2011, ISBN: 3631616007

[EAN: 9783631616000], Gebraucht, wie neu, [SC: 4.0], [PU: Frankfurt, M. ; Berlin ; Bern ; Bruxelles ; New York, NY ; Oxford ; Wien : Lang], DIENSTLEISTUNGSBETRIEB ; INTERNATIONALISIERUNG … Mehr…

[EAN: 9783631616000], Gebraucht, wie neu, [SC: 4.0], [PU: Frankfurt, M. ; Berlin ; Bern ; Bruxelles ; New York, NY ; Oxford ; Wien : Lang], DIENSTLEISTUNGSBETRIEB ; INTERNATIONALISIERUNG INTERKULTURELLES MANAGEMENT INNERBETRIEBLICHE KOOPERATION OUTSOURCING,, XVII, 234 S. : Ill., graph. Darst., Kt. ; 22 cm Tadelloses Exemplar. - Table of Contents -- 1 Introduction 1 -- 1.1 Introduction - Insight overview 1 -- 1.2 Problem statement 4 -- 1.3 Research Subject - Capgemini 5 -- 1.4 Research Ground: Intercultural Business Communications, Corporate -- Strategy and Sales Management 6 -- 1.5 Reasons for choosing this topic 7 -- 1.6 Research Aim and objective 8 -- 1.7 Structure 9 -- 1.8 Definition of terms 9 -- 2 Literature Review 11 -- 2.1 Internationalization of services and Culture 12 -- 2.1.1 Why do nations trade? 13 -- 2.1.2 Why do corporations internationalize? 14 -- 2.1.3 The internationalization of services 16 -- 2.1.4 Porter's Diamond 17 -- 2.2 Strategy, Resources and Competitive Advantages 19 -- 2.2.1 What are resources and capabilities? 20 -- 2.2.2 Inventoring resources 21 -- 2.2.3 What are capabilities? 22 -- 2.2.4 Gaining a competitive advantage 24 -- 2.2.5 Formulating a strategy , 25 -- 2.2.6 Defining resource gaps 25 -- 2.3 Intercultural dimensions 26 -- 2.3.1 The communicative act and the concept of -understanding" 27 -- 2.3.2 Management-Related elements of cultures 29 -- 2.3.3 The Lewis Model 31 -- Multi-national and intercultural services organisations -- 2.3.4 The Hofstede Model 3 2 -- 2.3.5 Implemented intercultural work in international management 37 -- 2.3.6 The individual and its context using Dtilfer's layered model 38 -- 2.3.7 Relationship orientation vs. matter-orientation 39 -- 2.3.8 Merging enterprise cultures using "Theory Z" 40 -- 2.3.9 Enterprise and Individual, Language typologies 42 -- 2.3.10 Conflict handling - Indirect vs. Direct communications 43 -- 2.3.11 Intercultural work: Working with Rightshore, Poland and India 45 -- 2.3.12 How do communicate with a process model - The ITIL model 46 -- 2.3.13 Offshore and Rightshore Concepts 49 -- 2.4 Sales - Managing the bridge between cultures and firms 49 -- 2.4.1 Establishing Sales force Objectives 51 -- 2.4.2 Growing the business 51 -- 2.4.3 Options of growth 52 -- 2.4.4 An-organic growth through acquisitions 52 -- 2.4.5 Organic Growth through Target Account Selling 53 -- 2.4.6 Growth and Organizational setup 54 -- 2.4.7 Performance management and measurement 55 -- 2.4.8 Winning and losing 55 -- 2.4.9 Planning to win: Territory-, Account- and Opportunity Planning. 57 -- 2.4.10 Sales and Managing Key accounts 63 -- 2.5 Selling into global Accounts 63 -- 2.5.1 Planning accounts and opportunities 65 -- 2.5.2 Opportunity development and Pipeline management 66 -- 2.5.3 The sales process Selling stages 67 -- 2.6 Leading deals 68 -- 2.6.1 Deal phases and buyer concerns 68 -- 2.6.2 Planning to win the deal: Opportunity Analysis and Client pursuits 69 -- 2.6.3 Meeting the client 70 -- 2.6.4 Client facing activities and client face time 70 -- 2.6.5 Capitalizing upon existing success - Reference usages 71 -- 2.6.6 Border-crossing activities-working together with other entities 71 -- 2.6.7 Winning and losing - Reasons of loss of opportunity 71 -- 2.7 Measuring and rewarding performance 72 ISBN 9783631616000 Sprache: Englisch Gewicht in Gramm: 428, Books<

2011, ISBN: 9783631616000

[PU: Frankfurt, M. ; Berlin ; Bern ; Bruxelles ; New York, NY ; Oxford ; Wien : Lang], XVII, 234 S. : Ill., graph. Darst., Kt. ; 22 cm Pp. Tadelloses Exemplar. - Table of Contents -- 1 In… Mehr…

[PU: Frankfurt, M. ; Berlin ; Bern ; Bruxelles ; New York, NY ; Oxford ; Wien : Lang], XVII, 234 S. : Ill., graph. Darst., Kt. ; 22 cm Pp. Tadelloses Exemplar. - Table of Contents -- 1 Introduction 1 -- 1.1 Introduction - Insight overview 1 -- 1.2 Problem statement 4 -- 1.3 Research Subject - Capgemini 5 -- 1.4 Research Ground: Intercultural Business Communications, Corporate -- Strategy and Sales Management 6 -- 1.5 Reasons for choosing this topic 7 -- 1.6 Research Aim and objective 8 -- 1.7 Structure 9 -- 1.8 Definition of terms 9 -- 2 Literature Review 11 -- 2.1 Internationalization of services and Culture 12 -- 2.1.1 Why do nations trade? 13 -- 2.1.2 Why do corporations internationalize? 14 -- 2.1.3 The internationalization of services 16 -- 2.1.4 Porter's Diamond 17 -- 2.2 Strategy, Resources and Competitive Advantages 19 -- 2.2.1 What are resources and capabilities? 20 -- 2.2.2 Inventoring resources 21 -- 2.2.3 What are capabilities? 22 -- 2.2.4 Gaining a competitive advantage 24 -- 2.2.5 Formulating a strategy , 25 -- 2.2.6 Defining resource gaps 25 -- 2.3 Intercultural dimensions 26 -- 2.3.1 The communicative act and the concept of -understanding" 27 -- 2.3.2 Management-Related elements of cultures 29 -- 2.3.3 The Lewis Model 31 -- Multi-national and intercultural services organisations -- 2.3.4 The Hofstede Model 3 2 -- 2.3.5 Implemented intercultural work in international management 37 -- 2.3.6 The individual and its context using Dtilfer's layered model 38 -- 2.3.7 Relationship orientation vs. matter-orientation 39 -- 2.3.8 Merging enterprise cultures using "Theory Z" 40 -- 2.3.9 Enterprise and Individual, Language typologies 42 -- 2.3.10 Conflict handling - Indirect vs. Direct communications 43 -- 2.3.11 Intercultural work: Working with Rightshore, Poland and India 45 -- 2.3.12 How do communicate with a process model - The ITIL model 46 -- 2.3.13 Offshore and Rightshore Concepts 49 -- 2.4 Sales - Managing the bridge between cultures and firms 49 -- 2.4.1 Establishing Sales force Objectives 51 -- 2.4.2 Growing the business 51 -- 2.4.3 Options of growth 52 -- 2.4.4 An-organic growth through acquisitions 52 -- 2.4.5 Organic Growth through Target Account Selling 53 -- 2.4.6 Growth and Organizational setup 54 -- 2.4.7 Performance management and measurement 55 -- 2.4.8 Winning and losing 55 -- 2.4.9 Planning to win: Territory-, Account- and Opportunity Planning.... 57 -- 2.4.10 Sales and Managing Key accounts 63 -- 2.5 Selling into global Accounts 63 -- 2.5.1 Planning accounts and opportunities 65 -- 2.5.2 Opportunity development and Pipeline management 66 -- 2.5.3 The sales process Selling stages 67 -- 2.6 Leading deals 68 -- 2.6.1 Deal phases and buyer concerns 68 -- 2.6.2 Planning to win the deal: Opportunity Analysis and Client pursuits 69 -- 2.6.3 Meeting the client 70 -- 2.6.4 Client facing activities and client face time 70 -- 2.6.5 Capitalizing upon existing success - Reference usages 71 -- 2.6.6 Border-crossing activities-working together with other entities 71 -- 2.6.7 Winning and losing - Reasons of loss of opportunity 71 -- 2.7 Measuring and rewarding performance 72 ISBN 9783631616000, DE, [SC: 4.50], gebraucht; wie neu, gewerbliches Angebot, [GW: 428g], Banküberweisung, Offene Rechnung, PayPal, Internationaler Versand<