Table of contents
The Discipline of the Narrow Focus
Al RiesLast year, General Motors Corp. lost $4.5 billion. So what? Times were bad. Sales of cars and light trucks in the US in 1991 were down 11% from the previous year.
Marketing to Maximize Profitability
Robert S. DuboffIf marketing stays focused on its traditional charter of building revenues, it may not survive for long as a core management function.
The Key to Marketing to Older Consumers
David B. WolfeA number of common perceptions about older consumers are tricking marketers into taking wrong turns in research and adopting strategies that fail. Many of these perceptions are…
A Game Plan for Regional Marketing
Robert E. Linneman, John L. StantonDon't confuse regional marketing with selling spicier soup in Texas, reorganizing the sales force by regions to gain more control, or spending significant dollars in a local…
Targeting a Company's Real Core Competencies
Amy V. Snyder, H. William EbelingThe twin concepts of core competence and business processes figure prominently in most discussions of corporate strategy. The core competence concept helps top managers answer the…
Competitive Advantage Through Design
Rajendra S. SisodiaAt a time when almost every business practice is undergoing a thorough reengineering process, many companies are discovering the value of going back to basics in one crucial area…
The Art of Strategic Sales Alignment
Stephen C. Strelsin, Susan MlotAs an upstart company in the telecommunications industry, Commtech (a pseudonym, as are all company names featured in this article) decided to blanket all potential markets held…
Measuring Product Creation Effectiveness
P. Ranganath NayakThe purpose of measuring performance on any business process is so that you can do it better the next time around; this is as true of product creation as it is of manufacturing…
Encouraging Employee‐Led Change Through Constructive Learning Processes
Frank Sonnenberg, Beverly GoldbergWe are living in a time of unparalleled change, turbulence, and uncertainty that is transforming our lives. In the course of two years, the superpower that inspired us to build a…
Should US Companies Establish Keiretsus?
Roy L. SimerlyEconomic success in today's business environment requires a clearly focused strategy that builds on the distinctive competencies of the organization. Empirical studies over the…
Using Cost Management Effectively in the Turnaround Process
Eugene F. FinkinA seriously troubled company needs cost management as part of a comprehensive survival effort. To determine the viability of the company, top management should develop a strategic…
ISSN:
0275-6668Renamed from:
Business Strategy SeriesOnline date, start – end:
1980Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Ms Nanci Healy