Reckons the success of technology initiatives depends on whether the person responsible for implementation has the required incentives, authority and credibility required in the organization. Uses figures to aid in explanation of dimensions in IT investments, responsibility and budget...

Purpose – Looks at why traditional growth tactics have become less effective and why it is necessary to balance short term moves with new business building. Looks at understanding customer priorities. Design/methodology/approach – Over the next year, this column will lay out a practical...

Purpose – To explore the challenges associated with organic growth, outline three requirements for growing faster than the competition and evaluate the recent trend toward the establishment of a new executive position: “chief growth officer.” Design/methodology/approach – The article is...

Purpose – Looks at why traditional growth tactics have become less effective and why it is necessary to balance short term moves with new business building. Looks at understanding customer priorities. Findings – Managers can take three distinct actions to generate quick gains in revenue and...

Purpose – Looks at how the zeal to drive revenue growth can introduce a costly and unmanageable level of complexity, which obscures pieces of the business and drags down overall profitability. Design/methodology/approach – Opinion piece. Findings – Managers can take four distinct actions...

Purpose – Looks at which brands are best positioned for growth and why it is important to actively manage brands as a cohesive portfolio. Design/methodology/approach – Lists four key principles that the best practitioners of brand portfolio management should follow. Findings – The best...

Purpose – Looks at how to find the best marketing mix for a particular company and how to track and measure marketing activities for return on investment. Design/methodology/approach – Opinion piece. Findings – Six guidelines will help to identify and implement the best marketing mix: Set...

Purpose – We argue that in order to achieve sustainable profitable growth in emerging markets, MNCs need to rely less on preexisting corporate management models and more on a flexible, principle‐based set of practices that can change from market to market and even from year to year....

Purpose – Many companies claim to have established senior executive relationship programs, but few have linked their account plans to senior executive actions, and consequently, only a few can report successful growth results. This article provides a systematic approach to create a replicable...

Purpose – The purpose of this article is to reveal several issues surrounding old style twentieth century pricing traps that need to be overcome in the twenty‐firt century global economy and expanding internet marketplace. Design/methodology/approach – The information on which this article...