Squeezing a New Service Into a Crowded Market begins to answer the question of how to successfully offer another service in what appears to be an already crowded market. Is there room for one more hospital? Another law firm? Another newspaper? Another spreadsheet? Yes, according to Dennis Cahill. He shows readers how--through theory and case studies--to define, produce, and market a new service in a field where there already exists a similar service. He provides a roadmap for successful planning and introduction of new services. This roadmap uses perceptual mapping and case applications to show how adding a new service should and should not be done. Perceptual mapping is fully described and its use to find gaps in the service coverage is detailed. Three case studies of services which have been introduced into crowded markets are used to show how and how not to offer a new service. Cahill looks at these services from the perspective of customer design and internal development. Both practitioners of services marketing and advanced marketing students who want the "real world" application of the marketing theory learned in the classroom can benefit from Squeezing a New Service Into a Crowded Market. Part I explores the research necessary to utilize Cahill's approach. In Part II, Cahill presents detailed case examples from his own files of how various services were offered to crowded markets--and all failed. These case analyses dissect the failures, explain where, why, and how they failed, and interpose what could and should have been done to prevent--or at least reduce the probability of--a failure. Readers will clearly see the common thread running through these failures and will be able to avoid failures of their own. Part III deals with innovation and how to handle it in a service firm.

In today's business world, competence is no longer enough in an employee;competent employees are merely a starting point. Internal Marketing: Your Company's Next Stage of Growth details how you can improve employee effectiveness and therefore business—by marketing your firm to employees so they can more effectively serve outside customers and consumers. Employees need to be knowledgeable about their firm and confident in it and its products and services in order to perform their duties in an optimal manner. From this book, you will gain a thorough knowledge and understanding of the concept of internal marketing, how it can be implemented, and the benefits that will result.

If you're one of the billions of people in the world who work for someone else, you'll definitely want to see what's inside Defective Bosses: Working for the “Dysfunctional Dozen.” This how-to, how-not-to, why, and why-not tour guide is packed to the hilt with a bevy of tested and proven survival skills and coping techniques for those of you who are trapped in that daily labyrinth of mind games and self-defeating work rituals--and all because of that slightly off-center superior you have to answer to every day. You'll find twelve of the most common defects presented to you in clear and understandable terms so you can detect the defect, protect state of mind, and correct the problem before your life at the office becomes a complete wreck. Firmly grounded in psychiatric literature, Defective Bosses takes you to levels of workplace happiness that other similar publications fail to reach. In contrast to other books that lack a solid theoretical base, this comprehensive, systematic look at dysfunctional bosses takes an in-depth look at twelve of the most prevalent disorders managers and superiors inflict on their employees in the workplace, giving equal treatment to each category and providing you with equal strategies for each situation you might encounter. These and other areas will help you turn your dead-end job into a dream occupation: an overview of why we have defective bosses dealing with self-centered bosses (narcissistic, sociopathic, paranoid, and histrionic) handling controlling bosses (authoritarian, obsessive-compulsive, explosive, and passive-aggressive) living with neurotic bosses (masochistic, dependent, depressive, anxious) end-of-the-chapter quizzes to help you diagnose your own boss “I need it yesterday!” “Can you handle this for me? I've got the company lunch.” “If you don't get this in, it's your job!” If these are all-too-common phrases in your workplace, then you need to make a memo to yourself to order Defective Bosses. Its thorough psychological base and examples gleaned from real-life scenarios will give you so much guidance, advice, and direction for positive change, you'll find that you're the boss when it comes to good departmental relationships and a more mutually enjoyable work environment.

In "an integrated system of practical ideas and solutions to help burdened leaders," Bradshaw--founder of a leading consulting firm and adjunct professor of management (Wake Forest U., NC )--articulates his model of the success factors of organizational leaders linked to the purpose of trade, strategic identity and the four levers of change, the management of self-esteem, and customer satisfaction. Annotation copyrighted by Book News, Inc., Portland, OR

Most executive leaders will tell you they’re constantly striving to move their organizations toward some envisioned future, a future that includes increased trade, company and employee self-confidence, and customer satisfaction. And yet, this goal is often elusive because few executives possess the required know-how. But now, in 4X4 Leadership and the Purpose of the Firm, you’ll find how you can successfully move the levers of change that will make this threefold dream a reality for you and your company. In 4X4 Leadership and the Purpose of the Firm, 25 years of hands-on experience from some of the country’s most senior vice presidents and CEOs is at your fingertips. You’ll find out what top executives really worry about and how they use their influence in order to orchestrate positive change. In this book’s integrated, systematic model, you’ll tap into the synergy in the enduring architectural components that sustain any company--assets, people, organization, and systems--and discover in yourself the honorable and persistent executive leader who’s waiting to take charge. Specifically, you’ll read about: the ultimate destination--trade how to successfully manipulate the four levers of change to increase trade the management of self-esteem customers--their needs, wants, hopes, and worries While most books on management and leadership training focus only on one or two methodologies, 4X4 Leadership and the Purpose of the Firm is an overall, systemic model that is both professional and practical. Its “big picture” overview will give sharp focus to the often blurry and indistinct nature of organizational goals. You’ll uncover revolutionary insights on financial and behavioral change and see that the organization-wide improvements you’re dreaming about are only a memo or phone call away.

An exploration of the changes and developments in telecommunications over a span of fifty years by a business person and then Professor Emeritus, reflecting on the many changes that have taken place from when the word " telecommunications" did not exist. Two decades ago, his life in academia included no personal computer or any other desk in the Business Administration Department, and when the first fax machine came, it was hard to believe that a perfect copy of a proposed paper could be received by a long time co-author in Turku, Finland in minutes. First published in 1997, when e-mail and the Internet were still new to most people on campus.

A straightforward and practical guidebook, Fundamentals of Strategic Planning for Healthcare Organizations explores the basic principles of planning and maps out key routes for expanding companies in need of specific decision-making procedures. This allows readers to generate their own ideas for developing strategic plans tailored to the individual needs of their companies. The worksheets, client surveys, and other comprehensive planning documents the book provides from actual healthcare organizations are valuable aids to this developmental stage. Fundamentals of Strategic Planning for Healthcare Organizations points the way to implementing a reliable structural framework for effective strategic health care planning. It advocates methods and models that are at once practical and theoretically sound. Presenting each step necessary to the development of a competent strategic plan, this book enables managers in small and large healthcare organizations to maximize performance in any kind of environment. It keeps astride the developments in a rapidly changing industry as it moves beyond strategic plan development to plan implementation, plan evaluation, and plan control. The book's step-by-step approach facilitates systematic analysis of healthcare delivery models and the roles of marketing, communications, and internal and external factors in the planning process. For motivated self-starters striving to steer the course of their organizations in a rapidly changing industry, the book's presentation of the following topics will be beneficial: situation analysis performance objectives setting mission definition strategy selection operational plans development plan management Fundamentals of Strategic Planning for Healthcare Organizations illustrates the practical elements of strategic planning and considers the logic behind them. By doing so, this book acts as both a primer for the novice and a reference source for managers with more experience. Readers will find themselves turning to it again and again for its practical, "hands-on" advice.

Venture through the pages of How Consumers Pick a Hotel to learn the steps of selecting a target and using consumer behavior applications to segment the market to reach your target. Much as a consumer goes through the process of selecting a satisfying hotel, you can choose to use the information provided to make your hospitality career relaxing and satisfying. When you finish this fantastic reading journey, you’ll be prepared to offer services that meet the public’s demands, and you’ll possess the prerequisite knowledge and skills for developing your own strategic approach to a target market. As the many methods of segmentation are discussed in detail, you will also learn effective strategies for communicating with multiple segments. Ideal as a supplementary text for marketing and hospitality marketing courses, How Consumers Pick a Hotel provides a concise overview of consumer behavior and intertwines marketing theory with sound ways in which to implement the theory. This will both orient you and give you a solid base for understanding the principles in question. You will quickly grasp the various methods of segmentation, and the book’s “real-life” segmentation schemes will teach you how to apply them in day-to-day business.As the many methods of segmentation are discussed in detail, you will learn effective strategies for communicating with multiple segments. In the end, you will have acquired the prerequisite knowledge and skills for developing your own strategic approach to a target market. How Consumers Pick a Hotel is suitable both as a reference guide for practicing marketing managers and hospitality professionals who specialize in marketing and as a companion text for graduates and undergraduates who need to know the ABCs of target marketing. You’ll turn to it again and again for guidance and practical, easy suggestions!

As managed care continues to increase in the United States, hospital and system executives consider mergers and acquisitions more frequently for both aggressive and defensive reasons. Predicting Successful Hospital Mergers and Acquisitions can help you learn to analyze data to determine which hospitals are potential candidates for merger and which are risky business ventures. You will learn to take into account not only the marketing and financial elements of mergers and acquisitions, but also the operational factors crucial for success. You will also acquire a set of guidelines and financial analytical approaches that prepare you for forecasting the results of proposed mergers or acquisitions between acute units.Because few new markets are available for hospitals and competition is increasing, performing mergers and acquisitions may be the only route available for organizations wishing to grow. Predicting Successful Hospital Mergers and Acquisitions teaches hospital, system, and other health service industry executives how to keep abreast of their market positions to remain competitive and efficient in the current, intense managed care environment.As you read Predicting Successful Hospital Mergers and Acquisitions, you learn to identify significant financial variables in the market that will differentiate between merger candidates and non-targeted hospitals. The book’s coverage of the following topics is important to your understanding of the health care market and the options available: market penetration product development market development diversification significant variables one year prior to merger use of accounting numbers to predict takeovers managed care staffing issuesPredicting Successful Hospital Mergers and Acquisitions gives you a practical, proven model for predicting the outcome of merger and acquisition maneuvers. This model is developed from accurate, consistent, and complete data from California, a trendsetting market in health care delivery, during the years 1984 to 1992. It can be applied not only to hospital mergers and acquisitions, but also to skilled nursing facilities, psychiatric care centers, and rehabilitation facilities seeking growth. Educators and program directors in health care administration programs and executives and boards of imaging centers, surgi-centers, and home health agencies can also employ this model to stimulate growth and expansion.

Lifestyle Market Segmentation gives author and marketing expert Dennis Cahill the chance to put his nearly 30 of years marketing and teaching experience to practical useto clearly explain the process of market segmentation and its applications. This text goes beyond the obvious demographic and/or geographic categories to get at the whys of customer behaviors, carefully reviewing every facet, from theory to the exploration of applications. Step by step, this easy-to-understand book, written by the author of How Consumers Pick a Hotel: Strategic Segmentation and Target Marketing and other classic marketing books, walks readers through the process, giving real-life examples as illustration as it provides the tools to effectively market by lifestyle segment in today's competitive marketplace. This invaluable text is extensively referenced and includes several tables and figures to clarify concepts and data.