While the full impact of the Internet on traditional business models and strategies is yet to be played out, one thing is already certain: it will irrevocably challenge the nature of the traditional middle role. A full spectrum of Internet-driven consequences -- from disintermediation to...

To survive in the Europe of 1992 and after, managers must know how to capture the new Euro-consumer markets. The marketplace of yesteryear, made up of small, insular and often protected domestic markets will soon be defunct. In its place a new vibrant Pan-European* geographic and economic space...

Based on a large survey of top-level executives worldwide, this paper presents a framework for introducing strategic change in the future: a process which is essential for many corporations. Overcoming initial resistance is an obvious first step. Then, the authors describe four stages in the...

Winning corporations today are relinquishing the 'pyramid' and sequential distribution chains as structures for organizing resources. Such corporations are customer-focused and are developing new customer skills, and the network is the most obvious and relevant way of organizing resources to...

Sandra Vandermerwe is already a pioneer of the notion that including or extending services in a product portfolio adds value. Now she breaks new ground again with a convincing argument that the way to achieve customer satisfaction is through the ability to deliver full solution systems...

The authors look at the role of computers in marketing management, examining some current literature on computers and marketing decision support systems (MDSS). They then present the results of a survey to gauge the extent to which computers are being used by marketing management in Europe, and...

More and more corporations throughout the world are adding value to their core corporate offerings through services. The trend is pervading almost all industries, is customer demand-driven, and perceived by corporations as sharpening their competitive edges. Modern corporations are increasingly...

Firms operating transnationally in Europe must restructure to become Euro-organizations if they are to succeed in the future. Using the old, national model to capture consumers is a competitive disadvantage nowadays. Sandra Vandermerwe offers a framework for this Euro-structuring to take place....