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Wessex News

  • Wessex Chair Noel Capon Welcomes Students to New MIC Beijing EMBA Program as Honorary Dean

    Wessex Chair Noel Capon Welcomes Students to New MIC Beijing EMBA Program as Honorary Dean

    Wessex Press Chair Noel Capon helped kick off the Beijing-based Marketing and Innovation College’s (MIC) inaugural EMBA program recently. MIC is a joint program of Peking University, Ching-hua University in Beijing, and The Open University in England. 

    Professor Capon addressed the incoming class remotely in his role as Honorary Dean of the new program. He encouraged the 40 students to explore areas outside of their expertise to broaden their skills. He also emphasized the importance of forming relationships like those he has built throughout his MBA education and career. 

    He closed with a promise: “I will meet with you in London in two years as you graduate from this inaugural program.”
  • Wessex Press Launches Interactive Capon’s Entrepreneurs Gallery

    Wessex Press Launches Interactive Capon’s Entrepreneurs Gallery

    Even before the onset of COVID-19 challenged — and transformed — the traditional course of education, students were demanding more innovative, interactive approaches to the study of Marketing. With the launch of Capon’s Entrepreneurs Gallery, Wessex Press is meeting the need for an enhanced approach to learning.

    Capon’s Entrepreneurs Gallery is a compendium of video case studies that showcase start-ups. The Gallery is designed to provide Marketing and Sales professors with material to construct class sessions focused on a diverse group of successful entrepreneurial start-ups.

    This new tool focuses on entrepreneurial ventures in response to the shift among students who increasingly are interested in starting their own businesses versus seeking employment exclusively from established organizations.

    “Perhaps this is not so surprising given the great success of highly visible recent start-ups like Airbnb, Apple, Amazon, Facebook, Google and Uber,” said Noel Capon, Wessex Press Chair.

    Capon’s Entrepreneurs Gallery puts the spotlight on 15 entrepreneurial start-ups, ranging from food delivery in New York City to education in Beijing. Each profile includes:

    • Name and location of the featured start-up

    • Founder/CEO

    • Brief description of the organization

    • A link to a 20- to 30-minute video interview with the founder/CEO via a provided code

    • A link to the start-up’s website

    For example, in his Market Strategy class at Columbia University, Professor Capon uses these materials for students to prepare a preliminary market plan so they can learn by doing this important process.

    To access Capon’s Entrepreneurs Gallery, click here



  • Wessex Press book content has been accepted into Scopus

    Wessex Press book content has been accepted into Scopus

    Wessex Press book content has been accepted into Scopus

    Scopus, the global indexing service of Elsevier, has accepted Wessex Press as a book content partner for its abstract and citation database. For such purpose, we recently signed an agreement.

    Scopus is the largest abstract and citation database, curated by independent subject matter experts. Scopus  includes more than 81 million records, 24,600 titles (e.g. peer-reviewed journals),  257,000 books, covering content from 7,000 publishers. Scopus indexes content that is vetted rigorously and selected by an independent review board of experts in their fields.

    Wessex was accepted after being evaluated by Scopus experts who determined the portfolio of books meets stringent Scopus selection criteria, including quality of the content, size and subject area of the portfolio, and reputation and impact of the publisher.   

    Wessex Press Chair Noel Capon added: “We’re honored to be included in this highly respected abstracting database and look forward to a productive partnership.”

    Each book that Scopus indexes must meet the selection criteria. Wessex books deemed in scope will be covered in Scopus.

    For more information on Scopus, click here:  https://www.elsevier.com/solutions/scopus

  • Wessex Press Chair Noel Capon Published in Harvard Business Review: “When CEOs Make Sales Calls”

    Wessex Press Chair Noel Capon Published in Harvard Business Review: “When CEOs Make Sales Calls”

    Drawing on his extensive experience in Sales and Marketing, Wessex Press Chair Noel Capon co-authored an article featured in the March-April 2021 issue of Harvard Business Review.

    The HBR article, “When CEOs Make Sales Calls,” explores how top-management involvement in B2B relationships can drive -- or kill – deals, by boosting revenue and strengthening ties, or by damaging and even destroying relationships.

    https://hbr.org/2021/03/when-ceos-make-sales-calls 


    HBR: “When CEOs Make Sales Calls”

    Professor Capon and co-author Christoph Senn describe five distinct roles that senior executives play when they interact with their most important customers:

    • Hands-off
    • Loose cannon
    • Social visitor
    • Dealmaker
    • Growth champion

    The authors explore the risks and rewards of each type of interaction, and the impact each has on business performance. They make the case for why CEOs should commit to becoming truly customer-centric as an essential driver of growth and success.  

    “Top executives need to move this off of their to-do lists and put it into action,” says Capon, who also is R.C. Kopf Professor of International Marketing at Columbia Business School, and a member of the board of directors of the Strategic Account Management Association (SAMA).

    Professor Capon and Senn, a co-director of the Marketing and Sales Excellence Initiative at INSEAD, based their article on 30 executive education workshops they conducted from 2012-2018 with 515 strategic and global account managers in New York, Rotterdam, St. Gallen (Switzerland), and Singapore. 

    SAMA webinar: Does Top Management Help or Hinder Strategic Account Management? 

    Professor Capon also discussed his recently published HBR article at a SAMA webinar: “Does Top Management Help or Hinder Your Strategic Account Managers?”

    Does Top Management Help (or Hinder) Your Strategic Account Managers (VIDEO LINK) 


    In the webinar, he stressed that senior managers can be extremely effective in supporting key strategic account managers, but only if their involvement is well-designed.

    No matter how well-intentioned, uncontrolled senior management involvement can have negative consequences on a key account. He recommends assessing senior management involvement regularly so any necessary adjustments can be made.  

    To access the HBR article and the SAMA webinar, please click on the links below:

    https://hbr.org/2021/03/when-ceos-make-sales-calls 

    Does Top Management Help (or Hinder) Your Strategic Account Managers (VIDEO LINK)