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Workshop on
Business/Management
Studies
Last Updated: June 6, 2002
Instructor:
Hirao KOJIMA
*Doctor of Economics, Kyushu University,
Fukuoka, Japan, 1995.
*Doctoral Student, UCLA, Graduate
School of Management (Finance
Department), Los Angeles, USA, 1979-1982.
*Master of Business Administration
(M.B.A.), Carnegie Mellon University,
Pittsburgh, USA, 1979.
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Corporation in a
Society/Environment
Society/Environment, surrounding a corporation
Corporate system:
– Input -> Manufacturing Process -> Output ->
Customers/Stockholders, etc.
– Input here includes managerial resources (see the next
slide), etc.
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Managerial Resources of a
Firm
Three Tangible Resources
– Physical:
Buildings, etc.
– Financial:
Cash, etc.
– Human:
Workers, Managers
Intangible Resources: Informational Resources
– Marketing Know-how
– Research and Development Capabilities, etc.
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Functions/Departments of a
Manufacturing/Nonmanufacturing
Firm
Marketing
Research and Development
Production
Accounting and Finance
Personnel
Information Technology/System
Legalities
Note: We’ll proceed from here roughly in this order.
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Marketing Management <1>:
What is Marketing?
Bidirectional information flows in a marketing
system:
– Market information from market to company:
Very initial information flow
Market research to discover unmet needs in the market
– Product information from company to market:
Subsequent information flow
Sales promotion and advertising of products newly manufactured to
meet the needs
Application: Convenience for who?
– The convenience store market
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Marketing Management <2>:
Marketing Analysis - The 3C’s
Before research and development of a new product, a
company must analyse three factors in its marketing
environment:
– Customers(/Consumers/Stockholders): Three questions to
investigate are …
– Competitors in all the related industries: Three main areas to
study are …
– Company itself: Three major items crucial for the internal
analysis are …
A rigid analysis should lead to a better understanding of
the SWOT (strengths, weaknesses, opportunities,
threats).
Application: PC war
– The personal computer industry
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Marketing Management <3>:
Segmentation, Targeting,
Positioning
Segmenting a maket into several customer groups, based
on:
– Demographic/geographic/lifestyle-related differences
– Product-related differences
Target marketing: Three factors to consider when
choosing and targeting one or more of the segments are
…
Product positioning : Three factors to consider when
positioning a product are …
– Positioning map for PC market
Application: Fly me!
– The airline industry
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Marketing Management <4a>:
The Marketing Mix - The 4P’s
A company’s marketing program consists of the
marketing mix of four elements (= 4P’s ):
–
–
–
–
Product
Place
Promotion
Price
Note that cutomrer needs are in the center
surrounded by all these 4P’s: See the diagram on
p.62 of the text.
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Marketing Management <4b>:
The Marketing Mix - The 4P’s
Product: A set of benefits provided to the customers
– Tangible features:
Physical item
Packaging
– Intangible features:
Customer service
Company reputation
Brand name
Place: Distribution channels
– Wholesale channel: Company -> wholesalers -> Retailers
– Retail channel: Retailers -> Customers
– Direct channel (Internet, etc.): Company -> Customers
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Marketing Management <4c>:
The Marketing Mix - The 4P’s
Promotion
– Objective
To increase the awareness of the product and create interest in
purchasing it
– Advertising (see “Marketing Management <1>: What
is Marketing?”)
– Sales promotion (same as above)
– Public relations
– Personal selling
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Marketing Management <4d>:
The Marketing Mix - The 4P’s
Price
– The pricing strategy takes into account:
A company’s goals
The actions of competitors
– Examples of pricing strategies
Penetration pricing strategy (low initial price leading to higher sales)
for:
– Company’s goal=To establish a strong market share quickly
Skimming pricing strategy (high initial price leading to higher profits)
for:
– Company’s goal=To maximize profits in the short-run
Application: Let’s go tropical!
– The marketing mix of a package tour to a tropical island targeting
young single working women
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Research and Development
After analysing those 3C’s in its marketing
environment, the company starts working
on the research and development of new
product(s) that would meet customer needs.
– 3C’s = Customers, competitors, company
See “Marketing Management <2>: Marketing Analysis - The
3C’s.”
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Production Management
Once a product has been newly developed that
will most likely satisfy customers’ unmet needs,
the company moves on to its production.
Technical/Quantitative Features of Production
Mgmt.:
– Japanese Style of Manufacturing Process
Just-in-time method (Kanban method)
– Quality Control (Kaizen)
– Computerized Manufacturing System
Production Abroad (For outsourcing abroad, see
p.38 of the text, for instance)
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Financial Management:
Accounting and Finance <1>
Three crucial pieces of financial information
– The income statement = The profit and loss (P/L) statement
– The balance sheet (BS)
– The cash flow statement (CF)
P/L = A set of flow data = profit, revenue generated and
expesnses incurred for a certain period of time
– Profit = Sales Revenue - Costs
To be maximized (for stockholders)
BS = A set of stock data = assets, etc. accumulated until a given
point in time
– Assets=Liabilities + Owners’ Equity
Assets are financed through “debt” and ”equity.”
Liabilities: Debt capital
Owners’ Equity: Equity capital
CF (See <4>.)
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Financial Management:
Accounting and Finance <2>
P/L
–
–
–
–
What does it look like?
Sales
Expenses
Four levels of profit
Gross profit
Operating profit
Ordinary profit
Net profit
– Example(s)
Matsushita
Application: Not all profits are created equal!
– What is the most important profit number?
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Financial Management:
Accounting and Finance <3>
BS
– What does it look like?
– Assets
Financed through “debt” and ”equity.”
– Liabilities
– Owners’ equity
– Example(s)
Matsushita
Application: Is your company healthy?
– The company should be liquid enough:
How liquid? Measure it by (net) working capital = current assets - current
liabilities.
– The company should not rely too much on debt to finance its assets: Its leverage shold
be low enough.
In other words, equity ratio should be high enough to minimize the default risk!
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Financial Management:
Accounting and Finance <4a>
The cash flow statement
– A list of the cash inflows and outflows observed for a certain length of period
Cash inflows=Decrease in assets; increase in liabilities or equity
Cash outflows= Increase in assets; decrease in liabilities or equity
– Why bother with cash flow?? How much cash a company has
determines its repayment ability, i.e., its default/bankruptcy risk.
– Divided into 3 sections: operating; investting; financing
1st section: Cash inflows and outflows that occur in
the company’s operating activities
– Inflows=Net profit; depreciation (=non-cash expense item);
decrease in inventory; increase in accounts payable; etc.
– Outflows= Increase in accounts receivable; decrease in current
portion of long-term debt; etc.
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Financial Management:
Accounting and Finance <4b>
2nd section: Those that occur in the investting
activities
– Outflows=Purchases of property, plant and equipment (PP&E);
acquisitions of other businesses; etc.
3rd section: Those that occur in the financing
activities
– Inflows=Sale of stock; etc.
– Outflows=Decrease in long-term debt; dividend payment; etc.
What does it look like? See p.116 of the text.
Example(s)
– Matsushita
Application: Cash flows -- In and out!
– “Profit and yet negative cash flow,” “Loss and yet positive cash
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flow”: This is partly due to non-cash expense items( like
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depreciation).
Financial Management:
Accounting and Finance <5a>
The time value of money for investment decisions
– Thinking of investing money in a project (like purchasing a new
equipment), a company expects a cash flow from the project during
a future period of time (like over the next 10 years).
– Investment decision=Should the firm invest money in the project?
– The decision requires computing the time value of money, since a
dollar tomorrow is worth less than a dollar today.
How to make investment decisions: Three things to
take into account
– Initial cost=Cash to be paid today for the new equipment;
costs associated with starting out new hiring, training ,etc.
– Future cash flow=A series of cash inflow/outflow at evry
future point in time
– Discount rate (to discount the value of future cash flow)
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Financial Management:
Accounting and Finance <5b>
How to make investment decisions <a>: Net
present value (NPV) method
– NPV = Discounted value of future cash flow - Initial cost
– If NPV > [<] 0, then the project is accepted [rejected].
How to make investment decisions <b>:
– Internal rate of return (IRR) method: To compute the discount rate
that lead to a zero NPV.
– Payback period method: To compute the number of periods required
to revover the initial cost of the project.
Application: Back to the present!
– An example of NPV method
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Personnel/Organizational
Management: Human Resources
and Organization <1>
Corporate culture
– Recognize and create strategies to deal with cross-country or
inter-firm differences with respect to:
Degree of risk-taking:Risk-lovers; risk-averters; risk-neutralists
Speed of decision-making: Fast (risk-taking); slow (risk-averse)
How to delegate authority: Based on ability?; seniority?
– Application: Mission completed
Imagine you’re a Japanese employee of a company that has been
recently acquired by an American company. What is its corporate
culture like?
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Personnel/Organizational
Management: Human Resources
and Organization <2>
Performance-based system (= Merit system)
– Seniority system versus performance-based system
– Pros and cons (advantages and disadvantages) of performancebased system are …
– Application: A mixed bag?
While many Japanese companies are now moving more
towards a performance-based system, some are instituting a hybrid
(performance/seniority) system to gradually introduce change into
the firm.
Such a hybrid system is difficult to implement and maintain,
though: Confusion and conflict.
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Personnel/Organizational
Management: Human Resources
and Organization <3>
Discrimination in the workplace regarding:
– Sex
– Age
–
–
–
–
Race
Disability: The disabled (with physical or mental disabilities)
Drawbacks of discrimination are …; how to prevent it includes …
Application: Illegal and expensive!
“Working to alleviate (=ease) discrimination throughout the
organization makes good business sense.”
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Personnel/Organizational
Management: Human Resources
and Organization <4>
Business ethics
– Ethical dilemmas: To choose between:
Doing what is morally right (=operating within the rule of ethics)
Versus doing what is expedient (=operating within the rule of law)
– expedient=useful in a particular situation, but sometimes not morally
acceptable
– Two key principles for companies to be ehtical: Transparency and
accountability (Be responsible for the stakeholders! -- See Slide
“Innovative Vision <3a>: Corporate Governance.”)
Making secretive decisions behind closed doors -> Less transparent
Symbolic resignation -> Less accountable for illegal or unethical actions
– Application: Doing the “right thing”
Is it profitable to be ethical in business?: Short run vs long run.
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Strategic Management:
Strategy <1>
Industry analysis
– Five basic forces that, combined together, determine both the
profit potendial of an industry as well as the stragey of a
company in that industry:
If you are a supplier, your bargaining power is strong if …see p.222.
If you are a buyer, your bargaining power is strong if …see p.222.
Threat of new entrants: Barriers to entry include …see p.224.
Threat of substitute products: Mobile phones with Internet
capability vs portable PCs …see p.224.
Excisting competition in the industry is keen if …see p.224.
– Application: PC war--A second look
Five forces at work in the personal computer industry are …
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Strategic Management: Strategy <2>
Competitive advantage
– Establish a clear point of “differentiation” between your company and the
competitor for strategic positioning (=to position your company in a unique
or different way from your competitors. (See “Positioning Map” on p.46.)
– Differentiation with regard to:
Brand image
Unique features
Proprietary technology (the one which is developed and used solely by a
company which can legally do so and whose name is attached to the
technology)
Superior customer service
Product/customer niche: For niche, see p.30.
– Competitive advantage must be sustainable for it to be successful in the
long run.
Sustainability = In the long term, the competitors should find it difficult to copy
you. (Otherwise, competitive advantage would be lost after a while.)
– Application: Going direct
Direct from company to customers: See p.60, too.
Direct vs traditional (=indirect) channels: Pricing conflicts, etc.
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Strategic Management:
Strategy <3>
Global strategies: Two key questions to be addressed
– Which foreign markets should we enter? For example, what would induce
you to enter the Chinese market rather than the German market? Consider:
Geographic/psychic proximity
Market potential
Competitive advantage
Risk
– How should we enter the markets?
Exporting
Licensing-in, -out (technology transfer)/joint venture (NUMMI in US,
1983=Toyota and GM)
Direct investment
–
Establishing a manufacturing/marketing subsidiary(ies) abroad
– Adaptation of the marketing mix (see pp.57-71) to the local (foreign) market may be
needed.
– Application: Growing “fast”
Three reasons for successful business in Japan by the Western fast-food companies are …27
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Strategic Management:
Strategy <4a>
Diversificaiton/synergy: Three questions to
be addressed
– Is the targeted industry attractive enough?
Conduct the detailed industry analysis to study those five basic forces that,
combined together, determine both the profit potendial of an
industry as well as the stragey of a company in that industry.
See pp.222-224.
– Is the cost of entry reasonable?
Cost of entry includes
– Initial start-up costs
– First few years’s working capital/operating losses (working capital=net w.c.=
p.106, operationg loss=p.80)
Ironically: Higher cost of entry => more attractive industry
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Strategic Management:
Strategy <4b>
Diversificaiton/synergy:
– Is the company better off as a result of the diversificaiton?
Is there a synergy effect? Diversification => Reduced costs? Improved
efficiencies?
Consider an external diversifcation in which firm A acquires an outside
firm B), would it be true that Value of Firm A + Value of Firm B < Value of
Firm Diversified?
– Two basic methods of diversificaiton
Internal diversification within the company: Costly and time-consuming.
External diversifcation = Acquiring an outside firm: Results are quickly
obtained, but corporate- culture problems arise.
– Application: Hard, soft orboth?
Synergy between electronics (hardware) and entertainment (software)?:
Sony acquired CBS Redords (1988), Columbia Pictures (1989); Matsushita
MCA (1990).
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Innovative Vision <1a>: IT and
Business (IT Management)
Direct channels (see ps. 60, 248)
– Online selling: B2C (business to customer)
application of the Internet
Prices fall; products may be customized to meet customer
needs.
B2C e-business (by UCLA Anderson’s alumni): Online
university textbook sales site=http://www.bigwords.com/;
wine auctions=http://www.winebid.com/
Luxury-type products, however, are better suited for
traditional retail channels: Quality comes first.
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Innovative Vision <1b>: IT and
Business (IT Management)
Online bidding for supplier contracts: B2B
(business to business) application of the Internet
– The network of available suppliers is expanded from a local
to a global basis.
– B2B e-business (by UCLA Anderson’s alumni): Global
business consulting (PricewaterhouseCoopers)=http://www.pwcglobal.com/; Web-centric language
services=http://www.stanleymaria.com/
Pros and cons of the Internet strategy: p.294 of the text
Application: Cyber shopping
– Most successful online ventures tend to be service-oriented or
commodity-based.
– Customers enjoying cyber shopping are more price-sensitive (than
traditional shoppers).
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Innovative Vision <2>: Entrepreneurship
Successful entrepreneurs in the past:
– Edison, Matushita
(http://www.matsushita.co.jp/corp/company/person/en/index.html), Ibuka, Morita,
etc.
Entrepreneurial traits: What makes for a successful
entrepreneur?
– Risk-takers; Thinking outside of the box; being unconventional and innovative
Nurturing entrepreneurship
– A societal focus is needed on rewarding high achievers and encouraging
independent thinkers.
At schools; performance-based reward system at companies.
Harold Price Center for Entrepreneurial Studies (at UCLA
Anderson)=http://www.anderson.ucla.edu/research/esc/
– MBA course “Corporate
Entrepreneurship”=http://www.anderson.ucla.edu/research/cmie/track/mg
mt_295c.html
Application: Can you judge a book by its cover?
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Innovative Vision <3a>:
Corporate Governance
Q1=Who owns the company? Q2=Who controls the
company?
– Japan:
A1=shareholders. (Recall that “Owners’ Equity” is equivalent to “Stockholders’
Equity” in the balance sheet – see p.98 of the text.)
A2=managers
Management’s objective = NOT really to maximize shareholders’ (short-term) wealth,
but rather to continue to grow (=expand the market share) over a long period of time,
with short-run profitability being most likely sacrificed for long-run growth.
– Western nations: A1&A2=shareholders. That is:
Ownership = control
Management’s objective = To maximize shareholders’ (short-term) wealth
Strategy tends to be formulated on a short-term basis: Qurterly profit projections are
more important than long-term (like 5-year or longer) prosperity
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Innovative Vision <3b>: Corporate
Governance
Shareholders vs. Stakeholders
– Stakeholders = Any group that is in some way affected by the
company’s decisions:
The company employees, customers, suppliers, the people who live in the
community, etc.
Board of Directors
– New board members are elected by the shareholders at the
annual shareholders meeting.
The board has the authority to make management changes as they see needed.
– Made up, idieally, of key individuals from “outside” the
industry. One or two “inside” management members like the
CEO or president of the company are on the board.
Application: Open sesame!
– Business ethical responsibility and globalization both most
likely force Japanese boards to open up.
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References
Text of the Workshop: 英語で学ぶMBAベー
シックス=Learning MBA Basics in English
(March 2002, NHK): 藤井正嗣,リチャード・
シーハン.
“Business Ethics – Not an Oxymoron” (UCLA
Anderson Assets, Spring 2002).
Trends in Japanese Management (2001,
Palgrave): T. Kono and S. Clegg.
Business Word Power Simply 400 (March 2002,
NHK): 増澤史子.
最新英和経済ビジネス用語辞典(1997, 春秋
社): 長谷川啓之.
和英経済キーワード事典(1999, 研究社):
日本経済新聞社英文グループ.
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“Business Administration” vs
“Management”
Business Administration
– Administration of profit-oriented
organizaitons
Management
– Management/Administration of either profitor non-profit-oriented organizaitons
– Public administration, art management, etc.
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Undergraduate/Graduate
Business Programs Abroad
Hong Kong
– Hong Kong Universtity of Science and Technology
U.S.A.
– Carnegie Mellon University
France
– Bordeuax Business School
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Firms in an Economic
Perspective
What is a Firm?
– A Microeconomic View by R. H. Corse,
“The Nature of the Firm,” Economica,
November, 1937)
Managerial Economics: An Economic
Analysis of Corporate Decision-making
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