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Demand Management Best Practices: Process, Principles and Collaboration by George Palmatier, Colleen Crum

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ROLE OFTECHNOLOGY

An interesting phenomenon occurs with information technology. Companies invest millions of dollars in computer hardware and application software. Technology users, however, eschew these powerful tools for the spreadsheet — technology in one of its simplest and least expensive forms. Executives are disappointed that the anticipated performance improvements and financial benefits from their technology investments are not achieved.

One cause of the phenomenon is that executives all too often are looking for the Holy Grail — a one-step solution to their companies’ performance problems. They look to technology more than people ...

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