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B006 CA2 Mindmap - Coggle Diagram

- - - - Objective Approach
        
        Quantitive
        
        Moving Averages
        
        Exponential Smoothing
        
        Naive
        
        Forecast based on average of actual sales of the past period’s data
        Forecast for month m = Actual sales for past n months / n
      - Subjective Approach
        
        Qualitative
        
        Jury of executive opinion
        
        Salesforce composite
        
        Survey of buyer intentions
        
        Calculate the forecast sales using exponential smoothing model.
        Forecast Jan'23 = a (actual jan 23) + (1-a)(Forecast Jan 23) =0.5(20) + 0.5(20) = 20
- - - - Awareness
      - Exploration
      - Expansion
      - Commitment
      - Dissolution
    - - When interacting with a brand, individuals are treated with customer care. This includes all interactions with the business and its personnel prior to, during, and following a transaction. Because it builds an emotional connection with the community of the company, customer care is an essential component of customer service.
    - - Good satisfaction level
        
        Apostles
        
        Loyalists
        
        Mercenaries
      - Bad satisfaction level
        
        Defectors
        
        Vigilantes
        
        Hostages
- - - - Distributive Bargaining
        
        Asking Price
        
        Initial Offer
        
        Target Point
        
        Resistance Point or Walkaway Price
        
        Bargaining Range
        
        Concessions
        
        In a distributive bargaining situation, the goals of one party are usually in fundamental and direct conflict with the goals of the other party.
      - Interactive Bargaining
        
        In an integrative negotiation situation, the goals of the parties are NOT mutually exclusive. If one side achieves its goals, the other is not precluded from achieving its goals as well.
        
        Common Strategies
        
        Focus on commonalities rather than differences
        
        Attempt to address needs and interests, not positions
        
        Commit to meeting the needs of all involved parties
        
        Exchange information and ideas
        
        Invent options for mutual gain
        
        Use objective criteria for standards of performance
    - - Step 1: Identify and Define the Problem
      - Step 2: Understand the problem and bring interests and needs to the surface
      - Step 3: Generate alternative solutions to the problem
      - Step 4: Evaluate those alternatives and select among them