Market-Driven Management, Market Space and Value Proposition

Flavio Gnecchi ()
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Flavio Gnecchi: University of Milano-Bicocca

Symphonya. Emerging Issues in Management, 2009, issue 2 Market-Driven Management and Competitive Customer Value - 2

Abstract: In over-supplied markets, companies that have developed market-driven management policies have proved to be able to sustain their proposals, to achieve remunerative income flows and to generate financial resources. A market-driven company is aware of the fact that the opportunities embodied by globalisation are not limited to a mere advantage in terms of reduced costs, but generate conditions for a competitive approach to the market. By revisiting the concept of 'space', market-driven businesses focus their commitment on understanding the customer's assessment; they therefore define their own supply so that they can propose performance that is superior to that guaranteed by competitors. In this context, which determines a clear value proposition, companies have realised that by developing market-space management they can not only modify relations with customers, but even foster the development of collaboration agreements with partners (strategic alliances).

Keywords: Globalisation; Market-Driven Management; Market-Space Competition; Over-Supply; Competitive Customer Value; Value Proposition DOI: http://dx.doi.org/10.4468/2009.2.04gnecchi (search for similar items in EconPapers)
Date: 2009
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Citations: View citations in EconPapers (7)

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