-
Tilt: Shifting Your Strategy from Products to Customers
Author Niraj Dawar
Shift your strategy downstream.Why do your customers buy from you rather than from your competitors? If you think the answer is your superior products, think again. Products are important, of course. For decades, businesses sought competitive advantage almost exclus....
Release Date 2013/11 -
Rebuilding the Relationship Between Manufacturers and Retailers
Author Niraj Dawar , Jason Stornelli , Kusum Ailawadi , Jan-Benedict E.M. Steenkamp , Lisa
In the perennial tug of war between manufacturers and retailers, retailers seem to be winning. Today’s retail industry is more concentrated than ever — in many industries and markets, a handful of retailers account for a majority of the sales. Their....
Release Date 2013/01