What is prescription?

Management Dictionary
Marketing, Sales and Communication, Organizational Theory

21 vues

The digital and technological transformations of the past 20 years have completely disrupted sales practices and consumer behavior. In response to these major changes, the role of guidance and customer recommendation has had to reinvent itself and adopt new forms that are more aligned with today’s challenges.

Liens et ressources

https://www.pearson.fr/fr/book/?GCOI=27440100329930
https://hal.inria.fr/hal-01863931/

Mots clés

Commerce, Vente

Auteur.e(s)

PIOVESAN David
Maître de conférences HDR
iaelyon School of Management

Institution(s)

Vidéos de la même institution

03:32

What is local retail?

For the past twenty years, local businesses have faced competition from online sales and large retail chains. They have managed to adapt to this new competitive landscape through various strategies, primarily phygital approaches and collective action. This strategic agility and organizational flexibility have enabled them to reinvent themselves.

PIOVESAN David - iaelyon School of Management |

Management Dictionary
Entrepreneurship, Management of SMEs, Marketing, Sales and Communication

02:49

What is the budget?

Prepared at the end of the fiscal year for the following period, a budget is a forecasting and control tool used to organize an organization’s activities and measure their financial impact, typically over a maximum of one year. It represents the quantitative and financial expression of the short-term action plan of management. At the end of the period, budget reconciliation allows for updating forecasts based on the results of the past year and the objectives for the coming year. Some companies choose to prepare rolling budgets or rolling forecasts. Budgets are often subject to criticism, and in response, new approaches are emerging.

TAHAR Caroline - iaelyon School of Management |

Management Dictionary
Management Control

03:18

What are target costs?

How can costs be reduced without diminishing the product’s value for the customer? This question is at the origin of the target costing approach. It is not a cost calculation technique, but rather a cost management method. Its objective is to deliver a product whose perceived value meets customer expectations while not exceeding a maximum cost, the target cost, which ensures that shareholder margin requirements are met. This method is based on two principles: the additivity principle and the symmetry principle. The approach aims to control costs while preserving customer value. However, it can be very complex to implement.

TAHAR Caroline - iaelyon School of Management |

Management Dictionary
Management Control

02:42

What is variance analysis?

Variance analysis allows for the precise identification of the origins of differences between what was budgeted and what was actually achieved, and for the measurement of the financial impact of each cause. Thus, it is possible to calculate cost variances, revenue variances, and margin variances. For each element, sub-variances can also be calculated. Variance analysis helps to identify the main sources of profit decline, including cost overruns and revenue decreases, and to measure their financial consequences. This facilitates corrective actions by prioritizing the most significant factors. Moreover, this approach can be adapted to analyze the evolution of data between two periods.

TAHAR Caroline - iaelyon School of Management |

Management Dictionary
Management Control

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Management Dictionary
Marketing, Sales and Communication

Marketing, Sales and Communication

Organizational Theory

What is prescription?

Auteur.e(s)

Institution(s)

Vidéos de la même institution

Vidéos de la même thématique

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