Orchestration of the Marketing Strategy under Competitive Dynamics

Constructing suitable marketing strategy and implementing it effectively is an art and science both like orchestration of a symphony. The discussion in this paper blends this analogy with the science of marketing demonstrating the levels of strategy development in a competitive marketplace. The paper presents the marketing-mix in contemporary context and argues that performance of a marketing firm can be maximized, when a firm develops a creative marketing strategy and achieves marketing strategy implementation effectiveness. The discussion in the paper reveals that marketing managers of different levels simultaneously operate within the firm and perceive the need for strategy development with varied preferences. A consequence of this is development of robust strategies and their effective implementation which, in turn, leads to increased market performance. Thus, it is important for researchers to investigate various strategy integration perspectives and this paper provides guidance by reviewing the existing literature.Marketing strategy, strategy integration, marketing-mix, customer value,strategy implementation, market competition, risk factors, brand building, customer centric strategy, routes to market

Effects of Customer Services Efficiency and Market Effectiveness on Dealer Performance

Market orientation is positively associated with performance of dealers in terms of customer service quality, growth in sales and increase in market share. This paper aims at analyzing the impact of market orientation strategies and performance of customer services on customer acquisition, retention and sales of automobiles, which reveals overall performance of the automobile dealers in Mexico. Discussion in the paper also comprehends understanding on customer-dealer relationship in the automobile market segment referring to the key factors which establish services quality encompassing tangibility, responsiveness, trust, accuracy and empathy. The results of the study reveal that the customers perceive better quality of the relationship in a given frame of functions that are performed effectively by the dealer lowering the extent of conflicts thereof. High conformance quality services of dealers and value added customer relationship to offer high customer satisfaction develop life time customer value and strengthen the customer-dealer relationship.Market orientation, customer services, services quality, dealer performance, customer value, competitive strategies

Interpreting physical performance in professional soccer match-play: Should we be more pragmatic in our approach?

Academic and practitioner interest in the physical performance of male professional soccer players in the competition setting determined via time-motion analyses has grown substantially over the last four decades leading to a substantial body of published research and aiding development of a more systematic evidence-based framework for physical conditioning. Findings have forcibly shaped contemporary opinions in the sport with researchers and practitioners frequently emphasising the important role that physical performance plays in match outcomes. Time-motion analyses have also influenced practice as player conditioning programmes can be tailored according to the different physical demands identified across individual playing positions. Yet despite a more systematic approach to physical conditioning, data indicate that even at the very highest standards of competition, the contemporary player is still susceptible to transient and end-game fatigue. Over the course of this article, the author suggests that a more pragmatic approach to interpreting the current body of time-motion analysis data and its application in the practical setting is nevertheless required. Examples of this are addressed using findings in the literature to examine: a) the association between competitive physical performance and ‘success’ in professional soccer, b) current approaches to interpreting differences in time-motion analysis data across playing positions and, c) whether data can realistically be used to demonstrate the occurrence of fatigue in match-play. Gaps in the current literature and directions for future research are also identified

Toward a Social Practice Theory of Relational Competing

This paper brings together the competitive dynamics and strategy-aspractice literatures to investigate relational competition. Drawing on a global ethnography of the reinsurance market, we develop the concept of micro-competitions, which are the focus of competitors’ everyday competitive practices. We find variation in relational or rivalrous competition by individual competitors across the phases of a micro-competition, between competitors within a micro-competition, and across multiple micro-competitions. These variations arise from the interplay between the unfolding competitive arena and the implementation of each firm’s strategic portfolio. We develop a conceptual framework that makes four contributions to: relational competition; reconceptualizing action and response; elaborating on the awareness-motivation-capability framework within competitive dynamics; and the recursive dynamic by which implementing strategy inside firms shapes, and is shaped by, the competitive arena

Bridging Sales and Services Quality Functions in Retailing of High Technology Consumer Products

High technology product sales are positively associated with performance of retailers and distributors in terms of customer service quality, growth in sales and increase in market share. This paper aims at analyzing the impact of retail sales strategies and performance of customer services on customer acquisition, retention and sales growth of high technology consumer products of the high technology consumer products retailers and distributors in Mexico. This paper discusses the triadic relationship of customer- retailer-distributor in the high technology consumer products market segment in reference to the SERVQUAL factors which establish services quality encompassing tangibility, responsiveness, trust, accuracy and empathy. Results of the study reveal that the customers perceive better quality of the relationship in a given frame of functions that are performed effectively by the distributor lowering the extent of conflicts thereof. The discussions in the paper argue that high conformance of quality services delivered by the distributors and value added customer relationship is instrumental for retailers in acquiring new customers and retaining existing customer by augmenting the customer life time value.High technology products sales, customer services, SERVQUAL, customer-distributor relationship, customer value, distributor performance

Markets for Technology and Their Implications for Corporate Strategy.

Although market transactions for technologies, ideas, knowledge or information are limited by several well-known imperfections, there is evidence that they have become more common than in the past. In this paper we analyze how the presence of markets for technology conditions the technology and corporate strategy of firms. The first and most obvious implication is that markets for technology increase the strategy space: firms can choose to license in the technology instead of developing it in-house or they can choose to license out their technology instead of (or in addition to) investing in the downstream assets needed to manufacture and commercialize the goods. The implications for management include more proactive management of intellectual property, greater attention to external monitoring of technologies, and organizational changes to support technology licensing, joint-ventures and acquisition of external technology. For entrepreneurial startups, markets for technology make a focused business model more attractive. At the industry level, markets for technology may lower barriers to entry and increase competition, with important implications for the firms' broader strategy as well.

Effect of Strategy and Internet Business Adoption on Performance

Organizations that implement competitive strategies and Internet business adoption in the market place can gain a competitive advantage and improved financial performance. The purposes of this explanatory and exploratory, mixed method study, were threefold: 1) to describe the relationship between competitive strategies and Internet business adoption, the relationship between competitive strategy and financial performance, and the relationship between Internet business adoption and financial performance; 2) to examine the effects of the different levels of Internet business adoption (prospecting, business integration and business transformation) and different strategic types (cost leadership and differentiation) on financial performance (profit margin, asset turnover, return on assets and return on equity); and 3) to generate implications for the effect of strategic types and Internet business adoption levels on financial ratios of business organizations. The entire accessible population of this study was used as a sample; 961 U.S. companies met the eligibility criteria. Among the 961 companies, 327 (34%) provided useable secondary data. This study proposed that strategy types supported by higher levels of Internet business adoption can contribute to financial performance of business organizations. In addition, a hypothesized model was examined. A paragraph approach was used to report a firm\u27s strategic types and Internet business adoption levels, and financial ratios evaluated a firm\u27s profitability and efficiency. A 2x3 factorial research design using ANOVA statistical analysis explained the effects of an Internet business adoption level and a strategic type on performance. The study results revealed that the type of competitive strategy used or the level of Internet business adoption employed, were important factors influencing financial performance of U.S. business organizations. The results indicated that the effect of strategic types and Internet business adoption levels on financial performance of firms was supported. The findings provided useable information that a firm, which implemented a differentiation strategy and a higher level of Internet business adoption, can earn higher profit from the Internet business markets. The limitations of the study and recommendations for future research were also included. A limitation of the study was the question of the reliability of the secondary data used. Future research should assess the effect of the level of Internet business adoption and type of competitive strategy used in countries other than the United States and conducts the data collection procedure with a mail or on-line survey instead of using secondary data. This study could be benefited academic research and provided practical implications for managers

Constructing an 'industry': the case of industrial gases, 1886–2006

Historically minded social scientists who analyse business and industrial development over time – including business historians – often deploy the term ‘industry’ as if its meaning were both self-evident and unchanging through time. This article uses the case of the international industrial gases industry over the course of 12 decades to demonstrate some ways in which a more critical and dynamic view of ‘industry’ – in combination with recognition of the imperfect overlap between firms on the one hand and industries on the other – enables better understanding and analysis of both

Exploring business transformation : the challenges of developing a benefits realization capability.

The successful management of change continues to be a major issue for organizations. This article draws on rich qualitative data to provide evidence of issues faced by organizations as they try to realize benefits from investments in IT-enabled change, and as they try to develop and enhance their benefits realization capability. Several of these issues are not effectively covered by previous research, for example managing the overall portfolio of change initiatives and how to develop the capacity of the organization for benefits realization. The research also provides empirical evidence that supports the theoretical propositions from dynamic capability theory that routines (practices) are often similar across different organizations, and that organizations go through a number of stages in developing competences. A further contribution of the research is to develop an enhanced model of an organizational competence, which has important implications for the action required to develop competences

From Professional Business Partner to Strategic Talent Leader : What’s Next for Human Resource Management

The HR profession is at a critical inflection point. It can evolve into a true decision science of talent, and aspire to the level of influence of disciplines such as Finance and Marketing, or it can continue the traditional focus on support services and program delivery to organizational clients. In this paper, we suggest that the transition to a decision science is essential and not only feasible, but historically predictable. However, we show that making the transition is not a function of achieving best-practice professional practices. Rather, it requires developing a logical, deep and coherent framework linking organizational talent to strategic success. We show how the evolution of the decision sciences of Finance and Marketing, out of the professional practices of Accounting and Sales, provide the principles to guide the evolution from the current professional practice of HR, to the emerging decision science of talentship