should examine various methods, suc

should examine various methods, such as the graphic rating scale, the behaviorally
anchored rating scale, and the critical incident method, and then develop or select a
performance-appraisal approach that best suits the firm’s needs. Increasingly, firms are
striving to link organizational performance with managers’ and employees’ pay. This topic
is discussed further in Chapter 7.
Management Audit Checklist of Questions
The following checklist of questions can help determine specific strengths and weaknesses
in the functional area of business. An answer of no to any question could indicate a potential
weakness, although the strategic significance and implications of negative answers, of
course, will vary by organization, industry, and severity of the weakness. Positive or yes
answers to the checklist questions suggest potential areas of strength.
1. Does the firm use strategic-management concepts?
2. Are company objectives and goals measurable and well communicated?
3. Do managers at all hierarchical levels plan effectively?
4. Do managers delegate authority well?
5. Is the organization’s structure appropriate?
6. Are job descriptions and job specifications clear?
7. Is employee morale high?
8. Are employee turnover and absenteeism low?
9. Are organizational reward and control mechanisms effective?
Marketing
Marketing can be described as the process of defining, anticipating, creating, and fulfilling
customers’ needs and wants for products and services. There are seven basic functions of
marketing: (1) customer analysis, (2) selling products/services, (3) product and service
planning, (4) pricing, (5) distribution, (6) marketing research, and (7) opportunity analysis.
16 Understanding these functions helps strategists identify and evaluate marketing
strengths and weaknesses.
Customer Analysis
Customer analysis—the examination and evaluation of consumer needs, desires, and
wants—involves administering customer surveys, analyzing consumer information, evaluating
market positioning strategies, developing customer profiles, and determining optimal
market segmentation strategies. The information generated by customer analysis can be
essential in developing an effective mission statement. Customer profiles can reveal the
demographic characteristics of an organization’s customers. Buyers, sellers, distributors,
salespeople, managers, wholesalers, retailers, suppliers, and creditors can all participate in
gathering information to successfully identify customers’ needs and wants. Successful
organizations continually monitor present and potential customers’ buying patterns.
Selling Products/Services
Successful strategy implementation generally rests upon the ability of an organization to
sell some product or service. Selling includes many marketing activities, such as advertising,
sales promotion, publicity, personal selling, sales force management, customer relations,
and dealer relations. These activities are especially critical when a firm pursues a
market penetration strategy. The effectiveness of various selling tools for consumer and
industrial products varies. Personal selling is most important for industrial goods companies,
and advertising is most important for consumer goods companies.
U.S. advertising expenditures are expected to fall 6.2 percent in 2009 to $161.8 billion.17
One aspect of ads in a recession is that they generally take more direct aim at competitors,
and this marketing practice is holding true in our bad economic times. Nick Brien at
Mediabrands says, “Ads have to get combative in bad times. It’s a dog fight, and it’s about
getting leaner and meaner.” Marketers in 2009 also say ads will be less lavish and glamorous

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harus memeriksa berbagai metode, seperti skala grafis rating, perilakuberlabuh skala rating, dan metode insiden yang kritis, dan kemudian mengembangkan atau pilihpendekatan penilaian kinerja yang terbaik sesuai dengan kebutuhan perusahaan. Semakin, perusahaan yangberusaha untuk menghubungkan kinerja organisasi dengan membayar manajer dan karyawan. Topik inidibahas lebih lanjut dalam Bab 7.Manajemen Audit daftar pertanyaanDaftar berikut pertanyaan dapat membantu menentukan kekuatan dan kelemahan tertentudi daerah fungsional bisnis. Jawaban no pertanyaan apa pun bisa menunjukkan potensikelemahan, meskipun kepentingan strategis dan implikasi dari jawaban negatif, dariTentu saja, akan bervariasi oleh organisasi, industri, dan tingkat keparahan kelemahan. Positif atau yajawaban untuk pertanyaan daftar periksa menyarankan bidang potensi kekuatan.1. Apakah perusahaan menggunakan konsep-konsep manajemen strategis?2. Apakah tujuan perusahaan dan tujuan terukur dan juga disampaikan?3. lakukan manajer tingkat hierarki sama sekali rencana secara efektif?4. Apakah manajer melimpahkan kewenangan baik?5. Apakah struktur organisasi sesuai?6. Apakah deskripsi pekerjaan dan pekerjaan spesifikasi jelas?7. Apakah semangat kerja karyawan tinggi?8. Apakah turnover karyawan dan ketidakhadiran rendah?9. Apakah organisasi mekanisme upah dan kontrol yang efektif?PemasaranPemasaran dapat digambarkan sebagai proses mendefinisikan, mengantisipasi, menciptakan, dan memenuhicustomers’ needs and wants for products and services. There are seven basic functions ofmarketing: (1) customer analysis, (2) selling products/services, (3) product and serviceplanning, (4) pricing, (5) distribution, (6) marketing research, and (7) opportunity analysis.16 Understanding these functions helps strategists identify and evaluate marketingstrengths and weaknesses.Customer AnalysisCustomer analysis—the examination and evaluation of consumer needs, desires, andwants—involves administering customer surveys, analyzing consumer information, evaluatingmarket positioning strategies, developing customer profiles, and determining optimalmarket segmentation strategies. The information generated by customer analysis can beessential in developing an effective mission statement. Customer profiles can reveal thedemographic characteristics of an organization’s customers. Buyers, sellers, distributors,salespeople, managers, wholesalers, retailers, suppliers, and creditors can all participate ingathering information to successfully identify customers’ needs and wants. Successfulorganizations continually monitor present and potential customers’ buying patterns.Selling Products/ServicesSuccessful strategy implementation generally rests upon the ability of an organization tosell some product or service. Selling includes many marketing activities, such as advertising,sales promotion, publicity, personal selling, sales force management, customer relations,and dealer relations. These activities are especially critical when a firm pursues amarket penetration strategy. The effectiveness of various selling tools for consumer andindustrial products varies. Personal selling is most important for industrial goods companies,and advertising is most important for consumer goods companies.U.S. advertising expenditures are expected to fall 6.2 percent in 2009 to $161.8 billion.17One aspect of ads in a recession is that they generally take more direct aim at competitors,and this marketing practice is holding true in our bad economic times. Nick Brien atMediabrands says, “Ads have to get combative in bad times. It’s a dog fight, and it’s aboutgetting leaner and meaner.” Marketers in 2009 also say ads will be less lavish and glamorous