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Books and Articles of Interest


Below is a list of books and articles we have in our libraries. They are listed alphabetically. To see only those books and articles associated with a category, click on the category you are interested in on the right. Those books and articles that we have reviewed have an icon inviting you to read the review.

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P09 - Process and Technology

So-So Six Sigma

Customer Centered Six Sigma - Linking Customers, Process Improvement and Financial Results
by Earl Naumann and Steven H. Hoisington
2001 ASQ Quality Press

Good for understanding Six Sigma, however the only thing that makes it customer centered is the use of satisfaction surveys as the center piece of quantification of impact. Other books on this list do a better job of tying Six Sigma to customers, sales and marketing.

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Marketing and sales disconnect as a "black hole"?

Escaping the Black Hole - Minimizing the Damage from the Marketing-Sales Disconnect
by Robert J. Schmonsees
2005 Thomson Southwestern

One of a number of books that present excellent frameworks for connecting marketing, sales and customers. Like the others, it focuses on lead and pipeline management tactics. It falls short of addressing the real change issues associated with the black hole referred to in the eye-catching title.

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Go-Go Six Sigma

Sales and Marketing the Six Sigma Way
by Michael J. Webb
2006 Kaplan Publishing

Another in the books that present excellent frameworks for linking sales and marketing. As the title states, the author employs Six Sigma. This is a very good book, particularly if your company has already adopted Six Siigma and you are looking for a way to incorporate it into sales and marketing. It too fall short in addressing the real challenges associated with change.

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Integrating eBusiness

The Seven Steps to Nirvana - Strategic Insights into e-Business Transformation
by Mohan Sawhney and Jeff Zabin
2001 McGraw-Hill

Content is a bit dated, but presents an interesting model (strategic and tactical) for thinking about integrating eBusiness.

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