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Author: Harald Brege
Publisher: Linköping University Electronic Press
ISBN: 9176852679
Category :
Languages : en
Pages : 99
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Book Description
How can firms become more successful and achieve higher business performance? How can they manage more complex and dynamic markets and maintain a high competitiveness? The answer is: through a more proactive approach to managing the market and creating customer value. This thesis explores proactive market strategies, which are firm’s proactive strategies for creating, communicating, and delivering superior value to their customers, thereby achieving superior business performance. Prior literature in market orientation has touched the area of proactiveness in firms’ approach to the market, but never properly defines proactiveness and lacks a clear connection to actual firm activities. Thus, in order to better understand how firms can gain the performance benefits from proactiveness, this thesis sets out to explore what proactiveness in a market-strategic context entails and what proactive activities firms perform in implementing their proactive market strategies. The research is based on two papers, each detailing one of the two complementary branches of the research. The first paper presents the conceptual work, focusing on a typology of marketoriented strategic behaviors, which are important for understanding how firms can gain the potential performance benefits of market orientation and how they can achieve behavioral fit among their activities. The second paper presents the empirical work, focusing on the qualitative case study performed and the themes of proactiveness that emerged from it. These papers are then synthesized into a holistic view of proactive market strategies in the thesis. The thesis finds that proactiveness at the firm level in a marketing context means a firm is future-oriented, initiative-taking, change-inducing, and creative. With a basis in this definition and the extensive literature on market orientation, the thesis presents conceptual developments that are important for understanding proactiveness in market strategy, such as a framework for understanding market strategies through firm activities and one for identifying and categorizing different types of proactive activities. Furthermore, the thesis gives more detailed descriptions of the case firms and how their proactive activities help them achieve success. This results in a thorough exploration of proactive market strategies, which contributes to the marketing and strategic management literatures by clearly defining proactiveness, conceptualizing and describing proactive market strategies, and delineating proactive firm activities to better understand how firms are being proactive. In doing so, the thesis provides interesting directions for future research and presents interesting implications for managerial practice.
Author: Harald Brege
Publisher: Linköping University Electronic Press
ISBN: 9176852679
Category :
Languages : en
Pages : 99
Get Book
Book Description
How can firms become more successful and achieve higher business performance? How can they manage more complex and dynamic markets and maintain a high competitiveness? The answer is: through a more proactive approach to managing the market and creating customer value. This thesis explores proactive market strategies, which are firm’s proactive strategies for creating, communicating, and delivering superior value to their customers, thereby achieving superior business performance. Prior literature in market orientation has touched the area of proactiveness in firms’ approach to the market, but never properly defines proactiveness and lacks a clear connection to actual firm activities. Thus, in order to better understand how firms can gain the performance benefits from proactiveness, this thesis sets out to explore what proactiveness in a market-strategic context entails and what proactive activities firms perform in implementing their proactive market strategies. The research is based on two papers, each detailing one of the two complementary branches of the research. The first paper presents the conceptual work, focusing on a typology of marketoriented strategic behaviors, which are important for understanding how firms can gain the potential performance benefits of market orientation and how they can achieve behavioral fit among their activities. The second paper presents the empirical work, focusing on the qualitative case study performed and the themes of proactiveness that emerged from it. These papers are then synthesized into a holistic view of proactive market strategies in the thesis. The thesis finds that proactiveness at the firm level in a marketing context means a firm is future-oriented, initiative-taking, change-inducing, and creative. With a basis in this definition and the extensive literature on market orientation, the thesis presents conceptual developments that are important for understanding proactiveness in market strategy, such as a framework for understanding market strategies through firm activities and one for identifying and categorizing different types of proactive activities. Furthermore, the thesis gives more detailed descriptions of the case firms and how their proactive activities help them achieve success. This results in a thorough exploration of proactive market strategies, which contributes to the marketing and strategic management literatures by clearly defining proactiveness, conceptualizing and describing proactive market strategies, and delineating proactive firm activities to better understand how firms are being proactive. In doing so, the thesis provides interesting directions for future research and presents interesting implications for managerial practice.
Author: Harald Brege
Publisher: Linköping University Electronic Press
ISBN: 9179297943
Category : Electronic books
Languages : en
Pages : 102
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Book Description
In discussions of firm strategy, proactivity is often mentioned as an enabler of effective goal accomplishment and high performance. However, it is rarely explained what, more precisely, being more proactive actually entails, or even indeed defined what is meant by the term ‘proactivity’ in this particular context. This dissertation seeks to investigate proactivity and its role in shaping firms’ market strategies. From prior research on proactivity in the strategic marketing domain, we know that proactive firms, on average, develop more radical innovation, are better at managing complex and highly competitive environments, and seem to achieve higher business performance. However, few, if any, of these prior studies properly define proactivity and take a more holistic perspective on its impact on firms’ market strategies. In this dissertation I propose a definition of proactivity through three main proactive characteristics: being future-oriented, taking the initiative, and driving change. Thus, a proactive firm does not wait for things to happen and then react to those events. Instead, it keeps a long-term horizon on its scanning for market intelligence and takes action before things happen, in order to create the change needed to improve its situation. While certainly not all proactive actions are successes, particularly not if the firm lacks proper awareness of the situation or exceeds its capabilities in its striving to shape events, proactive firms do have access to a broader set of opportunities than their less proactive competitors. To understand how proactivity influences market strategies, it is first necessary to understand market strategy itself a bit closer. I define market strategies as firms’ strategies for creating customer value. According to the market orientation literature, the basis of achieving long-term high firm performance is to consistently provide customers with superior value to that of the competition. Thus, firms’ market strategies are squarely at the center of their efforts to become more successful. To study these strategies and the effects they have, it is necessary to go beyond strategy documents and study the actual activities that firms perform to implement them. A market strategy, in my conceptualization, can thus be perceived as a coherent set of activities aimed at fulfilling certain goals, leading to the creation of customer value. These activities can then be further categorized according to the strategic orientations that drive the firm’s strategy-making, with customer orientation, competition orientation and innovation orientation being the orientations that have the most impact on market strategies. From this conceptual foundation, the dissertation takes four different approaches to investigating proactive market strategies, each presented in one of the four appended papers. In the first paper, a conceptual typology of different types of market strategies based on different value-creation logics – which are the combinations of responsiveness and proactivity that influence a firm’s value-creation efforts – is presented. In the second paper, the market strategies of five proactive firms are investigated to find three generic proactive market strategies, each representing a typical way for firms to employ proactivity in their market strategies. The third paper uses fuzzy-set qualitative comparative analysis to investigate the configurations of proactivity, market environment and different market strategies that consistently lead to high market-strategic effectiveness. Finally, the fourth paper goes more in-depth in exploring the activities that firms employ to create value for customers, with particular focus on the different activities that are performed during different stages of contact with a customer. Through this thorough investigation of proactive market strategies, this dissertation presents a holistic view of proactivity and its impact on firms’ market strategies and their associated activities. As this is the first proper holistic view of proactivity in market strategy and also the first attempt to properly define proactivity in the market-strategic context, the dissertation also provides directions for future research. ”Vi måste vara mer proaktiva” är en fras som säkerligen har dragits på många strategimöten. I såväl internationaliserade jättar som lokala småföretag, tjänsteföretag likväl som tillverkande industrier, har det i styrelserum, ledningsmöten, pratats om behovet att vara mer proaktiv. Det uppenbara är att proaktivitet ses som något positivt, något som kan hjälpa företaget bli bättre, mer konkurrenskraftigt, och så vidare. Men vad menar man egentligen med att vara proaktiv i det här sammanhanget? Och hur påverkar det egentligen företags prestationsförmåga? Harald Brege vid Linköpings Universitet har studerat proaktivitet och hur företag kan använda det för att öka effektiviteten på sina marknadsstrategier, d.v.s. deras strategier för att skapa kundvärde. Proaktivitet är en nyckel som kan låsa upp möjligheter för företag att bli bättre på att hantera en föränderlig och komplex omvärld och stärka sin konkurrenskraft. Slår man upp ordet ”proaktiv” i SAOL får man veta att det betyder förebyggande eller förutseende, men för att kunna användas som ett verktyg för strategiutveckling behövs en mer användbar definition än så. Ur ett strategiskt perspektiv så har proaktivitet tre huvudsakliga komponenter: att vara långsiktig, att ta initiativet och att driva förändring. Det viktigaste för ett proaktivt företag är att inte vara passiva och vänta på att något händer som tvingar dem till förändring eller att bara reaktivt agera på det som finns i omvärlden. Istället så blickar man framåt, identifierar de potentiella sätt som en situation kan utvecklas på och tar sedan initiativet och agerar för att förändra situationen så att den passar företaget bättre. Dock så räcker det inte bara att bli proaktiv och så får man stora vinster på direkten. För att proaktiviteten ska bli framgångsrik så måste ett företag dels arbeta för att skaffa en grundlig förståelse av sin omgivning, dels se till de olika delarna i deras marknadsstrategi hänger ihop och arbetar mot samma mål. Är strategin otydlig eller om företaget håller på med saker de inte har insikt i så är proaktivitet istället sannolikt att ge dåliga resultat. Genom att arbeta för att förstå sina kunder på djupet så kan proaktiva företag snabbt komma med lösningar till behov, inklusive behov som kanske inte ens kunderna själva hade identifierat. Genom att aktivt arbeta med att förändra kunders uppfattning av vad en leverantör ska göra för dem och att påverka politiker och andra intressenter så kan proaktiva företag forma sina marknader för att bättre passa dem. Genom att driva produktutveckling som fokuserar på morgondagens produkter och att testa nya möjligheter, inte bara småförbättringar av samma gamla produkter, så kan proaktiva företag skapa innovativa nya erbjudanden som vänder upp och ner på marknaden. Dessa tre exempel belyser de tre generiska proaktiva marknadsstrategier som har identifierats: kundengagemang, marknadsformande, och innovationsledarskap.
Author: Harald Brege
Publisher:
ISBN:
Category :
Languages : en
Pages : 0
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Book Description
How can firms become more successful and achieve higher business performance? How can they manage more complex and dynamic markets and maintain a high competitiveness? The answer is: through a more proactive approach to managing the market and creating customer value. This thesis explores proactive market strategies, which are firm's proactive strategies for creating, communicating, and delivering superior value to their customers, thereby achieving superior business performance. Prior literature in market orientation has touched the area of proactiveness in firms' approach to the market, but never properly defines proactiveness and lacks a clear connection to actual firm activities. Thus, in order to better understand how firms can gain the performance benefits from proactiveness, this thesis sets out to explore what proactiveness in a market-strategic context entails and what proactive activities firms perform in implementing their proactive market strategies. The research is based on two papers, each detailing one of the two complementary branches of the research. The first paper presents the conceptual work, focusing on a typology of marketoriented strategic behaviors, which are important for understanding how firms can gain the potential performance benefits of market orientation and how they can achieve behavioral fit among their activities. The second paper presents the empirical work, focusing on the qualitative case study performed and the themes of proactiveness that emerged from it. These papers are then synthesized into a holistic view of proactive market strategies in the thesis. The thesis finds that proactiveness at the firm level in a marketing context means a firm is future-oriented, initiative-taking, change-inducing, and creative. With a basis in this definition and the extensive literature on market orientation, the thesis presents conceptual developments that are important for understanding proactiveness in market strategy, such as a framework for understanding market strategies through firm activities and one for identifying and categorizing different types of proactive activities. Furthermore, the thesis gives more detailed descriptions of the case firms and how their proactive activities help them achieve success. This results in a thorough exploration of proactive market strategies, which contributes to the marketing and strategic management literatures by clearly defining proactiveness, conceptualizing and describing proactive market strategies, and delineating proactive firm activities to better understand how firms are being proactive. In doing so, the thesis provides interesting directions for future research and presents interesting implications for managerial practice.
Author: L. Araújo
Publisher: Springer
ISBN: 0230363016
Category : Business & Economics
Languages : en
Pages : 238
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Book Description
Why do some companies succeed better than others? It is well known that there are many variables such which may impact a company's performance. The authors present their new model for Market Proactiveness which shows organizations how to anticipate change and respond to it before they are forced to do so, and improve their overall performance.
Author: Claudio Di Ciccio
Publisher: Springer Nature
ISBN: 3031161718
Category : Computers
Languages : en
Pages : 237
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Book Description
This book constitutes the proceedings of the BPM Forum held at the 20th International Conference on Business Process Management, BPM 2022, which took place in Münster, Germany, in September 2022. The BPM Forum hosts innovative research which has a high potential of stimulating discussions. The papers selected for the forum are expected to showcase fresh ideas from exciting and emerging topics in BPM, even if they are not yet as mature as the regular papers at the conference. The 13 full papers included in this volume were carefully reviewed and selected from 98 submissions. The papers were organized in topical sections named: modeling and design; process mining; and predictive process monitoring.
Author: Putri Anggun Sari
Publisher: European Alliance for Innovation
ISBN: 1631902806
Category : Social Science
Languages : en
Pages : 716
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Book Description
InCEESS is an international conference hosted by Pelita Bangsa University. This conference is arranged to become an annual conference making room for scholars and practitioners in the area of Engineering, ICT, Management, and all research in Social Science and Humanities to share their thoughts, knowledge, and recent researches in the field of study (https://inceess.pelitabangsa.ac.id/).
Author: Thomas C. Lawton
Publisher: Routledge
ISBN: 1317819705
Category : Business & Economics
Languages : en
Pages : 540
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Book Description
It is commonplace for today’s transnational enterprises to undertake political risk analysis when choosing foreign markets and creating entry strategies. Despite this, non-market elements of corporate strategy are less well researched than the traditional market-based perspectives. Providing comprehensive and leading edge overviews of current scholarship, this Companion surveys the current state of the field and provides a basis for improving our understanding of the non-market environment, encouraging new insights to improve strategies for enhancing a firm’s performance and legitimacy. With a foreword by David Baron, the international team of contributors includes Jean-Philippe Bonardi, Bennet Zelner, and Jonathan Doh, who combine to create a book that is essential reading for students and researchers in business, management, and politics, including those interested in business regulation, environmental policy, political risk and corporate social responsibility.
Author: Chris Zook
Publisher: Harvard Business Press
ISBN: 1578519519
Category : Corporate profits
Languages : en
Pages : 236
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Book Description
This work shows executives how to grow profitably by finding and focusing on their core business. It shows how they can increase the odds of successful expansion once their core business no longer provides sufficient new growth.
Author: Sajjad Ahmad
Publisher: Sajjad ahmad
ISBN:
Category : Computers
Languages : en
Pages : 150
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Book Description
In the ever-evolving terrain of technology, the convergence of artificial intelligence (AI) and product management has become a defining feature of the contemporary business landscape. The symbiotic relationship between these two domains has ushered in a new era of innovation, challenging traditional paradigms and reshaping the way products are conceptualized, developed, and delivered to users. As we stand at the crossroads of technological advancement, it is crucial to understand the intricate interplay between AI and product management. Product managers are no longer mere architects of features; they are orchestrators of intelligent systems, harnessing the power of machine learning, data analytics, and automation to redefine user experiences and business processes. This journey into the future of product management and AI is not merely a forecast but a roadmap that navigates the complex terrains of opportunities and challenges. It requires a keen understanding of the profound changes AI introduces to the product development lifecycle, the impact on user-centric design, and the transformative nature of data-driven decision-making. The landscape we traverse is marked by the fusion of human ingenuity with the capabilities of machines. It's a realm where algorithms augment creativity, where data becomes the currency of innovation, and where products evolve dynamically in response to real-time insights. As we embark on this exploration, it is imperative to grasp the significance of AI not as a standalone entity but as an integral force shaping the future trajectory of product management. This book seeks to unravel the intricacies of this evolving landscape, offering a comprehensive guide for product managers, business leaders, and enthusiasts who aim to harness the potential of AI to propel their products into the future. We will delve into the collaborative synergy between human expertise and machine intelligence, explore ethical considerations in design, navigate the challenges of agile methodologies in AI projects, and decipher the critical role of continuous learning in staying ahead of the curve. Join us on this expedition as we define the landscape where the pulse of AI harmonizes with the heartbeat of product management. Through insights, strategies, and real-world case studies, we aim to empower you to not only adapt to this changing landscape but to thrive within it, creating products that resonate with users in a world where the only constant is relentless innovation.
Author: Andriati Fitriningrum
Publisher: European Alliance for Innovation
ISBN: 1631901907
Category : Education
Languages : en
Pages : 535
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Book Description
This is the 22nd AFBE Conference, a proud record for an academic conference, and we hope it is also an indication of the value of AFBE to business and management scholars within the region. Sampoerna University organizes the 2018 AFBE Conference with the theme of “Business Innovation, Sustainability, and Disruption Technology: Challenges and Opportunities”. This topic has taken growing attention among not only practitioners but also academics. Nowadays there are numerous new ventures that offer novel products or services that may disrupt established industry. More and more people should be aware of the challenges and opportunities and thus forced to become more agile and competitive in the today's business environment. There is four invited speakers, Ir. Airlangga Hartanto, MBA (Minister of Industry of the Republic of Indonesia), Dr. Chris Perryer (University of Western Australia), Dr. Marthin Nanere (La Trobe University, Australia), and Reza Ashari Nasution, Ph.D .(Institut Teknologi Bandung).
