Index

Citation

Fairbanks, S. and Buchko, A. (2018), "Index", Performance-Based Strategy, Emerald Publishing Limited, Leeds, pp. 289-297. https://doi.org/10.1108/978-1-78743-795-120181026

Publisher

:

Emerald Publishing Limited

Copyright © 2018 Steve Fairbanks and Aaron Buchko

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INDEX

Actions

, 8–9

Allegiant Air

, 159

American Airlines

, 160

Analysts

, 66

Apple

, 76, 223

Application knowledge

, 30

Art of War, The (Sun Tzu)

, 121

Attention to prioritized list of processes

, 213

Attractiveness metric

, 65

B2B (business to business)

, 39–40

B2C (business to consumer)

, 38

Big Data

, 72

Bills of material (BOM)

, 146, 201

Board of Directors

, 1

Boston Consulting Group (BCG)

, 104, 110

Product Portfolio Matrix

, 103

Bottom-Up Market Sizing Tool

, 23–34

case study

, 34

chart construction

, 31–33

key strategic questions

, 33

overview of

, 26

requirements for

, 27

sources of information

, 27–30

Brand Perception Tool

, 221–232

case study

, 230–232

completion time for

, 224–225

gathering information

, 226–227

information analysis

, 228–229

key strategic questions

, 229–230

method of construction

, 228–229

overview of

, 224

requirements for

, 226

British Airways

, 160

Brother

, 125

Caesar, Julius

, 122

Case study

Bottom-Up Market Sizing Tool

, 34

Brand Perception Tool

, 230–232

Communication Matrix Tool

, 281–282

Critical to Customer Mindset Tool

, 215–219

Customer Value Analysis Tool

, 138–141

Market Map Tool

, 69–70

Market Segmentation Tool

, 45–47

Milestone Project Management Tool

, 251–255

90-Day Bucket Tool

, 273–276

Opportunity Sourcing Matrix

, 239–240

Process Improvement Guidance Tool

, 195–196

Product/Service Portfolio Matrix Tool

, 166–170

Product Volume Margin Chart Tool

, 97–99

Quality Function Deployment Tool

, 185–187

Segment Niching Tool

, 58–59

Strategic Environmental Scan Tool

, 86–90

Strategic Market Portfolio Matrix Tool

, 117–119

Strategic Outsourcing Matrix Tool

, 205–208

10-Quarter Tool

, 285–286

Willingness to Pay Ranking Tool

, 152–155

Caterpillar

, 223

Cause and Effect Diagram

, 216

Charter phase/market definition

, 246

Check sheet

, 216

CINDBWA

, 210

Cluster analyses

, 135

Coca-Cola

, 223

Communication Matrix Tool

, 277–282

case study

, 281–282

completion time for

, 278

method of construction

, 280

overview of

, 278

requirements for

, 280

sources of information

, 280

strategy implications

, 281

Competitive advantage

, 9

Competitive environment

, 9–10

Competitive position analysis

, 161

Compound Annual Growth Rate (CAGR)

, 2

Concept development

, 246–247

Conjoint Analysis

, 176

Cost(s)

, 201

competitiveness

, 175

elements

, 201

metric

, 145–147, 149, 153

per transaction

, 198

see also Price

Cost of Goods Sold (COGS)

, 145–149, 152

Cost reduction

, 190–191

external

, 191

internal

, 191

Critical to Customer (CTC) Mindset Tool

, 209–219

case study

, 215–219

method of construction

, 214

overview of

, 209

requirements for

, 211

source of information

, 211–214

strategy implications

, 214–215

Cross-functional agreement

, 200, 201

Cross-Functional Alignment

, 264, 268–269

Cross-Pay Grade Alignment

, 264, 268–269

Customer Value Analysis (CVA) Tool

, 121–141

arraying the data

, 133–137

case study

, 138–141

completion time for

, 130

gathering information

, 132–133

key strategic questions

, 137–138

overview of

, 126–130

requirements for

, 130–131

Data triangulation

, 41

Daytona Beach

, 141

Decision Matrices

, 176, 177

Deming, W. Edwards

, 191

Distinctive competence

, 9, 198

80/20 rule

, 130

Engineering costs

, 145

Environments of organizations

, 75–77

Execution

, 18

External experts

data triangulation

, 41

Segment Niching Tool

, 56

technical competency rating

, 201

for validating assumptions

, 30

Failure mode effects analysis (FEMA)

, 247

Federal Express

, 125

Fishbone Diagram

, 193, 216

Forced ranking approach

, 176, 179–180

Ford, Henry

, 191

Form 10-K

, 66

Form 10-Q

, 66

Formal communication

, 278–279

Four P’s model

, 16–17, 36, 158, 159, 191, 209

case study

, 18–21

General Electric (GE)

, 103–104

Google

, 34

Great Recession

, 2

Gross margin (GM)

, 20, 21, 63, 94–96, 111, 117

calculation

, 144, 145, 148–149

Group meetings

, 201

High value–high cost offering

, 159

Home office costs

, 145

House of quality

, 173

“How they buy?”

, 51

Incentivize completion of objectives

, 269–270

Industry experts

, 29

Industry leaders

, 66

Industry or trade associations

, 28–29

Informal communication

, 279–280

Innovation

, 133

Integration

, 7

Internal costs

, 176

Internal experts

data triangulation

, 41

Segment Niching Tool

, 56

technical competency rating

, 201

Ishikawa, Kaoru

, 191

Ishikawa Diagram

, 216

Jobs, Steve

, 125, 232

Key Strategic Issues (KSIs)

, 83

Kodak

, 72–73, 122–123

Kutcher, Ashton

, 125

Lafley, A. G.

, 210

Lean Approach/Lean Manufacturing Approach

, 190–195, 214, 216–217

Lifestyle approach

, 39–40

Low value–low cost offering

, 159

Macro-economic metrics

, 28

Maltz, Maxwell

, 284

Margin enhancement

, 180

Market

, 16

case study

, 34

competitiveness

, 158

forecasts

, 29

map

, 20

method of construction

, 161–163

portfolio matrix

, 20

segmentation

, 19, 37–38, 138–139

segment attractiveness

, 160–161

sizing

, 19, 23–34

Market Map Tool

, 61–70

case study

, 69–70

completion time for

, 62

method of construction

, 67

overview of

, 62

requirements for

, 64–65

sources of information

, 65–67

strategy implications

, 68–69

Market Segmentation Tool

, 35–47

case study

, 45–47

construction of

, 43–44

overview of

, 36

requirements for

, 37

sources of information

, 37–42

strategy implications for

, 44–45

McDonald’s

, 129

McKinsey Company

, 103

Mekko Graphics

, 56

Milestone Project Management Tool

, 241–255

case study

, 251–255

completion time for

, 242

method of construction

, 248–249

overview of

, 242

requirements for

, 243

sources of information

, 244–248

strategy implications

, 249–251

Milestones

, 243

selection of

, 244

Military background of strategy

, 121–122

Moments of Truth

, 210, 211

Motorola

, 191

Multiple regression

, 135

NAICS (North American Industry Classification System) code

, 38

Napoleon

, 122

Niche focus

, 159

90-Day Bucket Tool

, 263–276

case study

, 273–276

completion time for

, 264

examples of

, 267

method of construction

, 271–272

overview of

, 263–264

requirements for

, 270–271

sources of information

, 271

strategy implications

, 272–273

Olsen, Ken

, 125

Opportunity Sourcing Matrix

, 233–240

case study

, 239–240

completion time for

, 234

key strategic questions

, 237–239

method of construction

, 237

overview of

, 233–234

requirements for

, 236

sources of information

, 236

Outsourcing candidates

, 198

Paired Comparison Evaluations

, 176

Palo Alto Research Center (PARC)

, 125

Pareto Chart

, 194, 216

Performance competitiveness

, 175

Placement (channel)

, 17

Poor Man

Quality Function Deployment Tool

, 171–187, 251, 254–255

Position

, 9, 159

Price/cost position

, 17, 158, 159

Price

distinguished from value

, 127

metric

, 145–147, 153

per unit/service

, 30

see also Cost(s)

Process improvement approach

, 213–214

Process Improvement Guidance Tool

, 189–196

case study

, 195–196

completion time for

, 190

overview of

, 189–190

Product

, 16–17, 20

Product/Service Portfolio Matrix (PPM) Tool

, 157–170

case study

, 166–170

completion time for

, 158

key strategic questions

, 163–166

method of construction

, 161–163

overview of

, 158

requirements for

, 160

sources of information

, 160–161

Product design

, 133, 246–247

Products/services

breakdown of

, 161

cost competitiveness

, 175

deficiencies

, 158

performance competitiveness

, 175

Product Volume Margin (PVM) Chart Tool

, 91–99

case study

, 97–99

completion time for

, 92

construction of

, 95–96

overview of

, 91–92

requirements for

, 93–94

sources of information

, 94–95

strategic questions

, 96–97

Promotion

, 17

Psycho-Cybernetics (Maxwell Maltz)

, 284

Psychographics

, 38

Public Company segment

, 66

Purchase Criteria

, 128, 129, 132–138

Purchased market studies

, 29

Purchase Process

, 128–129, 132–138

PVM Tool

, 20

Quality Function Deployment (QFD) Tool

, 171–187, 251, 254–255

case study

, 185–187

completion time for

, 172

key strategic questions

, 183–185

method of construction

, 179–183

overview of

, 171–172

requirements for

, 174–175

sources of information

, 175–179

QWIP machine technology

, 124

Ranked priority number (RPN)

, 247

Rank order of features/requirements/metrics

, 177–179

Resource commitments

, 8

Resources

, 17–18

Ryanair

, 159

Sales, General, and Administrative (SG&A) expenses

, 94, 99, 145–149, 153, 176

Segmentation

, 19, 37–38, 138–139

Segment Niching Tool

, 49–59

case study

, 58–59

completion time for

, 50

method of construction

, 56–57

overview of

, 50

requirements for

, 53

sources of information

, 55–56

strategy implications for

, 57–58

Service business health

, 20

Service satisfaction, response on

, 211–213

Seven Basic Tools of Quality

, 190–194, 214, 216

Sharp

, 125

SIC (Standard Industrial Classification) code

, 38

Six-Sigma Approach

, 132–133, 190–195, 214

Smith, Fred

, 125

Sorting methodology

, 176–177

Southwest Airlines

, 123

Stage Gates

, 243

selection of

, 244

structure of

, 245

Starbucks

, 129

Strategic alliances

, 198

Strategic environment

, 19

Strategic Environmental Scan (SCS) Tool

, 71–90

case study

, 86–90

completion time for

, 80

forecasting the effects

, 84

gathering information

, 81–82

key strategic questions

, 85

overview of

, 78–80

requirements for

, 80

sorting the information

, 82–84

Strategic leadership

, 2

Strategic Market Portfolio Matrix (SMPM) Tool

, 101–119

case study

, 117–119

completion time for

, 106

key strategic questions

, 116–117

method of construction

, 110–116

overview of

, 104–106

requirements for

, 106

sources of information

, 106–110

Strategic Outsourcing Matrix Tool

, 197–208

case study

, 205–208

completion time for

, 198–199

key strategic questions

, 203–205

method of construction

, 202

overview of

, 198

requirements for

, 200

sources of information

, 201–202

Strategic questions

Bottom-Up Market Sizing Tool

, 33

Brand Perception Tool

, 229–230

Customer Value Analysis Tool

, 137–138

Opportunity Sourcing Matrix

, 237–239

Product/Service Portfolio Matrix Tool

, 163–166

Product Volume Margin Chart Tool

, 96–97

Quality Function Deployment Tool

, 183–185

Strategic Environmental Scan Tool

, 85

Strategic Market Portfolio Matrix Tool

, 116–117

Strategic Outsourcing Matrix Tool

, 203–205

Visual Waterfall Chart Tool

, 261–262

Strategic vulnerability

, 198

Strategy

actions

, 8–9

competitive environment

, 9–10

defined

, 5–11

integration

, 7

position

, 9

practical tools

, 11–14

set of resource commitments

, 8

superior performance

, 10–11

Strategy implications

Communication Matrix Tool

, 281

Critical to Customer Mindset Tool

, 214–215

Market Map Tool

, 68–69

Market Segmentation Tool

, 44–45

Milestone Project Management Tool

, 249–251

90-Day Bucket Tool

, 272–273

Segment Niching Tool

, 57–58

Willingness to Pay Ranking Tool

, 150–151

Sturgis

, 141

Sun Tzu

, 121

Superior performance

, 10–11

Suppliers

, 30

Supply chain personnel costs

, 145

Technical competency rating

, 201

10-Quarter Tool

, 283–286

case study

, 285–286

completion time for

, 284

overview of

, 283–284

3M

QWIP machine technology

, 124

Total market allocation, across defined segments

, 40–41

U.S. Postal Service

, 124

Value

distinguished from price

, 127

price or value per unit/service

, 30

see also Customer Value Analysis (CVA) Tool

Value added costs

, 145

Value Stream Map

, 201

Visual Waterfall Chart Tool

, 257–262

completion time for

, 258

key strategic questions

, 261–262

method of construction

, 260–261

overview of

, 257–258

requirements for

, 259

sources of information

, 259

Von Clausewitz, Karl

, 122

Wal-Mart

, 127, 281

Walt Disney World

, 123–124, 223

WHY question

, 132–133

“Why they buy?”

, 51

Willingness to Pay (WTP) Ranking Tool

, 143–155

case study

, 152–155

completion time for

, 144

method of construction

, 147–150

overview of

, 143–144

requirements for

, 146

sources of information

, 146–147

strategy implications

, 150–151

Wozniak, Steve

, 125

Xerox

, 125

Yellow Pages

, 34