Marketing Leadership Diagnosis and Therapy of a System of a Down
Prof. dr. Rudy Moenaert Prof. dr. Henry Robben
“Anyone who claims to have found laws of business physics either understands little about business, or little about physics, or both.� Phil Rosenzweig - The Halo Effect
Diagnosis of a System of a Down
The Strategic Perspective
1
Strategic Leadership
Market Making
Sustainable Business
Market Farming
Market Hunting Š Moenaert , Robben & Gouw
Innovation Escapism
Unsustainable Business
Indulgence of Comfort
Efficiency Obsession Š Moenaert , Robben & Gouw
Diagnosis of a System of a Down
The Organisational Perspective
2
Organizational Leadership
Competence 'Building'
Consistent Excellence
Engagement 'Bonding'
Connected 'Linking' Š Moenaert , Robben & Gouw
De Standaard 30-05-11
Another way to think about the sources of customer loyalty is to imagine two pies – one containing things that drive loyalty and the other pertaining thrings that drive disloyalty. The loyalty pie consists largely of slices such as product quality and brand; the slice for service is quite small. But service accounts for most of the disloyalty pie. We buy from a company because it delivers quality products, great value, or a compelling brand. We leave one, more often than not, because it fails to deliver on customer service
“Stop trying to delight your customers” Dixon, Freeman & Toman. In : HBR July – August 2010
Values
Competences "Cloning"
Excellent Consistency Engagement "Education"
Network "Reinforcement"
Š Moenaert , Robben & Gouw
Diagnosis of a System of a Down
The Personal Perspective
3
Discovery
Business Entrepreneurship
•passion •curiosity •imagination
Positive Difference
•responsibility •trust •opennes
Integrity
•vision •decisiveness •commitment
Leadership © Moenaert , Robben & Gouw
“I love the day after the slide”
“I am sad to say that I look around today and see virtually no trace of the culture that made me love working for this firm for many years. I no longer have the pride, or the belief� Greg Smith on leaving Goldman Sachs - March 14, 2012
“In fact, there is only one thing that is wrong with Mr Diamond. It’s not, as was widely said last week, that he is the unacceptable face of banking. It’s that, at 59, he is about 56 years past his peak.”
Goldman Sachs - Shitty Deal
The Off-Side
The Bright Side
The Dark Side
Apathetic
Passion
Obsessed
for the business Disinterested
Curious
Paranoid
about the world Sterile
Imagination
Disconnected
in solutions
Uninspiring
Vision
Fundamentalist
of the future Insecure
Decisiveness
Arrogant
in choices Static
Commitment
Overcommitted
in action
Greed
Responsibility
Compulsive
towards stakeholders Distrustful
Trust
Naive
in others Raw
Openness in interaction
Vulnerable
The Off-Side
The Bright Side
The Dark Side
Apathetic
Passion
Obsessed
Disinterested
Curiosity
Paranoid
Sterile
Imagination
Disconnected
Uninspiring
Vision
Fundamentalist
Insecure
Decisiveness
Arrogant
Static
Commitment
Overcommitted
Greed
Responsibility
Compulsive
Distrustful
Trust
Naive
Raw
Openness
Vulnerable
Chaos •obsessed •paranoid •disconnected
Negative Difference •greed •distrustful •raw
Ego
•fundamentalist •arrogant •overcommitted
Hubris
'Nee, totaal niet. Ik lees geen kranten.als Ik de benBelgen volop elkaar bezig met James Bond mijn De bond heeft gedreigd met sancties kapotrijden. Lig op je daar Playstation. wakker van?Ik zit vast op een schip en geraak er niet af. De uitgang is onvindbaar. Kijk: dĂ Ă r lig nu eens wakker van'
A Management Model is the choices made by the executives of a firm regarding how they define objectives, motivate effort, coordinate activities, and allocate resources - in other words, how they define how work gets done
The main body of leadership literature focuses on the characteristics of leaders. This gives it a strong psychological bias. It sees leadership qualities as inherent to the individual. The underlying assumption is that leadership is something we do to other people. But in our view, leadership should be seen as something we do with other people.
Doc! What's the therapy?
Chaos •obsessed •paranoid •disconnected
Negative Difference •greed •distrustful •raw
Ego
•fundamentalist •arrogant •overcommitted
Hubris