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Review

This game-changing book is filled with compelling real world examples, including from inside Intuit. Jobs Theory has had --and will continue to have ---a profound influence on Intuit’s approach to innovation. It just might change yours, too. (Scott Cook, Co-founder & Chairman of Intuit)Clayton Christensen’s books on innovation are mandatory reading at Netflix. (Reed Hastings, Co-founder and CEO of Netflix)Competing Against Luck offers fresh thinking on how to get innovation right. Clayton Christensen and his coauthors offer a compelling take on how to truly understand customers by the progress they’re seeking to make in their lives. Bravo! (Muhtar Kent, CEO of The Coca-Cola Company)Clay Christensen and his co-authors have presented critical business thinkers and doers with a breakthrough theory that will change how leaders approach innovation by reverse engineering from a high value and focused customer job to be done. I have read it cover to cover--and will ask my top team to do the same. (Ron Frank, IBM)[Competing Against Luck] will likely become part of the thoughtful founder’s strategy arsenal. True to its unpretentious name, jobs theory is disarmingly simple… “What job is our customer trying to accomplish?” stands as one of those great business questions that companies deploy to stimulate creative juices at the start of meetings. But Competing Against Luck doesn’t just introduce a tool, it also lays out a program. (Inc. Magazine)The Theory of Jobs to Be Done has the essential trait of any good management theory: Once explained, it seems glaringly obvious. (Philip Delves Broughton, Wall Street Journal)In an age of big data and hyper segmentation, Christensen’s thinking is refreshing and clarifying. This book will relieve you of tired marketing conversations and invite you into worlds of new and ultimately, defining possibilities. Competing Against Luck is a must read for anyone working on developing or sustaining a distinctive brand. (Maureen Chiquet, former CEO of Chanel and author of forthcoming Beyond the Label)As a long-time fan of Clay Christensen, I was eager to read Competing Against Luck -- and it didn’t disappoint. This book has the potential to change the way you view innovation. Engaging and well-written, Christensen and his co-authors caused me to stop and really think about how Khan Academy is growing. I highly recommend it. (Sal Khan, Founder & CEO, Khan Academy)

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From the Back Cover

How do leaders know how to grow? How can they create products that they are sure customers want to buy? Can innovation be more than a game of chance? The foremost authority on innovation and growth, Harvard Business School professor Clayton Christensen and his coauthors Taddy Hall, Karen Dillon, and David S. Duncan have the answer. A generation ago, Christensen revolutionized business with his groundbreaking theory of disruption—a way to predict how competitors will respond to different types of innovation. In this book he examines the other side of the puzzle: what causes growth, and how to create it.After years of research, Christensen, Hall, Dillon, and Duncan have come to one critical conclusion: our long-held maxim—that the crux of innovation is knowing more and more about the customer—is wrong. Customers don’t simply buy products or services; they “hire” them to do a job. Understanding customers does not drive innovation success, the authors argue. Understanding customer jobs does. The “Jobs to Be Done” approach can be seen in some of the world’s most respected companies and fast-growing startups, including Amazon, Intuit, Uber, and Airbnb to name just a few. But this book is not about celebrating these successes—it’s about predicting new ones. Christensen and his coauthors contend that by understanding what causes customers to “hire” a product or service, any manager can improve their innovation track record, creating products that customers not only want to hire, but that they’ll pay premium prices to bring into their lives. Jobs theory offers new hope for growth to companies frustrated by their hit-or-miss efforts.This book carefully lays down the authors’ provocative framework, providing a comprehensive explanation of the theory, why it’s predictive, and, most important, how to use it to improve innovation in the real world.

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Product details

Hardcover: 288 pages

Publisher: HarperBusiness; 1 edition (October 4, 2016)

Language: English

ISBN-10: 0062435612

ISBN-13: 978-0062435613

Product Dimensions:

6.3 x 1 x 9.2 inches

Shipping Weight: 1 pounds (View shipping rates and policies)

Average Customer Review:

4.5 out of 5 stars

163 customer reviews

Amazon Best Sellers Rank:

#10,219 in Books (See Top 100 in Books)

The crux of success in innovation is adoption. We may think we know what our customers will like, but more often than not, we are surprised and dismayed when we watch our “innovative” product or service flounder after launch.The odds of creating exactly the right product or service to disrupt a vulnerable incumbent are probably less than 25%. Failure is expensive as it comes late in the development cycle after the investment of time, energy and money.Best-selling author and Harvard professor Clayton Christensen provides answers and a solution in “Competing Against Luck” which comes after two decades of research where he carefully and inductively observed people who bought and sold things. What is the customer trying to do with the purchase? Why does the seller think the customer needs the product?He found a big disconnect… and the answer to why adoption is often not achieved. He also found a solution. He urges readers to abandon the old way of framing customer’s needs and look at the customer through a new lens with one question, “What is the customer hiring the product to do? What is the job?”“The fundamental problem is that companies accumulate masses of data that are not organized in a way that enables them to reliably predict which ideas will succeed. But none of the data tells you why customers make the choices they do."Now with “Competing Against Luck,” Christensen offers a paradigm change, “The Jobs Theory,” that provides a new lens and a discovery mindset that will help innovators (and investors) answer one of the most important questions that has bedeviled us for decades: is innovation inherently a question of luck? With this new tool, the answer is no.In Section 1, “An Introduction to Jobs Theory,” he defines “what is a job?” and goes on to put meat on the bone by explaining what is not a job, how can we discern a job and what are the theory’s limits.”To understand a job, it is critical to understand what “progress” is for the customer. A job is defined “as the progress that a person is trying to make in a particular circumstance.” It’s key to why choices are made. It represents movement.Circumstance is fundamental to finding a solution. Where are you? Who are you with? While doing what? What were you doing ½ an hour ago? What are you doing next? What social or cultural or political pressures are exerting influence?Social and emotional needs can far outweigh any functional desires. Who will I trust to take care of my children? The old ways of organizing - centered on product attributes, customer characteristics (lifestage, financial status, etc.), trends and competitive response - are insufficient.In contrast to what is normally baked into today’s customer research, neither product/service cost nor efficiency are a core element to defining a job. Also, Christensen notes from his research that new products succeed not because of the features and functionality they offer but because of the experiences they enable. When you enable the right experience for your customer, they will pay a premium price.Section 2 gets at the nuts and bolts of how to apply the theory. The author challenges us to uncover jobs to be done in our own life. Look for opportunities in non-consumption, identifying workarounds, zoning in on things we do not want to do and spotting unusual uses of products.While it is important to listen to the customer, you have to listen to hear what your customers don’t say. “Rarely can the customer articulate the requirements accurately or completely – their motivations more complex in their pathways to purchase more elaborate than they can describe. What they hire – and equally important, what they fire – tells a story.” Steve Jobs was famously known for listening to what was not said.Southern New Hampshire University, which has become a national leader in online education, sought answers to these questions when trying to ascertain “what they were being hired to do”: What are the experiences customers seek in order to make progress? What obstacles must be removed? What are the social, emotional and functional dimensions?In Section 3, Christensen outlines how one can create a Jobs focused organization. There are many critical elements. One is metrics. What gets measured gets done. Creating the right metrics is hard but important. Companies get focused on revenue instead of delivering the customer benefit. We can consider metrics like “how much time do we save this customer? Do we improve their cash flow?” He notes that Amazon focuses on when orders are delivered not when they are shipped.He goes on to note the problems of the old frame. Engineers and operators have focused on the product specification rather than the “job specification.” As a result, the organization has overweighted the value of its technology and underweighted the downstream applications of that technology to solve customer problems that enable their desired progress.There is a lot in “Competing Against Luck” to unpack. Just keep in mind that Christensen’s Jobs Theory was developed not to explain past successes but to help us increase the predictability of new ones. Identifying and understanding the job is only the beginning. Having empathy for the customer so we can create the right set of experiences in solving the job- is the key. It is easier for competitors to copy products but it is difficult for them to copy experiences that are well integrated into your offering.Should you buy this book?…that depends on the progress you seek and the job that needs to be done. By digging in and applying this new lens, you can cede luck to your competitors and leave them in the dust.Some afterthoughts:• NetFlix was hired to provide entertainment anywhere, anytime with control over time without a penalty.• Why didn’t Hertz come up with the Zipcar?• Why didn’t Kodak excel in digital photography?• Why is Sports Illustrated being fired for ESPN?• Why is Amazon buying Whole Foods?

In 1995 the term “disruptive innovation” was coined by Harvard Professor, Clayton Christensen to describe how certain types of innovation change industries. But this is rare. Most innovation doesn’t amount to much, and fizzles out despite extensive quantitative research and Herculean advertising efforts.In this book, Christensen et al, offer a simple but profound insight which they call the ‘Theory of Jobs to Be Done.’ The purpose of this insight is to shed light on why people adopt an innovation in large enough numbers to make it a success, and how to identify innovations that will be adopted.‘The job to be done’, they assert is the causal mechanism for successful innovation. Using this insight enables companies not only to create but also to predict new innovations that will succeed. Phrasing the innovation in this manner allows for a deep understanding of the customers’ need at a more profound level.To introduce this concept, the authors describe (among other examples,) the “job of a milkshake.” Why would someone “hire” a milkshake? What “job” is the milkshake expected to perform? “We all have jobs we need to do that arise in our day-to-day lives and when we do, we hire products or services to get these jobs done,” the authors explain.If you can answer this question, increasing sales is far more likely to be useful than doing taste tests, demographic surveys and purchase studies.When looking for an answer to this question (an actual case), the researchers were surprised to find that an oddly high number of milkshakes were sold before 9:00 a.m. to people who came to the fast-food restaurant alone. Doing taste tests, demographic surveys and purchase studies would not yield the quality of information that came from asking this question: “Excuse me, please, but I have to sort out this puzzle. What job were you trying to do for yourself that caused you to come here and hire that milkshake?”It turned out that they had long and boring rides to work and needed something to keep the commute interesting. Coffee doesn’t do the job well because it gets cold too quickly, eating bananas makes you feel too full, but hiring a milkshake does the job well. It is thick enough to sip, lasts long enough, and remains pleasurable through the journey.Approaching the study from the ‘job to be done’ perspective is quite different to fast-food restaurants asking a patron to give feedback in one of its customer surveys to the question: “How can we improve this milk shake so you buy more of them?” A single dad coming to a restaurant with his young son would answer the survey very differently to the same man when he buys a milkshake for his morning commute. The milkshake is hired for very different jobs, in two very different circumstances.So how can one identify innovative opportunities if compiling data-rich models only makes businesses “masters of description but failures at prediction”? “We believe Jobs Theory provides a powerful way of understanding the causal mechanism of customer behaviour, an understanding that, in turn, is the most fundamental driver of innovation success,” the authors explain.So how is Jobs Theory to be applied so that you create products that customers will not only want to buy, but will even be willing to pay premium prices for? Simply put, customers don’t buy products or services: they pull them into their lives to resolve highly important, unsatisfied jobs that arise.Jobs are never simply about the function of the service or product. The circumstance is central to their definition, not customer characteristics, product attributes, new technology, or trends. Just think of how you would hire a baby-sitter – who would you trust with your children?“It’s important to note that we don’t ‘create’ jobs, we discover them,” the authors explain. This is a 180 degree shift from viewing innovation as creating what no-one has ever seen before, and then trying to stimulate a need.Jobs can be discovered in many ways. One is just watching the customers you do—and don’t—already have, and looking for the job that they want done. Do many DIY customers in your hardware store need technical assistance?You can also learn much about a Job to Be Done from people who aren’t hiring any product or service to do the Job. Airbnb reports that 40% of their “guests” say they would not have made a trip at all, or would have stayed with family, if Airbnb didn’t exist. As such, Airbnb is not in competition with hotels. There may be an entirely new growth opportunity right in front of you.Are people creating ways of working around a problem or just compensating for it? Banking giant ING saw the segment no bank wants, low net-worth individuals, who want a simple, inexpensive banking facility. They were being chased away by high banking charges and other barriers. ING created ING Direct that has no deposit minimums, is fast, convenient, and secures your money. Of course, you won’t see workarounds if you’re not fully immersed in the context of the consumers’ struggle.There are probably more jobs people do not want to do than jobs they want to do. Negative jobs are often the best innovation opportunities. Because most people don’t want to go to the doctor if they don’t have to, there are now more than a thousand MinuteClinic locations inside CVS pharmacy stores in thirty-three states in America.Innovation can also be identified in the unusual use of products. NyQuil had been on the market for decades as a cold remedy, but some consumers were using it to help them sleep, even when they weren’t sick. This led to ZzzQuil, which offers a good night’s sleep without the other active ingredients consumers didn’t need.Growth can be found where none seems possible. It is dependent on knowing what to look for, and the question to be asked: What is the Job here?There are gems in this easy-to-read book, with many examples of every point they make. No matter your line of work, this is a clever way to look for new business, but it must be done carefully and slowly.Readability Light -+--- SeriousInsights High +---- LowPractical High -+--- Low*Ian Mann of Gateways consults internationally on leadership and strategy and is the author of Strategy that Works.

Clay Christensen once again demonstrates why he is the preeminent authority on innovation. His Jobs Theory is applicable as a method to critically think about why consumers buy ("hire") products and services, and why they switch ("fire"). Jobs Theory forces the providers of products and services to get into the mind of the customer.

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Competing Against Luck: The Story of Innovation and Customer Choice, by Clayton M. Christensen Karen Dillon PDF

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Free Ebook PeopleSoft PeopleTools: Mobile Applications Development (Oracle Press)

Free Ebook PeopleSoft PeopleTools: Mobile Applications Development (Oracle Press)

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About the Author

Jim J. Marion is an AICPA Certified Information Technology professional who works as a principal sales consultant at Oracle. He is the author of the Oracle Press book, PeopleSoft PeopleTools Tips & Techniques. Jim is an international presenter of PeopleTools development topics at conferences such as Oracle OpenWorld, UKOUG events, HEUG’s Alliance, Quest's IOUG, and OAUG’s Collaborate. Sarah K. Marion is an English major with more than 20 years of experience working in education and 12+ years' professional experience in technology and publishing. She has a background in curriculum development and public speaking.

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Product details

Series: Oracle Press

Paperback: 496 pages

Publisher: McGraw-Hill Education; 1 edition (October 13, 2015)

Language: English

ISBN-10: 0071836527

ISBN-13: 978-0071836524

Product Dimensions:

6 x 0.5 x 8.9 inches

Shipping Weight: 1.4 pounds (View shipping rates and policies)

Average Customer Review:

4.7 out of 5 stars

4 customer reviews

Amazon Best Sellers Rank:

#227,828 in Books (See Top 100 in Books)

Once again, Jim Marion has delivered the go to reference guide for PeopleSoft development. It covers everything from introductory topics to advanced in an easy to understand, building block type of approach. If you are thinking of getting your feet wet with Fluid UI development, trust me, you need this book on your shelf. Highly recommended.

Great resource for Peoplesoft development. I previously purchased this authors book on tips and tricks of Peoplesoft development and have found both books very useful

Great book

There is no CD attached with this book. Besides that the book is ok. May it helps me ...

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Ebook Finanzas para Emprendedores (Spanish Edition)By Florencia Roca

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• Sales Rank: #430343 in eBooks
• Published on: 2013-12-27
• Released on: 2013-12-27
• Format: Kindle eBook

About the Author
Florencia is the Director of the Finance Department at UFM's Business School, in Guatemala. She holds a Ph.D. degree in finance from Universidad del Cema, Argentina, and a Certificate in Management from M.I.T. Her research and teaching interests include entrepreneurial finance, investments' risk and value-based management. She is the author of "Finanzas para emprendedores" (2011), and currently teaches MBA courses at Swiss Management Center (Zurich), Online de Madrid Manuel Ayau (Spain) and Fundación Libertad (Argentina).

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Two Alpha shifters join together to lead their pack and build a family.

Commitment, loyalty, and strength aren’t enough to make Wesley Stone’s birth pack accept an Alpha with a physical imperfection, even if it’s a meaningless mark. Putting the safety of his pack above his own wellbeing, Wesley trades himself for another Alpha and agrees to mate with a stranger in a mysterious, insular pack.

Alphas from Jobe Root’s family have led the Red River pack from the first day shifters walked the earth. Now the time has come for Jobe to fulfill his destiny, but to do that, he needs his mate by his side. Spiritual, easygoing Jobe reveres Mother Nature and trusts in fate, yet he can’t help being nervous about how his mate will react to his new life in Red River, his new life with Jobe.

Two Alphas with contrasting personalities, different upbringings, and divergent beliefs come together for the good of their packs. But to stay together, Wesley and Jobe must see beyond the surface and embrace every facet of themselves and their union.

Word count: 38,150

• Sales Rank: #33954 in eBooks
• Published on: 2016-01-19
• Released on: 2016-01-19
• Format: Kindle eBook

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Ebook Download All the Leader You Can Be: The Science of Achieving Extraordinary Executive PresenceBy Suzanne Bates

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The book that cracks the code on executive presence: what it is, why it matters, and how you can achieve it.

 

You know it when you see it. That rare combination of qualities that makes a truly great leader. Until now, executive presence has been hard to define and even harder to develop. But after years of extensive research, executive coach and bestselling author Suzanne Bates and her team have identified the 15 traits you need to be all the leader you can be.

 

Using the research-based, scientifically-grounded Bates Executive Presence Index―Bates ExPI™―you can assess your ability to influence results and maximize your impact, scientifically and systematically. With this proven approach, you can:

 

* Develop your presence in and out of the boardroom

* Engage, inspire, align, and move others to act and succeed

* Strengthen teams, drive change, and lead with incredible confidence

* Make a real and lasting impact on your company, your career, and your life

 

Bates’ groundbreaking approach to enhancing executive presence is not a one-size-fits-all plan. Since every leader is different, the book shows you how to measure your individual qualities using a three-dimensional model of your character, substance, and style. You’ll discover how perceptions of 15 distinct facets of your leadership style, such as authenticity, integrity, composure, vision, and intentionality, are proven to help you drive results. . You’ll learn how to leverage your strengths, improve your weaknesses, and develop an executive presence that is uniquely your own.

 

Whether you’re taking on a new executive position, facing new and exciting challenges, trying to build better and stronger team, or developing new emerging leaders within your organization, All the Leader You Can Be has all the guidance you need to achieve extraordinary executive presence.

 

 

• Sales Rank: #7138 in Books
• Published on: 2016-03-08
• Original language: English
• Number of items: 1
• Dimensions: 9.10" h x 1.20" w x 5.90" l, .0 pounds
• Binding: Hardcover
• 304 pages

From the Back Cover

“Through a scientifically-grounded approach, they’ve identified the core elements of 'executive presence;' and through a clarifying set of illustrations, they’ve made it attainable.”

--Robert B. Cialdini, author of Influence

  

“All the Leader You Can Be is a clear, candid, and research-based look at what it takes to become a great leader. Bates has written a heretofore unseen definitive resource on what executive presence is and how to achieve it!”

--­ Marshall Goldsmith is the #1 New York Times bestselling author of Triggers, MOJO and What Got You Here Won’t Get You There

 

“Bates has codified executive presence.  Her 3 domains and 15 dimensions of leadership behavior will help leaders recognize, assess, and improve their ability to lead.”

--Dave Ulrich, Rensis Likert Professor, School of Business, University of Michigan Partner, RBL Group

 

"All the Leader You Can Be deftly translates the ‘you know it when you see it’ aspects of leadership and executive presence into specific behaviors and attributes that can be identified and measured - the pathway to change.   The book demystifies a ‘black box’ area of leadership development by defining tools for success that are accessible to all."

--Lisa G. Bisaccia, EVP & Chief Human Resources Officer, CVS Health

 

"Too many workers are thrown into leadership roles with absolutely no idea of what it takes to be even a mediocre leader, let alone a great one.  The Bates Model of Executive Presence will help readers learn, evaluate and constantly improve their leadership skills."  

--Bill Capodagli and Lynn Jackson, authors of The Disney Way

“In this book, Suzanne Bates clearly defines in tangible and easy to understand concepts the elements of leadership presence and how to apply it.  The Bates model brings clarity to the focus of executive presence and offers a definition and application grounded in research.  If you read one book on leadership and leadership presence – this is THE one!”

-- R. Matt Davis, Corporate Vice President, Global Public Affairs & Government Affairs, The Dow Chemical Company

 

“If you aspire to become an outstanding leader, this book is a must read. All the Leader You Can Be is a blueprint for building specific qualities all leaders need to establish an executive presence that will drive successful business results for their organization.”

--Tom Massey, author of The ABC’s of Effective Leadership

 

About the Author

Suzanne Bates is a CEOcoach, author, Certified Speaking Professional (CSP), former award-winning television news anchor, and CEO of Bates Communications, Inc. Her books include the bestselling Speak Like a CEO, Motivate Like a CEO, and Discover Your CEO Brand.

 

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Download Ebook The Infidelity Online Workbook: An Effective Guide to Rebuild Your Relationship After a CyberaffairBy Dr. Kimberly Young

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• Sales Rank: #308109 in eBooks
• Published on: 2010-10-25
• Released on: 2010-10-25
• Format: Kindle eBook

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Download PDF The Three Kingdoms, Volume 3: Welcome The Tiger: The Epic Chinese Tale of Loyalty and War in a Dynamic New Translation (with Footnotes)B

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The Three Kingdoms is an epic Chinese novel written over six centuries ago. It recounts in vivid historical detail the turbulent years at the close of the Han Dynasty, when China broke into three competing kingdoms and over half the population were either killed or driven from their homes. Part myth, part fact, readers will experience the loyalty and treachery, the brotherhood and rivalry of China's legendary heroes and villains during the most tumultuous period in Chinese history.

Considered the greatest work in classic Chinese literature, The Three Kingdoms is read by millions throughout Asia today. Seen not just as a great work of art, many Chinese view it as a guide to success in life and business as well as a work that offers great moral clarity—while many foreigners read it to gain insights into Chinese society and culture. From the saga of The Three Kingdoms, readers will learn how great warriors motivate their troops and enhance their influence, while disguising their weaknesses and turning the strengths of others against them.

This third volume concludes the tale of Liu Bei and his sworn brothers-in-arms, Zhang Fei and Guan Yu, whose loyalty and fidelity are sorely tested in a society at war for its very survival.

• Sales Rank: #283461 in Books
• Published on: 2014-05-27
• Released on: 2014-05-27
• Original language: English
• Number of items: 1
• Dimensions: 8.00" h x 1.20" w x 5.13" l, .95 pounds
• Binding: Paperback
• 512 pages

Review
"The Three Kingdoms is considered the ultimate book on strategy, offering keen insights into Chinese culture. Ron Iverson's effort is a great contribution to the understanding of Chinese culture and history." —Xinmin Wang, former Consul for Cultural Affairs for the PRC and advisor to the President of China

"This translation faithfully conveys a native Chinese-speaking person's understanding of this most influential and famous Chinese book. To translate this Chinese classic into modern English is a challenging and difficult job for any language translator. However, this joint effort by Yu Sumei and Ronald Iverson has met the challenge." —Hua Xin, former advisor and translator for IBM China

"One of the greatest and best-loved works of popular literature." —Dictionary of Oriental Literatures

About the Author
Ron Iverson first visited China in 1984 as the personal representative of the Mayor of Chicago as part of a Sister Cities program. For the past 30 years he has continued to regularly visit China and has founded joint business ventures with Chinese partners and taught Business Strategy at Tongji University in Shanghai. He also personally arranged the first ever exhibition of Forbidden City artifacts from the Palace Museum in Beijing to tour the US. Early in his visits to China, Iverson discovered The Three Kingdoms and came to realize the enormous cultural significance the Chinese people place in the book. Believing that one needed to be familiar with the principles revealed in the book in order to find business or political success in China, and being dissatisfied with existing translations, Iverson decided to fund and edit a new translation aimed towards delivering the thrill of a contemporary novel while imparting understanding of a key aspect of Chinese culture.

Yu Sumei is a professor of English at East China Normal University. She has translated several English language books into Chinese and is the first native Chinese speaker to translate The Three Kingdoms into English. She invested a total of two years into working on this new translation of The Three Kingdoms, spending the time on sabbatical in New York with her daughter, who typed the translation out as she completed it.

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