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Market-Driven Management, Market Space and Value Proposition

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  • Flavio Gnecchi

    ()
    (University of Milano-Bicocca)

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    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).

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    File URL: http://webdepot.gsi.unimib.it/symphonya/RePec/pdf/symjournl136.pdf
    File Function: First version, 2009
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    Bibliographic Info

    Article provided by University of Milano-Bicocca in its journal Symphonya. Emerging Issues in Management.

    Volume (Year): (2009)
    Issue (Month): 2 Market-Driven Management and Competitive Customer Value - 2 ()
    Pages:

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    Handle: RePEc:sym:journl:136:y:2009:i:2

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    Web page: http://www.unimib.it/symphonya

    Related research

    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;

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    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
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    1. Silvio M. Brondoni & Jean-Jacques Lambin, 2001. "Ouverture de 'Brand Equity'," Symphonya. Emerging Issues in Management, University of Milano-Bicocca, issue 1 Brand E.
    2. Jean-Jacques Lambin & Silvio M. Brondoni, 2001. "Ouverture de 'Market-Driven Management'," Symphonya. Emerging Issues in Management, University of Milano-Bicocca, issue 2 Market-.
    3. Margherita Corniani, 2002. "Demand Bubble Management," Symphonya. Emerging Issues in Management, University of Milano-Bicocca, issue 1 Market-.
    4. Silvio M. Brondoni, 2008. "Market-Driven Management, Competitive Space and Global Networks," Symphonya. Emerging Issues in Management, University of Milano-Bicocca, issue 1 Market-.
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    Cited by:
    1. Silvio M. Brondoni, 2010. "Ouverture de 'Intangible Assets & Global Competition'," Symphonya. Emerging Issues in Management, University of Milano-Bicocca, issue 2 Intangi.

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