The Effect Of Solution Transition On Steering The Sales Force A Primer For New Marketing Metrics

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The Effect of Solution Transition on Steering the Sales Force: A Primer for New Marketing Metrics

Author : Julien Schnerrer
Publisher : diplom.de
ISBN 13 : 3842844328
Total Pages : 81 pages
Book Rating : 4.8/5 (428 download)

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Book Synopsis The Effect of Solution Transition on Steering the Sales Force: A Primer for New Marketing Metrics by : Julien Schnerrer

Download or read book The Effect of Solution Transition on Steering the Sales Force: A Primer for New Marketing Metrics written by Julien Schnerrer and published by diplom.de. This book was released on 2012-12-17 with total page 81 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inhaltsangabe:Introduction: Problem Definition: In recent years many firms in the business to business (B2B) environment were trying to increase their market position by better product portfolios. After these products became more and more complex product oriented firms started to offer services first as a reaction on customer requirements but soon also to create additional revenue on top of the core business. This transformation included that service departments were not longer considered as a cost center but a business unit. With increasing demand for higher customer satisfaction, the recognition that customer requirements must be better understood, but also external drivers e.g. shareholders who pushed firms to focus on core competencies, the term solution was defined as a combination of products and services that are required to gain competitive advantage. After so called solutions are now known for many years still many companies did not succeed in transforming their businesses. Even worse besides failing in the transformation they sometimes even lost core markets. Scholars work has proven that although well defined in many framework constructs the practical implications for a successful solution transition especially in the sales domain are often not implemented or even unknown. This becomes especially obvious in the metrics that are used by sales organizations today. These do typically not indicate the necessary transformation that is expected due to the solution orientation. Objectives of This Work: The overall objective of this thesis is to provide a metric that helps to assess the solution readiness status of a firm s sales force. Sales is often considered to be a part of marketing. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. As part of that an overview about the sales marketing interface will be given to create awareness for this topic. This study will furthermore increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced their design and why these metrics are not aligned with latest research about firm value. Scope of Work: This work will outline metric elements that shall be applied for sales forces when moving towards solution orientation. The structure of this thesis is split into 6 chapters and organized as [...]

The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics

Author : Julien Schnerrer
Publisher : Anchor Academic Publishing (aap_verlag)
ISBN 13 : 3954895919
Total Pages : 76 pages
Book Rating : 4.9/5 (548 download)

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Book Synopsis The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics by : Julien Schnerrer

Download or read book The Effect of Solution Transition on Steering the Sales Force: For New Marketing and Sales Metrics written by Julien Schnerrer and published by Anchor Academic Publishing (aap_verlag). This book was released on 2014-02-01 with total page 76 pages. Available in PDF, EPUB and Kindle. Book excerpt: The objective of this study is to provide a metric that helps to assess the solution readiness status of a firm’s sales force. Sales are often considered as part of a marketing strategy. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. Besides, an overview about the sales marketing interface will be given to raise the awareness of this topic. Furthermore, this study will increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced the design and why these metrics are not aligned with the latest study of firm value.

Balanced Scorecard Step-by-Step

Author : Paul R. Niven
Publisher : John Wiley & Sons
ISBN 13 : 0471269166
Total Pages : 354 pages
Book Rating : 4.4/5 (712 download)

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Book Synopsis Balanced Scorecard Step-by-Step by : Paul R. Niven

Download or read book Balanced Scorecard Step-by-Step written by Paul R. Niven and published by John Wiley & Sons. This book was released on 2002-10-15 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book explains how an organization can measure and manage performance with the Balanced Scorecard methodology. It provides extensive background on performance management and the Balanced Scorecard, and focuses on guiding a team through the step-by-step development and ongoing implementation of a Balanced Scorecard system. Corporations, public sector agencies, and not for profit organizations have all reaped success from the Balanced Scorecard. This book supplies detailed implementation advice that is readily applied to any and all of these organization types. Additionally, it will benefit organizations at any stage of Balanced Scorecard development. Regardless of whether you are just contemplating a Balanced Scorecard, require assistance in linking their current Scorecard to management processes, or need a review of their past measurement efforts, Balanced Scorecard Step by Step provides detailed advice and proven solutions.

Sustainable Machining

Author : J. Paulo Davim
Publisher : Springer
ISBN 13 : 3319519611
Total Pages : 90 pages
Book Rating : 4.3/5 (195 download)

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Book Synopsis Sustainable Machining by : J. Paulo Davim

Download or read book Sustainable Machining written by J. Paulo Davim and published by Springer. This book was released on 2017-03-19 with total page 90 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides an overview on current sustainable machining. Its chapters cover the concept in economic, social and environmental dimensions. It provides the reader with proper ways to handle several pollutants produced during the machining process. The book is useful on both undergraduate and postgraduate levels and it is of interest to all those working with manufacturing and machining technology.

The Federal Reserve System Purposes and Functions

Author : Board of Governors of the Federal Reserve System
Publisher :
ISBN 13 : 9780894991967
Total Pages : 0 pages
Book Rating : 4.9/5 (919 download)

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Book Synopsis The Federal Reserve System Purposes and Functions by : Board of Governors of the Federal Reserve System

Download or read book The Federal Reserve System Purposes and Functions written by Board of Governors of the Federal Reserve System and published by . This book was released on 2002 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides an in-depth overview of the Federal Reserve System, including information about monetary policy and the economy, the Federal Reserve in the international sphere, supervision and regulation, consumer and community affairs and services offered by Reserve Banks. Contains several appendixes, including a brief explanation of Federal Reserve regulations, a glossary of terms, and a list of additional publications.

The Performance Economy

Author : W. Stahel
Publisher : Springer
ISBN 13 : 0230274900
Total Pages : 373 pages
Book Rating : 4.2/5 (32 download)

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Book Synopsis The Performance Economy by : W. Stahel

Download or read book The Performance Economy written by W. Stahel and published by Springer. This book was released on 2010-02-24 with total page 373 pages. Available in PDF, EPUB and Kindle. Book excerpt: This updated and revised edition outlines strategies and models for how to use technology and knowledge to improve performance, create jobs and increase income. It shows what skills will be required to produce, sell and manage performance over time, and how manual jobs can contribute to reduce the consumption of non-renewable resources.

Web Analytics Action Hero

Author : Brent Dykes
Publisher : Adobe Press
ISBN 13 : 0132837943
Total Pages : 476 pages
Book Rating : 4.1/5 (328 download)

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Book Synopsis Web Analytics Action Hero by : Brent Dykes

Download or read book Web Analytics Action Hero written by Brent Dykes and published by Adobe Press. This book was released on 2011-11-12 with total page 476 pages. Available in PDF, EPUB and Kindle. Book excerpt: Companies need more than just web analysts and data-savvy marketers to be successful–they need action heroes! While most of us never battle evil scientists or defuse nuclear warheads, successful web analysts benefit from the same attributes that fictional action heroes embody. As a web analyst, your main goal is to improve your organization’s online performance. You can become an “action hero” by translating analysis insights into action that generates significant returns for your company. How you approach analysis is critical to your overall success. In this book, web analytics expert Brent Dykes addresses the unique challenges facing analysts and online marketers working within small and large companies, teaching you how to move beyond reporting and toward analysis to drive action and change. Taking a principle-based rather than a tool-specific approach, Brent introduces you to the Action Hero Framework that breaks down the analysis process into three key stages: Prioritize (what to analyze), Analyze (how to analyze), and Mobilize (how to drive action). And he reinforces these topics with real-world examples and practical tips from seasoned analysts at leading companies. Defines the type of environment in which action heroes thrive–not just survive–as well as how to defeat the villains of web analytics that stand in the way Arms web professionals with a strategic framework for executing online analysis, as well as an arsenal of analysis techniques Reveals how companies need to be both data-driven and action-agile to drive business value from web analytics For more action hero resources and information, check out the book’s companion site at www.Analyticshero.com. "The ideas in this book will take you days (or even weeks) to work your way through, and they fly in the face of the emotional approach to marketing. The question is: would you rather have your competition lead the way with data and science when it comes to reaching your market, or are you going to go first? That's how it is with action heroes--no guts, no glory." - Seth Godin Author We Are All Weird "Don't let the jaunty, breezy style of this book throw you off. Brent successfully - and entertainingly - packs years of experience into these pages along with case studies and insightful help on getting the most out of web analytics, adding value to your company and boosting your career trajectory." - Jim Sterne Founder of eMetrics Marketing Optimization Summit, author of "Social Media Metrics" and Chairman of the Digital Analytics Association

Retail Disruptors

Author : Jan-Benedict Steenkamp
Publisher : Kogan Page Publishers
ISBN 13 : 0749483482
Total Pages : 265 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Retail Disruptors by : Jan-Benedict Steenkamp

Download or read book Retail Disruptors written by Jan-Benedict Steenkamp and published by Kogan Page Publishers. This book was released on 2018-10-03 with total page 265 pages. Available in PDF, EPUB and Kindle. Book excerpt: The rise of hard discounters like Aldi and Lidl has been monumental. Explore the very real threat they pose to traditional retailers and brand manufacturers and what you can learn from their growth. Hard discounters are stores that sell a limited selection of consumer-packaged goods and perishables - typically fewer than 2,000 Stock Keeping Units - for prices that are usually 50-60% lower than national brands. The best-known hard discounters are Aldi and Lidl, but global brands include Trader Joe's, EuroSpin, Biedronka, Netto and Leader Price. Their rise has been monumental; they have irrevocably changed the face of retail in Europe and Australia and are making steady inroads into the US. Retail Disruptors is the first book that explores this upheaval, providing expert insight into the business models of the leading hard discounters, and what mainstream retailers and brand manufacturers can do to remain competitive in the face of disruption. Meticulously researched by two of the leading authorities in retail strategy, private labels, branding, and hard discounting, Retail Disruptors is essential reading for all brand manufacturers and retailers who want to retain the competitive edge.

Do You Want to Keep Your Customers Forever?

Author : B. Joseph Pine
Publisher : Harvard Business Press
ISBN 13 : 142214027X
Total Pages : 94 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Do You Want to Keep Your Customers Forever? by : B. Joseph Pine

Download or read book Do You Want to Keep Your Customers Forever? written by B. Joseph Pine and published by Harvard Business Press. This book was released on 2009 with total page 94 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This classic article shows how to make mass customization and efficient and personal marketing work by putting companies and their consumers in a "learning relationship." Over time, this ongoing relationship allows your company to meet customers' changing needs, develop learning relationships with them, and retain their business forever."--Provided by publisher.

The IABC Handbook of Organizational Communication

Author : Tamara Gillis
Publisher : John Wiley & Sons
ISBN 13 : 1118016351
Total Pages : 484 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis The IABC Handbook of Organizational Communication by : Tamara Gillis

Download or read book The IABC Handbook of Organizational Communication written by Tamara Gillis and published by John Wiley & Sons. This book was released on 2011-03-21 with total page 484 pages. Available in PDF, EPUB and Kindle. Book excerpt: The IABC Handbook of Organizational Communication THIS NEW EDITION of The IABC Handbook of Organizational Communication contains a comprehensive collection of practical knowledge about successful corporate communication and its effect on an organization as a whole. Thoroughly revised and updated to meet the realities of today’s organizational environment, the second edition of The IABC Handbook of Organizational Communication includes fresh case studies and original chapters. This vital resource contains information that is relevant to communicators in any organization, from global conglomerates to small businesses, public companies to private firms, and for-profits to nonprofits. The expert contributors cover a wealth of relevant topics, including how to excel at executive communication and executive coaching, an in-depth examination of communication counsel, a review of communication and ethics as a whole, a review of corporate social responsibility and sustainability issues, and how to prepare for communication during a crisis. The book also contains information on current issues and trends such as the effects of the recent recession and new technologies that affect strategic communication management. A review of internal and employee communication issues, the growing need for international and multicultural communication, and strategies for combining traditional and social media are explored in detail. Whether you are a professional communicator or a corporate executive without a background in the communication discipline, you will gain new insight into traditional and emerging issues in organizational communication and learn what it takes to reach stakeholders both inside and outside the organization.

Logistics 4.0

Author : Turan Paksoy
Publisher : CRC Press
ISBN 13 : 1000245101
Total Pages : 369 pages
Book Rating : 4.0/5 (2 download)

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Book Synopsis Logistics 4.0 by : Turan Paksoy

Download or read book Logistics 4.0 written by Turan Paksoy and published by CRC Press. This book was released on 2020-12-17 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Industrial revolutions have impacted both, manufacturing and service. From the steam engine to digital automated production, the industrial revolutions have conduced significant changes in operations and supply chain management (SCM) processes. Swift changes in manufacturing and service systems have led to phenomenal improvements in productivity. The fast-paced environment brings new challenges and opportunities for the companies that are associated with the adaptation to the new concepts such as Internet of Things (IoT) and Cyber Physical Systems, artificial intelligence (AI), robotics, cyber security, data analytics, block chain and cloud technology. These emerging technologies facilitated and expedited the birth of Logistics 4.0. Industrial Revolution 4.0 initiatives in SCM has attracted stakeholders’ attentions due to it is ability to empower using a set of technologies together that helps to execute more efficient production and distribution systems. This initiative has been called Logistics 4.0 of the fourth Industrial Revolution in SCM due to its high potential. Connecting entities, machines, physical items and enterprise resources to each other by using sensors, devices and the internet along the supply chains are the main attributes of Logistics 4.0. IoT enables customers to make more suitable and valuable decisions due to the data-driven structure of the Industry 4.0 paradigm. Besides that, the system’s ability of gathering and analyzing information about the environment at any given time and adapting itself to the rapid changes add significant value to the SCM processes. In this peer-reviewed book, experts from all over the world, in the field present a conceptual framework for Logistics 4.0 and provide examples for usage of Industry 4.0 tools in SCM. This book is a work that will be beneficial for both practitioners and students and academicians, as it covers the theoretical framework, on the one hand, and includes examples of practice and real world.

Transportation Planning Handbook

Author : ITE (Institute of Transportation Engineers)
Publisher : John Wiley & Sons
ISBN 13 : 1118762355
Total Pages : 1204 pages
Book Rating : 4.1/5 (187 download)

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Book Synopsis Transportation Planning Handbook by : ITE (Institute of Transportation Engineers)

Download or read book Transportation Planning Handbook written by ITE (Institute of Transportation Engineers) and published by John Wiley & Sons. This book was released on 2016-08-01 with total page 1204 pages. Available in PDF, EPUB and Kindle. Book excerpt: A multi-disciplinary approach to transportation planning fundamentals The Transportation Planning Handbook is a comprehensive, practice-oriented reference that presents the fundamental concepts of transportation planning alongside proven techniques. This new fourth edition is more strongly focused on serving the needs of all users, the role of safety in the planning process, and transportation planning in the context of societal concerns, including the development of more sustainable transportation solutions. The content structure has been redesigned with a new format that promotes a more functionally driven multimodal approach to planning, design, and implementation, including guidance toward the latest tools and technology. The material has been updated to reflect the latest changes to major transportation resources such as the HCM, MUTCD, HSM, and more, including the most current ADA accessibility regulations. Transportation planning has historically followed the rational planning model of defining objectives, identifying problems, generating and evaluating alternatives, and developing plans. Planners are increasingly expected to adopt a more multi-disciplinary approach, especially in light of the rising importance of sustainability and environmental concerns. This book presents the fundamentals of transportation planning in a multidisciplinary context, giving readers a practical reference for day-to-day answers. Serve the needs of all users Incorporate safety into the planning process Examine the latest transportation planning software packages Get up to date on the latest standards, recommendations, and codes Developed by The Institute of Transportation Engineers, this book is the culmination of over seventy years of transportation planning solutions, fully updated to reflect the needs of a changing society. For a comprehensive guide with practical answers, The Transportation Planning Handbook is an essential reference.

The Fourth Industrial Revolution

Author : Klaus Schwab
Publisher : Crown Currency
ISBN 13 : 1524758876
Total Pages : 194 pages
Book Rating : 4.5/5 (247 download)

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Book Synopsis The Fourth Industrial Revolution by : Klaus Schwab

Download or read book The Fourth Industrial Revolution written by Klaus Schwab and published by Crown Currency. This book was released on 2017-01-03 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: World-renowned economist Klaus Schwab, Founder and Executive Chairman of the World Economic Forum, explains that we have an opportunity to shape the fourth industrial revolution, which will fundamentally alter how we live and work. Schwab argues that this revolution is different in scale, scope and complexity from any that have come before. Characterized by a range of new technologies that are fusing the physical, digital and biological worlds, the developments are affecting all disciplines, economies, industries and governments, and even challenging ideas about what it means to be human. Artificial intelligence is already all around us, from supercomputers, drones and virtual assistants to 3D printing, DNA sequencing, smart thermostats, wearable sensors and microchips smaller than a grain of sand. But this is just the beginning: nanomaterials 200 times stronger than steel and a million times thinner than a strand of hair and the first transplant of a 3D printed liver are already in development. Imagine “smart factories” in which global systems of manufacturing are coordinated virtually, or implantable mobile phones made of biosynthetic materials. The fourth industrial revolution, says Schwab, is more significant, and its ramifications more profound, than in any prior period of human history. He outlines the key technologies driving this revolution and discusses the major impacts expected on government, business, civil society and individuals. Schwab also offers bold ideas on how to harness these changes and shape a better future—one in which technology empowers people rather than replaces them; progress serves society rather than disrupts it; and in which innovators respect moral and ethical boundaries rather than cross them. We all have the opportunity to contribute to developing new frameworks that advance progress.

Product Management Essentials

Author : Aswin Pranam
Publisher : Apress
ISBN 13 : 1484233034
Total Pages : 179 pages
Book Rating : 4.4/5 (842 download)

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Book Synopsis Product Management Essentials by : Aswin Pranam

Download or read book Product Management Essentials written by Aswin Pranam and published by Apress. This book was released on 2017-12-12 with total page 179 pages. Available in PDF, EPUB and Kindle. Book excerpt: Gain all of the techniques, teachings, tools, and methodologies required to be an effective first-time product manager. The overarching goal of this book is to help you understand the product manager role, give you concrete examples of what a product manager does, and build the foundational skill-set that will gear you towards a career in product management. To be an effective PM in the tech industry, you need to have a basic understanding of technology. In this book you’ll get your feet wet by exploring the skills a PM needs in their toolset and cover enough ground to make you feel comfortable in a technical discussion. A PM is not expected to have the same level of depth or knowledge as a software engineer, but knowing enough to continue the conversation can be a benefit in your career in product management. A complete product manager will have a 360-degree understanding of user experience and how to craft beautiful products that are easy-to-use, with the end user in mind. You’ll continue your journey with a walk through basic UX principles and even go through the process of building a simple set of UI frames for a mock app. Aside from the technical and design expertise, a PM needs to master the social aspects of the role. Acting as a bridge between engineering, marketing, and other teams can be difficult, and this book will dive into the business and soft skills of product management. After reading Product Management Essentials you will be one of a select few technically-capable PMs who can interface with management, stakeholders, customers, and the engineering team. What You Will Learn Gain the traits of a successful PM from industry PMs, VCs, and other professionals See the day-to-day responsibilities of a PM and how the role differs across tech companies Absorb the technical knowledge necessary to interface with engineers and estimate timelines Design basic mocks, high-fidelity wireframes, and fully polished user interfaces Create core documents and handle business interactions Who This Book Is For Individuals who are eyeing a transition into a PM role or have just entered a PM role at a new organization for the first time. They currently hold positions as a software engineer, marketing manager, UX designer, or data analyst and want to move away from a feature-focused view to a high-level strategic view of the product vision.

Social Media Marketing

Author : Dave Evans
Publisher : John Wiley & Sons
ISBN 13 : 0470944218
Total Pages : 401 pages
Book Rating : 4.4/5 (79 download)

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Book Synopsis Social Media Marketing by : Dave Evans

Download or read book Social Media Marketing written by Dave Evans and published by John Wiley & Sons. This book was released on 2010-09-16 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: How to implement social technology in business, spur collaborative innovation and drive winning programs to improve products, services, and long-term profits and growth. The road to social media marketing is now well paved: A July 2009 Anderson Analytics study found 60% of the Internet population uses social networks and social media sites such as Facebook, MySpace, and Twitter. Collaboration and innovation, driven by social technology, are “what’s next.” Written by the author of the bestselling Social Media Marketing: An Hour a Day in collaboration with Jake McKee, Social Media Marketing: The Next Generation of Business Engagement takes marketers, product managers, small business owners, senior executives and organizational leaders on to the next step in social technology and its application in business. In particular, this book explains how to successfully implement a variety tools, how to ensure higher levels of customer engagement, and how to build on the lessons learned and information gleaned from first-generation social media marketing efforts and to carry this across your organization. This book: Details how to develop, implement, monitor and measure successful social media activities, and how to successfully act on feedback from the social web Discusses conversation-monitoring tools and platforms to accelerate the business innovation cycle along with the metrics required to prove the success of social technology adoption Connects the social dots more deeply across the entire organization, moving beyond marketing and into product development, customer service and customer-driven innovation, and the benefits of encouraging employee collaboration. Social media has become a central component of marketing: Collaborative, social technology is now moving across the organization, into business functions ranging from HR and legal to product management and the supply chain. Social Media Marketing: The Next Generation of Business Engagement is the perfect book for marketers, business unit managers and owners, HR professionals and anyone else looking to better understand how to use social technologies and platforms to build loyalty in customers, employees, partners and suppliers to drive long term growth and profits.

Ensuring Quality to Gain Access to Global Markets

Author : Martin Kellermann
Publisher : World Bank Publications
ISBN 13 : 1464813728
Total Pages : 275 pages
Book Rating : 4.4/5 (648 download)

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Book Synopsis Ensuring Quality to Gain Access to Global Markets by : Martin Kellermann

Download or read book Ensuring Quality to Gain Access to Global Markets written by Martin Kellermann and published by World Bank Publications. This book was released on 2019-04-09 with total page 275 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a modern world with rapidly growing international trade, countries compete less based on the availability of natural resources, geographical advantages, and lower labor costs and more on factors related to firms' ability to enter and compete in new markets. One such factor is the ability to demonstrate the quality and safety of goods and services expected by consumers and confirm compliance with international standards. To assure such compliance, a sound quality infrastructure (QI) ecosystem is essential. Jointly developed by the World Bank Group and the National Metrology Institute of Germany, this guide is designed to help development partners and governments analyze a country's quality infrastructure ecosystems and provide recommendations to design and implement reforms and enhance the capacity of their QI institutions.

Understanding the Securitization of Subprime Mortgage Credit

Author : Adam B. Ashcraft
Publisher : DIANE Publishing
ISBN 13 : 1437925146
Total Pages : 76 pages
Book Rating : 4.4/5 (379 download)

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Book Synopsis Understanding the Securitization of Subprime Mortgage Credit by : Adam B. Ashcraft

Download or read book Understanding the Securitization of Subprime Mortgage Credit written by Adam B. Ashcraft and published by DIANE Publishing. This book was released on 2010-03 with total page 76 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides an overview of the subprime mortgage securitization process and the seven key informational frictions that arise. Discusses the ways that market participants work to minimize these frictions and speculate on how this process broke down. Continues with a complete picture of the subprime borrower and the subprime loan, discussing both predatory borrowing and predatory lending. Presents the key structural features of a typical subprime securitization, documents how rating agencies assign credit ratings to mortgage-backed securities, and outlines how these agencies monitor the performance of mortgage pools over time. The authors draw upon the example of a mortgage pool securitized by New Century Financial during 2006. Illustrations.