Adam nails this one. As @stanford’s Jim March says, leadership requires plumbing and poetry. I would add that organizations would be in deep shit without skilled plumbers. https://t.co/5aEeArBvXk— Bob Sutton (@work_matters) September 22, 2018
Isto depois de uma caminhada onde comecei a ler esta tese de doutoramento "Micro-foundations of value- based pricing and selling" de Mario Kienzler, onde sublinhei:
"it is not enough to enable customer value creation, firms also have to take value capture seriously. Value capture is defined as the processes that allow firms to claim some of the value created in exchange relationships. For supplier firms, value capture means making a profit from enabling customer value creation.
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value-based selling has on average a positive relation with performance at the level of the salesperson and value-based pricing with performance at the level of the product and the firm.
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since “organizations are systems of coordinated action among individuals and groups whose preferences, information, interests, or knowledge differ”, it is germane to recognize how these differences influence firm performance.
Indeed, evidence suggests that individuals have a sizable impact on firm performance.
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If one accepts that organizational activities, routines, capabilities and processes tell only part of the story, then the individuals within organizations become an important unit of analysis."
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