Market Driven Organization Customer Intimacy & Other Value Disciplines Contreras Oreisy Reyes Ninoska Shanker Aditya Salas Ana Lucia University of Bern

Superior Customer Value Customer Intimacy & Other Value Disciplines Superior Customer Value Operational Excellence Product Leadership Customer Intimacy 15. November 2010

Customer Intimacy Tailor the product Long term loyalty Customer Intimacy & Other Value Disciplines Customer Intimacy Create a long term relationship of trust with customers Tailor the product Long term loyalty Empowering employee Descen-tralization of mkt operations Ability to differen-tiate customer quickly 15. November 2010

Operational Excellence Customer Intimacy & Other Value Disciplines Operational Excellence To lead the industry in price and convenience Minimize costs Eliminate intermediate production steps Optimize processes Build to order 15. November 2010

Customer Intimacy & Other Value Disciplines Continuous development of state-of-the-art product + services Be innovative Embracing ideas from outside Avoid bureaucracy Posses an appropriate infrastructure + management system Product Leadership 15. November 2010

Customer Intimacy & Other Value Disciplines Conclusion Becoming an industry leader requires a company to choose a value discipline that takes into account its capabilities and culture as well as competitors` strengths. At the same time they must continue to focus and drive that strategy relentlessly through the organization at all times. They should try not to lose sight of these values by reacting to market changes and competitive pressure. 15. November 2010