Skip to content
Description
By: George S Day
For forty years managers have been exhorted to "stay close to the customer and ahead of the competition." And with good reason Research now shows that market driven organizations outperform their rivals. Given the obvious benefits, why do so many companies fail to become market driven? Because their internal processes, structures, incentives, and controls get in the way, says George Day, one of the world's leading authorities on mar keting Strategy. Building on his pathbreaking book Market Driven Strategy and a decade of experience in coaching firms to deliver superior customer value, Day presents for the first time a battle tested hame work for creating the market-driven organization.
In eminently readable prose, Day argues that in successful market driven organizations, three key elements -- capabilities, culture, and configuration -- are aligned to the market. Day explores the distinctive market sensing and market relating capabilities that are at the heart of the market-driven companies. He draws on examples of such market-driven firms as Intuit, Wal-Mart, Virgin Airlines, Disney, and Gillette to illustrate how intimate knowledge of their customers and markets gives these firms a powerful advantage over rivals. By contrast, Day shows how failure to align the organization to the market can result in such mishaps as IBM's loss of leadership of the computer market or Motorola's stumble in shifting from analog to digital cellular phone systems.
Using case studies of Owens Corning, Sears, and the Eurotunnel, Day provides a concise roadmap to managers who want to strengthen the orientation of their organizations to the market. He concludes with a detailed diagnostic questionnaire to help managers assess their own progress Here at last are all the insights and tools necessary to construct a company with superior skills for understanding, attracting, and keeping valuable customers.
For forty years managers have been exhorted to "stay close to the customer and ahead of the competition." And with good reason Research now shows that market driven organizations outperform their rivals. Given the obvious benefits, why do so many companies fail to become market driven? Because their internal processes, structures, incentives, and controls get in the way, says George Day, one of the world's leading authorities on mar keting Strategy. Building on his pathbreaking book Market Driven Strategy and a decade of experience in coaching firms to deliver superior customer value, Day presents for the first time a battle tested hame work for creating the market-driven organization.
In eminently readable prose, Day argues that in successful market driven organizations, three key elements -- capabilities, culture, and configuration -- are aligned to the market. Day explores the distinctive market sensing and market relating capabilities that are at the heart of the market-driven companies. He draws on examples of such market-driven firms as Intuit, Wal-Mart, Virgin Airlines, Disney, and Gillette to illustrate how intimate knowledge of their customers and markets gives these firms a powerful advantage over rivals. By contrast, Day shows how failure to align the organization to the market can result in such mishaps as IBM's loss of leadership of the computer market or Motorola's stumble in shifting from analog to digital cellular phone systems.
Using case studies of Owens Corning, Sears, and the Eurotunnel, Day provides a concise roadmap to managers who want to strengthen the orientation of their organizations to the market. He concludes with a detailed diagnostic questionnaire to help managers assess their own progress Here at last are all the insights and tools necessary to construct a company with superior skills for understanding, attracting, and keeping valuable customers.
You may also like
Top Trending
Dog Man 14: Dog Man: Big Jim Believes: A Graphic Novel (Dog Man #14)
Sale priceHK$85.00
Regular priceHK$150.00
In stock
Press Start! #17 The Super Jump Between Worlds! (Branches)
Sale priceHK$55.00
Regular priceHK$98.00
In stock
Darkstalker: A Graphic Novel (Wings of Fire: Legends Graphic Novel)
Sale priceHK$99.00
Regular priceHK$154.00
In stock
Harry Potter #4 and the Goblet of Fire (Interactive Illustrated Edition)
Sale priceHK$299.00
Regular priceHK$630.00
In stock
InvestiGators: Agents of S.U.I.T. #02: From Badger to Worse
Sale priceHK$79.00
Regular priceHK$99.00
In stock
Percy Jackson and the Olympians 5 Book Paperback Boxed Set (w/poster)
Sale priceHK$288.00
Regular priceHK$450.00
In stock
InvestiGators: Agents of S.U.I.T. #03: Wild Ghost Chase
Sale priceHK$69.00
Regular priceHK$140.00
In stock
Dragon Masters #29 (正版) Magic of the Wizard Dragon (Branches) (Tracey West)
Sale priceHK$48.00
Regular priceHK$69.00
In stock