We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Nobody downloaded yet

Developing Management Capability - Book Report/Review Example

Comments (0)
The speech provided from which the extract is taken is aimed at providing a marketing approach to the video rental industry. The purpose of the speech is to convince the management to take the course of doing an international marketing of the video rental services, specifically in Europe…
Download full paper
Developing Management Capability Book Report/Review
Read TextPreview

Extract of sample
Developing Management Capability

Download file to see previous pages... The talk should also focus on the professional requirements and should be able to adapt to the concepts of persuasion as depicted by the researchers on persuasion. This analysis will try to match the speech given with the laid down persuasion techniques and identify the lacuna in the same with reference to the research specified.
ELM Attitude change methodologies that are proposed by Petty, et al, have been studied and the extent to which the presentation followed it was studied. Second, the five stages to persuasion proposed by Dr Roger Wimmer, were mapped on to the presentation done and the extent to which this was convincing and was reached by the presenter was analyzed and presented. Communication and persuasion have been found to be interchangeable in most of the theoretical studies done by various researchers. The same is then worked out and presented in this paper.
Elaboration Likelihood Model (ELM) has been proposed to take two approaches to the attitude changes due to advertisements or persuasion. The model suggests the peripheral approach and the central approach towards attitude changes.
Peripheral approach: This approach looks at six steps or cues that take one to the final step of attitude change. Peripheral route takes a short term benefit and provides for a change in mind that might give a short term gain to the advertiser or the persuader. The six cues that the researchers suggest are: reciprocation, consistency, social proof, liking, authority and scarcity. Reciprocation happens when there is claim for returning a favor done earlier. Consistency explains the methodology of doing a job; this is how the job is to be done and therefore, let us do it this way. Social proof happens when others also start doing the same. The reason why this person should do it is because others are doing it the same way. Liking happens when you like it or the person who sells it. I like him and you like me. Therefore, let us do business together. Authority is the other way to convincing people; because I have said it therefore, it should be right. Scarcity, try to create a demand even if it is not there. That makes things better and makes the sale much more easily possible.

Central approach: This approach is more for a permanent change in the attitude. This has to convince the people involved and make them believe and start having faith in the product that we try to promote. In this approach, the seller takes more time to explain the points involved, more time to ensure that the person on the other end is convinced. The aim of the central approach is to bring in a long term change in the attitude of the person.

The approach enunciated by Dr Wimmer is a five step model that explains how the process of change in attitude happens with the persuasion that is employed by the speaker. The key steps are:
1. Unawareness
2. Awareness
3. Comprehension
4. Conviction
5. Action
According to Dr Wimmer's theory, the five steps need to be passed through by every person who is getting convinced and every speaker or salesperson need to take this path with every customer. The listener whose attitude change is needed, is initially unaware of the product, becomes aware of it through the introduction given by the salesperson, he develops comprehension on the product and on the services of the company and any other aspect that he ...Download file to see next pagesRead More
Comments (0)
Click to create a comment or rate a document
Project Management College Book Report/Review
"The report substantiated that the project was forecasted to be one complete year behind the schedule." (Kerzner, 2002, P. 209). His intention was to let the concerned authorities know about the situation so that they will suggest solution. He also wanted him not to be complained of the bad situation existing in the company.
2 Pages(500 words)Book Report/Review
Marketing Management Book Report/Review
He states that the purpose of marketing is planning, producing, pricing, promoting and in the end delivering the right product to the consumers. The market managers are susceptible to more competition due to globalization and therefore they have managed a wide array of problems which were not part of their job, prior to globalization.
16 Pages(4000 words)Book Report/Review
Developing Management Capability
Instead of starting your talk by providing your listeners an outline of your speech, focus instead on presenting one interesting idea after another so that they will be eager to hear more. Listeners generally decide during the first minutes of the speaker's presentation whether or not they will pay attention and listen to him.
6 Pages(1500 words)Speech or Presentation
Management Book Report/Review
The perception of chance and fortune are then critically and philosophically cross-examined with respect to globalization. These terms are investigated based on the Anglo-Saxon and Latin cultures. Further investigation is done through exemplification in three major areas; these are; planning, international management and application of logistic techniques.
4 Pages(1000 words)Book Report/Review
Strategic Management Book Report/Review
nd benevolence, however widespred, does not supply sufficient inducement for individuls to use their own lbor nd property in generting output, especilly when there is no gurntee of reciprocl benevolence. It is insted the desire for personl gin, the promise of profit, tht motivtes orgniztions to initite productive ctivity.
10 Pages(2500 words)Book Report/Review
Global Warming Book Report/Review
Climate change is increasingly framed as an issue where the threats are severe, increasingly imminent and potentially catastrophic. If the worst predictions of scientists prove to be accurate, then no one will be able to escape the consequences of climate change.
125 Pages(31250 words)Book Report/Review
Human Resource Management Book Report/Review
When looking at factors that affect job satisfaction, I find that Agency theory might be helpful as it explains the extent to which organisations need to think of their human resource responsible in producing the output needed by organisations to meet shareholders value.
10 Pages(2500 words)Book Report/Review
Knowledge Management Book Report/Review
Yet, there is a focus on culture only rather than culture along with various other assumptions regarding knowledge management. It is important to study these as there is a need to learn how various elements of knowledge management affect the cultural setting within the organization.
4 Pages(1000 words)Book Report/Review
Management Master Book Report/Review
It can be seen, that from earliest recorded times groups of people have been organized to work together towards planned goals. Their efforts coordinated and controlled to achieve such outcomes. The management skills required to solve everyday problems in historic times have given us a base to formulate the modern management theories.
8 Pages(2000 words)Book Report/Review
Book Review
Additionally, a company management may realize that the firm is lacking proper supply chain strategy, a problem affecting most companies today. This book is helpful for the companies, which
18 Pages(4500 words)Book Report/Review
Let us find you another Book Report/Review on topic Developing Management Capability Book Report/Review for FREE!
Contact us:
Contact Us Now
FREE Mobile Apps:
  • About StudentShare
  • Testimonials
  • FAQ
  • Blog
  • Free Essays
  • New Essays
  • Essays
  • The Newest Essay Topics
  • Index samples by all dates
Join us:
Contact Us