June 30, 2014

Big Data - Evolution, Current Applications and Future Trends - Panel Discussions and Presentations - Videos


June 2014
Using Big Data to Make Better Pricing Decisions

March 2014
Why Big Data is a Big
Harvard Magazine Article

January 2014 - Driving Value through Data Analytics - Accenture Specialists Presentation


Big Data Applications in Government
Tech America - Federal  Big Data Commission Joint Report


Big Data - The Revolution is on par with internet
Authors - Viktor Mayer Schoberger and Kenneth Cukier
On the occasion of Book Launch - Big Data: A Revolution That Will Transform How we live work and think

IBM's Big Data and Smarter Analytics Leadership Summit 2013



Google Talk Panel discussion 22 October 2012


June 29, 2014

Information Technology for Marketing, Marketing Technology Function and Chief Marketing Technology Officer

Marketing Technology Function - Emergence In a Strong Way (2014)

Information technology has given initially the ability to reach a customer personally and quickly to marketers. Presently big data technologies are providing the ability to find what is important to customers at a point in time and provide that information quickly and personally. Now all activities of marketing have a digital interaction. The stage is now set for leveraging the information technology to deliver more for the marketing performance.Every technology adoption has an effectiveness improvement dimension and efficiency improvement dimension.

The interface between marketing activities and information technology has grown to such a significant extent that a new function called marketing technology has appeared and many are being designated as marketing technologists. In 2014, Gartner reports that 81% of companies in its survey have a chief marketing technologist or equivalent title post. Businesses with $500 million to $1000 million have taken up this structure in a big way.

Marketing technologist provides value by being able to decide what to build as a pilot test and deploy, by acting as a filter between software vendors and the company and introducing marketing information technology into company by acting as a bridge between IT and marketing.

Marketing technology persons needs to be both left brain user and right brain user. He is to be an analytical person but has to come up with ideas that work and excite customers. While currently experienced persons are not available to man this function and companies are investing their resources in developing these persons. Some companies are employing team approaches to employ this function rather than giving the responsibility to a single person.

Digital Marketing - Options and Tools - Infographic by Gartner

Big Data, Big Opportunities in Marketing - IBM Presentation - 2013


Real Time Marketing Technology

Technology has changed marketing and market research into real time activity. Marketers are looking for opportunities to send outbound messages: email campaigns, events, blogging, tweeting, PR, ebooks, white papers, apps, banner ads, Google Ad Words, social media outreach etc. The marketeers are trying various options, tools and techniques to attract customers to their sites, to their offers and to their communities and improve their marketing performance.

Baynote is an interest mining product. It combines click stream, semantic stream and engagement information to personalize product and content recommendations to align with the intent of the visitor

Customer Analytics Payoff
IBM Report - September 2011

In the report, four stages in analytics use are described. The first stage is use of analytics to reduce cost of communication. In this stage, analytics were used to find redundant communication and remove them thus doing some cost savings. In the second analytics was used to make right offers to the customers based on history of transactions. In the third stage, predictive analytics that do sentiment analysis of the conservations in social media are used to proactively develop conversations with the customers.

In the fourth stage, all channels used by the customer are simultaneously monitored and multichannel next best action approach is employed to practice real time guided selling experience. The study indicates that at this fourth stage companies are reporting 241 to 64.3 percent converted response rates.


First post after reaching million page view milestone on 28 June 2014

June 28, 2014

What is Big Data and What are its Applications? - IBM Experts Explanation

What is Big Data - IBM Explanation

What is big data?

Every day, we create 2.5 quintillion bytes of data.  This data comes from everywhere: sensors used to gather climate information, posts to social media sites, digital pictures and videos, purchase transaction records, and cell phone GPS signals to name a few. This data is big data.

Big data spans three dimensions: Volume, Velocity and Variety.

Volume: Enterprises are awash with ever-growing data of all types, easily amassing terabytes—even petabytes—of information.

12 terabytes of Tweets are created each day. You can turn  this big data into improved product sentiment analysis.
Convert 350 billion annual meter readings to better predict power consumption

Velocity: Sometimes 2 minutes is too late. For time-sensitive processes such as catching fraud like rejecting a credit car transaction, big data must be used as it streams into your enterprise in order to maximize its value.
Scrutinize 5 million trade events created each day to identify potential fraud
Analyze 500 million daily call detail records in real-time to predict customer churn faster

Variety: Big data is any type of data - structured and unstructured data such as text, sensor data, audio, video, click streams, log files and more. New insights are found when analyzing these data types together.

Monitor 100’s of live video feeds from surveillance cameras to target points of interest
Exploit the 80% data growth in images, video and documents to improve customer satisfaction

Big Data Technology Provides Insights

Big data is more than simply a matter of size; it is an opportunity to find insights in new and emerging types of data and content, to make your business more agile, and to answer questions that were previously considered beyond your reach. Until now, there was no practical way to harvest this opportunity.

Today, IBM’s platform for big data uses state of the art technologies including patented advanced analytics to open the door to a world of possibilities.

Video Presentations on Big Data

What is big data? Part 1



The photo taken from a smart phone posted by a user on twitter account has lot of data associated with the photo.

What is big data? part 2



Big Data Applications 

Use Cases

What is a use case?

A use case helps you solve a specific business challenge by using patterns or examples of technology solutions. Your use case, customized for your unique issue, provides answers to your business problem.

Five game changing high value use cases of Big Data
Big Data Exploration - Enhanced 360 degree view of the customer - Security Intelligence Extension
Operations Analysis - Data Warehouse Modernization

Watch a combined presentation on the benefits of  five use cases and then individual presentations on each use case.

Game Changing with Big Data - Five Use Cases that promise tangible benefits to your organization
2013 Presentation


Big Data Use Case #1 - Exploration


Big Data Use Case #2 - Enhanced 360 degree view of the customer


Big Data Use Case #3 - Operations Analysis


Big Data Use Case #4 - Security and Intelligence Extension


Big Data Use Case #5- Data Warehouse Augmentation
2013 Video


Big Data Products


IBM Big Data Products - 2011 Presentation

Million Page Views Registered on 28 June 2014

At 9.09 pm Indian Standard Time

http://nraomtr.blogspot.com  registered 1,000,000 page views



Million Page Views for the Blog - Top Posts


Audience - Country Breakup
80% global audience



Got a message from Google+ that the photos are awesome.

Data Warehousing - Fundamentals and Current State of The Art Applications

Fundamentals of Data Warehousing

What is a Data Warehouse?

A data warehouse is a relational database that is designed for query and analysis rather than for transaction processing. It usually contains historical data derived from transaction data, but it can include data from other sources. It separates analysis workload from transaction workload and enables an organization to consolidate data from several sources.

In addition to a relational database, a data warehouse environment includes an extraction, transportation, transformation, and loading (ETL) solution, an online analytical processing (OLAP) engine, client analysis tools, and other applications that manage the process of gathering data and delivering it to business users.

Four basic characteristics of a data warehouse were  set forth by William Inmon:

Subject Oriented
Time Variant

Subject Oriented

Data warehouses are designed to help people to analyze data about various subjects of interest. Hence For to learn more about a company's sales data, one  can build a warehouse that concentrates on sales. Using this warehouse, answers to  questions like "Who was our best customer for this item last year?" can be given.  This ability to define a data warehouse by subject matter, sales in this case, makes the data warehouse subject oriented.


Integration is closely related to subject orientation. Data warehouses must put data from disparate sources into a consistent format. They must resolve such problems as naming conflicts and inconsistencies among units of measure. When they achieve this, they are said to be integrated.


Nonvolatile means that, once entered into the warehouse, data should not change. This is logical because the purpose of a warehouse is to enable you to analyze what has occurred.

Time Variant

In order to discover trends in business, analysts need large amounts of data.  A data warehouse's focus on analyzing change over time is what is meant by the term time variant, or focus on variation over time and other dimensions like variation over customers, regions, channels etc..

See for more Oracle 9i Data Warehousing Guide Book

Service Marketing and Management - Christian Gronroos - Video Lectures and Articles

First Lecture

What is Service? Why Service Business?



Second Lecture - Service Profit Logic: Implications for Management



Total 5 videos were posted by Hanken External Relations

Services Marketing Theory Revisited
2012 article

Service Management and Marketing: Customer Management in Service Competition, 3 ed
Christian Gronroos

June 27, 2014

Supply Chain Management: Review Notes Based on Chopra and Meindl's Book

Chopra and Meindl's book, Supply Chain Management: Strategy, Planning, and Operation, is a comprehensive introduction on supply chain management.

Now the fifth edition of the book is available in 2013


The book is organized into six parts and further divided into fifteen chapters.

In part one, consisting of three chapters, Chopra and Meindl establish a framework for analyzing supply chains. This includes definitions and examples of supply chains, relationships between supply chain strategy and a firm's competitive strategy, and drivers and obstacles of supply chain performance. The key drivers identified are inventory, transportation, facilities, and information.

Part two discusses how to plan supply and demand. The three chapters in this part cover forecasting, aggregate planning, and managing variability in supply and demand.

Part three is on inventory management. The three chapters in part three discuss cycle inventory, safety inventory, and determining the level of product availability.

Part four, in three chapters, covers transportation, network design, and information technology.

Part five covers coordination and e-business in the supply chain.

Part six, a single chapter, covers the financial evaluation of supply chain decisions.

Publisher :


Year of Publication: 2001

Second Edition: 2004

Review Notes for Chapters


1. Understanding the Supply Chain.

2. Supply Chain Performance: Achieving Strategic Fit and Scope.

3. Supply Chain Drivers and Obstacles.


4. Designing the Distribution Network in a Supply Chain.

5. Network Design in the Supply Chain.

6. Network Design in an Uncertain Environment.


7. Demand Forecasting in a Supply Chain.

8. Aggregate Planning in the Supply Chain.

9. Planning Supply and Demand in the Supply Chain: Managing Predictable Variability.


10. Managing Economies of Scale in the Supply Chain: Cycle Inventory.

11. Managing Uncertainty in the Supply Chain: Safety Inventory.

12. Determining Optimal Level of Product Availability.


13. Sourcing Decisions in a Supply Chain.

14. Transportation in the Supply Chain.

15. Pricing and Revenue Management in the Supply Chain.


16. Coordination in the Supply Chain.

17. Information Technology and the Supply Chain.

18. e-business and the Supply Chain.


MBA Knowledge Revision Schedule

January  - February  - March  - April  - May   -   June

July       - August     - September  - October - November  - December

Big Data - Implementation Guidelines


Australian Government - Big Data Practice Guide - Draft


Big Data - Challenges and Success Factors - Deloitte Analytics - Presentation Format

Implementation of the Big Data Concept in Organizations - Possibilities, Impediments and Challenges
Janucz Wielki, Poland
2013 conference paper

Organizations that capitalize on big data stand apart from traditional data analysis environments in three key ways:

They pay attention to data flows as opposed to stocks.
They rely on data scientists and product and process developers rather than data analysts.
They are moving analytics away from the IT function and into core business, operational and production functions.
Thomas Davenport, 30 July

Implementing Big Data Analytics

Path from Insights to Business Value Generation
Sloan Management Review

Big Data Applications in Financial Services


31 Dec 2013
Big Data Use Cases across Financial Services
Author: Vamsi Chemitiganti, Chief Architect, Red Hat's Financial Services Vertical
Wall Street and Technology
According Gartner report, 64% of the firms surveyed launched a big data initiative.
Four use cases in financial services

1. Risk Management
2. Fraud detection and management
3. Intelligent customer upsell and cross sell
4. Investment management decision making

Managerial Skills

Principles of Management Revision Articles Series

Managerial skills are identified and links are given to knols containing detailed explanation of various skills. Number of videos are also available on various managerial skills.



Managerial skills are classified as technical, human and conceptual by Katz.
For a manager managing any activity, the actual work involved in the activity is technical skill.
Ability to communicate with other persons in the department or organizations and the ability to understand their desires and persuade them to ones point of view are human skills. Conceptual skills are understanding of how customers of the department or organization react as a group to various activities.
Similarly a manager has to understand how suppliers to his department react as a group. Here economic consequences, political consequences, and social consequences come into play and a manager must be able to visualize all these likely outcomes in coming out with his objectives, strategies and tactics. (http://arulmj.tripod.com/mgrlskls.html).
In words of Katz, the administrator needs: (a) sufficient technical skill to accomplish the mechanics of the particular job for which he is responsible; (b) sufficient human skill in working with others to be an effective group member and to be able to build cooperative effort within the team he leads; (c) sufficient conceptual skill to recognize the interrelationships of the various factors involved in his situation, which will lead him to take that action which achieves the maximum good for the total organization.

I define engineering management using this explanation. Engineering management refers to management of those functional areas of an organization where the main skills applied are related to engineering and technology.
To understand the idea of managerial skills, we need to understand the meaning of the word skill.

Skill - Dictionary meanings   

a: the ability to use one's knowledge effectively and readily in execution or performance b: dexterity or coordination especially in the execution of learned physical tasks
a learned power of doing something competently: a developed aptitude or ability
skill: Definition
Ability and capacity acquired through deliberate, systematic, and sustained effort to smoothly and adaptively carryout complex activities or job functions involving ideas (cognitive skills), things (technical skills), and/or people (interpersonal skills). 
Noun: skill  skil
An ability that has been acquired by training
- accomplishment, acquirement, acquisition, attainment
Ability to produce solutions in some problem domain
"the skill of a well-trained boxer"

The familiar knowledge of any art or science, united with readiness and dexterity in execution or performance, or in the application of the art or science to practical purposes; power to discern and execute; ability to perceive and perform; expertness; aptitude; as, the skill of a mathematician, physician, surgeon, mechanic, etc.

Managerial Skills – A View

The above dictionary definitions indicate that  skill denotes the ability to perform a task effectively and efficiently. The ability to use one's knowledge effectively and readily in execution or performance points out it. The meaning, "The familiar knowledge of any art or science, united with readiness and dexterity in execution or performance," also denotes it.

So managerial skill is to be understood as the ability to perform managerial tasks effectively with readiness and dexterity.  Skills requires knowledge and ability to apply that knowledge competently and efficiently has to be acquired by practice. A skilled person is one who has done the job effectively number of times and in the process of doing so, improved his efficiency at the job.
Various authors identified certain tasks of management discipline. Some authors have identified a list of managerial skills many of them being the tasks of management..
The book by William R. Tracey, Leadership Skills can be used to develop an understanding of  managerial skills.

Leadership Skills by William R. Tracey, Amacom 1990

Main Chapters
1. Forecasting: prelude to planning
2. Strategic planning
3. Budgeting
4. Marketing
5. Innovating
6. Resolving conflict
7. Disciplining
8. Rewarding
9. Improving Productivity
10. Managing costs
11. Managing time
12. Managing change
13. Managing ethics
14. Developing yourself
15. Leading

Managerial Skills

Whetten and Cameron provided an empirical derivation of effective leadership skills. They are:
1. Verbal communication (including listening)
2. Managing time and stress
3. Managing individual decisions
4. Recognizing, defining, and solving problems
5. Motivating and influencing others
6. Delegating
7. Setting goals and articulating a vision
8. Self awareness
9. Team building
10. Managing conflict
David A. Whetten and Kim S. Cameron, Developing Management Skills, Harper Collins, New York, 1991.

Profit Sense - An Important Managerial Skill

I now feel profit sense is an important managerial skill. Every manager should spot profit opportuniites and evaluate them for assuring that the profit is there in the proposal and select the best portfolio of  profitable projects and initiatives for his department or section.

Links to Knols with Material on Managerial Skills

1. Forecasting: prelude to planning
2. Strategic planning
What is Business Strategy?
3. Budgeting
Budget, Budgeting and Budgetary Control
4. Marketing
The Marketing Concept - Kotler
5. Innovating
6. Resolving conflict
7. Disciplining
8. Rewarding
9. Improving Productivity
Earlier link was provided to 7 Principles for Improving Workflow. A new link is to be given now.

10. Managing costs
11. Managing time
12. Managing change
13. Managing ethics
14. Developing yourself
15. Leading



Videos on Managerial Skills

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 A Recent Book Recommended for Trainers and Self Learners
Training in Interpersonal Skills - Book Information and Review

MBA Knowledge Revision Schedule

January  - February  - March  - April  - May   -   June

July       - August     - September  - October - November  - December


Original Knol - Number 428

Human Resource Management - Review Articles

Human Resource Management Revision Articles Series

Review articles are mainly based on the textbook:
Human Resource Management: An Experiential Approach (SIE), 4/e
Copyright year: 2007

H. John Bernardin, Florida Atlantic University

Google books page for the book. Preview and search facility are available


Table of Contents and Revision Articles

Human Resource Management Revision Articles for Chapters

PART I - Human Resource Management and the Environment

Strategic Human Resource Management in a Changing Environment
The Role of Globalization in HR Policy and Practice - Review notes updated 10.1.2012
The Legal Environment of HRM: Equal Employment Opportunity - Review Notes

PART II - Acquiring Human Resource Capability

Work Analysis and Design - Review Notes
Human Resource Planning and Recruitment - Review Notes
Personnel Selection - Review Notes

PART III - Developing Human Resource Capability

Performance Management and Appraisal - Review Notes
Training and Development - Review Notes
Career Development - Review Notes

PART IV - Compensating and Managing Human Resources

Compensation: Base Pay and Fringe Benefits - Review Notes
Pay for Performance - Review Notes
Managing the Employment Relationship - Review Notes
Labor Relations and Collective Bargaining - Review Notes
Employee Health and Safety - Review Notes

Full Chapters of the Book Human Resource Management Online Book by Laura Dias

Research in Human Resource Management
Human Resource Management Research Propositions

MBA Knowledge Revision Schedule

January  - February  - March  - April  - May   -   June

July       - August     - September  - October - November  - December

Updated 8 June 2014,  6.1.2012, 14.12.2011

Managerial Economics - Review Articles - List

The book 'Managerial Economics' was authored and published by Joel Dean in 1951.

The purposed was stated as to show how economic analysis could be used in formulating business policies. The focus of the book is to give executives access to the practical contributions that economic thinking can make to top-management policies. It is also stated that the book deals only with those phases of enterprise economics that strike the author as particularly useful to he management of large industrial corporations.

The book highlights economic analysis for the concepts of profit, competition, demand, cost, price and applied areas like advertising and capital budgeting.

Review notes for the chapters of the book

1. Profits
2. Competition
3. Multiple Products
4. Demand analysis
5. Cost
6. Advertising
7. Basic Price
8. Product-line Pricing
9. Pricing Differentials
10.Capital Budgeting

MBA Knowledge Revision Schedule

January  - February  - March  - April  - May   -   June

July       - August     - September  - October - November  - December

Principles of Management Revision/Review Articles - List


Management: Definition and Process

Evolution of Management Thought and Theory - Review Notes

Process of Management

Planning: A Management Process

The Nature and Purpose of Planning - Review Notes

Objectives and Goals - Review Notes

Strategies, Policies, and Planning Premises - Review Notes

Business Firm and Society - The External Environment, Social Responsibility and Ethics - Review Notes

Decision Making

Decision Making - Review Notes

Summary - Principles of Planning

The Nature of Organizing - Review Notes

Departmentation in Organizations - Review Notes

Line-Staff Authority and Decentralization - Review Notes

Effective Organizing and Organizational Culture - Review Notes

Summary - Principles - Organizing

Human Resource Management and Selection

Performance Appraisal and Career Strategy

Manager and Organization Development

Summary - Principles - Staffing

Resourcing; A Function of Management

Human Factors and Motivation

Leadership - Koontz and O'Donnell - Review Notes

Supervision - Introduction - Public Administration Point of View

Committes and Group Decision Making - Review Notes

Communication - Koontz and O'Donnell - Review Notes

Summary of Principles - Directing - Leading

The System and Process of Controlling - Review Notes

Control Techniques and Information Technology

Productivity Control

Overall Control and Preventive Control - Review Notes

Summary - Principles of Controlling

Global and Comparative Management

Organizing - Global Management Issues - Review Notes

Staffing - Global Management Issues

Leading - Global Management Challenges

Controlling - Global Management Challenges - Review Notes

Lean Management

Management and Entrepreneurship: Science, Theory and Practice

Managerial Skills

Principles of Management - List

Peter Drucker - Business Organization - Economic Function - Social Responsibility

Peter Drucker on Scientific Management - Industrial Engineering

Scientific Approach, Engineering Approach, Management Approach


MBA Knowledge Revision Schedule

January  - February  - March  - April  - May   -   June

July       - August     - September  - October - November  - December

Updated 19.5.2014 - 19 May Birthday of Harold Koontz

Strategic Management - Review Chapter Notes - Strickland and Thompson

PART ONE Concepts and Techniques for Crafting and Executing Strategy

Section A: Introduction and Overview

Chapter 1: What Is Strategy and Why Is It Important? Key Points of the Chapter

Chapter 2: Charting a Company’s Direction: Vision and Mission, Objectives, and Strategy - Key Points of the Chapter

Section B: Core Concepts and Analytical Tools

Chapter 3: Evaluating a Company’s External EnvironmentKey Points of the Chapter

Chapter 4: Evaluating a Company’s Resources, Capabilities, and CompetitivenessKey Points of the Chapter

Section C: Crafting a Strategy

Chapter 5: The Five Generic Competitive Strategies: Which One to Employ? - Key Points of the Chapter

Chapter 6: Strengthening a Company’s Competitive Position: Strategic Moves, Timing, and Scope of Operations - Key Points of the Chapter

Chapter 7: Strategies for Competing in International MarketsKey Points of the Chapter
Chapter 8: Corporate Strategy: Diversification and the Multibusiness CompanyKey Points of the Chapter

Chapter 9: Ethics, Corporate Social Responsibility, Environmental Sustainability, and StrategyKey Points of the Chapter

Section D: Executing the Strategy

Chapter 10: Building an Organization Capable of Good Strategy Execution: People, Capabilities, and Structure - Key Points of the Chapter

Chapter 11: Managing Internal Operations: Actions That Promote Good Strategy Execution - Key Points of the Chapter

Chapter 12: Corporate Culture and Leadership: Keys to Good Strategy ExecutionKey Points of the Chapter

Industrial Engineering - Review Articles

1. Industrial Engineering - Introduction

2. Component Areas of IE: Human Effort engineering and System Efficiency Engineering

Articles are posted in serial order

Pioneering Efforts of Taylor, Gilbreth and Emerson
Principles of Motion Economy
Motion Study - Human Effort Engineering
Ergonomics - Introduction
Work Measurement

Predetermined Motion Time Systems (PMTS)
Methods Efficiency Engineering
Product Design Efficiency Engineering
Plant Layout - Efficiency
Value Engineering - Introduction

Statistical Quality Control – Industrial Engineering
Statistical Quality Control – Industrial Engineeri... (duplicate post - to be removed)
Inspection Methods Efficiency Engineering
Operations Research - An Efficiency Improvement Tool for Industrial Engineers
Engineering Economics is an Efficiency Improvement Tool for Industrial Engineers
Industrial Engineering and Scientific Management in Japan

Shigeo Shingo - The Japanese Industrial Engineer
System Engineering Process and Its Management
Systems Improvement
Systems Installation - Installing Proposed Methods
Productivity, Safety, Comfort, and Operator Health Management

Organizing for Industrial Engineering: Historical Evolution of Thinking
Current Research in IE
Managing Change in Improvement Projects - Comfort Zone to Comfort Zone
Supply Chain Cost Reduction
System Design Principles

Total Improvement Management
Total Industrial Engineering - H. Yamashina

Industrial Engineering Knowledge Revision Plan - One Year Plan

January - February - March - April - May - June

MBA Knowledge Revision Schedule

January  - February  - March  - April  - May   -   June

July       - August     - September  - October - November  - December

June 23, 2014

Supply Chain Management - Panel Discussions and Video Lectures


Cass School of Business - Supply Chain Management Master Class
Prof Sinead



Cass School of Business YouTube Channel - 300 videos

Systems Approach in Supply Chain and Risk Management - MIT Webinar
Speaker: Loannis Kyratzoglou



YouTube Link for the above video: https://www.youtube.com/watch?v=bHpUzw82P1U

Business and Managerial Ethics - Panel Discussions and Video Lectures


The Return on Integrity: Ethics, Values and Business
15th Minnesota Business Ethcis Award Key Note Address


Ohio Wesleyan University Business Ethics Lecture - Susan Willeke


Entrepreneurship - Panel Discussions and Video Lectures


Center for Strategic and International Studies Panel Discussion

Doing Business at the Cross Roads -

Part 1


Part 2



Financial Management - Corporate Finance - Panel Discussion and Video Presentations

Working Capital Panel Discusion
2012 Clinton Global Initiative Discussion



June 22, 2014

Human Resource Management - Panel Discussions and Video Lectures


Chief Human Resource Officer's Round Table 2014



Best Practice Tips from Google, VP, People Operations



June 21, 2014

Marketing Management - Video Lectures and Panel Discussions

Summaries of Chapters of Kotler's Marketing Management Book for quick reading and revision


The Strategy Building, Marketing and Selling a Brand - Panel Discussion - Aspen/Snowmass


Product Management - Challenges and Opportunities
Product Managers of Los Angeles - Panel discussion
March 2014



November 2013

Singapore Management  University - Digital marketing panel discussion
Ogilvy Singapore and Google



July - 2013 - Building Your Action Plan for Social Media Marketing

Presentation at Columbia Business School by Ric Dragon,Author of Social Marketology



Rick Dragon - 60 minute Radio Talk

Social Marketology - Webinar - One hour by Ric Dragon



June 20, 2014

Big Data - The Revolutionary Change It is Bringing in Management - Planning and Decision Making

HBR article October  2012

Big data tools and philosophies are bringing a revolution in management theory and practice.

How Big Business is Generating Value from Big Data

Stanford B School Panel Discussion Video
3 October 2013



June 15, 2014

Toyota Kata - Developing Ingenuity of People through Management

Toyota strongly believes in developing people. It is a common philosophy of all Japanese companies. But Toyota is a great example of exemplary practice of many principles of management both of Japanese origin and American origin

Mike Rother is the author of the book Toyota Kata

Demonstration of Coaching Cycles by Mike Rother


Talk on Toyota Kata by Mike Rother


Home Page of Mike Rother


Toyota Kata - Habits for Continuous Learning and Improvements - Hakan Forss

Toyota Kata Presentation by Keith Dilbert

Methods Efficiency Engineering

In industrial engineering, there is a branch popularized as methods engineering, method study or work study. The right term for this subject should be "Methods Efficiency Engineering". Methods Engineering is the process of coming out with methods to manufacture a component, a product or to perform a service. Methods engineering is expected to come out with effective and efficient method. Industrial engineering participates in the methods engineering activity to provide efficiency related services.

Industrial engineers use analysis to find inefficiencies in proposed methods or existing ways of work and then synthesize the new method having the most efficient components and then standardize the method. It includes training workmen also. Then they develop standard times for the installed standard times.

For improving methods efficiency, industrial engineers use process efficiency analysis techniques, operation efficiency analysis techniques and motion efficiency analysis techniques.

Process efficiency analysis questions the need for every step in the analysis and looks at the possibilities for changing the sequence of operations and for combining or splitting operations further to enhance the efficiency of the process.

Operation analysis looks at each operation and resources used in the operations. It looks at the equipment used, time the equipment is utilised, the tools used, jigs and fixtures used, energy consumption, material consumption, work place layout, material handing method used, and inventory.  Motion analysis examines the motions made by the operator.

Casetudy: http://www.globalresearch.com.my/main/papers/icber/PAPER_107_ImpactTime.pdf

Time and Motion Studies in Libraries http://www.ideals.illinois.edu/bitstream/handle/2142/5533/librarytrendsv2i3F_opt.pdf

Originally posted in Knol

Updated 15 June 2014, 15 Dec 2011

Industrial Engineering Knowledge Revision Plan - One Year Plan

January - February - March - April - May - June

June 14, 2014

Approaching the Prospect

Selling Process - Skills - Knol - Article - Series

The first impression

The first impression a salesperson makes is important. If this impression is favorable, the prospect is more likely to listen to welcome and listen to the salesperson. If it is not favorable, he may not cooperate and may erect communication barriers even though it is a prearranged meeting.

The first impression is centered on the image projected by the salesperson’s appearance and behavior. Following are some suggestions to be followed.

1. Wear appropriate conservative business clothes.

2. Be neat in dress and grooming.

3. Do not smoke, chew gum or drink during approach to the customer

4. Keep an erect posture and project confidence and warmth.

5. Ask permission to sit down if the prospect has not offered the seat.

6. Show enthusiasm.

7. Smile

8. Do not begin with apology for taking the prospect’s time. Believe it, you are there to help him first.

9. Do not imply that you have not planned the call.

10. Maintain eye contact with the prospect.

11. If the prospect offers to shake hands, do so with a firm grip.

12. Remember the prospect’s name - correctly use it in greeting him

Approach techniques

Opening with a statement

Opening with a demonstration

Opening with a question or questions

Opening with a statement

Four types opening statements are mentioned in books.

1. Introductory approach

It opens with the salesperson’s name and business. “Hello, Mr. ………., my name is ………, representing …………….”

When a salesman is meeting a prospect for the first time this approach is appropriate.

2. Complimentary approach

This approach starts with a compliment to the prospect.

Examples: Your office is nicely decorated. It is very kept tidily. Etc.

3. Referral approach

In this approach, the person who referred the salesman to the prospect is mentioned. “Mr. Smith, Brian Young, your colleague suggested that I meet you and discuss the issues involved in portfolio revision with you.”

4. Premium approach

Everyone likes to receive free gifts. The salesman uses a free sample to attract the attention of the prospect for his product and presentation. “Mr. Paul, our guide on mutual funds is free gift for you. Can you share your savings and investment goals? We provide ideal solutions for many.”

Demonstration openings

In these openings some thing of interest to the prospect is demonstrated. IN the product approach, the product is placed on the table or given to the prospect and salesman waits for the conversation to start from the prospect. A textbook representative may give a new text to a professor and wait for the professor to initiate the conversation after he flips a few pages from the book.

Opening with questions

When a person walks into a store and goes to a counter, the counter person says yes sir! How can I help you? This question starts the interaction between the counter person and the prospect.

The questions can be regarding benefits, regarding some information etc. For example, do you know that your neighbor consumes 30% less electricity?

Opening statements, questions and demonstration facilitate the initial contact for further interaction with the prospect.
______________ ______________

Body Language is very Important - Train Yourself in Body Language


Original knol - http://knol.google.com/k/narayana-rao/approaching-the-prospect/ 2utb2lsm2k7a/ 74#

June 13, 2014

Online Marketing - Introduction

Online Marketing - Definitions

Institute of Direct Marketing defines E-marketing as 'the use of internet and related digital information and communications technologies to achieve marketing objectives'.

Strauss et al (2003) make the marketing objectives more explicit. They say e-marketing covers a wide range of IT related applications with three main aims:

Transforming marketing strategies to create more customer value through more effective segmentation, targeting, differentiation, and positioning strategies;

more efficiently planning and executing the conception, distribution, promotion, and pricing of goods, services and ideas;

creating exchanges that satisfy individual consumer and organizational customers' objective.

Internet History.

Internet started in 1969. By 2006 there were more than one billion users worldwide.
In January 2011, two billion internet users were recorded. The mobile users number has reached 5 billion.

Internet users in the world - Continental breakup

Marketing Environment - Conducive to Internet Marketing


1. New supply opportunities: Communication became cheap and structured and many manufacturers and retailers are accessing potential suppliers across national boundaries using internet. Hence, marketers have to implement internet marketing.

2. New distribution channels: Internet made low cost distribution of information products possible. All information sellers are forced to adopt internet marketing or online marketing or e-marketing as this channel is now generating significant amount of sales. For distributing cash through ATM is made possible because of networking and now an ATM can facilitate withdrawal from any bank's account. Credit cards could be used from any shop.

3. Informing stakeholders; Communicating with stakeholders became timely and efficient. Marketers have to access electronic channels for advertising, publicity, informing and interacting.

4. Competition: Entirely new set of people entered various businesses using internet as the channel. Blogging is one example. Newspapers are facing serious competition from bloggers. Textbook authors and publishers are facing serious competition from online authors. This new competition is forcing newspapers and textbook authors to adopt internet marketing.


Social Factors
(i) Busy persons: More senior and successful executives are working 50 to 60 hours per week in pursuit of career success. They are looking for convenience shopping and 24×7 shopping facilities.

(ii) Increased leisure time: There is another category of persons who have more leisure time and they are willing to spend time on internet and use number of new ways of interaction made feasible by internet like blogging, social networking etc.

(iii) Technology adoption: People are adopting internet at a more rapid pace compared to many other technologies.

Technological Factors
Networking technology and communication technology are developing fast to provide more useful features at reduced prices. There are developments that promise computers to children at schools at a price of $100 per terminal. The schools can provide broadband access also at reasonable prices. Internet sites can be accessed through mobiles

Economic Factors
Economic growth has become difficult in advanced economies and hence there is thrust on efficiencies. Internet is in the forefront of technologies offering cost reduction possibilities in number of areas of production, marketing and distribution.

Political Factors
Governments and political parties have realized the benefits of internet based facilities in governing and communicating with the masses. Hence, the political system is in favor of internet penetration even though governments have to simulataneously deal with cyber crime.

Internet Marketing System - Components

1. Customer.
2. Content
3. Communications
4. Competition.

Customer is the focus of any marketing system. An online customer is a more informed and powerful person, with knowledge acquired from various web sites using search engine, price comparison sites, online discussin forums etc.

The web site is the salesman in online marketing systems. Online communication activity and the website have to complete the selling process or at least the order booking process for an internet marketer.

The prospects have to contacted through various channels to make them aware of the web site or the internet sales channel of a organization. Print media, TV channels and internet media are being used for communication purpose. Search engine marketing or use of search engines for attracting the potential customers to the E-commerce or E-business web sites has become the primary communication mode.

Competition is increasing in the internet market place. Traditional brick and mortar companies are starting their internet channels. Some new entrants are coming into the market using internet channels only. Foreign sellers are offering their products through internet channels. Alliance formation has become more easy in internet channels. Certain new competitors are coming into the market through elimination of certain firms in the supply chains. Consumers are able to dispose off their used products through internet channels. Thus competition has increased and also got more varied.

Internet Marketing System - Benefits to the Customer and Marketer

2. Consistency.
3. Creative content.
4. Customization
5. Coordination.
6. Control.

The ability to shop when the customer wants in a 24×7 is a great convenience. Certain repetitive activities can be automated like the monthly shopping list. In a door-delivery set-up, the customer can simply send the shopping list online, billing is done online, payment is done online and the goods package can be delivered at door step. The monthly shopping is now done conveniently at an odd hour that a busy person can find. People can use time like travelling time to browse what is on offer.

The sales message is consistent because it does not vary with the salesman. Any number of times, a customer visits the web sites, he will get the same information or information that is consistent with the earlier messages and he can even check back the earlier messages and information.  A wiki capability, can ensure that all earlier versions of a message related to a product or offer  can be seen by the customer.

Creative Content
The E-commerce site can mimic consent communication. The customers who are satisfied with brief details can complete the buying process with the brief starting message. But customers who want more information can be provided more information at their choice. Total technical information and manufacturing process nuiances can be explained to customers. Quality improvement steps taken by an organization can be shown using video clips.

The site can give an impression of customized site to a repeat customer. It creates shopping lists etc. which are customized to a specific customer. His brand preferences are identified and indicated in the shopping lists.

The E-commerce site can have features of coordination. If the customer for door delivery is not in his residence, the supplier may be informed of this fact through the web site. Such information is available as a written record or formal communication.

Marketers can test their promotion campaigns and measure their impact in an automated fashion in online marketing.

This introductory article will be supplemented by articles focusing on various steps in online marketing.
Now covered in Online (Internet) Marketing and E-Commerce - Knol Book

E-Commerce, Internet, Online, Website Marketing News - SEO,SMM,PPC News

Wharton Professor David Bell on Using Digital Marketing for Building Brands and Customer Assets - 2012




Interesting Web Pages

An Introduction to Internet marketing
By Dave Chaffey, Richard Mayer, Kevin Johnston and Fiona Ellis-Chadwick

Reports on E-Commerce

Second Quarter 2009


What Users are doing on Internet



Migration from Knol
All management knols are being collected in http://nraomtr.blogspot.com/ .
Marketing articles are available under the label http://nraomtr.blogspot.com/search/label/Marketing%20Management
Article on differentiating and positioning http://nraomtr.blogspot.com/2011/11/marketing-strategy-differentiating-and.html
This article is posted under http://nraomtr.blogspot.com/2011/12/online-marketing.html


Original knol - Knol Number 1746