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| 作者简介： Per V. Jenster is a Professor at Copenhagen Business School, where he has held the post of Associate Dean with responsibilities for various MBA programs. He was formerly a professor of marketing at IMD, Lausanne, Switzerland. He completed his doctorate in Strategic Management at the University of Pittsburgh and was later a faculty member at the University of Virginia. His industry experience includes extensive consulting in the areas of strategic management, marketing planning, competitive analysis and cost evaluation studies, and his research is widely published in books, articles and case studies. |
| Preface Introduction 1.Understanding the opportunities Introduction What is outsourcing? The origins of outsourcing Trends and pressures Initial concepts Outsourcing today Traditional activities Peripheral activities Critical activities and processes Strategic and problem-solving activities Summary 2.Moving to supplying total solutions Introduction Management issues for outsourced activities Traditional activities Peripheral activities Critical activities and processes Case Study: The 1999 crisis at the UK Passport Agency Strategic and problem-solving activities Case study: The European Chewing Gum Company Summary 3.Retooling marketing and the sales force Introduction The search for a better way to trap mice Market segmentationvariables Segmentation approaches Criteria for initial screening Evaluating potentialsegments Defining the market Timing, niche markets and global considerations Sales force management in a changed environment Sales force development for supplying total solutions Building sales forcecapabilities Summary 4.Managing buyer/supplier relationships Introduction The challenges for suppliers Case Study: Timex Dundee Case Study: IBM Denmark Supplier Challenge 1 - The need for additional competencies Supplier Challenge 2 - Managing the entry phase Supplier Challenge 3 - Running the contract Case Study: Driver and Vehicle Licensing Agency, UK The challenges for buyers Buyer Challenge 1 - The pre-bid phase Buyer Challenge 2 - Identifying the key suppliers Buyer Challenge 3 - Awarding the contract Buyer Challenge 4 - Running the contract Summary 5.Pricing solutions and managing risks 6."Transitioning" human resources 7.Structuring "next generation" IT solutions 8.Achieving quality in outsourcing 9.Getting a good slice of a bigger pie Index |
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