Why are action plans important in strategy deployment?
Action plan development represents the critical stage in planning when strategic objectives and goals are made specific so that effective, organization-wide understanding and deployment are possible. Action plans typically include details of resource commitments and time horizons for their accomplishment. Action plans could entail designing efficient processes and creating an accounting system that tracks activity-level costs, aligned for the organization as a whole.
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What is a true statement about the stimulus-response model?
A. The stimulus is the sales presentation. B. The stimulus is the internalization process. C. Benefits outweigh characteristics. D. The black box is the prospect's response. E. Features and advantages are stressed.
"To increase the product assortment purchased by current customers by two percent during the next three months," is an example of a(n):
A. derived demand. B. future product quotient. C. market quota. D. account objective. E. net product forecast.
Designing a reward and incentive system that helps promote good strategy execution would NOT be characterized by
A. being administered with scrupulous objectivity and fairness. B. ensuring that the performance targets each individual or team is expected to achieve involve outcomes that the individual or team can personally affect. C. rewarding nonperformers who, despite expending tremendous effort, have not fared well in achieving the benchmarks under the incentive system. D. extending the program to all managers and all employees, not just top management. E. minor payoffs as a piece of the total compensation package.
Brad notices that customers at his store prefer certain types of snack foods over others. In response to his customers' preferences, he allocates more shelf space to those types of snacks, and less shelf space to the snack items that are purchased less frequently. In this scenario, Brad is utilizing which of the following techniques?
A. supply-driven merchandising B. demand-driven merchandising C. scrambled merchandising D. micro-merchandising E. cross-merchandising