Competitor targeting: winning the battle for market and customer share
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Etobicoke
Wiley
2002
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXIV, 381 S. Ill., graph. Darst. |
| ISBN: | 0471644102 |
Internformat
MARC
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| 300 | |a XXIV, 381 S. |b Ill., graph. Darst. | ||
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| 650 | 4 | |a Compétitivité (Économie) | |
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| 650 | 4 | |a Intelligence économique | |
| 650 | 7 | |a Marktaandeel |2 gtt | |
| 650 | 4 | |a Part de marché | |
| 650 | 4 | |a Business intelligence | |
| 650 | 4 | |a Competition | |
| 650 | 4 | |a Market share | |
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Datensatz im Suchindex
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|---|---|
| adam_text | Contents
Preface ix
Acknowledgements xxiii
Chapter 1: The New Marketplace 1
Competitor Targeting 2
Today s Competitors 6
Ten Factors that Killed Traditional Marketing 12
All Marketing Becomes Relationship Marketing 25
Today s Customer 29
The New Technology 32
Today s Company 34
Chapter 2: The Competitive Imperative 47
Competing Is a Process 48
Relating to Competitors 55
Customers and Competitors: Look Both Ways 60
Preparing to Compete 61
Databases, Privacy and Security 69
The Business Case 75
Chapter 3: The New Competition 77
Shareholder Valuation 77
Opportunities from a Competitor Orientation 78
Individual Customers, Specific Competitors 82
Chapter 4: Planning Competitor Targeting 99
Customer Relationships 100
Industry s Past 101
Industry s Present 104
Industry s Future 105
Planning to Win 107
viii Competitor Targeting
Chapter 5: Competitive Intelligence 143
Competitive Intelligence Defined 143
Competitive Intelligence Versus Industrial Espionage 146
Three Sources of Competitive Intelligence 149
Gathering Published Information 160
Telephone Interviews 162
Personal Interviews 171
Trade Shows 173
Information Validity and Accuracy 175
Keeping Your Secrets Secret 176
Customer and Customer Databases 179
Some Technology Considerations 190
Your Employees and the Intelligence Program 192
Planning Competitive Intelligence 196
Chapter 6: Competitor Targeting Strategies 201
The Battlefield in the Mind of the Customer 201
Customer Bonding 202
Bonds with Other Stakeholders 207
Competing on Scope 215
Convergence 220
Differentiation 224
Competing for Customers 239
Strategies for Winning 244
Chapter 7: Turning Competitors into Losers 269
Competitor Differentiation 270
Strategies for Making Competitors Lose 271
Tactics for Making Competitors Lose 290
Beating Competitors 291
Chapter 8: Competition and Collaboration 323
From Conflict to Collaboration 324
How to Choose Collaborators 329
Complementors 347
Bonding With Competitors 352
Chapter 9: Competing for Tomorrow s Customers 361
Competitively Superior Customer Relationships 362
New Rules for Competing 367
Concluding Comments 371
Index 373
|
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| id | DE-604.BV014106433 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:57:45Z |
| institution | BVB |
| isbn | 0471644102 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-009663965 |
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| physical | XXIV, 381 S. Ill., graph. Darst. |
| publishDate | 2002 |
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| publisher | Wiley |
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| spelling | Gordon, Ian 1952- Verfasser (DE-588)124933580 aut Competitor targeting winning the battle for market and customer share Ian H. Gordon Etobicoke Wiley 2002 XXIV, 381 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Bedrijfsinformatie gtt Compétitivité (Économie) Concurrentie gtt Intelligence économique Marktaandeel gtt Part de marché Business intelligence Competition Market share Wettbewerbsstrategie (DE-588)4200234-5 gnd rswk-swf Wettbewerbsstrategie (DE-588)4200234-5 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009663965&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Gordon, Ian 1952- Competitor targeting winning the battle for market and customer share Bedrijfsinformatie gtt Compétitivité (Économie) Concurrentie gtt Intelligence économique Marktaandeel gtt Part de marché Business intelligence Competition Market share Wettbewerbsstrategie (DE-588)4200234-5 gnd |
| subject_GND | (DE-588)4200234-5 |
| title | Competitor targeting winning the battle for market and customer share |
| title_auth | Competitor targeting winning the battle for market and customer share |
| title_exact_search | Competitor targeting winning the battle for market and customer share |
| title_full | Competitor targeting winning the battle for market and customer share Ian H. Gordon |
| title_fullStr | Competitor targeting winning the battle for market and customer share Ian H. Gordon |
| title_full_unstemmed | Competitor targeting winning the battle for market and customer share Ian H. Gordon |
| title_short | Competitor targeting |
| title_sort | competitor targeting winning the battle for market and customer share |
| title_sub | winning the battle for market and customer share |
| topic | Bedrijfsinformatie gtt Compétitivité (Économie) Concurrentie gtt Intelligence économique Marktaandeel gtt Part de marché Business intelligence Competition Market share Wettbewerbsstrategie (DE-588)4200234-5 gnd |
| topic_facet | Bedrijfsinformatie Compétitivité (Économie) Concurrentie Intelligence économique Marktaandeel Part de marché Business intelligence Competition Market share Wettbewerbsstrategie |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009663965&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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