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Cravens Piercy: Mcgraw-Hill/Irwin
Cravens Piercy: Mcgraw-Hill/Irwin
PIERCY
8/e
McGraw-Hill/Irwin © 2006 The McGraw-Hill Companies, Inc., All Rights Reserved.
1-2
Chapter One
Market-Driven Strategy
MARKET-DRIVEN
STRATEGY
Market-Driven Strategy
Becoming Market
Oriented
Distinctive Capabilities
Creating Value for
Customers
Becoming Market Driven
Challenges of a New Era
for Strategic Marketing
1-4
MARKET-DRIVEN
STRATEGY
All
business strategy
decisions should start
with a clear
understanding of
markets, customers, and
competitors.
The market and the
customers that form the
market should be the
starting pint in shaping
business strategy.
1-5
Characteristics of a
Market-Driven
Strategy
Becoming
Market-
Orientation
Achieving Determining
Superior Distinctive
Performance Capabilities
Customer
Value/
Capabilities
Match
1-6
BECOMING MARKET
ORIENTED
Customer is the focal point
of the organization
Commitment to continuous
creation of superior
customer value
Superior skills in
understanding and
satisfying customers
Requires involvement and
innovation
Pursue strategies to create
competitive advantage
1-9
Characteristics of
Market Orientation
Customer Focus
What are the customer’s value
requirements?
Competition Intelligence
Importance of
understanding the
competition as well as the
customer
Cross-Functional Coordination
Remove the walls between
business functions
Performance Consequences
Market orientation leads to
superior organizational
performances
1-10
Becoming a Market-
Oriented Organization
Information
Acquisition
Cross-Functional
Analysis of Information
Shared Diagnosis
and Coordinated
Action
Delivery of
Superior Customer
Value
1-11
Market Orientation
Information Acquisition
Gather relevant information on
customers, competition, and
markets
Involve all business functions
Intuit’s Quicken
Inter-functional Assessment
Share information and develop
innovative products with
people from different functions
Zara
Shared diagnosis and
action
Deliver superior customer
value
1-12
DISTINCTIVE
CAPABILITIES
Capabilities
Disproportionate (higher)
contribution to superior
customer value
Compelling
Logic of Distinctive
Capabilities
Provides value to
customers on a more
cost-effective basis
Capabilities
Desirable
Desirable
Capabilities
Capabilities
Applicable to Superior to
Multiple the
Competition Competition
Situations
Difficult to
Duplicate
Source: George S. Day, Journal of Marketing, October 1994, 49.
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Types of
Capabilities
Outside-In
Processes
Spanning
Processes
Inside-Out
Processes
1-17
Organization’s
Process
EXTERNAL INTERNAL
EMPHASIS EMPHASIS
Outside-In Inside-Out
Processes Processes
Spanning
Processes
Matching Customer
Value and Distinctive
Capabilities
Value
Requirements
Distinctive
Capabilities
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CREATING VALUE
FOR CUSTOMERS
Customer Value:
Value for buyers consists of the
benefits less the costs resulting
from the purchase of products.
Superior value: positive net
benefits
Creating Value:
“Customer value is the
outcome of a process that
begins with a business
strategy anchored in a deep
understanding of customer
needs.”
Source: C. K. Troy, The Conference Board Inc., 1996, 5.
1-20
Customer
Value
Benefits Costs
1-21
Value Composition
Product
Services
Benefits
Employees
Image
Value
(gain/loss)
Monetary
costs
Costs
Time (sacrifices)
Psychic
and physic
costs
1-22
Becoming Market
Driven
Market Sensing
Capabilities
MARKET –
DRIVEN
STRATEGIES
Customer Linking
Capabilities
1-23
BECOMING MARKET
DRIVEN
Market Sensing
Capabilities
MARKET-DRIVEN
STRATEGIES
Customer Linking
Capabilities
1-24
Market Driven
Initiatives
Market Sensing Capabilities
– Effective processes for
learning about markets
– Sensing:
Collected information
Process redesign
– Cross-functional coordination
and involvement
– Primary targets for
reengineering:
Sales and marketing,
CHALLENGES OF A
NEW ERA FOR
STRATEGIC
MARKETING
Strategic marketing faces
unprecedented challenges and
opportunities:
Turbulent markets
Intense competition
Disruptive innovations
Escalating customer demands
Ethical Challenges
Societal and Global Change
Social Responsiveness of
Organizations
1-27
Escalating
Globalization
It is important to understand
the differences (and
similarities) between the
developed economies and
the new world beyond.
Market opportunities
Competitive threats
Partnering opportunities
Outsourcing initiatives
The world’s poor
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Technology Diversity
and Uncertainty
Radical New Product
Opportunities
Nanotechnology
Private space travel
The digital home
Self-cleaning windows
Increasingly
demanding ethical
challenges
Corporate
responsibility
Responsibilities to
stakeholders