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1
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47949098422
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A recent example is Ram Charan, What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales, Portfolio (Penguin Group), 2007. The application of value-chain analysis to B2B clients of engineering and construction management services was originally suggested by Don F. Coleman of Fluor Corporation in May, 2000.
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A recent example is Ram Charan, What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales, Portfolio (Penguin Group), 2007. The application of value-chain analysis to B2B clients of engineering and construction management services was originally suggested by Don F. Coleman of Fluor Corporation in May, 2000.
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4
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33748298804
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Wayne McPhee and David Wheeler, Making the case for the added-value chain, Strategy & Leadership, 34 No. 4, 2006, Exhibit 1, p. 41; exhibit used with permission.
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Wayne McPhee and David Wheeler, "Making the case for the added-value chain," Strategy & Leadership, Vol. 34 No. 4, 2006, Exhibit 1, p. 41; exhibit used with permission.
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5
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47949093714
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The supplier could have many other customers, and could replicate this process with those other customers. Typically, doing such an analysis would be reserved for the supplier's top 3-5 customers.
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The supplier could have many other customers, and could replicate this process with those other customers. Typically, doing such an analysis would be reserved for the supplier's top 3-5 customers.
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6
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47949126377
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The authors found little in the literature about B2B marketing practices based on knowledge of the customer's value chain and business strategy.
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The authors found little in the literature about B2B marketing practices based on knowledge of the customer's value chain and business strategy.
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7
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47949127228
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See, for, example Harvard Business School Case #9-794-024, Wal-Mart Stores, Inc, August 6, 1996, which provides a thorough review of Wal-Mart's business practices up to its international (horizontal) expansion
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See, for, example Harvard Business School Case #9-794-024, "Wal-Mart Stores, Inc.," August 6, 1996, which provides a thorough review of Wal-Mart's business practices up to its international (horizontal) expansion.
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9
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47949133470
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HBS Case #9-794-024, op. cit
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HBS Case #9-794-024, op. cit.
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10
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47949096288
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Robert Mondavi and the Wine Industry,
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Harvard Business School Case #9-302-102, May 3, 2002. Mondavi's flagship brand Woodbridge is a rare example of a brand name pointing, not to product benefits, but up the value chain to process benefits
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Harvard Business School Case #9-302-102, "Robert Mondavi and the Wine Industry," May 3, 2002. Mondavi's flagship brand "Woodbridge" is a rare example of a brand name pointing, not to product benefits, but up the value chain to process benefits.
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