarce and conflicting. Drawing on data from Denmark’s 500 largest firms, we show that participation of middle managers in decision-making about new products and markets to serve, in-deed, increases firms’ strategic responsiveness as assessed by a reduction in firms’ downside risk. However, this effect is not a direct one. Nor does it interact positively or negatively with the emphasis put on formal planning as submitted in literature. Our evidence suggests that emphasis on planning mediates the relation between stronger participation of middle managers in decision-making and the increase in firms’ strategic responsiveness. This has implications for ongoing theory building and practice.

To achieve a full understanding of the role of marketing from plan to profit requires a knowledge of the basic building blocks. This textbook introduces the key concepts in the art or science of marketing to practising managers. Understanding your customers and consumers, the 4 Ps (Product, Place, Price and Promotion) provides the basic tools for effective marketing. Deploying your resources and informing your managerial decision making is dealt with in Unit VII introducing marketing intelligence, competition, budgeting and organisational issues. The logical conclusion of this effort is achieving sales and the particular techniques involved are explored in the final section.

A self‐help guide to achieving success in business. Directed more towards the self‐employed, it is relevant to other managers in organizations. Divided into clear sections on creativity and dealing with change; importance of clear goal setting; developing winning business and marketing strategies; negotiating skills; leadership; financial skills; and time management.

This paper aims to examine the interaction between formal and informal organisation of work inside the pit, with reference to the informal working or coping strategy of “making a plan” (planisa).

The research for this paper was ethnographic in nature and the participant observation was the main research technique used in the field.

The underground gold miners make a plan or engage in planisa to offset the production bottlenecks which affected their capacity to achieve their production targets and increase their bonus earnings. They “get on and get by” underground in order to cope with organisational constraints and management inefficiencies.

The paper highlights the limits of formal organisation of work and the significance of gold miners’ informal work strategy of making a plan (planisa) as an existing and alternative working practice that shapes their subjective orientation, agency and resilience to work structures and managerial strategies. Any strategy designed to improve the health, safety and productivity of underground miners must recognise, elaborate and systematically articulate the workplace culture of planisa as an existing work practice in the day‐to‐day running of the production process down the mine.

This chapter examines the interaction between formal and informal organisation of work in a deep-level mining workplace. In response to organisational constraints, underground mining teams make a plan (planisa) to offset production bottlenecks which affected the daily running of the production process at the rock-face down the mine. They ‘get on and get by’ inside the pit to cope with organisational dysfunctions and management inefficiencies. The chapter highlights the limits of formalised work methods and the significance of the frontline miners’ informal work practice of making a plan (planisa) as an existing and alternative working practice that shapes their subjective orientation, agency and resilience to deep-level mining work processes and managerial initiatives. While the informal work practice of planisa has pros and cons, any managerial strategy designed to improve organisational productivity, safety and teamwork must recognise and systematically articulate the frontline miners’ work culture of planisa. This is especially important if we are to fully understand the limits of contemporary organisational strategies and workers’ orientations towards modernised work processes and managerial practices.

The Nature of Business Policy Business policy — or general management — is concerned with the following six major functions:

The purpose of this paper is to develop propositions explaining the influence of individual goals and social preferences on human decision making in transport planning. The aim is to understand which individual goals and social preferences planners pursue and how these influence planners’ decisions.

Propositions are developed based on investigation of decision making of transport planners in a Dutch logistics service provider using multiple data collection methods.

The study shows how decision making of transport planners is motivated by individual goals as well as social preferences for reciprocity and group identity.

Further research including transaction data analysis is needed to triangulate findings and to strengthen conclusions. Propositions are developed to be tested in future research.

Results suggest that efforts to guide planners in their decision making should go beyond traditional (monetary) incentives and consider their individual goals and social preferences. Moreover, this study provides insight into why transport planners deviate from desired behaviour.

While individual decision making plays an essential role in operational planning, the factors influencing how individuals make operational planning decisions are not fully understood.

An updated version of the original (1985) text, the book covers all aspects of marketing and selling bank services: the role of marketing; behaviour of customers; intelligence, planning and organisation; product decisions; promotion decisions; place decisions; price decisions; achieving sales. Application questions help to focus the readers' minds on key issues affecting practice.

An overview of all the elements that go into formulating a business strategy – including received wisdom from the gurus, vision and values, ideas on growth, forecasting, information, objectives, audits, customers, markets, competition, finances, structure, training – with the focus on how to make it happen. Directed at practising managers whose task this is. Making strategic plans is the easy bit; enacting them requires changing things, getting things done through people. Discusses learning, training and development, culture, quality, with the emphasis on real people in real businesses. Underpinned by the philosophy of “action learning”.

Pew and Mavor (1998) called for an integrative representation of human behavior for use in models of individual combatants and organizations. Models with integrated representation of behavior have only been achieved at rudimentary levels according to those performing the studies (e.g. Pew & Mavor, 1998; Tulving, 2002) and those building the models (e.g. Warwick et al., 2002). This chapter will address aspects of cognitive performance that are important to incorporate into models of combat based on acceptance of theory, strength of empirical data, or for other reasons such as to bridge gaps where incomplete knowledge exists about cognitive behavior and performance. As a starting point, this chapter will assess which of Pew and Mavor’s recommendations are still appropriate as determined by a review of selected literature on cognition and its representation. We will also provide some review and extensions of key literature on cognition and modeling and suggest a way ahead to close the remaining gaps. Different aspects of cognition are described with recent findings, and most are followed by an example of how they have been represented in computer models or a discussion of challenges to their representation in modeling.