The stakeholder balance sheet : profiting from really understanding your market / Farrokh Suntook and John A Murphy.

Format:

Book

Author/Creator:

Suntook, Farrokh.

Contributor:

Murphy, John A.

Language:

English

Subjects (All):

Stockholders.

Corporations--Investor relations.

Corporations.

Physical Description:

1 online resource (336 p.)

Edition:

1st ed.

Place of Publication:

Chichester, West Sussex ; Hoboken, NJ : Wiley, c2008.

Language Note:

English

Summary:

This book provides an as yet unavailable tool, the Stakeholder Balance Sheet, enabling managers within any organisation to unlock the DNA of the market place in which they operate and to measure their effectiveness in understanding their markets and all the key stakeholders operating within them. This simple tool provides self-testing checklists at the end of each chapter that enables managers to look at stakeholder-sensitive issues in the same way that they might scrutinise financial statements (hence it will not seem alien to most managers). A review of how well your organisation has fared

Contents:

The Stakeholder Balance Sheet; CONTENTS; ACKNOWLEDGEMENTS; INTRODUCTION: WHY THIS BOOK?; CHAPTER 1: THE 9 POINT PLAN FOR SUSTAINING AND GROWING YOUR MARKET PROFITABLY; CHAPTER 2: IN THE BEGINNING WAS . . . SEGMENTATION!; WHY IS MARKET SEGMENTATION THE FIRST STEP?; SO WHAT IS SUCCESSFUL MARKET SEGMENTATION ALL ABOUT?; SUCCESSFUL MARKET SEGMENTATION IS THE STARTING POINT FOR YOUR BUSINESS AND MARKETING STRATEGY; TARGETING INDIVIDUALS AND ORGANISATIONS AS WELL AS SEGMENTING THE MARKET; THE EXECUTIVE SELF-ASSESSMENT CHECKLIST: SEGMENTATION

CHAPTER 3: DELVING INTO THE MIND OF THE MARKET-UNDERSTANDING THE REAL STAKEHOLDER DRIVERSFROM MARKET DRIVERS TO BUSINESS PERFORMANCE-A STEP-BY-STEP APPROACH; IDENTIFYING THE BUSINESS WINNERS; ' BACK-OF-MIND ' AND ' FRONT-OF-MIND ' ISSUES; THE ROLE OF INTANGIBLES; WHAT MAKES FOR VALUE IN YOUR BUSINESS?; THE EXECUTIVE SELF - ASSESSMENT CHECKLIST: DELVING INTO THE MIND OF THE MARKET; CHAPTER 4: FROM CUSTOMER SATISFACTION AND BRANDING TO LOYALTY AND ATTRACTION; WHY CUSTOMER LOYALTY IS IMPORTANT - AND WHY CUSTOMER SATISFACTION DOESN ' T GIVE YOU THE WHOLE PICTURE

INPUT-IMPACT ANALYSIS OF ACTIONS TAKENBRINGING CUSTOMER OPINIONS TO LIFE; THE WORLD IS A COMPETITIVE PLACE!; BUT BENCHMARKING AGAINST THE COMPETITION ALONE CAN LEAD TO WASTED RESOURCES; THE PERFORMANCE/EQUITY GAP; COMPARING NORWEGIAN APPLES WITH ITALIAN ORANGES; THE EXECUTIVE SELF - ASSESSMENT CHECKLIST: FROM CUSTOMER SATISFACTION AND BRANDING TO LOYALTY AND ATTRACTION; CHAPTER 5: DECISION-MAKING DYNAMICS; INTRODUCTION; FUNCTIONS/LEVELS OF SENIORITY; ROLES; NEEDS, INTERESTS AND DESIRES; PSYCHO - CULTURAL ENVIRONMENT; APPROPRIATE APPROACHES; UPDATING THE DATABASE AND PROFILING THE DMU

THE EXECUTIVE SELF-ASSESSMENT CHECKLIST: DECISION-MAKING DYNAMICSCHAPTER 6: STAFF MOTIVATION AND PERCEPTIONS; SOME INTRODUCTORY THOUGHTS ON STAFF MOTIVATION; STAFF PERCEPTIONS: INTRODUCTION; ARE STAFF IN TOUCH WITH THE MARKETPLACE?; ARE PROCESSES AND OPINIONS WITHIN YOUR ORGANISATION ALIGNED?; THE EXECUTIVE SELF-ASSESSMENT CHECKLIST: STAFF MOTIVATION; THE EXECUTIVE SELF-ASSESSMENT CHECKLIST: STAFF PERCEPTIONS; CHAPTER 7: WHO ELSE SHOULD BE ON YOUR RADAR SCREEN - THE ROLE AND MOTIVATION OF OTHER EXTERNAL STAKEHOLDERS AND INFLUENCERS

INTRODUCTION: WHO ARE OTHER EXTERNAL STAKEHOLDERS AND INFLUENCERS?SCENARIO 1 - YOU WISH TO ASSESS THE IMPACT OF INFLUENCERS ON YOUR CUSTOMERS ' ATTITUDES/BEHAVIOUR; SCENARIO 2 - SOME INFLUENCERS ARE ALSO YOUR CUSTOMERS; SCENARIO 3 - YOU WISH TO ENHANCE YOUR OVERALL STANDING AND BUSINESS PERFORMANCE; SCENARIO 4 - YOU ARE MAKING A MAJOR DECISION OR TAKING AN INITIATIVE; SCENARIO 5 - YOU ARE ENGAGED IN A DAMAGE LIMITATION EXERCISE; MANAGING THE (CONFLICTING) DEMANDS OF DIFFERENT STAKEHOLDERS; CONCLUDING QUESTIONS

THE EXECUTIVE SELF - ASSESSMENT CHECKLIST: OTHER EXTERNAL STAKEHOLDERS AND INFLUENCERS

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

ISBN:

9786612551178

9781119206132

1119206138

9781282551176

1282551175

9780470740590

0470740590

OCLC:

320302458