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http://hdl.handle.net/2451/14205
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| Title: | RE-INVENTING VALUE PROPOSITIONS |
| Authors: | Kambil, Ajit
Ginsberg, Ari
Bloch, Michael |
| Issue Date: | 1996 |
| Publisher: | Stern School of Business, New York University |
| Series/Report no.: | IS-96-21 |
| Abstract: | While many managers face the challenge of lower profits in increasingly
competitive and commoditized industries, a few firms break out as market
value leaders generating superior growth and shareholder returns. How do
these firms break out of the commoditization trap? In this paper we
propose these firms invent unique value propositions and offer them in
superior ways to their customers. Based on our study of a number of
market leaders, we provide a framework for systematically understanding
and re-inventing the firm's value propositions. We propose that clearly
understanding and defining the dimensions of a firm's value proposition
is a critical first step in building an effective strategy. |
| URI: | http://hdl.handle.net/2451/14205 |
| Appears in Collections: | IOMS: Information Systems Working Papers
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