Selecting the Right Location: Region and City
This clip looks at some of the options for where to locate a business. The initial decision involves what region and then what city in which to locate. Some of the factors that go into the decision include location of customers, competition and supp...
Organizational Re-Design: Mercy Hospital and Medical Center
To operate more efficiently in the increasingly competitive world of health care, Mercy Hospital and Medical Center instituted a massive organizational re-design called Care 2000. In Mercy's former design, the simplest tasks were parceled out to a m...
Organizational Design and Change
Like Hospitals everywhere, Mercy Hospital and Medical Center has had to deal with drastic changes in a business environment that has become increasingly competitive.
Credit Policy
This clip looks at the importance of formulating a credit policy. Factors that play into such a policy include: what the competition is doing; whether to finance credit or only accept major credit cards; how to run credit checks if financing credit;...
Sources of Conflict
Some view conflict as an inevitable outgrowth of the combative side of human nature. In the business world, a basic source of conflict is competition for resources or recognition within an organization. But conflicts can also be driven by outside so...
Pricing Goals
This clip talks about the importance of establishing pricing goals, noting that pricing shouldn't be determined solely on the basis of costs and desired profit margin, but as part of the overall marketing mix. Competitors' prices should also be take...
Pricing Strategies
This clip explores a number of commonly used pricing strategies, including odd pricing, skimming pricing, follow-the-leader pricing, and penetration pricing.
Conflict That's Positive
For companies that are aggressively pursuing opportunities in changing markets, conflict over different ideas can be a tremendous asset. While it would be absurd to argue that all or even most conflict is good, some forms of conflict, particularly t...
Federal Trade Commission, The
This clip looks at the role of the Federal Trade Commission in monitoring and regulating pricing, as well as labeling, marketing, and advertising. The clip notes that the FTC is also involved in regulating warranties.
Personal Touch, The
The manner in which salespeople establish, build and maintain relationships is the key to success. Most successful sales consultants see themselves as the customer's partner in the sales process rather than their adversary. In addition to customers,...