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

Buck Rodgers (Author), Robert L. Shook (Author)

Editorial Reviews

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.

Product Details

• Hardcover: 235 pages
• Publisher: Harpercollins; First Edition edition (August 1988)
• Language: English
• ISBN-10: 0060155221
• ISBN-13: 978-0060155223
• Product Dimensions: 9.3 x 6.5 x 1 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #1,320,391 in Books (See Top 100 in Books)

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Most Helpful Customer Reviews

4 of 4 people found the following review helpful

4.0 out of 5 stars A worth reading book for managers February 4, 2002

By Ravindra Gupta

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.