competences for school managers cranfield management research series

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Leadership Learning

Author : Kim Turnbull James
ISBN : 9780230584075
Genre : Business & Economics
File Size : 40. 15 MB
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Taking it theme from the fifth annual Studying Leadership Conference held at Cranfield School of Management, Leadership Learning explores the challenge of learning and developing leadership in the 21st century. This is the second of two books to emerge from the conference, taking the theme 'Knowledge into Action'.

Thinking And Acting As A Great Programme Manager

Author : S. Pellegrinelli
ISBN : 9780230583085
Genre : Business & Economics
File Size : 29. 50 MB
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This book is based on research into programme management competence conducted by Cranfield School of Management and SP Associates. It brings cutting-edge thinking on a subject of great relevance to professionals and senior managers, providing useful advice on the practice of programme management, and the performance of that role in organizations.

The Capable Executive

Author : Moreen Anderson
ISBN : 9781349136636
Genre : Business & Economics
File Size : 88. 6 MB
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Despite the impact senior managers can have on organisations, surprisingly little is known about what makes them effective. This distinctive book is structured around the findings of the authors' eight year research programme into senior executive effectiveness. In all eleven Capabilities have been identified which cover how executives cope personally with their role, how they lead and influence others and build competitive organisations. Each Capability is used as a starting point to review the latest management thinking and practice as it applies to senior executives.

Marketing Dynamism Sustainability Things Change Things Stay The Same

Author : Leroy Robinson, Jr.
ISBN : 9783319109121
Genre : Business & Economics
File Size : 83. 20 MB
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Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. This volume includes the full proceedings from the 2012 Academy of Marketing Science (AMS) Annual Conference held in New Orleans, Louisiana, entitled Marketing Dynamism & Sustainability: Things Change, Things Stay the Same.

Handbook Of Strategic Account Management

Author : Diana Woodburn
ISBN : 9781118509074
Genre : Business & Economics
File Size : 26. 79 MB
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A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naudé Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski

Key Account Plans

Author : Lynette Ryals
ISBN : 9781136390661
Genre : Business & Economics
File Size : 33. 46 MB
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To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text.

Marketing Plans

Author : Malcolm McDonald
ISBN : 9780080489353
Genre : Business & Economics
File Size : 25. 72 MB
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Over 50,000 copies sold worldwide!

International Comparisons In Human Resource Management

Author : Chris Brewster
ISBN : UOM:39015021865517
Genre : Comparative industrial relations
File Size : 58. 40 MB
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Focusing on major variables considered when making comparative studies, this book discusses the management of people throughout different countries and different cultures. It presents a contribution to the debate about the nature and purpose of human resource management.

Theories Of Educational Leadership And Management

Author : Tony Bush
ISBN : 0761940529
Genre : Education
File Size : 27. 7 MB
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In this established text Tony Bush presents the major theories of educational management in relation to contemporary policy and practice, making clear the links between educational management theories and the main models of leadership. The author applies the models to a range of international contexts, including both developed and developing countries. New case study material has been added to this edition from the full range of education and non-school settings, from early years through to further and higher education.

Motor Industry Management

Author :
ISBN : STANFORD:36105113377019
Genre : Automobile industry and trade
File Size : 32. 44 MB
Format : PDF
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