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This note provides a review of three different models of consumers' advertising response processes, and discusses the implications of these models for advertisers. It also describes the advertising agency's model or grid and its role in marketing communication planning. The model is known as AIDA, standing for getting Attention, developing Interest, building Desire, and finally getting Action.

Describes the purpose, preparation, and uses of the statement of cash flows. Intended as an introduction to the statement. Illustrates and explains the differences and similarities between direct cash flow statements, indirect cash flow statements, and funds flow statements.

Describes how commodity futures work, what products and exchanges are available, and who the players in the commodity markets are. Also presents a careful discussion of the pricing of futures in commodity markets, focusing on cost of carry and risk premium approaches, and explaining backwardation and contango markets.

An introduction to the vocabulary and methodology of bookkeeping and accounting records.

Presents some of the dilemmas of gathering competitive information and the appropriate limits for competitive analysis. Raises the issues involved and provides information about actual corporate practice.

Describes computer model and output from conjoint analysis and perceptual mapping for product line planning.

Describes the major research techniques for consumer goods new product development, i.e. pre-test markets and electronic purchase monitoring. Provides students with information on availability and utility of these services.

Describes the importance of industry structure and competitive positioning to the profitability of U.S. corporations between 1981 and 1994. Cites recent research indicating that persistent industry differences and persistent competitor differences account for 19% and 32%, respectively, of variation in profit. Additional evidence is developed to show the relationship between industry-average performance and competitor differences.

Describes the evolution of international trade and global competition in computers. Focuses on the role of country factors, government policies, and firm strategies in shifting competitive advantage among regions of the world. Pays special attention to international alliances in this context. Allows integrated analysis of country, government, and firm advantage in high technology competition.

Provides a fundamental technical review of valuation techniques used to assess cross-border investments. Discusses the discounting of free cash flows with a weighted average cost of capital, the use of adjusted present value, and the importance of considering real options. Special concerns such as foreign-exchange risk, country risks, and so forth are also discussed.

Introduces the idea that a firm's resources are at the heart of corporate advantage. Identifies six characteristics of a resource that together describe its potential for creating value for the firm.

Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial crossroad in organizing and implementing marketing efforts. Second, outlines some common roles, responsibilities, and interdependencies among product, sales, and service groups in the marketing organization.

Provides descriptive background about the development of an international market for currency swaps and, by means of a detailed example, instructs readers in the determination of swap flows and all-in costs of financing using market swap rates. A rewritten version of an earlier note.

Develops the idea that the relevance of costs and revenues depends on what decisions are under consideration. Revenues and costs are relevant if they would be different under one decision choice than under the other. Teaching purpose: Basic background material for decision making under certainty and under uncertainty. Provides a framework under which a variety of costs and revenues, resulting from substitution, complementarity, capacity, etc., can be identified as relevant.

This note describes ways in which managers can learn to empower their employees through the way they communicate with them. The note is intended as a thought piece before doing skill-development exercises on the various approaches outlined in the note, including listening, clarity, invitations, and descriptions. Language is our primary means of communication. It constrains our thinking, reflects our basic values, and is the most common medium for the exchange of our thoughts and beliefs. The language we speak allows us to convey certain thoughts and causes us to be confused about how to convey other thoughts. Indeed, language can prohibit us from grasping and understanding certain concepts and can make other concepts available to us. With its power as the central vehicle for communicating goals, thoughts, plans, instructions, requests, and so on, in business settings, language is perhaps the most important management tool we have.

Introduces the reasons for and basics of cost accounting and cost management systems. Simple definitions of forms used in cost accounting are included. Cost behavior is discussed. Questions to which answers are needed when analyzing or designing a cost system are summarized.

An introduction to, and summary of the laws, rules, and procedures established in the United States for settling the claims of creditors on a bankrupt company. Covers both Chapter 7 liquidations and Chapter 11 reorganizations.

Describes the major classes of market research. Provides students with an overview of methods available enabling them to select the proper set for their purposes.

Describes and compares the corporate governance systems commonly found in the United States, Japan, and Germany.

Examines the principles that apply in any persuasive business situation. Describes how to analyze the goals and audience; how to devise a persuasive message; and how to execute a persuasive strategy in writing, presentations, and larger corporate communication tasks.