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Tilt: Shifting Your Strategy from Products to Customers

Release date: 12 November 2013
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Description

Why do your customers buy from you rather than from your competitors? If you think the answer is ... Read More

Product Description

Why do your customers buy from you rather than from your competitors? If you think the answer is your superior products, think again. Products are important, of course. For decades, businesses sought competitive advantage almost exclusively in activities related to new product creation. They won by building bigger factories, by finding cheaper raw materials or labor, or by coming up with more efficient ways to move and store inventory and by inventing exciting new products that competitors could not replicate, but these sources of competitive advantage are being irreversibly leveled by globalization and technology. Today, competitors can rapidly decipher and deploy the recipe for your product's secret sauce and use it against you. ''Upstream'', product-related advantages are rapidly eroding. This does not mean that competitive advantage is a thing of the past. Rather, its center has shifted. As marketing professor Niraj Dawar compellingly argues, advantage is now found ''downstream'', where companies interact with customers in the marketplace.

Tilt will help you grasp the global nature of this downstream shift and its profound implications for your strategy and your organization. With vivid examples from around the world, ranging across industries and sectors, Dawar shows how companies are reorienting their strategies around customer interactions to create and capture unique value and he demonstrates how, unlike product-related advantage, this value is cumulative, continuously building over time. In an increasingly customer-centered world marketplace, let Tilt serve as your guide to shifting your strategy downstream and achieving enduring competitive advantage.

Product Details

Title: Tilt: Shifting Your Strategy from Products to Customers
Author: Niraj Dawar
Publisher: Harvard Business School Press India Limited
SKU: BK0255080
EAN: 9781422187173
Number Of Pages: 240
Language: English
Binding: Hardcover
Release date: 12 November 2013

About Author

Niraj Dawar is Professor of Marketing at the Ivey Business School, Canada. His writing has appeared in the leading academic and management journals including the Harvard Business Review, M.I.T. Sloan Management Review, Journal of Marketing, and Journal of Marketing Research. He works with MBA and PhD students, and is a speaker and consultant to companies around the world.

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