1. Business Policy and Strategy Lecture-17 1

2. Recap The Internal Assessment – Nature of an Internal Audit – Resource Based View (RBV) – Integrating Strategy & Culture – Functions of Management 2

3. Management Planning Stage When Most Important Function Strategy Formulation Organizing Strategy Implementation Motivating Strategy Implementation Staffing Controlling Strategy Implementation Strategy Evaluation 3

4. Today’s Lecture Management Audit Checklist of Questions Marketing –Marketing Check List FINANCE/ACCOUNTING –FINANCE/ACCOUNTING Check List 4

5. Management Audit Checklist of Questions Does the firm use strategic-management concepts? Are company objectives and goals measurable and well communicated? Do managers at all hierarchical levels plan effectively? Do managers delegate authority well? Is the organization’s structure appropriate? Are job descriptions and specifications clear? Is employee morale high? Are employee turnover and absenteeism low? Are organizational reward and control mechanisms effective? 5

6. Marketing Customer Needs/Wants for Products/Services 1. Defining 2. Anticipating 3. Creating 4. Fulfilling 6

7. Marketing Marketing Functions 1. Customer analysis 2. Selling products/services 3. Product & service planning 4. Pricing 5. Distribution 6. Marketing research 7. Opportunity analysis 7

8. Customer Analysis The examination and evaluation of consumer needs, desi res, and wants involve administering customer surveys,analyzing consumer information, evaluating mar ket positioning strategies, developing customer profiles, and determining optimal market segmentation determining strategies. a.The information generated by customer analysis can be es sential in developing an effective mission statement. b. Successful organizations continually monitor present and potential customers buying patterns. 8

9. Selling Products/Services Successful strategy implementation generally rests on the ability of an organization to sell come product or services. Selling includes many marketing activities such as advertising, sales promotion, publicity, and so on. 9

10. Product and Service Planning Product and service planning include activities such as test marketin g; product and brand positioning; devising warranties; packaging; determining product options, product features, product style, and product quality; deleting old products; and providing for customer services. - One of the most effective product and service planning techniques is test marketing. - Consumer goods companies use test marketing more frequently than industrial goods companies. It can allow companies to avoid substantial losses by revealing weak products and ineffective marketing approaches before large-scale production begins. 10

11. Pricing Five major stakeholders affect pricing decisions: consumers, g overnments, suppliers, distributors, and competitors. Sometimes an organization will pursue a forward integration s trategy primarily to gain better control over process charged to consumers. Governments can impose constraints on price fixing, price disc rimination, minimum prices, unit pricing, price advertising, and price controls. 11

12. Distribution Distribution includes warehousing, distribution channels and coverage, retail site locations, sales territories, inventory level and location, transportation carriers, wholesale, and retailing. -Distribution becomes especially important when a firm is striving to implement a market development or forward integration strategy. -Successful organizations identify and evaluate alternative ways to reach their ultimate market. 12

13. Marketing Research Marketing research is the systematic gathering, recordi ng, and analyzing of data about problems relating to the marketing of goods and services. Marketing research can uncover critical strengths and weaknesses, and marketing researchers can employ numerous scales, instruments, procedures, con cepts, and techniques to gather information. Marketing research activities support all major business functions. 13

14. Opportunity Analysis The next function of marketing is opportunity analysis, which involves assessing the costs, benefits, and risks associated with marketing decisions. Three steps are required to perform a cost/benefit analysis: (1) compute the total costs associated with a decision (2) estimate the total benefits from the decision, and (3) compare the total cost with the the total benefits. As expected benefits exceed total costs, an opportunity bec omes more attractive. 14

15. Marketing Audit Checklist of Questions Are markets segmented effectively? Is the organization positioned well among competitors? Has the firm’s market share been increasing? Are present channels of distribution reliable and cost-effective? Does the firm have an effective sales organization? Does the firm conduct market research? Are product quality and customer service good? Are the firm’s products and services priced appropriately? Does the firm have an effective promotion, advertising, and publicity strategy? Are marketing planning and budgeting effective? Do the firm’s marketing managers have adequate experience and training? 15

16. Finance/Accounting Finance/Accounting Functions 1. Investment decision (Capital budgeting) 2. Financing decision 3. Dividend decision 4. Financial analysis – Key financial ratios 16

17. Finance/Accounting Check List Where is the firm financially strong and weak as indicated by financial ratio analysis? Can the firm raise needed short-term capital? Can the firm raise needed long-term capital through debt and/or equity? Does the firm have sufficient working capital? Are capital budgeting procedures effective? Are dividend payout policies reasonable? Does the firm have good relations with its investors and stockholders? Are the firm’s financial managers experienced and well trained? 17

18. Summary Management Audit Checklist of Questions Marketing –Marketing Check List FINANCE/ACCOUNTING –FINANCE/ACCOUNTING Check List 18

19. Next Lecture Production/Operations Functions Production/Operations Audit Checklist Research & Development R&D Audit Checklist of Questions Management Information Systems Information Systems Audit Checklist Value Chain Analysis 19