Summary
Selling profitably to business-to-business companies has become more challenging for vendors as globalisation has dramatically increased sourcing options for buyers. Added to this, the rise in importance of professional procurement departments has restricted sellers' ability to capture value from their products. However, there are cases where sellers have successfully countered this trend by moving negotiations away from product price and into discussions about the unique value their offer creates. And others have constructed innovative charging models to better capture value. Using examples from the mining industry and Michelin tyres, the authors outline five critical steps involved in achieving value extraction.

Summary
Describes the viral success of an online video by Corning, a global glass manufacturer that wanted to reposition itself away from its historical association with Pyrex glass cookware, a brand it sold 15 years ago. 'A Day Made of Glass… Made Possible by Corning' - which offers an engaging view of how the company's glass technologies and products could improve consumers' lives in the future - is nearing 20m views on YouTube. This success has been achieved despite Corning breaking several conventions of online video, namely: length (the film is over five minutes long), branding (the corporate logo is consistently present) and sector (only videos from B2C brands usually generate substantial sharing). The video's unexpected consumer traction required a multi-lingual response strategy from the company in order to answer the many queries it generated from fascinated viewers all around the world. Corning has since followed up with a second video, including an even longer 'unpacked' version with accompanying commentary.

Summary
This paper provides an overview of the global energy industry. The paper gives a snapshot summary, with additional sections on the industry's development, organisation and structure, current conditions and its leading companies and countries. It contains a list of further information sources and reading.

Summary
This paper provides an overview of the ocean energy industry, primarily in the United States. Ocean energy is the energy carried by ocean waves, tides, salinity and ocean temperatures, which is said to be the next hope for replacing the world's reliance upon fuel energy within the next 20 years. The paper gives a snapshot summary of the emerging industry in the US, with additional sections on its development, organisation and structure, current conditions and leading companies. It concludes with a brief section about the industry in other countries ('America and the world') as well as a list of further information sources and reading.

Summary
An entrepreneurial spirit captures the imagination of employees and serves as an engine of innovation, but company structure can restrict it. There are several ways to redesign hierarchies to release the internal entrepreneur and disrupt, in a controlled way, the set of circumstances that are rational, rule-bound and risk-averse. The skill is to avoid a crisis but encourage the situation it might trigger, so that the organisation’s approach becomes emotional, spontaneous, problem-centric, improvisational and courageous. In essence, it’s developing the spirit of fire-fighting without the need for a fire. The trick is to manufacture a surrogate fire that has the same heat but without the collateral damage.

Summary
JP Morgan Cazenove has recently suggested that oil giant BP should split into two companies, separating `upstream' (exploration and production) from `downstream (marketing). The article argues that it would be desirable for all the oil majors to do the same, and that it would have a big impact on shareholder value, especially for the marketing side. Unlike most industries, the two sides are practically independent in the oil industry, and require quite different disciplines. The marketing businesses and assets are huge, but their management issues are always subordinate to the demands of the `upstream'. A demerger would lead to more effective focus on developing the brand and on consumer communications, which currently are often poor (e.g. communication of the reasons for petrol price increases). The consumer brand would also be insulated from reputation damage (e.g. pollution) which is almost always caused by `upstream' activities. Ways in which BP and Shell could easily demerge are suggested.

Summary
This article is essentially a series of research snapshots together with a written overview explaining how and why they were commissioned, and what they broadly signify. In this sense it is a sort of datafile, rather than an interpretative article. The data, from an extensive survey of the UK manufacturing sector conducted for Gallup by Coopers & Lybrand, examines perceived reasons for industrial decline, the factors that limit company performance, competition, future markets, and many indicators of how manufacturers are adjusting and evolving.

Summary
In his speech at the American Association of Advertising Agencies (4A's) Central Region Annual Meeting in 1969, Vice President of Doyle Dane Bernbach, Stefan Blaschke, describes the creative and media strategies used by his agency to overcome the image problem of Olin, the chemical, paper and metal manufacturing company.