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Kress, Katherine; Ozawa, Nancy; Schmid, Gregory - In: Strategy & Leadership 28 (2000) 5, pp. 4-11

New consumers have emerged in North America. These consumers have higher expectations and are more demanding than yesterday’s consumers. Businesses must meet these requirements if they are to hold a competitive place in today’s marketplace. The authors report on research that identifies the...

Persistent link: https://www.econbiz.de/10015016337

Ten strategies for survival in the attention economy

Berman, Saul J.; McClellan, Bennett E. - In: Strategy & Leadership 30 (2002) 3, pp. 28-33

infrastructure to respond and, will also market to ever‐smaller, more finely targeted segments. Successful brand‐owning business … selected targets through deep responsiveness to the consumer’s experience of the brand, and on new business models that respond …

Persistent link: https://www.econbiz.de/10015016401

Consumer decision process modeling: how leaders can better understand buyers’ choices

Gurley, Todd; Lin, Spencer; Ballou, Steve - In: Strategy & Leadership 33 (2005) 3, pp. 30-40

Purpose – Knowing which of the hundreds of elements that comprise a consumer's purchasing decision are the most important is essential if leaders are to wisely allocate resources and support actions that will have an expedient impact on growth. Design/methodology/approach – IBM Consulting is...

Persistent link: https://www.econbiz.de/10015016487

Finally, a strategic way to cut unnecessary SKUs

Byrne, Bob - In: Strategy & Leadership 35 (2007) 1, pp. 30-35

– This new methodology holds the prospect for a portfolio transformation, brand enhancement and significant cost reduction …

Persistent link: https://www.econbiz.de/10015016563

Tools for converting consumers into advocates

Blasberg, John; Vishwanath, Vijay; Allen, James - In: Strategy & Leadership 36 (2008) 2, pp. 16-23

Score (NPS). Findings – The paper finds that the tool needs to focus not on satisfaction and market share but on consumer … doing it. Bain's NPS can reveal whether consumers identify emotionally with a brand and feel listened to and understood by … product weaknesses, evaluating a brand's health and helping gauge whether new products will succeed. Originality/value – By …

Persistent link: https://www.econbiz.de/10015016609

Surviving the recession and thriving beyond it: Rita McGrath explains how to deliver discovery‐driven growth

Leavy, Brian - In: Strategy & Leadership 37 (2009) 4, pp. 5-12

Purpose – In the current recession, cost cutting alone will not enable companies to survive the recession and thrive beyond it. Companies need fresh ideas on how to continue their internal corporate venturing activities, but at lower cost and reduced exposure to risk. This paper aims to...

Persistent link: https://www.econbiz.de/10015016658

Defining customer value as the driver of competitive advantage

Kurt Christensen, H. - In: Strategy & Leadership 38 (2010) 5, pp. 20-25

Purpose – In the author's experience, even veteran executives often make statements about competitive advantage that reflect either genuine misunderstanding or casual misuse of the term. This paper aims to offer a clear explanation of what constitutes competitive advantage so as to facilitate...

Persistent link: https://www.econbiz.de/10015016707

Time‐value economics: competing for customer time and attention

Ott, Adrian C. - In: Strategy & Leadership 39 (2011) 1, pp. 24-31

Purpose – This paper aims to explore the impact of time on customer behavior and decision making. Even though people factor time into decisions on a daily basis, businesses tend to focus resources and efforts on other aspects of consumer behavior such as pricing and demographics, resulting in...

Persistent link: https://www.econbiz.de/10015016720

Connecting with the digital customer of the future

Berman, Saul J.; Kesterson‐Townes, Lynn - In: Strategy & Leadership 40 (2012) 6, pp. 29-35

Purpose – The authors expect that media and entertainment (M&E) providers will increasingly be challenged to offer consumers entertainment experiences that are more relevant, and therefore perceived as more valuable. This paper aims to investigate this issue. Design/methodology/approach –...

Persistent link: https://www.econbiz.de/10015016790

Social business: an opportunity to transform work and create value

Korsten, Peter J.; Lesser, Eric; Cortada, James W. - In: Strategy & Leadership 41 (2013) 3, pp. 20-28

Purpose – This is a report on an IBM Institute for Business Value study, based on responses from more than 1,100 individuals and interviews with more than two dozen executives from leading organizations, that aims to suggest ways organizations can use social approaches to create meaningful...

Persistent link: https://www.econbiz.de/10015016809