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Index
On the Universal Nature of B2B Markets
Decision Timeline
Distinguishing Rizzutoisms and Sheer Folly from Business Brilliance
The Key Is Attributes, Not Core Competencies
The Master of Salient Differentiators: Apple
Process
The Importance of Reinforcing Business Models
Grocery Delivery
Chapter Summary and Key Business Principles
Key Business Tools
TDS—A Transition to the Publishing Supply Chain of Today
MP3.com, Apple, Sony and Lessons Learned Today
Chapter Summary and Key Business Principles
Key Business Tools
Chapter Summary and Key Business Principles
Key Business Tools
The Story of the Agricultural Chemical Manufacturer and the Helicopter Pilot
Legacy Frameworks: The Industry's Supply Chain
The Value Chain, Strategic Control Points, and Competency Gaps—Jeppesen's Expansion into the Marine Environment
Key Points in Developing a Strategic Control Point
Expanding along the Value Chain Follows a Classic Process
Chapter Summary and Key Business Principles
Key Business Tools
The Story of Henry Ford and the Vagabonds
Intuition
Nike's Beachhead Strategies—Getting to the Key Segments and Following the Money
American Express and the Strategic Implications of Segmentation Choice
Process
How-to Guide for Managers
Chapter Summary and Key Business Principles
Some General Rules to Remember
Key Business Tools
Choice Analysis and Customer Insight, Quantified
Chapter Summary and Key Business Principles
Key Business Tools
Virtual Vertical Integration
Issues That Arise
Chapter Summary and Key Business Principles
Key Business Tools
The Story of the Whaling Ship Essex…Why What You Know May Be More Dangerous than What You Don't
Points of Positioning
Points in Time—Offering Timing
Points of Value—Value Extraction Considerations
Winner's Curse
The “Yes but…” Winner's Curse Rizzutoism
How to Take Advantage of the “Yes but” Winner's Curse Rizzutoism
Points of Access—Strategic Barriers to Entry and the Story of Blockbuster
Points of Touch—The Embodiment of Your Strategy
Chapter Summary and Key Business Principles
Key Business Tools
Speed
Interconnectedness
Ubiquity (Mobile)
Always On
Introduction
Chapter 1 The Importance of Fundamentals
Chapter 2 Finding the Right Market Opportunities
Chapter 3 Managing the Risk of Growth
Chapter 4 Choosing and Competing Effectively in the Right Space
Chapter 5 Targeting the Right Customers in the Right Space with the Right Offering
Chapter 6 Understanding Your Customers in the Right Space
Chapter 7 Vertical Incentive Alignment and Asset Specificity
Chapter 8 Setting Tactics in Today's Environment
Chapter 9 What Is So Different about Today? Conclusions and Lessons for the Future
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