Journal of Market-Focused Management
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Market Driven Manufacturing
Journal of Market-Focused Management - Tập 2 - Trang 27-47 - 1997
World-Class Manufacturing has received a great dealof attention in the past few
years, drawing largely on successfulJapanese manufacturing practices. There has
also been a separateexplosion in the use of conjoint analysis to determine
customerpreferences for marketing purposes. In this paper these two
developmentsare used together to determine the most advantageous
manufacturingpriorities for a gi...
Achieving Managerial Synergism: Balancing Strategic Business Units and Profit Centers
Journal of Market-Focused Management - Tập 5 - Trang 59-73
Much of the marketing and management literature emphasizes the importance of
Strategic Business Units (SBUs) as an organizational unit in developing market
power or competitive advantage. On the other hand, the accounting literature
puts special emphasis on Profit Centers (PCs) as an organizational unit. Are
these two organizational units related? If so, how? This article makes a
critical distinct...
Developing a Leadership-Rich Culture: The Missing Link to Creating a Market-Focused Organization
Journal of Market-Focused Management - Tập 5 - Trang 149-163 - 2002
Much has been written about the need for organizations to be more
market-focused. Authors have addressed a myriad of constructs which promote the
realization of the marketing concept. This article examines leadership and its
development in the context of creating a market-focused organization. It links
the areas of leadership development, leadership skills, and internal customer
culture to the str...
IBM's Journey Towards a Market-Driven Process-Managed Business Model
Journal of Market-Focused Management - Tập 2 - Trang 99-103 - 1997
in 1994, the IBM Corporation undertook several massivereengineering projects
with the objective of dramatically changingthe way we do business around the
world. One of these initiatives,the Customer Relationship Management (CRM)
reengineering project,was intended to support our evolution to a market-oriented
customer-focusedorganization. It was clear that we had lost touch with our
customers,and h...
The Market Orientation Construct: Correlations, Culture, and Comprehensiveness
Journal of Market-Focused Management - Tập 2 - Trang 237-239 - 1998
The Conceptualization and Measurement of Suppliers' Reputation Display in Asymmetric Marketing Relationships
Journal of Market-Focused Management - Tập 3 - Trang 123-150 - 1998
In asymmetric buyer-supplier relationships, suppliers typically possess more
information about the object of an exchange. To ameliorate customers' evaluation
problems, suppliers use signals to promise the delivery of a certain quality
level to the market. A commonly used supplier signal in asymmetric markets is
the manner in which reputation is displayed to buyers. While the marketing
literature r...
The Influence of Alternative Marketing Styles on Internal Competences in Small Manufacturing Firms: the Results of a UK Investigation
Journal of Market-Focused Management - Tập 3 - Trang 171-192 - 1998
Increasingly firms are being encouraged to move away from traditional,
transactional marketing and instead adopt a relationship marketing orientation.
Concurrently another emerging academic concept is entrepreneurial marketing.
Interest in this latter area has, in part, been stimulated by research on
marketing processes within the SME sector. It is proposed that the merger of
relationship and entr...
The Process of Business Relationship Ending – Its Stages and Actors
Journal of Market-Focused Management - - 2000
Achieving Mass Customization Through Postponement: A Study of International Changes
Journal of Market-Focused Management - Tập 3 - Trang 353-368 - 1999
Mass customization is presented as one of the ways to deal with the increasingly
demanding and turbulent environments. Achieving mass customization requires the
development of multidimensional strategic capabilities. In an evolutionary
process these capabilities can be developed. In this paper the capabilities
required to realize mass customization are made explicit and postponement is
presented a...
Managing for customers and employees in Hong Kong: The quality and teamwork challenges
Journal of Market-Focused Management - Tập 1 - Trang 339-357 - 1996
Service marketing, total quality management, and human resource management
researchers have proposed that employee teamwork is a foundation for service
quality. North American research suggests that developing cooperative
relationships and constructive controversy among employees can empower employees
to serve customers and to strengthen their work relationships and commitment to
the organization....
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