Tom Burns

Thomas Baumgartner

Philippe DeVille

Actor-systems dynamics is an innovative, multidisciplinary methodology for investigating and analyzing social struggles over economic resources and the related interplay between economic and socio-political institutions and processes. The authors, sociologists and economists, offer a systemic perspective on contemporary socio-economic issues such as economic crisis, unemployment, inflation, economic democracy and development; in their analyses, they identify several of the key factors that drive people to interact, to initiate change and transformation as well as to resist such change. Major underlying themes in the book are: Conflict over the distribution of economic resources and economic policies and institutions; the structural bases of economic inequality and conflict; the shaping and reshaping of socio-economic institutions, and the contradictions, conflicts and instabilities evoked by such developments; the failure of orthodox economic theories, including Keynesianism, in the face of recurrent economic crises and instabilities; the development and application of an open, dynamic actor-oriented systems theory – grounded in the social sciences – addressing complex socio-economic phenomena in ways diverging substantially from conventional economics. All in all, the papers collected here deal, on the one hand, with social power, conflict, and struggle concerning economic resources and institutions and, on the other hand, the structural and other factors which drive powering initiatives, conflict, and social innovation and transformation. The book is addressed to a broad spectrum of social and managerial scientists concerned with socio-economic issues, institutions, and development.

The application of the theory of actor-system dynamics to conflict, social power, and institutional innovation in economic life

The Shaping of Socio-Economic Systems

The industrial world was built to run on cheap oil, and now the cheap oil has run out. For a while longer, the West will depend for its energy upon expensive oil --much of it obtained from sources that are geographically remote· or politically unstable. so in the near future, the world mus.t shift from oil to other sources of energy. TRANSITIONS TO ALTERNATIVE ENERGY SYSTEMS explores how such change can best be encouraged. The governments of the world, then, do not have the option of piously washing their hands of the energy crisis. They must be involved: they must pursue wise policies: and they must prove far more effective in the future than they have in the past. Through its careful analysis of past programs to promote renewable resource development, Tom Baumgartner's new book provides the public sector with precisely the kind of guidance it needs.

Entrepreneurs, New Technologies, And Social Change

Transitions To Alternative Energy Systems

Atle Midttun

Thomas Martin Baumgartner

This book examines the process of model-building and forecasting with particular reference to energy.

A Comparative Study of Energy Forecasting in Western Europe and North America

The Politics of Energy Forecasting

Homayoun Hatami

McKinsey and Company

Jon Vander Ark

Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.

Five Proven Strategies from the World's Sales Leaders

Sales Growth

McKinsey & Company Inc.

Maria Valdivieso de Uster

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Thomas Baumgartner

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