Managing

Interactive Case Study

Selling Product without Selling Product

Issue: AXA's Soft Sell on Retirement

With MyRetirementShop.com, AXA chose to offer retirees and pre-retirees a portal focused on their lifestyle needs rather than product

Analysis: It's About Building Relationships

The smartest strategy is to understand the needs of your potential customers and to earn their trust

Comment: What Would You Do?

"I think MyRetirementShop's ease of use and 'one-stop shopping' aspect make it appealing to its target markets. However, the site was conceived of before the market tanked. The site will have to keep up with people's changing lifestyle concerns that coincide with changing market conditions."

—Patricia O'Connell, Management Editor

Reader Poll

Does a soft-sell approach make you feel more inclined to buy a company's products?

Headhunter Confidential: Joe McCool

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'Onboarding:' Crucial Feedback for Executive Hires

An emerging ritual to measure performance 90, 100, or 120 days into a top manager's new job can stave off disaster or reinforce excellence

 

Beverly Behan: The Boardroom

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Memo to the Board of AIG

AIG owes it to the taxpayers who gave them a $150 billion bailout to review its board, some of whose members are dangerously overstretched

 

The Drucker Difference

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Auto Bailout: What Peter Drucker Would Have Said

He wrote in 1946 that GM should evaluate practices that could become obsolete. What would he say about a bailout? A crutch is a bad idea

 

Viewpoint: Shoshana Zuboff

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The GM Solution: Life Boats, Not Life Support

As the ship sinks, "creative destruction" is too simplistic. Only a "creative response" can rebuild a U.S. auto industry

 

The MultiPolar World: Mark Foster

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The Global Emergence of the 'New Champions'

Western companies face changing dynamics as multinationals from emerging markets play a bold new role in the sweep toward globalization

 

How: Dov Seidman

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Outperforming by 'Outbehaving'

In today's hyperconnected world, power increasingly is derived through people—through relationships, authenticity, transparency, and openness

 

Creative Leadership: John R. Ryan

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Five Steps for Embracing Crisis

In this meltdown, people in its center can positively influence the outcome. Those of us watching from the outside can learn to be better leaders

 

Bill George: True North

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Barack Obama: A Leader for the 'We' Generation

Leaders can learn a lot from Obama about power that comes from the bottom up, not just from the top down

 

Starting Out: Lindsey Gerdes

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Young Bankers: Not Feeling Their Pain

I know it's not right, but there's some pleasure in watching my high-achieving former classmates squirm

 

IN YOUR FACE: WAL-MART'S E-HEALTH PROGRAM

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Reader William A. Yasnoff Writes:

"HIPAA's privacy rule actually allows disclosure of private medical information without consent to anyone for 'treatment, payment, or healthcare operations,' thereby eliminating privacy."

 

The Welch Way: Jack & Suzy Welch

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Release Your Inner Extrovert

Mix, speak up, get out front. Or get used to being overlooked

 

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Top Stories

A Radical Fix for General Motors

Split the company in two: Hive off Chevy, Buick, and Cadillac, and then liquidate the rest, including the lumbering, old high-cost setup

World's Most Influential Headhunters

See the expanded version of BusinessWeek's exclusive listing of the world's top executive recruiters

Big Oil Is a Big Cheapskate to Charity

ExxonMobil and its brethren have enjoyed record profits recently, but they continue to lag when it comes to charitable giving, writes Curt Weeden

20 Tips for Career Survival

Ten things to do now to help keep your job in this tough market—and 10 tips for getting job-search ready (just in case)

Job-Hunting Realities: What 'No' Really Means

Don't be demoralized when an employer turns you down. The reasons behind a rejection usually have more to do with the company than with you

The Needs of the Global Economy Workforce

A new Accenture study on working women underlines the importance of talent management for companies in both established and emerging markets

Can X Prizes Spur Innovation?

Contests such as Peter Diamandis' X Prizes offer big purses for breakthrough ideas. But can prize money do more to stimulate innovation than existing incentives?

Executive Insight: Marcus Buckingham

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Playing to Your Strengths

Marcus Buckingham speaks with Senior Editor Diane Brady about his new book, The Truth About You. His message: Play to your strengths instead of trying to manage your weaknesses

 

POLL

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The Best & Worst Managers

It's been a rough year for CEOs worldwide. Who would you nominate as the best—and worst—managers of the year?

 

Ask Liz Ryan

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Ask Liz Ryan a Question Now

Got a career question for our workplace expert, Liz Ryan? Let Liz help with your trickiest job search, networking, or workplace problem

 

Marshall & Friends: Marshall Goldsmith

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The Joys of Giving Thanks When Times are Tough

Amid economic crisis, people have been learning to appreciate what they have, and who they know, making this a special Thanksgiving, indeed

 

The Ethics Guy: Bruce Weinstein, Ph.D.

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Ethics for Tough Economic Times

Amid the economic slump, don't feel bad about saving instead of spending. In fact, it's unethical to squander money you can't afford to spend

 

The Strategist: Kevin P. Coyne

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Predicting the Next Financial Meltdown

There are common factors to such crises as the current financial mess, the collapse of Enron, and the bursting of the Internet bubble. We should heed the warning signs next time

 

The Innovation Engine

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Why Companies Lack Successful Innovation

A shortage of innovation isn't always senior management's fault. We marketers deserve some blame for not having the right processes in place

 

Directorship: Christopher Y. Clark

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Where Directors Draw the Line

Board service is more than a matter of desire and qualifications; it's about our future

 

Harvard Business Online

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The Double Meaning of Feedback

Feedback means different things to different generations. When boomers ask for it, they are probably looking for an evaluation, while Gen Y is likely expressing a desire to learn more

 

Globality: Harold L. Sirkin

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Challenge for the Next President: Productivity

Boston Consulting Group's Harold L. Sirkin argues that America must bolster the productivity and inventiveness of its work force

 

Leadership: Claudio Fernández-Aráoz

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Obama's First Priority: Hiring the Right People

If the President-elect fumbles in putting together a team, his ability to meet the other challenges facing the U.S. will be compromised

 

Video Series: How-To

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Customer Service, with Joseph Michelli

Tips on elevating the service you provide to customers by creating a lasting, emotional connection, led by the author and business consultant

 

Featured Blog

General Electric has finally lumbered into the blogosphere. Following the lead of companies such as Google and Boeing, GE has begun adding posts to "GE Reports," the company's new official blog. Posts so far have ranged from defenses of the company's dividend to a video of CEO Jeff Immelt keynoting yet another conference.

Jena McGregor, Management IQ

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