The Market Driven Organization

Understanding, Attracting, and Keeping Valuable Customers

Business & Finance, Marketing & Sales, Management & Leadership, Management
Cover of the book The Market Driven Organization by George S Day, Free Press
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: George S Day ISBN: 9780684872896
Publisher: Free Press Publication: November 19, 1999
Imprint: Free Press Language: English
Author: George S Day
ISBN: 9780684872896
Publisher: Free Press
Publication: November 19, 1999
Imprint: Free Press
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

More books from Free Press

Cover of the book The Next Great Bubble Boom by George S Day
Cover of the book Good Self, Bad Self by George S Day
Cover of the book The Things Between Us by George S Day
Cover of the book I Hate To See That Evening Sun Go Down by George S Day
Cover of the book Ancient Judaism by George S Day
Cover of the book Fair Play by George S Day
Cover of the book Social Work Supervision by George S Day
Cover of the book The Church That Forgot Christ by George S Day
Cover of the book The New Bill James Historical Baseball Abstract by George S Day
Cover of the book From Plato to NATO by George S Day
Cover of the book The Customer Marketing Method by George S Day
Cover of the book Vows by George S Day
Cover of the book Glimpses of the Devil by George S Day
Cover of the book Above the Law by George S Day
Cover of the book Soul to Soul by George S Day
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy