Theory U (Part I)

In his book, Theory U: Leading from the Future as It Emerges, Otto Scharmer introduces the idea of ​​presencing. Presencing comes from two words combined presence (presence) and sensing (sensing). Presencing state of consciousness characterized by a high level that allows individuals and organizations to change the inner place (the inside) its existence. When this change occurs, a person or organization able to bring the future space. The essence of leadership according to Theory U is the ability to facilitate change in a person or organization to capture and explore the future with great creativity.
The following text will guide you get a brief description of what it is and how to apply the theory of U in the context of the facilitation process both at the individual, organization or community.

We are facing an increasingly uncertain life and erratic. Living systems is characterized by failure of giant institutions and together we create situations that we do not want such a change iklik, HIV / AIDS epidemic, famine, poverty, violence, terrorism, genocide of indigenous peoples, environmental degradation and collapse of living systems – the foundation of social, economic, ecological, and spiritual welfare.
It is time, you are called to create a new awareness and a new collective leadership to overcome the challenges in advance. Where possible our new ability to create a different future and better.
Illuminate the “Blind Spot” (Weakness)
Why are our efforts to face the challenges of age often fail? Why are we stuck in so many holes today? The cause of our collective failure is that we are blind to the dimensions of leadership and transformational change more deeply. This weakness not only in the collective leadership but also in everyday social interaction. We are blind to the source dimension (first dimension), the place of effective leadership and social action materialized.
We have a lot to know about what leaders do and how they do it. But we know little concerning inner energy, the source of their decision.
Successful leadership depends on the quality of attention and intention to bring in what circumstances. Two leaders in the same situation, doing the same thing, can bring very different results, depending on their inner leader.
The nature of mysticism is the leader of a mystery to us. We know something about the inner dimensions of athletes because many studies have been done on what happens in the mind and imagination of an athlete in preparation for a competitive event. This knowledge has encouraged practices that are designed to enhance athletic performance from the “inside out”.
But in the arena of management and leading transformational change, we know little about the inner dimension, and very rarely specific techniques are applied to improve management performance from the inside out. In short, the lack of knowledge is a “blind spot” in our approach to leadership and management.
Understanding with the Slow-Slow
In essence, leadership is shaping up and moving how individuals and groups view and then respond in a particular situation. The problem is that most leaders can not recognize, let alone change, how the organizational structure of the habit of attention to something.
To know the habits of attention to organizational structures, leaders must be able to hear and listen with the mind, heart and soul. So far there are four types of listening that disenaraikan below.
Learning to recognize and pay attention to the cultural habits of any business requires, among other things, certain types of listening. More than a decade of observing human interaction in organizations, I found four types of listening.
1. Listening 1: Downloading
“Yes, I already knew about it”. This is the type of downloading listen – listen while reinforcing the habit of judging. When you hear something and then assess what you already know you’re done downloading eat.
When you are in a situation where all that happens confirms what you already know, you listen with “downloading”.
2. Listening 2: The Facts
“Oh, look at that!” The second type of listening by looking at the facts or focus on an object. On the way to listen to the type of factual, you do not do assessments but looking at the data, stories and facts presented. You focus on what is different or new. This type is suitable as a hearing called by way of science. Let the data speak.
3. Listening 3: Empathy
“Yes, I know how you feel”. A deeper level of listening is listening with the heart. When we are in a real dialogue and really pay attention, we become aware of a major shift from where we first listen. We move from looking at the world of objects, figures, and facts (“it-world”) to listen to stories of life and self-development (“you-world”).
Sometimes, when we say “I know how you feel”, our emphasis is on what kind of mental or abstract knowledge. To really get to feel what he feels people are talking, we must have empathy or open heart.
Leaving open the hearts of high interest in something. In situations like that we can activate a sense of empathy. In these circumstances we forget our selfhood and begin to see the situation through the eyes of others.
4. Listening 4: generative
“I can not express what I experienced with the words. The whole of me slowed down. I feel more calm and present and more to me actually. I connected with something greater than myself”. This type of listening is to move beyond the present and connects us to the emergence of a deeper nature. Listening level is known as a generative listening or hearing of the future dimension.

Generative listening level not only requires an open heart, but the will of the open (letting go). We do not see anything from inside or outside we have exceeded them. We see from the future. Often people refer to as a blessing, wisdom, enlightenment and so forth.
When you operate on a typology of listening, there are conversations that reaffirm what you already know. You reaffirm your thinking habits: “This again! This again”. When you operate on the typology of listening to 2, you do not affirm what you already know and try to identify what is new: “It looks different today”. When you choose to operate in the typology of listening to 3, perspektifmu is directed to look at the situation from the eyes of others: “I really understand how you feel. I can feel it”. Then, when you operate on the typology of listening to 4, you realize at the end of the conversation, you will not be the same person during the initial start up a conversation. You have gone through major changes that have connected you to a deeper source of knowledge, including knowledge of future possibilities and the discovery of human greatness.
Attention and awareness in
The condition of the deepest attention and awareness are well known to world-class athletes in the sport. For example, Bill Russell, a key player in the most successful basketball team that ever existed (Boston Celtics, who won 11 championships in 13 years), describes her experience playing in the Celtics as follows:
“Often the Celtics game would heat up to more than physical or mental game, and it will feel magical. The feeling was hard to explain, and I never talk about it when playing. As it happens, I can feel my game to a new level. It rarely happens and lasted from five minutes to a quarter of an hour, or more. Three or four games is not enough. It does not just surround me and the other Celtics, but also the other team’s players and even referees.
At that special level, all the odd things happen: The game is very competitive but I do not feel competitive, it is itself a miracle. I exert maximum capacity, filling the lungs while running, but I do not feel pain. The game will be very fast so that each trick, breakthroughs, and will oper surprising but it would not surprise me. As if we were playing in slow motion. During the magic, I can feel how the next game will evolve and where the next shot will occur. Even before the other team brings the ball, I can feel it I wanted to scream to the other colleagues – unless I knew all would change if I do it. My prediction is consistently true, and I always felt not only knew the Celtics by heart, but also opposing players, and that they also know me. Many times in my career I felt humbled and excited, but this moment is what makes me ‘goose bumps’.
In five or ten events, when the game ends at a special rate, I really do not care who wins. If we lose, I will remain free and high like an eagle in the sky. ”
(William F. Russell, Second Wind: The Memoirs of an Opionated Man, 1979)
According to the description of Russell, as you move toward peak performance, you will experience a slow-moving time, more space, the kind of panoramic perception, and there are no boundaries between people, even with people on the opposing team.
When top athletes and winning teams worldwide began working with refined techniques to reach peak performance, in which Russell’s experience is more likely to occur, are leaders of organizations or communities operate without this technique – or of course, without the realization that techniques exist.
Become effective leaders, we must understand the terrain, or mind, from which they operate. Theory U identifies four “field structures of attention”, the result is four different ways to operate. Structural differences affect not only the way we listen to but also how group members communicate with each other, and how institutions shape the geometry of their strength.
Albert Einstein said that problems can not be solved with the same level of consciousness with consciousness while making it. If we look at the challenges of the 21st century with a reactive mindset that better reflect the reality of 19th and 20th centuries, we can increase frustration, cynicism, and anger. Through the four meta-processes, we see the need to learn to respond from the generative source.
In conclusion, the way we look at the situation, individually and collectively, determine the path taken by the system and how it appears. In the fourth level – personal, group, institutional, and global – a shift from reactive responses and quick fixes at the level of symptoms (fields 1 and 2) a generative response that identifies the root of systemic problems (areas 3 and 4) is the most important leadership challenges.
U: One Process, Five Steps
To move from a reactive response fields 1 and 2 into the field of generative response 3 or 4, we have to travel. In an interview on innovation projects and major changes which included many practitioners describe various basic elements of this journey. One person who works is Brian Arthur, chief inventor economic groups in the Santa Fe Institute. When Joseph Jaworski and I visited him, he explained to us that there are two sources of cognition are two fundamentally different. The first is an application framework that already exists (downloading) and others are accessing the knowledge within. All innovations in science, business, and society based on the latter, not the kind of everyday cognition downloading. So, we ask “how to do it? If I want to learn as an organization or as individuals, what should I do?” He responded by inviting us to walk through three core steps.
The first step is that he called to observe, observe, observe. The point is to stop downloading and start listening. Stop doing surgery that has become our habit and let us go into places with the highest potential, a very important place in the situation we face.
The second movement Brian Arthur refers to as “step back and reflect: allow inner knowing to appear.” Go to where the silence in which knowledge comes to the surface. We listen to everything that we learned during the “observe, observe,” and we deliver what you want appears. We give special attention to the role and our own journey.
The third movement, according to Brian Arthur, is about to act instantly. This means to build a new foundation to explore the future by way of acting. To make a little foundation for the future that allows for direct testing and experimentation.
The whole process – watching, observing, accessing resources and knowledge silence, act immediately – I mean as a process of U can therefore be described and understood as a journey of U. In a practical context, the journey usually takes the form U two additional steps: the initial phase of building a common base (co-initiating) and phase inference that focus on reviewing, maintaining, and advancing practical results (co-evolving).

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TH!NK. BEFORE !T’S TOO LATE

CREATIVITY
Creativity is needed to offer new values ​​via products and services. Creativity also can design new ways in order to better convey the old values ​​and the past.

Intelligence alone is not enough to make someone creative. Like other sciences that can be used creativity can be taught formally. Everyone can practice it and apply it. So if it does not do anything just to be creative light in the end, the creative ability depends entirely on natural talent. But if we take the training, structures and techniques for systematic, then we will raise our level of creativity.

In creativity, the process that occurs as well as the humor. Suddenly we see something other ideas, moving laterally in the other lane and when we look back we realize that everything makes sense. But the idea was not achieved with the nature of logic because our mindset is asymmetric.
Creativity is important and increasingly important. Creativity can be used as a skill that can be used and not just wait for the ideas.

Principles and logic of creativity is to think laterally against the mindset that is moving normally and not moving in the direction * with the pattern. There are few formal tools that will help us to move laterally, which can be freely used and studied include:

1. CHALLENGE

It should be noted that the challenge was never used as an attack. This is because we must be able to challenge the idea that the best and most successful ones.

2. FOCUS

Focus is the most important in creativity. If we can not focus we can not print the ideas widely.
· Focus destination

This type of focus is the best known type. There is a problem to be solved. There is a process that must be simplified. There are tasks to be completed. There is a conflict that must be reconciled. There are changes that must be done, and others. With a focus on goals we know what our goals clearly.
· Focus areas

Focus area explain the “area” where we want to bring our ideas is not the purpose of those ideas.
The second type of focus can be used. What is needed is the willingness of a person or group of people to pause and focus on one point and then prepare to do some lateral thinking. What is needed just to spend time, effort, focus, a willingness to find new ideas.

3. CONCEPT

The concept is a very important part for the general thought, terebih again for creative thinking. The concept of lowering the idea. You can define the concept and then find ways and develop alternative and new ideas by “squeezing” the concept and then find other ways to convey this concept through a specific idea.

4. Provocation

One of the techniques of lateral thinking is to create a provocation. Provocation associated with experimentation in mind. Provocation allows us to provide a statement that made no sense, as opposed to experience or even an entirely illogical.

The next stage is to use a new mental operation called “movement” to get ahead of provocation to a new idea. Here’s another way of lateral thinking. We can use the motion to move forward from a concept to the idea. By using our provocation brought to an interesting idea. Provocation with regard to the existing situation. Everything that can be used as a provocation. There are several ways to prepare formal provocation, namely: to run away, turn, distorted exaggeration and fantasy. Most important in the provocation is that the provocation was indeed intended to be a provocation. The provocation was never meant to be the idea itself is also not to be merely a desire for change.

Designing is to collect all the things we have to ultimately convey the values ​​that we want. While struggling considerations about seeking the truth and make decisions based on what is past. By design we look for values ​​and the design for the future.

Thinking skills are about action and directed to take action and not to describe something. Design is part of thinking skills. Such action, the design also has a purpose. By our actions do something to achieve that goal. By design, we also do something to achieve that goal. Design is the foundation of an action.
There is a very close relationship between possibility and creativity because kreativitaslah that creates possibilities. Almost all the progress in science depends on creative possibilities or hypotheses. Chances are the heart of creativity. We must know the process in a practical way possible. Without the possibility of creativity does not exist.

SIX THINKING HAT

1. BLUE HAT

This cap is a cap regulation or control. Function more like a conductor in an orchestra. Used appropriately in early discussions to determine the focus and stage caps what to use. Blue caps used in the final stages of reviewing the results, summary and next steps.
2. WHITE HAT

Information relating to a white hat. If the information that led to the conflict first proposed, there will be no debate.

3. RED HAT

Red cap relates to feelings, emotions and intuition. The period lasted a very short red hat and just let the feelings expressed.

4. BLACK HAT

Black hat is for critical thinking. Something is wrong with an idea?. What are his weaknesses?. Black hats always look on the bad side, why an action is not befungsi, the risks and dangers that exist.
5. YELLOW HAT

Think of sunshine and optimism, and a new day dawn. This period was centered on the positive side. Education adalh primarily about thinking kritis.kita never really developed “sensitivity value” which means the ability to find value in everything even the things we do not like and never will we use. Without the sensitivity value, creativity is a waste of time.

6. GREEN HAT

Think of plants, growth and tree trunks. This phase is directly related to creativity. If the green cap worn, participants are expected to create creative efforts or nothing.

LANGUAGES
Language is a very useful tool and we will never move forward without using it. But language is not as perfect or complete as we thought. Language requires further development and this of course does not happen by chance. Language even more is not enough anymore to deal with complex situations. Language, on the one hand very useful to think but on the other hand, language has its drawbacks. Language freeze perceptions into concepts and words. These words then define our perceptions forever in the future.

DEMOCRACY
Creativity is not only necessary to turn ideas and processes that are running, such as democracy. Creativity can be used to design an entirely new thing that takes advantage of technological developments, and so forth.

So creativity in designing can be penghapusn problems and discomfort. Creativity in design can reduce prices or increase the lifespan suati product. And creativity in the design might be the incorporation of materials that are already known dengna new way, as well as create new foods from traditional materials. Democracy is designed to maintain the stability of society and to protect them from tyranny. But democracy is not designed for any progress. Democracy requires further thought.

MEDAL SIX VALUE

1. GOLD MEDAL: The value of humanity – all things that relate directly to humans, both positive and negative: praise, achievement, and other insults.

2. MEDALLI SILVER: The value of the organization – an organization can take the form of family or corporation. Related to the goals and mission of the organization.

3. STEEL MEDAL: Value Quality

4. MEDAL GLASS: Value innovation and creativity

5. WOOD AWARDS: The Ecology

6. MEDAL BRASS: The values ​​of perceptual

PERCEPTION
Perception has a key role in thinking. Professor David Perkins of Harvard University has shown in his study that 90% error in thinking are errors of perception. Logic only plays dangat little. And even though the logic is very great, if the perception of a wrong answer. The starting point adaah yanng arbitrary perceptions and assumptions can not be proven logically. So, no matter how logical your mind you think, the conclusion that you pull the starting point is determined by you and not by the logic you are great. The logic of perception could present a truth that leads to a dangerous action.

CONFLICT AND DISPUTE

This is an area where the distinction between traditional thinking and new ideas seemingly obvious. There are two main types of conflicts, namely:

  1. Penggencatan (bullying), when one party menggencat other party to an advantage that should not be directed to that party
  2. Twit (Sllying), when conflicts arise for no apparent reason.

A conflict is not too problematic as long as we know that it is a situation that can be developed in various ways. Design and good thinking can develop the situation with a positive way. While consideration of freeze situation.

23 REASONS WHY WE THINK VERY POOR POWER

  1. Success in science and technology
  2. The absence of science faculty of thinking and classification
  3. The notion that ang affairs relating to the human intellect is the duty of philosophers and psychologists
  4. Lack of understanding of how the brain works
  5. Three Greek thinkers who design and create the way we think today
  6. Perception of the neglected
  7. Religion
  8. Church
  9. Truth and the possibility
  10. Critical assessment and not the draft
  11. Language
  12. Argument
  13. Democracy
  14. The trial
  15. Media
  16. Knowledge and information
  17. Universities
  18. Computer
  19. Jawan correct
  20. School and exams
  21. Art
  22. Leadership
  23. Continuity

All of these reasons can be summarized into the word “complacency”. We are too arrogant and satisfied with the current thinking so that we do not see how poor we thought the power when confronted with human problems, creativity and design. The arguments continued raised not produce the ideas the better.

CASTLE POWER THINK

Palace of the power of thought has several functions:

  1. Generating ideas
  2. Gather ideas
  3. Publish and disseminate new ideas
  4. Teach methods of creative thinking
  5. Became a symbol of the importance of new ideas
  6. Important and most fundamental point is to distinguish between creative ideas and artistic creativity. Governments and educational institutions will say that they have done so much for creativity. This statement is true if the question is the artistic creativity, but not the creativity of ideas.

Do much for artistic creativity is not the same as doing many things for creativity ideas. We can look at four aspects of the community to understand how creative ideas can contribute to each of these areas:
· Education
· Governance
· Business
· Home
The purpose of thinking is so we can enjoy and convey our values. Thinking without values ​​does not mean the same thing. While based on the values ​​without a lot of thought has led to suffering and deviant behavior.

 

-joGJA, May 2011

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KNOWLEDGE ORGANIZATION: HOW TO USE THE INFORMATION ORGANIZATION MEANING TO BUILD, CREATE KNOWLEDGE AND MAKE A DECISION

Second Edition

Chun Wei Choo
OXFORD UNIVERSITY PRESS

This book consists of seven chapters, and in accordance with the above title, of course it can not be separated from the organization. More concrete, how organizations use information to construct meaning, create knowledge and make decisions. The seven chapters are:

I. Knowledge of the organization

II. How we know: Understanding Behavioral Information Search

III. Doubts Management: Organizations as Communities Reasoning

IV. Learning Management: Organizations as Knowledge Creator Company

V. Management of uncertainty: the Organization as a System of Decision Making

VI. A tale of two accidents

VII. Knowing and learning in organizations

 

In this book, CHUN WEI Choo basically trying to say that decision making was closely dependent on the reasoning. That is, we know “what is happening and why it happened”. It should be known, before we can determine “what to do”. The essence of this book, we can actually see in Chapter VII is about: KNOWING AND LEARNING IN ORGANIZATIONS.

Here it is clear that to support the success of the program, need to combine the reasoning, knowledge creation and decision-making into an ongoing cycle of interpretation, must be innovative and adaptive.

Here in the program demonstrated the plague (smallpox) is a great triumph of management information. Information needs with clearly defined, comprehensive and efficient information collection, and utilization of the information is arranged in such a way that the field results were analyzed in time to influence the course of action.

Theoretically, this model is built on a foundation of classical organization (of MARCH and OLSEN – 1976) as well as models of organizational learning (Argyris and Shon from – 1978). For example, in decision-making with the learning mode SINGLE LOOP. And reasoning approach more akin to learning DOUBLE LOOP, especially when the reasoning leading to changes in assumptions and beliefs organizational leadership.

For this, many exemplified as in CHAPTER VI, the Tale of Two Accidents. About reasoning, we can see more details in CHAPTER III: Management Doubt – Organizations as Communities Reasoning. At the beginning of this chapter says that the REASONING is a social process, in which individuals view the events that have passed, the experience, there are certain points which could be as a reference to knit form a meaningful and sustainable. The central problem in reasoning is how to reduce doubts and construct meaning is open so the organization can work collectively. In this chapter also featured on: The need for information, information search and utilization of information.

On this information, more clearly there in CHAPTER II, namely: How We Know – Understanding Search Behavior Information.

The concept, information search habits consist of: (1) information needs, (2) information search, and (3) the utilization of information. In this case also presented the results of research that Information Needs, Information Search and Utilization is influenced by three dimensions: the dimensions of cognitive, affective and situational.

For CHAPTER I, more on the global exposure of what to do with the decision-making organization that will be further deepened in the subsequent chapters.

In CHAPTER IV, Management Learning: Organizations as Knowledge Creator Company, here is more digging to the Knowledge and Utilization. And CHAPTER V, has begun to enter, leading to Decision Making. In conclusion, overall this book convey that the organization (her organization) is a model, of how we learn by focusing on the activities of the utilization of information that supports learning, to understand the meaning and knowledge to decision making.
Although the model does not explain the universal solution, but offers a framework to help organizations (her organization) to analyze the management and utilization of information to make decisions.
Yogyakarta, July 8, 2011

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KNOWLEDGE AND INNOVATION

Governments around the world to implement a policy to change the economic base of products and services to a high-value services. Innovation policy has inspired by the success of Silicon Valley on the basis of excellent research sources, primarily at Stanford University. However, government policies often failed to achieve the desired results because the process of knowledge transfer is very complex and not well understood by policy makers. Policy outcomes are unpredictable and the implementation of the innovation process involves changes in organizational culture, and difficult to manipulate it with a policy.
Case studies in Britain, the United States, and Japan illustrate the importance of local context in the creation of partnerships between various organizations to provide ‘knowledge transfer’ or ‘innovation’. Expansive learning theory (ELT) is commonly used in educational settings, and only recently has been adopted in the study of innovation in complex organizations. Although the context of diverse cultures and environments, both international and policy ‘knowledge economy’ regions make the assumption that universities can act as a catalyst for change.

In this book the author wanted to see whether innovations in national policy can be applied in all countries. Two case studies illustrate the development of the United States in a partnership between academia and commerce to encourage innovation. Two case studies illustrate the Japanese practice of innovation in an industry that is ripe and in sectors that are still new. The first explores the long partnership between the company’s innovative designs and a variety of small and medium enterprises (SMMs). Japanese textile industry has an international reputation for the creation of new materials, products, and processes. The second case study the authors describe the Government and regional innovation policy to support collaboration between universities and a group of photonics companies. ELT (Expansive Learning Theory) has become applicable in postmodern organization studies. It has been used as a framework for understanding how the institutions connected with the organic way, and in some cases, research has focused on innovation in large complex organizations. This book addresses a significant gap in the theory. Currently, the “expansive learning” conceptualized as a collaboration, but this does not adequately describe the learning between institutions and the society in which power is varied.

Chapter 1 introduces the situation and the case in the context of local and national policy and also talks about the international policy context for knowledge ‘economy’ and the assumptions made in the global and local policies.

Chapter 2 describes the landscape of innovation theory and discuss policy implementation through partnerships. There is a tacit assumption that knowledge and ‘technology transfer’ is a matter of logistics, must be completed with unblock the flow of knowledge from universities to industry. In contrast, sociocultural theory emphasizes the importance of the process of knowledge creation and consequent changes in the dynamics of human relationships. of learning.

Chapter 3 describes the design and methodology of the study authors, linking this to heuristic framework of ELT. Case study approach the authors acknowledge that the policy not be implemented as a linear process and innovators do not have to describe what they do as ‘knowledge transfer’.
Chapter 4 refers to the empirical data to reconstruct the various ‘perspectives subjects’ in relation to changing conceptions of the ‘object of activity’. Variation perspective shows how key individuals and organizational networks ‘partners’ influenced by a variety of competition ‘object of activity’ that emerged during implementation of the policy process.

In Chapter 5, the author discusses boundary objects capacity to act as a bridge between experts from different ‘communities of practitioners’. In such case, this leads to horizontal expansion ‘object activities’. The author presents an overview of the data as preliminary sketches and sketch the various ways that the material artifacts and the ‘conceptual  act model ‘as an object boundary or a tool to mediate learning in a variety of system activity. Some sketches illustrate how boundary objects to mediate between the perspectives of users and developers of new technology in innovation the project.

In Chapter 6, the authors focus on the impact of the complexity and dynamics in capacity for organizational learning. Examples of empirical data describing conflicting rules of implementation at different levels. Bureaucracy visualized as a kind of inertia that can confound the strong support
policy aims to bring public and private sectors closer together. Sketches or pen portraits focus on the mechanism, linking the ‘perspective’ individual and organizations and expand the object of activity toward a new perspective. The author uses diagrams to create the object of activity at various levels and show how special people can act as a mediator and improve technology transfer process by connecting the vertical hierarchy system-related activities that are less good.

Chapter 7 describes the combined effect of the mediator limits and boundaries the object. Together, they act as a bridge between the horizontal and vertical tersusunaktivitas and more effective system in the mediation. The author shows how the discrete ‘knowledge transfer’ project has the capacity to contribute in a collaborative and broad learning.

Chapter 9 summarizes the key points and issues from the findings of the study authors.

Chapter 10 proposes a toolkit for project managers to assess the weaknesses and strength of the collaboration between different organizations. Case studies indicates that the development of strong partnerships and sustainable organization can not be taken for granted. Toolkit can be used to guide investment future efforts in building partnerships. Chapter 11 reflects the conclusions the authors of the current gaps in ELT, which makes it difficult to distinguish the quality of collaborative practice. The author discusses value of an integrated insights from complexity theory and community
practice theory (Coptic).

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AFFECTING FACTORS of MARKETING STRATEGY

COMPANY STRATEGY PLAN
One of the many company’s goal is to obtain the optimal profit from daily activities, especially marketing activities. To perform these marketing activities well, and in accordance with the expected goals, companies must implement an appropriate strategy in accordance with the company’s marketing environment.
Marketing environment of a company comprised of actors and forces from outside the company’s marketing management functions that affect the marketing rnanajemen ability to develop and maintain successful transactions with its target customers.
The success of the marketing strategy implemented by the company depends on a careful analysis and observation by the firm of the factors that could affect the company’s marketing strategy.
The marketing strategy is the marketing logic, and based on it, a business unit is expected to achieve its marketing goals. Company’s marketing strategy consists of making decisions about the cost of corporate marketing, marketing mix, and allocation of marketing in relation to environmental conditions expected in competitive conditions.
Company’s overall marketing strategy is reflected in the plan of the company’s marketing strategy (Corporate Marketing Plan) is prepared. Plan of the company’s marketing strategy is a long-term marketing plan that is comprehensive and strategic, which formulate various strategies and programs of the field of corporate marketing at a certain time in the long term future.
Important characteristic of this company’s marketing strategic plan are as follows:
a. Starting point for drafting the company’s overall view
b. Cultivated impact of planned activities are complete
c. In its formulation sought to understand the forces that influence the development of the company
d. The scheduled time / timings specified are appropriate and consider flexibility in the face of change, and
e. Preparation of the plan be realistic and relevant to the environment encountered.

AFFECTING FACTORS of MARKETING COMPANY STRATEGY
The factors that could affect the marketing strategy at a company are:
1. Micro-enterprise environment
Micro-enterprise environment consists of actors in the environment that directly related to the company that affect its ability to serve the market, namely:
a. Company
That is the company’s organizational structure itself. Marketing strategies adopted by the marketing management must take into account other groups in the company in formulating marketing plans, such as top management, corporate finance, research and development, purchasing, production, and accounting and human resources a company has, since the marketing manager must also work closely with staff in other fields.
b. Supplier (Supplier)
These suppliers are companies and individuals who provide the resources needed by the company and its competitors to produce certain goods and services. Sometimes the company also must obtain labor, equipment, fuel, electricity and other factors from the supplier. Developments in the supplier environment can influence arnat means of implementation of a marketing company. Marketing managers need to observe the price trend of the most important inputs for the production activities of their company. Shortage of sources of raw materials, labor strikes, and various other related kcjadian suppliers can interfere with the marketing strategies that do and run the company.
c. The Intermediary Marketing
The marketing intermediaries are firms that help companies in the promotion, sale and distribution of goods / services to the end consumer. The marketing intermediaries include:
 だ Broker, is a company or individual who helps companies to find customers. They are divided into two kinds, namely intermediary agents such as agents, brokers and representatives of manufacturers who seek and find the customers and / or entered into agreements with other parties, but does not have a good or service itself.
 だ Physical Distribution Company, a company like this helps the company in the storage and transfer of products from the place of origin-destination place.
 だ The Agency Marketing Services, such as a company or research institute of marketing, advertising agencies, media companies, and marketing consulting firm, all of which help the company in order to direct and promote the right products to market.
 だ Financial Intermediaries, such as banks, credit companies, insurance companies, and other companies that assist in financial terms.
d. The Customer
That is the target market of a company who become consumers of goods or services offered by the company whether the individuals, Iembaga agencies, organizations, and so on.
e. The Competitors
In an attempt to serve the customer market, the company is not alone. Business of an enterprise to build an efficient marketing system to serve the market gelati rivaled by another company. Marketing systems and strategies that the company implemented surrounded and influenced by a group of competitors. These competitors need to be identified and monitored all movements and actions in the marketplace.
f. Public
A company must also consider the large number of walks of life, of course, big or small to pay attention to the activities of the company, whether they accept or reject the methods of the company in running its business, because the company’s activities would affect the interests of other groups, these groups the general community livelihoods. The general public can facilitate, or otherwise can be as inhibiting the ability of companies to achieve the target.
2. Macro Environment
Macro environment consists of forces that are larger society and affect all actors in the micro-environment within the company, namely:

a. Demographics / Population Environment
Environment demographic / population shows the state and problems of population, such as geographic distribution of population, density level, the trend moving from one place to another, age distribution, birth, marriage, race, ethnic and religious structure. It turned out that the above can affect a company’s marketing strategy in marketing their products because publiklah the form of a market.

b. Economics Environmental
Economic environment suggests that the economic system is applied, government policies concerning the economy, the decline in real income growth, ongoing inflationary pressures, changes in consumer spending patterns, and so forth with respect to interconnected economy.

c. Physical Environment
The physical environment shows the scarcity of certain raw materials needed by the company, increasing energy costs, increasing numbers of pollution, and increase government intervention in the management and use of natural resources

d. Environmental Technology
Environmental technology rnenunjukkan increased rate of growth of technology, the opportunities are unlimited renewal, research and development costs, high, greater attention directed to the improvement of the product rather than a small part of a great discovery, and the increasing number of regulations relating to technological changes.

e. Social environment / culture
This environment shows the state of a community group about the rules of life, norms and values ​​prevailing in society, public opinion and others that define the relationship between people with other communities as well as the surrounding environment.

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BUSSINES PROCESS REENGINEERING FORD MOTOR COMPANY

COMPANY PROFILE
In the early 1980s, the Ford Motor Company is looking for ways to cut overhead costs and administrative costs. One of which is believed by the Ford motor Company executives reduce the cost of the department of trade payables, which departments pay a bill submitted by the suppliers of Ford Motor Company. At that time the accounts payable department employs 500 employees. Ford’s management believes that the procedure rationalization and install computer systems to automate certain functions is believed to reduce costs by 20% within the department and reduce employees to 400 people. Ford Motor Company to define the improvement is obtained through the automation of existing manual processes, which are not included as a service process redesign.

Ford Motor Company changed from the sequential process to the pool process. First time, Ford Motor had 500 employees for account payable department, matching purchase order, receiving report & suppliers invoice. The reengineered system eliminates reconciliation to supplier invoices and reduces head count by 75 %. Electronic payments were made once the receiving details match the purchase orders.
• What should redesign by Ford Motor Company?

Based on the concept of Business Process Reengineering ynng must focus on business processes. A business process is a series of steps planned to menghasilakn a product or service. This includes all activities related to production processes serve targeted. By using the concept of Business Process Reengineering, Ford Motor Company had to do a redesign of work processes to reduce overhead and administrative costs. Work processes that currently exist tend to be manual and conventional, so takes up a lot of time and energy costs as a result of swelling. This can be mitigated by using a computerized business process. With an integrated database system that will reduce costs and personnel costs not admnistrasi only 20%.
• How is the basic concept of the proposed redesign process?

By using an integrated database system for departments that are interrelated. The concept can be described as follows;

 

• What is the process of operation of the proposed design?

Process redesign the proposed operation by changing work processes that are still conventional, using a paper-invoice or invoice and replace it with a database system. Where to need spare parts, purchase price, the names of suppliers, and the total receivables in full can be accessed via the system that has been created. The system is integrated into the parts that require such information, such as the purchasing department, revenue department, department of trade payables and others. Therefore, when the purchasing department to order the goods to the supplier, they will make input in the system and then the reception will receive the goods and check on whether the system is in conformity with the order or not. After that, the department will make payment payable if the goods have been received.

• What is the impact and implications of the redesign process?

From the re-design process is expected to reduce overhead and administrative costs that had been swollen. The number of employees in the department dagangpun debt can be reduced by 70% since the new process is more with using computer systems and reduce manual activities. In addition the proposed process is also faster, more simple, more accurately, thereby reducing errors and repetition of work and reducing the work process by using the invoice so that more effective and efficient. This of course will bring a great impact on the company, especially in overcoming the problem of overhead costs and administrative costs.

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UNEFFECTIVE NEGOTIATION

Negotiation is the work being done to achieve an acceptable state of both parties. Negotiation is required when the interests of a person or a group depends on the actions of people or other groups who also have interests that must be achieved by holding joint.

Negotiation is a meeting between two parties with the aim of reaching agreement on the points that matter:

  • It is important in view of both sides
  • Can lead to conflict between the two sides
  • Requires cooperation of both sides to achieve i

In the context of business / work, negotiations occurred steadily between

  • employer and employee [wages, facilities]
  • ambassador sales with buyers around the pricing and contract
  • department with respect to the allocation of resources

Negotiation is not to look for winners and losers; in any negotiation there are opportunities to use social and communication skills effectively and creatively to bring the two sides toward a positive outcome for the common good. [RonLudlow & Fergus Panton 2000: 141-142]. Often in business negotiations, some parties made mistakes that unwittingly or not will affect the process and outcome of these negotiations. Those mistakes can become a weakness of the process nogosiasi. Some common mistakes are as follows:

Negotiations are not effective

Negotiation is one way to communicate convey and receive messages or information between two or more people in the hope of a positive influence or cause certain effects that are expected for the parties involved. Knowingly or not, communication is often regarded as an event occurs automatically and just like that, so often we do not have the awareness to do so effectively. This also often happens in the negotiation process. The notion that convey the message in the negotiations is a matter that makes us naturally do not ever learn it specifically. According to Stephen Covey, the main requirement in effective communication is a strong character that is built from the foundation of ethics and personal integrity is strong. No matter how talented a person, no matter how superior a team or no matter how strong legal case, success can not be obtained without a mastery of effective communication skills. Effective communication skills will play a major role in supporting the achievement of the objectives of all activities. To be able to make effective communication, the ability to send messages or good information, the ability to be a good listener, and skills using various media or audio visual equipment is a very important part. Communications are often disrupted or even can be clogged at all.

Lack of positive attitude towards the dispute or conflict

Successful negotiators have a positive attitude. They may view conflict as something normal and kosntruktif. Kertampilan they use to solve the conflict is not a “magic”. These skills can be learned. Our attitude is always important, and this especially in the organization. Attitude affects our goal and our goal to control the way people negotiate. Dara we negotiate, determine the outcome.

The notion that in the negotiations “must win”.

Each party in a negotiation course want to win. Negotiating successfully end up with something that is needed by both parties. Every time a negotiator mengancangi pertawaran a situation with the idea, “I must win, and really do not care about the other side”, then the disaster was imminent. The concept of win-win negotiation is not merely based on ethical considerations. Parties who terminate a negotiation with the feeling that he had been deceived may seek revenge later. Win-win negotiation is simply “good business”. When the parties concerned in an agreement are satisfied with the outcome, they will try to make the deal work, not vice versa. They would be willing to cooperate with one another in the future. Perhaps you ask, “How can I win in a negotiation if I allow the other party also meets their needs”. The answer to this question lies in the fact that different people have different needs.

For some people, the word compromise has a negative meaning. For others, this word describes the principle of give / receive the necessary in everyday life. Generally not possible to get something for free – it seems there is always a price or concessions should be made to accept what you want. The word simply means making compromises and / or receive concessions [leniency] [Robert B. Maddux 1991: 12-16]. The success of the negotiations on the core can be enhanced with the point of view the right approach.

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