Table of Contents
Good managers don't make policy decisions / H. Edward Wrapp -- Skills of an effective administrator / Robert L. Katz -- Understanding your organization's character / Roger Harrison -- Management by whose character? / Harry Levinson -- Qualitative insights from quantitative methods / Robert H. Hayes -- Better decisions with preference theory / John S. Hammond III -- The president and corporate planning / Myles L. Mace -- Balance "creativity" and "practicality" in formal planning / John K. Shank ... et al. -- Formulating strategy in smaller companies / Frank F. Gilmore -- Marketing myopia / Theodore Levitt -- Marketing planning for industrial products / B. Charles Ames -- Get the most out of your sales force / Derek A. Newton -- Manage the customer, not just the sales force / Benson P. Shapiro -- Demarketing-- yes, demarketing / Philip Kotler, Sidney J. Levy -- Grass roots market research / Louis W. Stern, J.L. Heskett -- Framework for financial decisions / William W. Sihler -- How to evaluate new capital investments / John G. McLean -- New framework for corporate debt policy / Gordon Donaldson --