1ÖÖ+

Management Models

How to Understand and Apply the World's

Most Powerful Business Tools

Fons Trompenaars and

Piet Hein Coebergh

Mc Graw Hill

New York Chicago San Francisco Athens London Madrid Mexico City Milan New Delhi

Singapore Sydney Toronto

Contents

Preface xi Introduction 1 The Goals of this Book 1 Evolution of Management Theories and Models 3 Conceptual Models: Handle with Care 11 Applying Models in Practice 14 Dilemmas 14

PART 1 SUSTAINABILITY 25 Model 1 Stakeholder Management, Edward Freeman (1984) 29 Model 2 Seven Levelsof Sustainability, Richard Barrett (1998) 31 Model 3 The Seven Faces of Mount Sustainability, Ray Anderson (1999) 33 Model 4 The Bottom ofthe Pyramid, C.K. Prahalad (2002) 36 Model 5 Cradle to Cradle, William McDonough and Michael

Braungart (2002) 38 Model 6 The Sustainable Value Framework, Stuart Hart and

Mark Milstein (2003) 40 Model 7 Multiple Stakeholder Sustainability, FonsTrompenaars and Peter

Woolliams (2010) 43 Reflections on Sustainability 47

PART 2 INNOVATION AND ENTREPRENEURSHIP 73 Model 8 Flow, Mihaly Csikszentmihalyi (1975) 77 Model 9 Adaption-Innovation Inventory, Michael Kirton (1976) 79 Model 10 The Entrepreneurial Process, JeffryTimmons (1989) 81 Modeln DisruptiveInnovation,ClaytonChristensen(1995) 84 Model 12 Serious Play, Michael Schräge (1999) 86

100+ MANAGEMENT MODELS

Model 13 Open Innovation, Hienry Chesbrough (2003) 88

Model 14 Reverse Innovation, Vijay Govindarajan (2009) 91

Reflections on Innovation and Entrepreneurship 93

PART 3 STRATEGY AND P0SITI0NING 123

Model 15 Product/Market Growth Matrix, Igor Ansoff (1957) 127 Model 16 3C: Company, Customer, Competition, Kenichi Ohmae (1975) 129 Model 17 Crafting Strategy, Henry Mintzberg (1978) 132 Modell 8 Five Forces, Michael Porter (1979) 134

Model 19 75:Tom Peters, Robert Waterman, Julien Phillips (1980) 136 Model 20 Gore Competencies, Gary Hamel and C.K. Prahalad (1990) 138 Model 21 Brand Equity, David Aaker (1991) 141

Model 22 Value Discipline, MichaelTreacy and Fred Wiersema (1993) 143 Model 23 Blue Ocean Strategy, W. Chan Kim and Ren6e Mauborgne (2005) 145

Reflections on Strategy and Positioning 149

PART 4 DIVERSITY 0F CULTURES 177 Model 24 Myers-Briggs Type Indicator (MBTI), Isabel Briggs Myers and

Katharine Cook Briggs (1962) 181 Model 25 Corporate Culture, Charles Handy and Roger Harrison (1976) 183 Model 26 Hofstede's Cultural Dimension;, Geert Hofstede (1980) 186 Model 27 Belbin's Team Roles, Meredith Beibin (1981) 188 Model 28 Competing Values Framework (CVF), Robert Quinn and

Kim Cameron (1981) 190 Model 29 Three Levels of Culture, Edgar Schein (1985) 193 Model 30 Developmental Model of Intercultural Sensitivity (DMIS),

Milton Bennett (1986) 195 Model 31 Spiral Dynamics, Don Beck and Chris Cowan (1996) 198 Model 32 Seven Dimension; of Culture, Fons Trompenaars and

Charles Hampden-Turner (1993) 201 Model 33 The Colour Theory of Change, Läon de Caluwe and

Hans Vermaak (2006) 204 Reflections on Diversity and Culture 207

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CONTENTS

PART 5 CUSTOMERS Model 34 Rokeach Value Survey (RVS), Milton Rokeach (1973) 241 Model 35 Consumer Behaviour, John Howard and JagdishSheth (1969) 243

Model 36 3Rs—Retail, Reputation, Relationship, Corstiaan Marinus Storm (1987) 246

Model 37 Strategie Purchasing, Peter Kraljic (1983) 248 Model 38 Total Perceived Service Quality, Christian Grönroos (1984) 250 Model 39 Customer Satisfaction, Noriaki Kano (1984) 252 Model 40 Elaboration Likelihood Model (ELM), Richard Petty and

John Cacioppo (1986) 254 Model 41 Service-Profit Chain, James Heskett, Thomas Jones,

Gary Loveman, Earl Sasser and Leonard Schlesinger (1994) 257 Model 42 Customer Loyalty, Thomas Jones and Earl Sasser (1995) 259 Model 43 Six Stages of Social Business Transformation, Charlene Li and

Brian Solls (2013) 261 Reflections on Customers 265

PART 6 HUMAN RESOURCE MANAGEMENT 291 Model 44 Gainsharing, Joseph Scanion (1948) 294 Model 45 Two-FactorTheory, Frederick Herzberg (1959) 296 Model46 TheoryXandTheoryY, DouglasMcGregor(1960) 299 Model 47 Evolutionary Growth of Organizations, Larry Greiner (1972) 301 Model 48 AMO: Abilities, Motivation, Opportunities, Thomas Bailey (1993) 303

Model 49 HRM Roles, David Ulrich (1997) 306 Model 50 The Happiness Factory, Maurits Bruel and Clemens Colson (1998) 309

Model 51 Contextually Based HR Theory, Jaap Paauwe (2004) 311 Model 52 Competence-Based Employability, Claudia van der Heijde and

Beatrice van der Heijden (2006) 314

Reflections on Human Resource Management 317

PART 7 BENCHMARKING AND RESULTS 343 Model 53 Management by Objectives, Peter Drucker (1954) 346 Model 54 BCG Matrix, Bruce Henderson (1968) 348

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100+MANAGEMENT MODELS

Model 55 GE-McKinsey Matrix, General Electric and McKinsey Consulting (1971) 350

Model 56 The Value Chain, Michael Porter (1985) 352 MOdel 57 Identity and Image, Klaus Birkigt and Marinus Stadler (1986) 354

Model 58 Business Process Management (BPM), Michael Hammer (1990) 357 Model 59 Balanced Scorecard, Robert Kaplan and David Norton (1992) 359 Model 60 Social Media ROI Pyramid, Jeremiah Owyang (2010) 361

Reflections on Benchmarking and Results 365

PART 8 LEADERSHIP AND COMMUNICATION 395

Model 61 Managerial Grid, Robert Blake and Jane Mouton (1964) 398 Model 62 Situational Leadership, Paul Hersey and Kenneth

Blanchard (1969) 401 Model 63 Servant Leadership, Robert Greenleaf (1970) 403 Model 64 8-Step Change, John Kotter 405 Model 65 Situational Crisis Communication Theory, Timothy

Coombs (1995) 408 Model 66 Level 5 Leadership, Jim Collins (2001) 411

Model 67 Cynefin, David Snowden and Mary Boone (2007) 413 Model 68 Communication and Employee Engagement, Mary Welch (2011) 416

Reflections on Leadership and Communication 419

PART 9 MODELS F0R IMPLEMENTATION 455 Model 69 Ethos, Pathos, Logos, Aristotle (350 BC) 458 Model 70 AIDA, Elias St. Elmo Lewis (1898) 460 Model 71 DuPont Model, Frank Donaldson Brown (1914) 462 Model 72 Continuous Improvement, William Edwards Deming (1948) 464 Model 73 Brainstorming, Alex Osborn (1953) 466 Model 74 Leary's Rose, Timothy Leary (1957) 468 Model 75 Bi-sociation, Arthur Koestler (1964) 470 Model 76 Small Group Development, Bruce Tuckman (1965) 472 Model 77 360-Degree Feedback, Edward Lawler (1967) 474 Model 78 Lateral Thinking, Edward de Bono (1967) 476

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Model 79 The Conscious Competence Ladder, Lewis Robinson (1974) 478

Model 80 FCB Grid, Richard Vaughn (1980) ' 480 Model 81 SWOT, Heinz Weihrich (1982) 482 Model 82 Means-End Analysis, Jonathan Gutman (1982) 484

Model 83 Learning Style Inventory, David A. Kolb (1984) 486 Model 84 Six Principles of Influence, Robert Cialdini (1984) 488 Model 85 Serum, Hirotaka Takeuchi and Ikujiro Nonaka (1986) 490 Model 86 The Seven Habits of Highly Effective People, Stephen

Covey (1989) 492

Model 87 Benchmarking, Robert Camp (1989) 494

Model 88 EFQM Excellence Model, The European Foundation for Quality Management (EFQM) (1991) 496

Model 89 Strategie Dialogue, Mathieu de Vaan, Steven ten Have and Wouter ten Have (1996) 498

Model 90 Strategie Personnel Flanning, Gerard Evers and Cornelis Verhoeven (1999) 500

Model 91 Mapping, Bridging, Integrating (MBI), Joseph DiStefano and Martha Maznevski (2000) 502

Model 92 Yellow Box, Mark Raison (2002) 504 Model 93 Elements of Website User Experience, Jesse James Garrett (2002) 506 Model 94 MDA Design for "Gamification," Robin Hunicke, Marc LeBlanc

and Robert Zubek (2004) 508

Model 95 Business Model Canvas, Alexander Osterwalder (2008) 510 Model 96 Sustainability Roadmap, Ram Nidumolu, C.K. Prahalad and M.R.

Rangaswami (2009) 512 Model 97 Balancing Transparency, Piet Hein Coebergh and

Edi Cohen (2009) 514

Model 98 Blue Leadership, Jan Moen and Paul Ansems 516 Model 99 The Blue Economy, Gunter Pauli (2010) 518

Model 100 Eight Routes for Culture Change, Jaap Boonstra (2013) 520

Reflections on Models for Implementation 523

Conclusion 525 Aboutthe Authors 531

OurThanks 532

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100+ MANAGEMENT MODELS

Bibliography 533

Sources for the Visualizations of Models 559 Index 567

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