Articles

Market-Driven Management, Market Space and Value Proposition


Abstract


In over-supplied markets, companies that have developed market-driven management policies have proved to be able to sustain their proposals, to achieve remunerative income flows and to generate financial resources. A market-driven company is aware of the fact that the opportunities embodied by globalisation are not limited to a mere advantage in terms of reduced costs, but generate conditions for a competitive approach to the market. By revisiting the concept of ‘space’, market-driven businesses focus their commitment on understanding the customer’s assessment; they therefore define their own supply so that they can propose performance that is superior to that guaranteed by competitors. In this context, which determines a clear value proposition, companies have realised that by developing market-space management they can not only modify relations with customers, but even foster the development of collaboration agreements with partners (strategic alliances).


Keywords


Globalisation; Market-Driven Management; Market-Space Competition; Over-Supply; Competitive Customer Value; Value Proposition

Full Text:

PDF


NBN: http://nbn.depositolegale.it/urn%3Anbn%3Ait%3Aunimib-12311

DOI: http://dx.doi.org/10.4468/2009.2.04gnecchi

References



Refbacks

  • There are currently no refbacks.


 ________________________________________________________________________________________________________

UNIVERSITY OF MILAN-BICOCCA Piazza dell'Ateneo Nuovo 1, 20126 Milan, Italy Tel. +390264486301; Fax. +390264486303 - email: istei@unimib.it

  Statistiche Piwik

 Creative Commons License

This work is licensed under a Creative Commons Attribution 4.0 International License.