This site will look much better in a browser that supports web standards, but it is accessible to any browser or Internet device.

 
provenmodels offers
 
join our program
 

featured management models

six roles of selling: McMurry, Robert N.
 

six roles of selling

McMurry, Robert N.

  • topic: marketing & sales
  • period: 1961
The research of American industrial psychologist, Robert N. McMurry, showed that a 'true' salesman should not sell anything to anybody. McMurry first published the notion of different types of sales tasks in 1961. "Each type of sales work requires its own unique configuration of traits, attributes and qualities in its practitioner." To build a productive...
 
five forces: Porter, Michael E.
 

five forces

Porter, Michael E.

  • topic: strategic management
  • period: 1980
Michael Porter's innovative research in the 1980's changed managers' perceptions of their own industry's importance as a factor for their company's strategy. Business unit managers would now have to study their industry's characteristics since an industry's structure determines its relative economic attractiveness and hence, the profit potential of all companies...
 
value chain analysis: Porter, Michael E.
 

value chain analysis

Porter, Michael E.

  • topic: finance & accounting, marketing & sales, org. design & development and strategic management
  • period: 1985
Michael Porter published the Value Chain Analysis in 1985 as a response to criticism that his Five Forces framework lacked an implementation methodology that bridged the gap between internal capabilities and opportunities in the competitive landscape. This framework focused on industry attractiveness as a determinant of the profit potential of all companies...
 
z-score: Altman, Edward I.
 

z-score

Altman, Edward I.

  • topic: finance & accounting
  • period: 1968
The z-score model was developed to predict firm bankruptcy and provide a basis for safer investment decisions and better assessment of supplier and customer credit worthiness. Edward I. Altman first published the model in 1968. Altman holds a PhD in finance from the University of California and authored many articles and books on bankruptcy....