Publications > Themes : Collective Performance

Collective Performance

What drivers to action to develop and continuously improve the performance?

Lean production in Post Danmark A/S

K.B. Pedersen, Thorkild Jacobsen

"A case study of the Danish postal service, specifically focused on the performance metrics established to support the ""lean"" program."

see an introduction to the article

Moving Beyond ABM to Account-Based Engagement

Robert Archacki, Phillip Andersen, Scott Rhodes, Basir Mustaghni

Getting marketing and sales to act together to address the new situation created by the digital transformatyion.

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US B2B decision-maker response to COVID-19 crisis

Liz Harrison, Jennifer Stanley

What seems to have lastingly changed in B2B purchasing processes and decisions. 

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To Raise Productivity, Let More Employees Work from Home

Nicholas Bloom

A study on the impact of telework on the productivity of employees at the Chinese travel site Ctrip. 

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Finding the Right Path

Laurence Capron, Will Mitchell

A methodical approach to defining an effective resource strategy.

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Coping with Complexity

Gerard Seijts, Mary Crossan, Niels Billou

Setting up a learning organization, encouraging improvisation, daring to alter roles and functions—these are all key drivers that can help managers gain efficiency in complex organizations.

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Are You Prepared for Bad Press About One of Your Suppliers?

Bridget Satinover Nichols, Hannah Stolze, Jon Kirchoff

How the shortcomings of one supplier can affect your company’s image.

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Building a Culture of Experimentation

Stefan Thomke

How you can encourage the state of mind required for an experimentation culture in the company.

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The B2B digital inflection point: How sales have changed during COVID-19

Ryan Gavin, Liz Harrison, Candace Lun Plotkin, Dennis Spillecke, Jennifer Stanley

The deep and lasting impact of the Covid-19 crisis on B2B markets’ commercial processes, notably with an acceleration of digitalization.

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Microsoft’s Modular AI Journey at its Global Demand Center

Denis Guz

An example of a jump in performance achieved through the data mining of the sales process monitoring.

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