Customer in the Boardroom? : Crafting Customer-Based Business Strategy

by Rama Bijapurkar

• ISBN13: 9788132106357
• ISBN10: 8132106350
• Format: Hardcover
• Copyright: 2012-03-29
• Publisher: SAGE Publications Pvt. Ltd

Summary

Customer in the Boardroom? Crafting Customer Based Business Strategy makes a compelling case for pursuing a strategy that keeps the customer, rather than the competition, in mind. It draws on the author's vast and unrivalled experience in the field, to develop a framework that will assist firms and businesses in making sense of the dynamic market space and developing a business strategy that is customer driven and, therefore, enables the firm to remain relevant and competitive. The author expertly develops a framework, illustrated through original and practical examples, for organizations, to use in developing a business strategy that is customer based. In addition to taking the readers on a guided-tour to understand what a customer-centric approach to business strategy is all about, the author lucidly answers the two principal questions: " How is the financial performance of a company linked to customer behaviour? " Why is such a strategy increasingly relevant in a globalizing economy? And in so doing, brings out the customer from the background and ushers him to where he rightly belongs-in the boardroom! This book questions strongly-held viewpoints, challenges the prevailing business outlook and, in the process, presents fresh insights into the science and art of strategy formulation. It is a valuable resource for entrepreneurs, professionals, students, and the general readers interested in understanding how firms and businesses can stay relevant in a dynamic market space. If you have ever wanted to understand the Indian Consumer Psychology, Indian management practices and perhaps also the shape of things to come-for India Incorporated, then this book is for you.

Table of Contents

Thinking about Business Strategy and Where 'Customer' Fits into It

The Customer Based Business Strategy Framework

The WHERE to Compete Decision (OR Deciding Strategic Market Priorities)

The HOW to Compete Decision

Designing the Value Package and Value Delivery System

The Science and Art of Strategic Business-Market Segmentation

Consumer Insight for Shaping Business Strategy

Foundation or Baseline Analyses for Strategy Development

Putting Customer Based Business Strategy into Practice in Organizations

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