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The Market Driven Organization: Understanding, Attracting, and Keeping Valuable
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- Buy It NowThe Market Driven Organization: Understanding, Attracting, and Keeping Valuable
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eBay item number:394848604580
Item specifics
- Condition
- ISBN-13
- 9781416584612
- Type
- NA
- Publication Name
- NA
- ISBN
- 9781416584612
- Book Title
- Market Driven Organization : Understanding, Attracting, and Keeping Valuable Customers
- Item Length
- 9in
- Publisher
- Free Press
- Publication Year
- 2007
- Format
- Trade Paperback
- Language
- English
- Item Height
- 0.8in
- Genre
- Business & Economics
- Topic
- Marketing / General, Customer Relations, General, Management
- Item Width
- 6in
- Item Weight
- 13.1 Oz
- Number of Pages
- 304 Pages
About this product
Product Information
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.
Product Identifiers
Publisher
Free Press
ISBN-10
1416584617
ISBN-13
9781416584612
eBay Product ID (ePID)
111081338
Product Key Features
Book Title
Market Driven Organization : Understanding, Attracting, and Keeping Valuable Customers
Format
Trade Paperback
Language
English
Topic
Marketing / General, Customer Relations, General, Management
Publication Year
2007
Genre
Business & Economics
Number of Pages
304 Pages
Dimensions
Item Length
9in
Item Height
0.8in
Item Width
6in
Item Weight
13.1 Oz
Additional Product Features
Lc Classification Number
Hf5415.13.D367 1999
Reviews
Philip Kotler S.C. Johnson & Son Distinguished Professor of International Marketing, Northwestern University, author of Kotler on Marketing Becoming market driven is no easy task. Day offers the best advice that I have seen on how to propel your company into sustained market leadership., Frederick E. Webster, Jr.Amos Tuck School, Dartmouth College, author ofMarket-Driven ManagementThis thoughtful and practical guidebook to developing a market driven organization, with many fresh examples, is a solid compilation of the best thinking, practice, and research, written by the world's leading authority on the subject., Scott CookChairman of the Executive Committee, Intuit, Inc.The Internet is ripping away tradition and forcing businesses to become market driven or die. But how? Professor Day shows how., Stephan H. Haeckel Director of Strategic Studies at IBM's Advanced Business Institute, Chairman of the Marketing Science Institute, and author of Adaptive Enterprise George Day has now given us both the first and last word on market-driven strategy from the preeminent thinker on market driven organizations. This exceptional book explains why making decisions from the "marketplace back" has evolved from a powerful idea into a survival imperative., Frederick E. Webster, Jr. Amos Tuck School, Dartmouth College, author of Market-Driven Management This thoughtful and practical guidebook to developing a market driven organization, with many fresh examples, is a solid compilation of the best thinking, practice, and research, written by the world's leading authority on the subject., Charles M. LillisChairman and Ceo, MediaOne GroupA must read for CEOs, COOs, and major business unit leaders. It is a concise yet thorough articulation of what constitutes truly superior market knowledge and how that knowledge must form the basis of competitive strategy. A remarkable book written for business leaders., Sanjiv MirchandaniExecutive Vice President. Customer Segment Management, Fidelity InvestmentsDay's classic writings have influenced and shaped legions of marketing practitioners and academics. In his new book he has done it again. He lays out a compelling blueprint for organizations to follow. The book is full of fascinating insights and practical examples that can be applied immediately Required reading.
Table of Content
Contents Introduction: Move to the Market Part I Understanding Market Orientation 1. What It Means to Be Market Driven Understanding the Orientation to the Market Advantages of a Market Orientation Is Being Market Driven for Everyone? Staying Ahead in Turbulent Markets Market Driven Winners 2. Misconceptions About Market Orientation Why Don't More Firms Become Market Driven? Superior to the Market Avoiding the Pitfalls 3. Market Driven Cultures Market Driven Cultures Understanding the Culture Summary: The Defining Role of Culture 4. Configuring Around Capabilities Culture, Capabilities and Processes Identifying Capabilities Managing Capabilities Integrating Culture and Capabilities: How Virgin Atlantic Flies on All Engines Toward a New Concept of the Organization Part II Building the Capabilities 5. Market Sensing Sensing the Market Sense Making Improving Market Sensing The Collective Memory 6. The Shared Knowledge Base Synergistic Information Distribution Converting Information Into Strategic Knowledge Retaining Knowledge 7. Market Relating Relating for Advantage Building Relationships with the Market The Spectrum of Relationships Summary: Rethinking Market Relationships 8. Competing for Customer Relationships Customer Responsive Strategies Exploiting Interactivity Summary 9. Collaborative Partnering Partnering with Customers Channel Bonding Summary: The Advantages of Collaborative Partnering Part III Aligning the Organization to the Market 10. Reshaping the Organization Trade-offs and the Search for Optimal Design The Emergence of Hybrid Organizations What Role for Marketing? Achieving Closer Alignment to the Market 11. Setting the Direction Market Driven Strategic Thinking The Capability for Thinking Strategically 12. Guiding the Change Three Stories of Transformation Designing the Change Process The Six Conditions Conclusion: Answering the Call to the Market Appendix: Is Your Organization Market Driven? Acknowledgments Notes Index
Copyright Date
1999
Target Audience
Trade
Dewey Decimal
658.8
Dewey Edition
0
Illustrated
Yes
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