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The Five Cs
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Download or read book The Five C's of Cinematography written by and published by . This book was released on 1998 with total page 251 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Positive Youth Development by : Richard Lerner
Download or read book Positive Youth Development written by Richard Lerner and published by Academic Press. This book was released on 2011-09-26 with total page 435 pages. Available in PDF, EPUB and Kindle. Book excerpt: Each chapter provides in-depth discussions and this volume serves as an invaluable resource for Developmental or educational psychology researchers, scholars, and students. Includes chapters that highlight some of the most recent research in the area of Positive Youth Development Each chapter provides in-depth discussions An invaluable resource for developmental or educational psychology researchers, scholars, and students
Book Synopsis Trust-Based Selling by : Charles H. Green
Download or read book Trust-Based Selling written by Charles H. Green and published by McGraw Hill Professional. This book was released on 2005-12-08 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Book Synopsis Emergency Incident Management Systems by : Louis N. Molino, Sr.
Download or read book Emergency Incident Management Systems written by Louis N. Molino, Sr. and published by John Wiley & Sons. This book was released on 2006-04-20 with total page 540 pages. Available in PDF, EPUB and Kindle. Book excerpt: A "street smart" look atincident management in all its permutations Incident Management Systems (IMS) provide the means by which to coordinate the efforts of individual agencies in order to stabilize an incident and protect life, property, and the environment. Born from the FireScope project of the late 1960s, which was developed in response to the major wildfires that regularly plagued Southern California, these systems have evolved with many similarities and certain fundamental differences. Emergency Incident Management Systems: Fundamentals and Applications contrasts the major forms of Incident Management/Incident Command Systems. The author illuminates these differences and offers a fresh perspective on the concepts on which these systems are founded in order to make them more accessible and user-friendly. Without suggesting major changes in the systems, he bridges the gap between their theoretical and academic foundations and their real-world applications, and makes them more applicable to the professional's daily needs. Timely features of the book include: * An "in the field" point of view * Coverage of incidents of mass destruction * Filled-out sample forms designed to aid professionals in completing reports In post-9/11 America, where incident management has become a national priority-one that must be easilyunderstood and applicable across all emergency systems-this book provides a useful tool for helping today's emergency workers be more informed and more prepared than ever.
Download or read book Know Your Why written by Ken Costa and published by Thomas Nelson. This book was released on 2016-07-19 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Challenging, inspiring and practical.” Bear Grylls “I can’t think of anyone more qualified to write about the significance of knowing your purpose than my friend Ken Costa… His new book, Know Your Why, is absolutely foundational to living a purpose driven life.” Rick Warren “Among the crush and the rush of life, there's no better guide in the pursuit of getting it right than my friend Ken Costa… I highly recommend Know Your Why, and am confident you will see more clearly and live more purposefully after absorbing the wisdom in its pages.” Louie Giglio, Pastor, Passion City Church, Passion Conferences “This is an important and timely book. In a world of seemingly endless options, discerning the voice of God can be an increasingly difficult task. Ken draws on decades of experience to help Christians cut through the confusion and distractions and live lives in tune with God.” Andy Stanley, Senior Pastor, North Point Ministries “There are few people on this planet that I find more fascinating than Ken Costa. His capacity for business is only outweighed by his affection for the local church; and he has beautifully modelled to a generation what it means to live out your calling and build the Kingdom.” Brian Houston, Global Founder and Senior Pastor of Hillsong Church Are you working for cash, a career, a cause—or a calling? “Why do you do what you do?” People work for a variety of reasons. For many, the primary purpose of their work is cash. Their principal motivation is the paycheck that funds their everyday needs. Their work is a means to an end. Others are motivated by ambitions for a career, to move up the professional ladder and expand their experience, becoming more skilled in a particular area. Still others work for a cause, believing in the wider purpose of their work, attempting to make a difference in the world—to leave a mark in some way. All of these are legitimate motivations. However, missing from all three is any sense of the value of work itself. The focus is on the output of the workplace, rather than valuing the input. What we need is calling. Those who see their work as a calling experience a rich integration in their lives. They sense a purpose, a direction to their activities. Work has intrinsic meaning, rather than being simply a means to an end. In many ways this is precisely what the Spirit of God does in our lives. When we are in the flow of the Spirit, we are cooperating fully in our God-given callings. When people embrace their callings, they love their work, can manage inevitable tensions that arise, and are welcomed by their colleagues, who sense that there is something beyond the cash or career objectives. But how do we get there? Know Your Why is written with one objective: to help you find your life’s calling so that you can be more satisfied, fulfilled, and happier at work. “You did not choose me, but I chose you and appointed you so that you might go and bear fruit—fruit that will last.” —John 15:16 NIV
Download or read book 5 Cs & Beyond written by Puneet Nagpal and published by Notion Press. This book was released on 2020-09-15 with total page 118 pages. Available in PDF, EPUB and Kindle. Book excerpt: “5 Cs & Beyond” - Differential approach to Credit, is about application of credit tools for Fast & Right credit decisioning as well as monitoring. It introduces readers to various practical facets of credit through numerous case studies and analysis. It is a complete journey from understanding business, monitoring of portfolio to making oneself future ready.
Book Synopsis Implementing Value Pricing by : Ronald J. Baker
Download or read book Implementing Value Pricing written by Ronald J. Baker and published by John Wiley & Sons. This book was released on 2010-11-29 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for IMPLEMENTING VALUE PRICING A Radical Business Model for Professional Firms "Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies everything. This is a must-have and a terrific book." Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com "We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer he's a mover and a shaker on a mission. This is the End of Time! Brilliant." Paul Dunn Chairman, B1G1® www.b1g1.com "Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me and to my customers have been immediate, significant, and ongoing." Brent Uren Principal, Valuation & Business Modeling Ernst & Young® www.ey.com "Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin." Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination
Book Synopsis Darwin's Unfinished Symphony by : Kevin N. Laland
Download or read book Darwin's Unfinished Symphony written by Kevin N. Laland and published by Princeton University Press. This book was released on 2018-09-11 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: Humans possess an extraordinary capacity for culture, from the arts and language to science and technology. But how did the human mind—and the uniquely human ability to devise and transmit culture—evolve from its roots in animal behavior? Darwin’s Unfinished Symphony presents a captivating new theory of human cognitive evolution. This compelling and accessible book reveals how culture is not just the magnificent end product of an evolutionary process that produced a species unlike all others—it is also the key driving force behind that process. Kevin Laland tells the story of the painstaking fieldwork, the key experiments, the false leads, and the stunning scientific breakthroughs that led to this new understanding of how culture transformed human evolution. It is the story of how Darwin’s intellectual descendants picked up where he left off and took up the challenge of providing a scientific account of the evolution of the human mind.
Book Synopsis The Life and Adventures of Nat Love by : Nat Love
Download or read book The Life and Adventures of Nat Love written by Nat Love and published by Black Classic Press. This book was released on 1988 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thousands of black cowpunchers drove cattle up the Chisholm Trail after the Civil War, but only Nat Love wrote about his experiences. Born to slaves in Davidson County, Tennessee, the newly freed Love struck out for Kansas after the war. He was fifteen and already endowed with a reckless and romantic readiness. In wide-open Dodge City he joined up with an outfit from the Texas Panhandle to begin a career riding the range and fighting Indians, outlaws, and the elements. Years later he would say, "I had an unusually adventurous life". That was rare understatement. More characteristic was Love's claim: "I carry the marks of fourteen bullet wounds on different parts of my body, most any one of which would be sufficient to kill an ordinary man, but I am not even crippled". In 1876 a virtuoso rodeo performance in Deadwood, Dakota Territory, won him the moniker of Deadwood Dick. He became known as DD all over the West, entering into dime novels as a mysteriously dark and heroic presence. This vivid autobiography includes encounters with Bat Masterson and Billy the Kid, a soon-after view of the Custer battlefield, and a successful courtship. Love left the range in 1890, the year of the official closing of the frontier. Then, as a Pullman train conductor he traveled his old trails, and those good times bring his story to a satisfying end.
Download or read book The Five Cs written by June K. Phillips and published by Heinle & Heinle Pub. This book was released on 1998-07-31 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the power and promise of the Standards for enriching your studentsAE educational experiences through this handy Video and WorkText that fully explains the new Standards for ForeignLlanguage Instruction. Through engaging interviews with students, teachers, and administrators, a 30-minute Video will take you and your colleagues on a journey of successful exploration of the Five Cs. Linking actual classroom scenes to key concepts, this practical WorkText will help you analyze the goals and standards illustrated in the Video; relate the images to your own teaching experiences; create sample activities or lesson plans to try in your own classroom; and reflect on the impact the Standards can have on your teaching success."
Book Synopsis Mindful School Communities by : Christine Mason
Download or read book Mindful School Communities written by Christine Mason and published by Solution Tree Press. This book was released on 2020-02-21 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Build a thriving school community that creates healthy, resilient, and successful students. A companion to Mindfulness Practices, this research-backed guide outlines how to teach self-regulation by fostering the five Cs of social-emotional learning and mindfulness: consciousness, compassion, confidence, courage, and community. The authors provide a wealth of practical exercises, strategies, and tools to bring this scientifically proven approach to life across grade levels and subject areas. Use this resource to foster the well-being of every learner: Benefit from exercises that infuse social-emotional concepts and 21st century skills into academic curriculum across subjects and grade levels. Discover ideas for incorporating historical examples of consciousness, compassion, confidence, courage, and community into classwork. Learn ways to assess the five Cs elements, including the research-based S-CCATE tool, to provide evidence for what might seem unquantifiable. Become familiar with different ways educators have implemented Heart Centered LearningTM in the real world. Work with numerous activities and mindsets that foster a mixture of vulnerability and strength and ameliorate trauma. Contents: Introduction Chapter 1: Heart Centered Learning Chapter 2: Heart Physiology and Heart-Mind Connections Chapter 3: Consciousness Chapter 4: Compassion Chapter 5: Confidence Chapter 6: Courage Chapter 7: Community Chapter 8: Conscious Leadership Epilogue: Taking Heart, Having Heart—Looking to Our Future Appendix: S-CCATE—A Visioning and Assessment Tool to Create Heart Centered Communities References and Resources Index
Book Synopsis Ethics and Data Science by : Mike Loukides
Download or read book Ethics and Data Science written by Mike Loukides and published by "O'Reilly Media, Inc.". This book was released on 2018-07-25 with total page 37 pages. Available in PDF, EPUB and Kindle. Book excerpt: As the impact of data science continues to grow on society there is an increased need to discuss how data is appropriately used and how to address misuse. Yet, ethical principles for working with data have been available for decades. The real issue today is how to put those principles into action. With this report, authors Mike Loukides, Hilary Mason, and DJ Patil examine practical ways for making ethical data standards part of your work every day. To help you consider all of possible ramifications of your work on data projects, this report includes: A sample checklist that you can adapt for your own procedures Five framing guidelines (the Five C’s) for building data products: consent, clarity, consistency, control, and consequences Suggestions for building ethics into your data-driven culture Now is the time to invest in a deliberate practice of data ethics, for better products, better teams, and better outcomes. Get a copy of this report and learn what it takes to do good data science today.
Download or read book The Mortgage Game written by Manny Kagan and published by Advantage Media Group. This book was released on 2012-10-15 with total page 135 pages. Available in PDF, EPUB and Kindle. Book excerpt: From his childhood of factory work in communist Latvia to his current life as one of the Bay Area's most respected and successful mortgage industry professionals, Manny Kagan has enjoyed a colorful journey to the top.In this fascinating new book, The Mortgage Game, Manny shares not only his amazing life story but also his secrets to finding the best mortgages possible. It all boils down to his trademark "Five Cs"--Collateral, Capacity, Credit, Capital and Character. Using real-life examples, Manny shows how he was able to overcome the "minuses" of some of his mortgage- or refinance-seeking clients (and most clients have some minuses) and turn them into "pluses." Just about every mortgage lender working today talks about the Four Cs, but Kagan takes it a step further and includes his own signature fifth C--character. This is the one that often makes the difference - and it's the one that helped him become a leader in the industry. In this book Kagan pulls back the curtain and shares details of his own real estate transactions--from the very first house he and his wife bought for their family, to subsequent refinance deals he was able to close on a basket of rental properties. The Mortgage Game is a valuable tool for anyone who's thinking of investing in real estate or refinancing an existing loan. The Mortgage Game offers up-to-date information on the current marketplace, along with clear explanations of how the market got itself into so much trouble. But this valuable book also offers more - it's the one reference guide every home-buyer needs.
Download or read book The Good Dad written by Jim Daly and published by Zondervan. This book was released on 2014-04-22 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: It’s never too late to be a better father Jim Daly, president and CEO of Focus on the Family, is an expert in fatherhood—in part because his own "fathers" failed him so badly. His biological dad was an alcoholic. His stepfather deserted him. His foster father accused Jim of trying to kill him. All were out of Jim's life by the time he turned 13. Isn’t it odd—and reminiscent of the hand of God—that the director of the leading organization on family turned out to be a guy whose own background as a kid and son were pretty messed up? Or could it be that successful parenting is discovered not in the perfect, peaceful household but in the midst of battles and messy situations, where God must constantly be called to the scene? That is the mystery unraveled in this book. Using his own expertise, humor, and inexhaustible wealth of stories, Jim will show you that God can make you a good dad, a great dad, in spite of the way you’ve grown up and in spite of the mistakes you’ve made. Maybe even because of them. It’s not about becoming a perfect father. It’s about trying to become a better father, each and every day. It's about building relationships with your children through love, grace, patience, and fun—and helping them grow into the men and women they’re meant to be.
Book Synopsis Learning Personalized by : Allison Zmuda
Download or read book Learning Personalized written by Allison Zmuda and published by John Wiley & Sons. This book was released on 2015-02-10 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: A real-world action plan for educators to create personalized learning experiences Learning Personalized: The Evolution of the Contemporary Classroom provides teachers, administrators, and educational leaders with a clear and practical guide to personalized learning. Written by respected teachers and leading educational consultants Allison Zmuda, Greg Curtis, and Diane Ullman, this comprehensive resource explores what personalized learning looks like, how it changes the roles and responsibilities of every stakeholder, and why it inspires innovation. The authors explain that, in order to create highly effective personalized learning experiences, a new instructional design is required that is based loosely on the traditional model of apprenticeship: learning by doing. Learning Personalized challenges educators to rethink the fundamental principles of schooling that honors students' natural willingness to play, problem solve, fail, re-imagine, and share. This groundbreaking resource: Explores the elements of personalized learning and offers a framework to achieve it Provides a roadmap for enrolling relevant stakeholders to create a personalized learning vision and reimagine new roles and responsibilities Addresses needs and provides guidance specific to the job descriptions of various types of educators, administrators, and other staff This invaluable educational resource explores a simple framework for personalized learning: co-creation, feedback, sharing, and learning that is as powerful for a teacher to re-examine classroom practice as it is for a curriculum director to reexamine the structure of courses.
Book Synopsis Convergence Marketing by : Yoram Wind
Download or read book Convergence Marketing written by Yoram Wind and published by Ft Press. This book was released on 2002-01 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Preface: Running with the Centaur "A businessman is a hybrid of a dancer and a calculator." —Paul Valery, French Poet and Philosopher The Internet revolution didn't turn out to be anything like we thought it would be. At the end of the 1990s, the discussion of many observers, we among them, focused on the rise of the "cyberconsumer" and the emergence of "Internet marketing." At the extreme, the image of this cyberconsumer was humorously caricatured in a series of Sprint commercials introducing its wireless web, in which people hunched over their computers in dark rooms were invited at long last to step out into the sunlit world. The business model designed for the cyberconsumer was the "pure play" Internet firm, either a separate dot-com or a stand-alone division of a larger company. But the cyberconsumer was largely a myth. Consumers didn't behave anything like we thought they would. Today, we are entering the age of the centaur. Consumers act across multiple channels. They combine timeless human needs and behaviors with new online activities. They are like the centaur of Greek mythology--half human and half horse—running with the rapid feet of new technology, yet carrying the same ancient and unpredictable human heart. This consumer is a combination of traditional and cyber, rational and emotional, wired and physical. This consumer is not either/or, but both. The authors came to this center from opposite directions. Jerry Wind was an early champion of digital marketing, highlighting the revolutionary changes of the Internet on consumer behavior, marketing and business strategy. He urged executives to consider the potential of this new technology to transform their businesses. Vijay Mahajan pointed out that not everything had changed, and that many aspects of consumer behavior and marketing remained the same. He urged executives to consider the enduring human characteristics that would continue to shape marketing and business strategy. As we discussed the issue from these two viewpoints, working on a series of projects that led to this book, we came to the conclusion that we were both right: the reality was the hybrid consumer. This is not to suggest that there are three separate segments (traditional, cyberconsumer and centaur). The reality is convergence. The entire market is becoming centaurs, either directly or indirectly (even if someone is not online, their behavior will still be affected by new technologies, channels and products, and service offerings). This is why we focus so much on the centaur. The centaurs, in turn, are heterogeneous, so there will be many segments among these hybrid consumers. Even the most tech savvy of U.S. consumers—the 18 to 25 year olds of Generation Y—are not strictly cyberconsumers. A recent survey of more than 600 Gen-Y respondents (51 percent of whom had made online purchases in the past year) found that nearly 40 percent learned about the product online, but bought at a physical store, whereas only 9.3 percent began and ended their search online. When asked where they would prefer to shop, nearly three-quarters chose a store rather than online. Across the spectrum, consumers are combining various channels and approaches, searching online to buy offline, searching offline to buy online—and everything in between. Charles Schwab found that while about 90 percent of all trades are handled online, 60-70 percent of new accounts are set up in branch offices. People want to be able to see whom they are working with when they turn over their money. Benefits of Convergence The power of hybrid models can be seen in the success of Tesco, which raced past pioneers such as Peapod and Webvan to become the largest online grocer in the world. Tesco, using its century-old platform of retail stores in the U.K. as the launching pad for its online service, created a profitable online business that was handling 70,000 orders per week by mid 2001 and had racked up more than $400 million in sales the year before. Tesco could set up its online grocery business for a fraction of the investment of Webvan because it was able to build off its existing infrastructure. Tesco has moved into the U.S. market, purchasing a 35 percent investment in Safeway's online grocery service in June 2001, and announcing plans for expansion into South Korea. The power and profit of the hybrid model can also be seen in the success of Staples.com, which expected to grow online revenues to $1 billion in 2001, nearly 10 percent of company sales. Even more significant, Staples found that the addition of the new channel is not cannibalistic, but synergistic. Overall, customers who shop in the store and catalog spend twice as much as those who shop in the store alone, and customers that shop using the store, catalog, and online channels spend an average of $2,500, nearly four times as much as store shoppers. The results achieved by Staples and other firms offer a sense of the potential return on investment from meeting the centaur. Convergence strategies offer a variety of opportunities for generating new revenues, reducing costs and creating valuable options for the future. Changing Mind Sets There is emerging evidence of the immediate benefits of convergence strategies, if investments are made strategically, but these short-term gains are not the only opportunity. Our focus is to look at the opportunities, both short- and long-term, created by the emergence of the hybrid consumer and how companies can capitalize on these opportunities. The last category may be the most important: the options that convergence strategies create for the future. This book takes a broader view of the strategic impact of the centaur for marketing and business strategy, and the architecture of the organization. If you believe, as we do, that the centaur is the future of our markets, then the ability to succeed in the future depends on understanding and "running with" the centaur. Failure to understand these changes creates the risk of significant lost opportunities. What can the integration of the offline marketplace and the online marketspace do for consumers that neither can do alone? What business principles will guide the integration? How is marketing changing? How do these shifts affect short-term and long-term profitability and growth? What Is Converging Convergence, as we discuss it here, means more than the fusion of different technologies (television, computers, wireless, PDAs) or the combination of channels (such as Tesco's or Staple's bricks-and-clicks model). We focus on a more basic convergence within the consumer—the new possibilities created by the technology and the enduring behaviors of human beings. This convergence will shape how the Internet and other new technologies unfold, and the opportunities created for companies. What can consumers do with the technology that they could not do in the past? When will they continue to do things in the way they always have? Although most of the focus in this book is on business-to-consumer interactions, many of the insights apply equally to business-to-business strategy. The line between B2B and B2C is already blurring. In an environment in which Sun Microsystems is selling products on eBay, is this B2B or B2C? In an environment in which a customer may soon be able to click an order button for an automobile and set in motion a global supply chain to deliver that car, where does B2C end and B2B begin? Lessons from the Dot-Coms This book examines the practices of a variety of companies, but we must stress at the outset that these firms are not held up as ultimate models. They all have something to teach us, but many of the successful companies of a year or two ago are now fighting for their lives. And some companies that were all but written off are back in force. We suspect the same unpredictable dynamic will be seen in the future. This is a particularly dangerous time to engage in benchmarking or to search for excellence. It is not a time for simple recipes. Instead, it is far more important to gain a deeper understanding of how consumers are changing and how they are remaining the same. The actions of these hybrid consumers will shape the way technology is adopted and, ultimately, the future of your markets. We should take a balanced view of dot-com failures. Mark Twain once said, "We should be careful to get out of an experience only the wisdom that is in it." Twain gives the example of a cat who sits on a hot stove, and learns not to sit on a hot stove again—but also won't sit on a cold stove. The failures of the first wave of dot-coms offer many lessons about what to do, and what not to do, but we need to be careful in taking lessons from them. Although some of the companies that failed had weak business models, some actually had brilliant marketing strategies and business models. The failure of the business is not necessarily an indictment of the idea. Some may have arrived slightly ahead of their time. Some may have suffered from poor execution. It may be that the time is now right for these ideas to flourish. During the Internet bubble, we have engaged in one of the most extensive, investor-financed experiments in new business models and paradigms. There has been an explosion of experimentation. Although many of these experiments proved to be unprofitable, many new ideas were developed and tested. Incumbent companies and startups that are still alive can benefit greatly from the acceleration of knowledge from this dot-com "school of hard knocks." Pick through the wreckage and look carefully at what happened. Then take away the lessons that you can use. The Implications of the Centaur In this book, we offer insights to top executives and key organizational change agents on the characteristics and behavior of these hybrid centaurs and how we need to reshape our marketing and business strategy to meet them. The book explores different intersections between the consumer, technology and company and their implications for marketing and business strategy and organizational design. We examine the emergence of the centaur, and the marketing, business and organizational challenges and opportunities created. Part I offers a portrait of this centaur, what has changed and what remains the same. We also discuss how the focus on the customer has often been lost in the emphasis on technology. These centaurs are complex beings, with a love-hate relationship with the technology, buying books from Amazon.com one day and relaxing in an armchair sipping cappuccino at Barnes & Noble the next. Part II explores issues at the intersection between the consumer and technology. We consider five key issues at the core of addressing these new hybrid consumers—customerization, communities, channel options, new competitive value propositions, and choice tools. Although these issues have been discussed in the context of the cyberconsumer, they are quite different from the perspective of the centaur. Sometimes consumers want customerization (customized products and services as well as customized marketing), but other times they want to pull standard products off the shelf and receive mass marketing messages. Consumers are members of both physical and virtual communities. The hybrid consumers want to be able—in the words of Fidelity—to "call, click, or visit." They are redefining the traditional sources of value, buying products by auction or fixed price or name-your-own price depending on their mood and purchase situation, creating a new value equation. Finally, the Internet offers powerful tools to find information, make decisions, and manage one's life. These tools empower consumers, changing the way they interact with the company. How can you create convergence strategies to address these interrelated issues? Part III examines the impact of the centaur on marketing and business strategies. As the consumer connects much more directly to companies, marketing has a deeper role to play. Marketing creates new opportunities for growth and rethinking the company's offering, pricing and market boundaries. The centaur has also transformed the traditional 4 Ps of marketing, along with strategies for segmentation, positioning, customer relationships, branding, and marketing research. As these changes send shockwaves through the organization, another type of convergence is called for—in organizational design. Part IV explores some of the fundamental transformations established organizations need to undergo to meet the centaur. To navigate the whitewater rapids of convergence and change, organizations need new organizational architectures. They need to change their architectures, creating a broader "c-change" to facilitate convergence across the organization and its ecosystem. The overall objective is to suggest a new consumer-centric mental model through which to examine the entire business. The kind of shift we are talking about is what Bill Gates describes in the transformation of Microsoft's original mission of "a PC on every desk" to its current mission to "empower people through great software, any time, any place and on any device." The focus is on the convergence of technology and consumer needs. This book is designed to be an interactive experience. Each chapter begins with a dialogue representing different viewpoints on convergence. Callouts highlight key convergence questions that you can use to challenge yourself and to assess your company's progress. Finally, the close of every chapter offers an "action memo," a set of illustrative hands-on experiments for exploring and applying convergence strategies. We have found the only way to master these new technologies and strategies is to actually experience them and apply them to your own business. These "action memos" are not intended to be exhaustive or to summarize key themes of the chapter, but represent a starting point for your own experiments. We encourage you to share those experiments with us, and other readers, at the Convergence Marketing Forum (convergencemarketingforum.com). The Relentless March of the Centaur As Internet penetration increases—and new technologies emerge—we are seeing a relentless march of these new hybrid centaurs. We cannot judge the potential of the Internet and other technologies by their current primitive level of development. John Hagel, author of Net Gain and Net Worth, says if we compare the Internet to a ballgame, we are still waiting for the national anthem to finish. Michael Nelson, Director of Internet Technology and Strategy at IBM, estimated in 2000 that we were maybe 3 percent of the way into the Internet revolution. He also points out that increased speed of connection, which has been a central focus of attention in the evolution of the Internet, is only a small part of the power of the emerging online world. In addition to raw speed, the fact that the Internet will be always on, everywhere, natural, intelligent, easy, and trusted, will deepen the role of the Internet in our lives. Nelson compares the development of the Internet to the early days of the electric grid. "The Internet right now is at the light bulb stage," Nelson said. "The light bulb is very useful, but it is only one of thousands of uses of electricity. Similarly, when the next-generation Internet is fully deployed, we will use it in thousands of different ways, many of which we can't even imagine now. It will just be part of everyday life—like electricity or plumbing is today. We'll know we've achieved this when we stop talking about 'going on the Internet.' When you blow dry your hair, you don't talk about 'going on' the electric grid." There will be naysayers who will use the limitations of the current state of technology as a reason for inaction. Customization is often neither cheap nor simple. Early interfaces with online sites were clunky at best and many home connections remain slow. Throughout this book, we look at the current and future potential of technology and explore how the consumer will interact with it. We won't waste your time giving you a repair manual for a Model T, but instead explore how motor vehicles (particularly newer, more reliable versions) create opportunities for activities such as commerce and family vacations by car. While we must be realistic, we cannot become too mired in the past when the future is so rapidly emerging. Children of Centaurs: In the Forests of the North It is clear that we are just getting started with the Internet, and we are even earlier on the learning curve for the new wireless consumers beginning to emerge. Even as businesses are scurrying to absorb the revolution of the Internet, teenagers in Europe and Asia are already shaping the next revolution in mobile communication and commerce. This revolution will play out differently in different parts of the world, and it will probably play out differently than we expect, unless we truly understand the new hybrid consumer. It poses new convergence challenges, but raises the same timeless questions: How will consumers interact with the technology? Again, this interaction between people and technology will not always be as businesses anticipated. Helsinki teenager Lauri Taehtinen, speaking on a panel of Finnish teenagers at the Wharton Fellows in e-Business Program, said that when he goes out on a Friday night, he doesn't make plans anymore. Instead the 19-year-old goes downtown and starts sending short messages on his mobile phone, pinging his friends to see who's out there. They connect by cell phone and then decide where they want to go for the evening. While companies are excited about developing mobile information services that might help customers identify night clubs or order fast food, Taehtinen and his peers are more interested in connection. In an environment in which virtually every teenager carries a mobile phone (Finnish market penetration of 78 percent means almost every citizen above the age of 10 carries at least one mobile phone), the mobile conversation is continuous and ubiquitous. Among U.K. teens, short messages outnumber phone conversations three to one, and the parallel phenomenon of instant messaging is one of the most popular applications of teenagers on the PC in the United States and other parts of the world. The very fact that short messages (SMS) are the top application of mobile phones in Finland is, at first, a surprising thing. The handsets, designed for voice, are not friendly to the process of messaging. Users tap out their 160-word messages on numeric keyboards through complex, rapid-fire keystrokes, smart systems, and creative workarounds. With users paying a charge to send each message on most systems, it would seem unlikely that SMS would be a central part of the mobile phone business. But these young centaurs want to communicate, and they don't let the technology get in their way. It was only in the interaction between consumers and technology that that power of short messages became apparent. Just as email has been the killer application of the Internet, mobile technology is being bent to the human desire to communicate and connect. "People don't want to be entertained," Taehtinen bluntly states. "They don't want information. If you go into Internet cafes, you see people are not reading the news; they are all sending email or chatting online. They are willing to pay for social interaction. People want to belong to something." Enduring Lessons While communications and information technology may be ephemeral and uncertain, there are at least two enduring lessons: The first is that the new technologies, as much as their proponents may want them to, do not replace the old. They live side by side, and they converge. The second is that people are complex, retaining the same enduring human needs even as they adapt to new technologies and behaviors. These may seem like fairly obvious, even simplistic, statements. But they have been overlooked more often than recognized in the mad rush to adopt new technology. These realities have fundamental implications for marketing and business strategy. What they mean is that there needs to be a convergence of the old technology and the new to create a portfolio of technologies and channels. The storefront and catalog don't go away when you add the Internet. And, even more important, there is an interaction between humans and technology that changes both. There is a convergence of old consumer behaviors and new behaviors that affects the trajectory of technology, the strategies for marketing and, ultimately, the design of the business. More Human The wonderful thing about our interactions with machines is not in the ways machines can be made to behave in more human ways, but in the way these interactions make it easier for us to see what distinguishes us as humans. The more we move to machine-mediated interactions, the more we see the fundamental and enduring behaviors that are at the core of marketing and business strategy. It is this interaction between man and machine that is changing us, transforming the practice of marketing and our organizations. In this book, we examine how we need to transform our thinking about the nature of these emerging consumers. We explore how to reach these centaurs and establish long-lasting relationships with them. We look at the ways that they remain the same and the ways that they are fundamentally different in their expectations and behaviors. And we consider how they have irrevocably changed—and continue to change—the theory and practice of marketing, and the design of our organizations.
Book Synopsis The Nonverbal Advantage by : Carol Kensey Goman
Download or read book The Nonverbal Advantage written by Carol Kensey Goman and published by ReadHowYouWant.com. This book was released on 2009-03-05 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: