Strategic Market Management

"The scope of a business is defined by the products it offers and chooses not to offer, by the markets it seeks to serve and not serve, by the competitors it chooses to compete with and to avoid, and by its level of vertical integration."

"The goal is to develop market-driven strategies that are sensitive to the customer."

"How do segments differ in their motivation priorities?"

"There are two very different ways of identifying current competitors."

"Evaluate the threats from potential entrants and substitute products."

"A business is evaluated with respect to the value it creates for shareholders."

"Business portfolio analysis provides a structured way to evaluate business units on two key dimensions: the attractiveness of the market involved and the strength of the firm's position in that market."

"The importance of technological advantage can be reduced as the product becomes more of a commodity."

"One key to a successful differentiation strategy is to develop the point of differentiation from the customer's perspective rather than from the perspective of the business operation."

"Does a firm have the needed competencies and resources in R&D, manufacturing, and marketing to add the various products proposed?"

"The challenge is to create an organization that can successfully operate a congruent strategy and still have the ability to detect the need for fundamental change."