A handbook of management techniques, revised third edition

List of Figures ix List of Tables xiii Preface to the Revised Third Edition xv 1 Introduction: Management Techniques 1 Part 1 Marketing Management 7 2 Marketing Management – An Overview 9 3 Product Life-cycle Analysis 13 4 Pricing 19 5 Positioning 27 6 Segmentation 29 7 Target Marketing 31 8 Promotion 33 9 Distribution 37 10 Marketing Information Systems 41 11 Buyer Behaviour Analysis 45 12 Marketing Research 49 13 Desk Research 53 14 Field Research 57 15 Qualitative Research 61 16 Sales Forecasting 63 17 Marketing Planning 67 18 Product Planning 75 19 Sales Planning 81 20 Web Marketing 85 21 Relationship Marketing 89 22 Database Marketing 93 23 Marketing Control 97 24 Sales Control 103 Part 2 Operational Management 107 25 Operations and Products 109 26 Operations Strategy 115 27 Using Operations to Gain a Competitive Advantage 121 28 Product Design 125 29 Product Planning 129 30 Developing New Products 137 31 Quality Management 143 32 Total Quality Management 149 33 Quality Control 155 34 Forecasting 163 35 Defining the Process 169 36 Process Planning 173 37 Automation in Manufacturing 177 38 Automation in Services 181 39 Facility Layout 185 40 Measuring Performance 191 41 Comparing Performance 197 42 Improving the Process 205 43 Approach to Planning 211 44 Capacity Planning 215 45 Aggregate Planning 221 46 Designing a Master Schedule 225 47 Short-term Scheduling 229 48 Control of Schedules 235 49 Material Requirements Planning 239 50 Extensions to MRP 245 51 Just-in-Time Operations 249 52 Project Management 255 53 Maintenance and Replacement 261 54 Supply-chain Management 267 55 Procurement 273 56 Inventory Control 277 57 Facility Location 283 Part 3 Financial Management 289 58 Financial Management: An Overview 291 59 Financial Planning 293 60 Financial Accounting 295 61 Balance Sheet Analysis 303 62 Profitability Analysis 309 63 Value-added Statement 315 64 Cash Management 319 65 Depreciation 327 66 Inflation Accounting 329 vi  Contents 67 Raising Finance 333 68 Creative Accounting 339 69 Management Accounting 345 70 Cost Accounting 349 71 Absorption Costing 359 72 Activity-based Costing 363 73 Marginal Costing 369 74 Standard Costing 375 75 Variance Analysis 379 76 Cost–Volume–Profit Analysis 383 77 Profit–Volume Charts 387 78 Break-even Analysis 391 79 Sales Mix Analysis 395 80 Financial budgeting 399 81 Flexible Budgets 405 82 Zero-base Budgeting 409 83 Budgetary Control 411 84 Overhead Accounting 415 85 Responsibility Accounting 417 86 Capital Budgeting 421 87 Payback Method of Capital Appraisal 427 88 Accounting Rate of Return 429 89 Discounted Cash Flow 431 90 Risk Analysis 435 91 Programme Budgeting 439 92 Cost–Benefit Analysis 445 93 Cost-effectiveness Analysis 449 Part 4 Human Resource Management 451 94 Human Capital Measurement 453 95 Human Resource Planning 459 96 Role Analysis 463 97 Selection Testing 467 98 Job Evaluation 471 99 Salary Surveys 477 100 Grade and Pay Structures 481 101 Salary Control Systems 487 102 Contingent Pay 493 103 Performance-related Pay 497 104 Payment by Results 501 105 Systematic Training 505 106 Identifying Training Needs 509 107 Skills Analysis 511 108 Training Techniques 515 109 Total Loss Control 519 Contents  vii Part 5 Management Science 523 110 Operational Research 525 111 Decision Theory 531 112 Modelling 541 113 Simulation 547 114 Linear Programming 553 115 Queuing Theory 557 116 Sensitivity Analysis 563 117 Cybernetics 565 Part 6 Planning and Resource Allocation 569 118 Network Analysis 571 119 Line of Balance 581 Part 7 Efficiency and Effectiveness 587 120 Balanced Scorecard 589 121 Benchmarking 593 122 Business Process Re-engineering 595 123 Ratio Analysis 599 124 Productivity Planning 609 125 Method Study 613 126 Work Measurement 619 127 Value Analysis 625 128 Variety Reduction 627 Index 629