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IBM Way: Insights into the World's Most Successful Marketing Organization [Hardcover]

Buck Rodgers , Robert L. Shook


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Product Details

  • Hardcover
  • Publisher: HarperCollins Canada / Non-Fiction; Reissue edition (Jan. 22 1986)
  • Language: English
  • ISBN-10: 0060155221
  • ISBN-13: 978-0060155223
  • Product Dimensions: 23.6 x 16.5 x 2.5 cm
  • Shipping Weight: 544 g
  • Amazon Bestsellers Rank: #2,466,107 in Books (See Top 100 in Books)

Product Description

From Publishers Weekly

Retired IBM marketing director Rodgers is almost evangelical in extolling the computer firm's employee-incentive, quality-minded, customer-oriented policies. These, he maintains, have brought IBM billions in worldwide sales and helped the corporation weather technological revolutions and competition. With a company policy of full employment, in-depth training and promotion from within, and backed up by a service and supply network that wins Rodgers's praise, IBM sales reps provide customers with a virtually permanent after-installation "partnership," which includes application, maintenance and new uses for IBM equipment. This is a wide-ranging, if excessively boosterish, inside look at a major player in the saga of American enterprise. 50,000 first printing; $50,000 ad/promo; First serial to Success; Fortune Book Club and Executive Program selections; BOMC alternate; author tour. January 22
Copyright 1985 Reed Business Information, Inc.

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 3.7 out of 5 stars  3 reviews
4 of 4 people found the following review helpful
4.0 out of 5 stars A worth reading book for managers Feb. 4 2002
By Ravindra Gupta - Published on Amazon.com
Format:Hardcover
THE IBM WAY is a book by Buck Rodgers, VP marketting of IBM. This is a must read book for all professionals, who want to enter into the field of marketting, human relations or other processes, as managers in future. It tell us the inside story about the building blocks which laid the firm foundation of the Big Blue, which is IBM, today, the world's one of the largest company. Buck Rodgers has poured all his experience with IBM in this book. The book describes the IBM's journey over so many years starting from the scratch and reaching at the top. Buck has quoted various incidences from his life in IBM, which educate a reader about the basic human relations principles. For marketting persons, it proves as a guide on crisis management.
3.0 out of 5 stars An interesting read, but... July 14 2014
By Matt Wills - Published on Amazon.com
Format:Hardcover
...hardly relevant to today's IBM.

Simply put, it is no longer Tom Watson's IBM. So many of the things that once encouraged employee loyalty (a/k/a "bleeding blue") no longer exist.
4.0 out of 5 stars It Remains Relevant May 26 2014
By Edward J. Barton - Published on Amazon.com
Format:Hardcover|Verified Purchase
This is obviously not on the best seller list - being nearly 30 years old and IBM having gone through a complete transformation in the years immediately after Buck left. That gives this very relevant book a bad rap. As the son of IBM'ers, and growing up in the IBM town of Endicott, NY, I had a chance to see the rise, fall and rebirth of this company first hand. While tames have changed, the principles espoused in this book did not lead to IBM's downfall. If anything, many of them, ingrained in the DNA of the company, allowed Louis Gerstner to leverage the foundational principles and get IBM to respond to a change in technology and environment that doomed companies like Unisys and Wang.

The principles of integrity, customer focus, respect and balance resonate as loudly today as they did 30+ years ago when Buck roamed the halls in Armonk. Still worth the read.

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