Strategic Marketing
description
Transcript of Strategic Marketing
![Page 1: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/1.jpg)
Strategic Marketing
MBA Program
![Page 2: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/2.jpg)
WAC
Written Case Analysis
March 2009
![Page 3: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/3.jpg)
Prepared By:
Aly Raza Syed
Resource Person:
Marketing Strategy
![Page 4: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/4.jpg)
Case Analysis
Approaches to attack a case study and its components
![Page 5: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/5.jpg)
Analyzing A Case Study. Whenever you analyze a case, remember
that you are not an outsider, but a part of the management around whom the case is being presented.
Remember to undergo a through analysis, so that you can convince the reader that your analysis is backed with sound arguments and supported by concrete solutions.
![Page 6: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/6.jpg)
Remember there might not be just 1 right answer to the case but several options of feasible strategies available.
As there is no one single solution to the case, similarly there is no single way to prepare the case.
![Page 7: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/7.jpg)
General Guideline Step 1: Skim the case and breeze through it. Skim it
for the 1st time Ask yourself questions like
What sort of organization does the case concern, the nature of the industry in which it is operating, External Environment, management’s problems.
Step 2: Carefully read the case the 2nd time and start making notes. Seek to identify the key problem facts, such as what
decision are to be made, who is going to make these decisions, objectives of the organization and each key player.
What are the resources & constraints in the case. Make sure to use the quantitative data as well
![Page 8: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/8.jpg)
Reading The Case There will be a lot of information overload
in some cases, irrelevant information, too little information or ambiguous information or relevant information dispersed throughout the case.
Don’t get worried but try to make the best of it.
![Page 9: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/9.jpg)
What to Do in a Case Study? In the case study it is required by you to logically
attack the case study. Identify the alternative course of action that the
management might take. List the Pros and Cons of each alternative. Always keep in mind the objectives of the
organization. Develop short term tactics for long term
strategies and give a comprehensive implementation plan of the desired strategy.
![Page 10: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/10.jpg)
What is Required? In a case you students will be identifying
and clarifying problems/ opportunities being faced by the management of a company.
Analyze the qualitative information and quantitative data.
![Page 11: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/11.jpg)
Steps To Case Analysis. All to gather the case study includes
various steps. In some cases you will not have
information regarding some of the steps. Your objective is to use whatever
information is given, to the best of your abilities.
The following are the Steps that are commonly used in a case study.
![Page 12: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/12.jpg)
STEPS TO SOLVE A CASE1. Introduction2. Situation Analysis3. Identification of Problems
I. Main ProblemII. Sub Problem
4. Development of Alternatives5. Evaluation of Alternatives6. Selection of the Best Alternative7. Implementation plan8. Recommendations.
![Page 13: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/13.jpg)
1 ] INTRODUCTION In the introduction you will give a short synopsis
of the case. Inform the reader what industry does the
company belongs, what the time of the case, who are the key players, what issue is at hand.
Remember not to reveal any hard facts in the introduction part as they have to be utilized in the upcoming steps.
Usually an introduction would include the following:
![Page 14: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/14.jpg)
Introduction Time of case Industry of operations Time of establishment of company Key People Important dates if any in the case Size of company Main Line of business of the company. Geographic Area (e.g. Region, Country or City in
which operations are being held) Others Remember: NO HARD FACTS.
![Page 15: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/15.jpg)
2 ] A SITUATION ANALYSIS
![Page 16: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/16.jpg)
Elements of Situational Analysis Macro Environmental
Analysis DEEP-LIST Analysis
Industry Analysis Mission Goal Objectives Segment and Target
Market Marketing Mix PLC/CLC/ILC Portfolio Analysis
KSF’s USP’s Market Analysis
Market Share Sales Growth Rates
SWOT analysis Ansoff Matrix Competitive Analysis Financial Analysis Strategic Analysis
![Page 17: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/17.jpg)
The Macro Environment DEEP-LIST analysis
Demographic Ecological Economic Political Legal Informational Social Technological
Give the factors of the above that effect the case only
![Page 18: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/18.jpg)
An Industry Analysis
Porters 5 Forces Model.
![Page 19: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/19.jpg)
IndustryCompetitor
sInternalRivalry
Bargaining Power of Suppliers
Bargaining Power of
Buyer
Threat of Substitutes
Threat of New Entrants
![Page 20: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/20.jpg)
Solutions From Porter’s 5 Forces Model. By analyzing this model you will have to identify
either a industry is Attractive Unattractive Moderate.
Remember these Five forces can have the following effects. Either a force e.g
Bargaining power of suppliers can be HIGHER OR LOWER. If it is Higher, then it is NEGATIVE FOR THE COMPANY. If it is LOWER, then it is POSITEVE FOR THE COMPANY.
So a force that is is Negative A Force that is is Positive for the company. A Force can also have a Moderate (~) effect
![Page 21: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/21.jpg)
IndustryCompetitor
sInternalRivalry
Bargaining Power of Suppliers
Bargaining Power of
Buyer
Threat of Substitutes
Threat of New Entrants(-)
(+)
(~)
![Page 22: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/22.jpg)
Solutions From Porter’s 5 Forces Model. Analysis Continued.
You will evaluate these five forces and see how many are positive, Negative or Moderate.
Then At the end, you will after looking at the positive and negative forces, give conclusion about the ATTRACTIVENESS OF THE INDUSTRY.
Remember that an unattractive industry does not means that profitability will also be Negative.
A company can make profits even in an unattractive industry and vise versa. e.g. Nishat Mills is making a profit, although the
Textile industry of Pakistan is UNATTRACTIVE.
![Page 23: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/23.jpg)
Mission/Goals & Objectives Find any explicit or implicit statement of
the firms mission. Goals and Objectives:
Look for the expressed or implied goals and objectives of the firm
The importance of this is that after your analysis you can have a good picture of either the company is really achieving/following its mission/goals and objectives or not.
![Page 24: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/24.jpg)
Segmentation & Target Market Segments Dealing in:
1. Demographics
2. Geographic
3. Psychographics
4. Media Graphics Define the appropriate Target market that
the firm seeks to pursue. Customer Profiling
![Page 25: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/25.jpg)
Marketing Mix Here you have to give details of the
Marketing Mix. Use the 7 P’s Model.
The 4 Hard P’s The 3 Soft P’s are:
People Processes Physical Evidence
![Page 26: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/26.jpg)
PLC/CLC/ILC ILC: Industry Life Cycle CLC: Company Life Cycle PLC: Product Life Cycle
![Page 27: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/27.jpg)
Telecom Industry (ILC)
CMCC (CLC)
Zong (PLC)
![Page 28: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/28.jpg)
Portfolio Analysis The BCG Matrix
Though this is a portfolio analysis that is meant to analyze different businesses in the entire portfolio, but we will use this model for our product analysis.
Identify where the Product/ Products of the company fall in this matrix.
![Page 29: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/29.jpg)
BCG Framework
?High
Low
High LowMarket share
% of Market growth
![Page 30: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/30.jpg)
KSF This part will identify the KSF’s of the
business or in other words the KEY SUCCESS FACTORS
KSF’s are thing that are important while operating in an industry. Remember you have to list the factors for the industry and NOT the internal company factors.
These are the Key Factors for Success for any business operations in an INDUSTRY.
![Page 31: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/31.jpg)
USP The Unique Selling Preposition helps
identify the main differentiation upon which the company is banking upon.
The USP’s have to be identified so that the Positioning strategy of the company can be analyzed.
![Page 32: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/32.jpg)
Market Analysis Market Share:
Look at Quantitative or Qualitative information that describes the past and current market Share position
Sales Sales Growth rates or Sales figures will be plugged
here. This will help you to analyze the next point.
Growth Rates You will analyze the TRENDS in the patterns of
Growth or Decline of the above two factors.
![Page 33: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/33.jpg)
Competitive Analysis Here you can analyze the Share Analysis of
different competitors or the Product Attribute Analysis
![Page 34: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/34.jpg)
Competitive AnalysisMarket Share, Mind Share, and Heart Share
Market Share Mind Share Heart Share
2000 2001 2002 2000 2001 2002 2000 2001 2002
Competitor A 50% 47% 44% 60% 58% 54% 45% 42% 39%
Competitor B 30 34 37 30 31 35 44 47 53
Competitor C 20 19 19 10 11 11 11 11 8
![Page 35: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/35.jpg)
Product Attribute AnalysisCompetitor A.
Attribute Importance
( L/M/H )
Rating
(1-5)
Impact
Price
Quality
Features
Benefits
Style
Overall Rating:
Remarks:
![Page 36: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/36.jpg)
SWOT ANALYSIS Here look at the
strengths/weaknesses/opportunities/threats Remember
Opportunities and Threats are External Strengths and Weaknesses are Internal.
![Page 37: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/37.jpg)
THE SWOT MATRIX
STRENGTHS
WEAKNESSES
OPPORTUNITIES
THREATS
Convert
Minimize/Avoid
Match Match
Convert
Minimize/Avoid
![Page 38: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/38.jpg)
Quantitative Assessment of Elements within the SWOT Matrix
STRENGTHS
WEAKNESSES
OPPORTUNITIES
THREATS
Size and CapacityExperienceIndividual Benefit
M . I = R3 3 = 93 3 = 92 2 = 4
Away from core valueAdding value to customerMaintain long term focusCertification program Awareness and value
M . I = R-3 3 = - 9-3 3 = - 9-3 2 = -6
-2 2 = -4
A currently untapped marketGrowth & popularity of marketing disciplineField innovationIncreased competition
M . I = R3 3 = 9
3 2 = 62 2 = 42 2 = 4
Business collegesBusiness might notcare about the programOther certification programs
M . I = R-3 3 = - 9
-3 3 = -9-3 2 = -6
![Page 39: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/39.jpg)
![Page 40: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/40.jpg)
Ansoff’s Product-Market Expansion Grid
![Page 41: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/41.jpg)
Financial Analysis. Financial Analysis includes analysis like
Market Share Sales Analysis and Trends. Ratio Analysis Break Even Analysis Analysis of Financial Statements
![Page 42: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/42.jpg)
Market Share Previously you have computed the Market
Share of the Firm and also in the competitive analysis the Shares of competitors
Now you have to give a comparative situation by merging the both the previously done analysis.
Use a Tabular form to do this.
![Page 43: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/43.jpg)
Sales Analysis Here you can use Tables or Graphs to
present the sales analysis of the company and its competitors or substitutes.
Be Creative over here
![Page 44: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/44.jpg)
Ratio Analysis Financial Ratios determine the relationship
between two variables, and with the help of company ratios and industry ratios we can undergo a comparative analysis for the operating of our firms.
![Page 45: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/45.jpg)
Common RatiosCurrent Ratio Current Assets
Current Liabilities
Acid Test Ration or Quick Ratio
Current Assets- Inventory
Current Liabilities
Inventory Turn Over Cost of Goods Sold
Average Inventory
Total Asset Utilization
ROA
Net Sales
Total Assets
Profit Margin On Sales EBIT
Sales
ROI EAT
Total Assets
ROE Net Income
Shareholders Equity
![Page 46: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/46.jpg)
Analysis of Financial Statements
Most commonly three statements are analyzed: Balance Sheet Income statement Cash Flow Statement
![Page 47: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/47.jpg)
Example: Income Statement.Sales 3,600
Cost of goods sold 2,700
Gross Profit 900
Less operating expense:
Selling expenses 40
General & Administrative 60 100Gross Operating revenue 800
Less Depreciation 250
Net operating income 550
Less other expenses 50
EBIT 500
Less Interest expenses 200
Earning Before Tax 300
Less federal and state income tax (40%) 120Earnings After Taxes (EAT) 180
![Page 48: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/48.jpg)
Break Even Analysis Break even point is that level of sales in
either units or sales dollars at which a firm covers all the costs of investing in a project.
It is the level at which total sales revenue just equals the total costs necessary to achieve these sales.
![Page 49: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/49.jpg)
Computing Break Even Three values are required to calculate the
BEP. Selling price per unit Level of Fixed Cost (TFC) Variable cost per unit produced (VC)
![Page 50: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/50.jpg)
Break Even Point.
3500 __
3000 __
2500 __
2000 __
1500 __
1000 __
500 Fixed Cost
50 100 150 200 250 300 350
LOSS
PROFIT
BREAKEVENPOINT
TOTALCOSTS
TOTALREVENUES
UNITS SOLD
SA
LE
S I
n R
s.
![Page 51: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/51.jpg)
Formula For Calculating BEP IN UNITS
Fixed Costs
Contribution Margins
FC
SP- VC
![Page 52: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/52.jpg)
Break Even Point in Dollars
FC .
1 – VC
SP
![Page 53: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/53.jpg)
Break Even Plus Profits.
FC + Profit .
SP- VC
![Page 54: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/54.jpg)
In terms of Sales Dollars
Break Even plus Profits.
FC + P
1 – VC
SP
![Page 55: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/55.jpg)
Over All Work Sheet
![Page 56: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/56.jpg)
Environment Relevant Issues Case Impact
(Favorable/Un fav)
Case Importance
Imp/ Un imp
General EnvtSocial
Economic
Political
Legal
Technological
___________
___________
___________
___________
______________
______________
______________
______________
_____________
_____________
_____________
_____________
Operating EnvtInternational
Suppliers
Competition
Customers
Labor
___________
___________
___________
___________
______________
______________
______________
______________
_____________
_____________
_____________
_____________
Internal EnvtOrganizational
Marketing
Financial
Personnel
Production.
___________
___________
___________
___________
______________
______________
______________
______________
_____________
_____________
_____________
_____________
![Page 57: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/57.jpg)
3] Problem Identification
![Page 58: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/58.jpg)
IDENTIFICATION OF MAIN PROBLEM
Remember to distinguish the Symptoms from the problem!
Problems are identified in terms of Time Impact.
i.e. if the time to solve the problem is less, and if not solved the impact will be very high, it is the Main Problem
![Page 59: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/59.jpg)
IDENTIFICATION OF SUB PROBLEM
Sub Problems have to be identified, so you will only list them over here.
The treatment to the sub problems will be dealt at the last stage of case analysis.
List a maximum of three (3) sub problems over here.
![Page 60: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/60.jpg)
Analyze & Record the Problems & core elements.
Major problem or IssueDescription of Problem or Issue:
____________________________________________________________________________________________________________
Evidence that this is a major problem: Facts: _______________________________Symptoms or other effects: _______________Opinions: _____________________________Assumptions: __________________________
![Page 61: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/61.jpg)
4] Alternatives to the Main Problem Give at least three (3) viable alternatives
over here that can solve the main problem These alternatives can also be your
strategies that you wish to implement.
![Page 62: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/62.jpg)
5 ] EVALUATION OF EACH ALTERNATIVE
Here you have to Evaluate each individual alternative separately.
You will look at the Cost and Benefits of each alternative, or in other words the Pro’s and Con’s.
To do this you will use the following Table.
Alternative #1: ____________________
Pro’s Con’s
1. .
2. .
3. .
1. .
2. .
3. .
![Page 63: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/63.jpg)
6 ] Selection of Best Alternative This is the solution to your problem. Here you will after having performed an
analysis on all the alternatives, select one alternative that: Has more Pro’s then Con’s Solves the problem completely Is your final Solution for the case
![Page 64: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/64.jpg)
7 ] IMPLEMENTATION Implementation means to bring the best suited
alternative to the practical form. Here you will give details in how will you
implement the alternative. Basically you will answer the following:
What to do? When to do it? How to do it? Who will be responsible for the implementation? Costs (if you can give the implementation costs)?
![Page 65: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/65.jpg)
8 ] RECOMMENDATION/S These usually help or rectify all the sub
problems that you have solved. Recommendations can be given in bullet
form or they can be given in paragraph form as well.
You might want to give recommendations to each of the sub problems that the company is facing.
![Page 66: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/66.jpg)
PITFALLS TO AVOID IN SOLVING A CASE.
Common Mistakes that analysts make.
![Page 67: Strategic Marketing](https://reader036.fdocuments.in/reader036/viewer/2022062321/56813256550346895d98dcf5/html5/thumbnails/67.jpg)
PITFALLS TO AVOID IN A CASE. Inadequately Defining the
problem Searching for the answer. Assuming the case away. Complaining of not having
enough information Recommending research or
consultants. Not thinking.
Relying too much on generalizations.
Postulating a different situation
Focusing too narrowly. Abandoning realism Setting up “Straw Man”
alternatives. Rehashing case material Getting discouraged