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Miles & Snow framework

• Actions of prospectors, defenders, reactors, and analysers
• Analysers more profitable? Prospectors- more revenue growth?
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FIRM ORIENTATION

High CUSTOMER MARKETING

ORIENTATION ORIENTATION
Propensity
to meet
current REACTIVE DISRUPTIVE
needs Low ORIENTATION ORIENTATION

Low High
Propensity to meet future needs
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The 7 S model
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The innovation cycle

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Portfolio of R&D projects

• Pearls: potential „star“ projects: high probability of success,

high expected reward. We would like many of such projects.
• Oysters: highly speculative projects: low probability of
success, high expected reward. Here the breakthroughs pave
the way for solid payoffs.
• Bread and butter: simple projects, high probability of success,
low expected reward. Often too many of them in the
portfolio, consuming substantial ratio of resources.
• White elephants: low probability of success, low expected
reward; projects that are difficult to kill, often from personal
reasons.
Probability
Low High

Low White Bread &

Expected Elephants Butter
Profitability
High Oysters Pearls
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Intangible assets of companies

Nature of threats in industries (Mcgahan, 2004)

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Category Development Index (CDI)
Brand Development Index (BDI)
Low High

Low
Focus on roots Build the category
‘Building” ‘confirmation”
Focus on usage
imagery
Focus on values
High

‘Enrichment” ‘Restoration”
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Schneider model for culture

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Nonaka’s Knowledge Conversion Matrix

Tacit TO Explicit
Knowledge Knowledge

SOCIALIZATION EXTERNALIZATION
Sharing of tacit knowledge The articulation and
Tacit among individuals and from systematization of tacit into
the organization to the explicit knowledge. Use of
Knowledge
individual metaphor to communicate
tacit concepts

FROM
COMBINATION
INTERNALIZATION A key role of information
Instructions and principles are systems is to combine
Explicit converted into intuition and different units of
Knowledge routines information and other forms
of explicit knowledge
Resource Orchestration process

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