Professional Documents
Culture Documents
CH 09
CH 09
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Market-Driven Organizations
Market-Sensing
Centered on customers.
Take an outside-in view of strategy.
Demonstrate an ability to sense market trends.
Market monitoring is frequent and intensive.
Customer-Linking
Possess special skills for creating and managing
close customer relationships.
Special attention is given to the choice of which.
customers to serve collaboratively.
Develop
The appropriate structural linkages.
Information systems.
Management processes.
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Dimensions of Market-Driven Management
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CUSTOMER INTERFACE CORE STRATEGY STRATEGIC RESOURCES VALUE NETWORK
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Core Strategy—Three Elements
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Strategic Resources
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Fulfillment Information
and support and insight
Customer Interface
Pricing Relationship
structure dynamics
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Three Major Levels of Strategy
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A Collective Action Perspective of the Strategy Formulation Process
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New products or services that require customers to dramatically change their
past behavior, with the promise of gaining equally-dramatic new value.
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Cross-Functional Connections Explores the Interrelationships Between
Marketing and Four Business Functions
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