INDEX
ABB, global account management at
ABB Service
Accenture, focus of
ACH Food Companies
activity-based costing
advertising, cost of
Airbus, success of
aircraft industry
airline industry
target customer of
value proposition of
Akzo Nobel
brands of
solution orientation of
Albert Heijn
Allstate Insurance, online sales by
Amazon
leveraging of customer base by
American Express, contract with IGS
Anderson, James
Ando, Kunitake
Anheuser-Busch
marketing experiments of
relations with channel partners
Apple Computer
adoption of new technologies by
iTunes division of
Aravind Eye Hospital
customer education by
exceeding customer expectations by
growth of
mission statement of
Asda, razor coup of
assessment, proper metrics of
automobile industry
distribution channels of
promotions of
B&Q
Ballmer, Steve
Banco Azteca, microcredit products of
Bang & Olufsen
Bausch & Lomb, reluctance to use market-driving approach
benchmarking
Benetton, channel reconfiguration by
Ben Franklin Stores
Bernard, Daniel
Blitz, Gerard
Blockbuster Video
Body Shop, franchisees of
Boeing, disadvantages of
Bowerman, Bill
Bowie, David
Brabeck, Peter
brands
acquisition of
assessing performance of
brands (continued)
“buzz network” and
consolidation of
constraints of
in corporate marketing
delisting of
differentiation of
divestiture of
efficiency of
equity building in
growth strategy for
and management complexity
merging of
milking of
migration of
versus private labels
proliferation of
purpose of
rationalization of
Braniff
Branson, Richard
breakpoints, triggering of
British Airways
British Telecom
Burgmans, Antony
business enterprise, functions of
business portfolio
choices in
relationships among units of
Buzz, airline
cannibalization
risks of
self-cannibalization
Capital One, customer focus of
Carlson, Jan
Carrefour
global strategies of
integration of operations by
Case, Stephen
Caterpillar
Cathay Pacific, customer orientation of
CEO(s)
attitudes toward marketing
as catalyst
as coach and sponsor
as commander
as coordinator
leadership mandates of
marketers’ views of
marketing manifesto of
as peacemaker
transformational leadership by
channel conflict
channel migration
checklist for
and conflict among channels
core capabilities and
costs of
distribution strategy audit for
game theory on
logic for
mobilizing support for
pitfalls of
plan for
positioning channels against segments
process of
product and brand dedication to
reasons for
replacement versus complementary effects in
strategies of
transformational leadership for
channel reconfiguration
Charles, Bernard
Charles Schwab
distribution channels of
products of
Charron, Paul
chief marketing officer (CMO) position
interfaces of
Cisco, service orientation of
Citigroup
brands of
country managers at
distribution channels of
and Travelers
Club Med
publicity strategies of
CNN, price points of
Coca-Cola
and emerging markets
organizational transformation of
commoditization
combating
communication, with channel partners
Compaq
business model of
inertia at
Internet distribution by
merger with HP
competitors, and channel migration
complex segmentation
consumer capitalism
defined
versus shareholder capitalism
versus stakeholder capitalism
Continental Airlines
Cook, Scott
corporate center
parenting advantage of
portfolio choice and management
corporate marketing
and brand platforms
and customers
and distribution channels
and leveraging of product platforms
logic of
market development by
in strategy making
synergies in
value added by
costs, of channel migration
costs, customer
assessment of
customer education regarding
solution orientation to reduce
courtesy
creativity
encouragement of
environment for
opening channels for
and tolerance for mistakes
cross-functional teams
marketing and
customer-driven orientation
customer focus
building
challenges of
competences map for
culture map for
organization map for
process map for
resources map for
strategy map for
systems for
customer relationship management
customers
account management centered on
and channel migration
and company mission
and company organization
checklist for dealing with
education of, for market-driving
empowering employees to deal with
exceeding expectations of
identifying
information gathering about
management relations with
mapping relationship with
marketing to
nurturance of
obsession with
organizational respect for
responsibility for
targeting of
Danone, and emerging markets
Dayton Hudson
Dell, Michael
Dell Computer
business model of
Internet distribution by
retail channel of
value network of
Deloitte, Touche, and Tohmatsu
Delta Airlines
differentiation
of brands
of compensation and roles
and marketing
Disney, business portfolio of
distribution channels
consolidation of
equitable treatment of
leveraging of
migration process
migration strategies for
distribution channels (continued)
online
traditional
traditional power hierarchy in
transformation of
distribution strategy audit
distributive justice
Douwe Egberts, innovation by
Drucker, Peter
Dulux, branding of
easyCar, customer education by
easyGroup
core competency of
diversification of
growing pains of
easyJet
customer orientation of
diversification of
target customer of
value network of
value proposition of
eBay
economies of scale
corporate marketing and
Edison, Thomas
efficient consumer response (ECR)
components of
importance of
Electrolux
brand rationalization at
food service business of
emerging markets
experiences from
growth potential for
three Vs model in
value proposition in
EMI
fostering creativity at
reluctance to use market-driving approach
Enron
Enterprise Rent-A-Car, customer orientation of
Estée Lauder, channel migration by
explanation
failure tolerance
limitations on
familiarity
FedEx
early days of
hub-and-spoke system of
origin of
price points of
FFI Fragrances
Fiorina, Carly
Fites, Donald
FitzGerald, Niall
Flag Carriers
value networks of
value proposition of
food industry
branding in
distribution channels in
retail giants and
strategic segmentation in
Ford, Henry
Ford Motor Company
brands of
reluctance to use market-driving approach
Formula 1 hotels, value network of
four Ps (product, price, placement, promotion)
limitations of
and market segmentation
Freeplay Energy Group, and emerging markets
free services, as hook
Galeries Lafayette, marketing experiments of
Gap stores
Gates, relationship with General Motors
General Electric, business portfolio of
General Motors
relationship with Gates
reluctance to use market-driving approach
Gerstner, Lou
Gillette
Mach 3 product of
strategies of
Glass, David
global
account management
business units (GBU)
integration
pricing
retailing
global account management
brand portfolio rationalization for
challenges of
checklist for
and consolidation of efforts
customer business development teams in
GBUs in
human resources and
information systems for
joint planning in
local organizations in
and marketing
organizational transformation for
policy rationalization for
pricing transparency in
SKU rationalization in
strategic transformation for
and supply chains
GO, airline
Gonzalez, Francisco
Goodyear Tire & Rubber, channel migration issues of
Grainger Integrated Supply Operations (GISO)
customer education by
solution orientation of
Grameen Bank, microcredit products of
Gramophone Company of India
HamaraCD division of
Grey Advertising
Grove, Andy
growth
emerging markets and
generation of
targets for
Grupo Elektra, microcredit products of
Haji-Ioannou, Stelios
Harrah’s
customer focus of
employee development at
Heidelberger Druckmaschinen
Heinz, and emerging markets
Hendrix Voeders, solution orientation of
Hennes & Mauritz
Hewlett-Packard
adoption of new technologies by
information systems at
product orientation of
self-competition at
Hilton International, brand rationalization at
Hindustan Lever
expertise benefiting parent company
grassroots marketing by
Hodgkinson, Mike
Home Depot
Honda, and emerging markets
human resources
co-location
compensation
composition
coordination
IBM
advertising by
history of
information gathering and use by
new focus of
organizational revamping of
product agnosticism of
product development at
reluctance to use market-driving approach
sales force of
solution orientation of
turnaround of
IBM Global Services (IGS)
foci of
ICI Explosives, solution orientation of
identifier variables
IDEO, customer relations of
IKEA
customer education by
target market for
value network of
Immelt, Jeffrey
impartiality
in-house entrepreneurship
innovation
in-house
incremental versus market-driving
incremental versus radical
marketing
product
serendipity and
value. See also creativity
Internet
and customer behavior
and distribution channels
MMPGs on
and music distribution
network effects of
Jobs, Steve
Johnson & Johnson, mission statement of
Jordan, Michael
justice
distributive
procedural
Kainoatec
Kal Kan Foods, brand rationalization at
Kamoto
Kamprad, Ingvar
Kelleher, Herb
Kingfisher
Kleisterlee, Gerard
KLM
budget airline of
target customer of
Kodak, conservatism of
Kotler, Philip
Kraft, brand assessment of
Kurt Salmon, study of ECR
Kutaragi, Ken
Lafley, A. G.
Lehman, Don
Levi’s
channel migration by
and discounters
Levitt, Ted
Levy, Alain
Lindahl, Goran
Linotype-Hell
Lott, Roy
Mandarin Oriental Hotel, customer orientation of
manufacturing
partnership with retail
retail
market-driven approach
characteristics of
successes of
market-driving approach
advantages offered by
barriers to
characteristics of
checklist for
culture conducive to
customer education and
identifying champions of
versus incremental innovation
and industry assumptions
through product innovation
mind-set for
people for
processes for
risks of
transformation to
vision of
marketing
as agent of change
benchmarks and
CEO views of
challenge for
corporate
current attitudes toward
current state of
deceptive metrics of
decline of
experiments for
financial information and
fostering talent in
innovation in
lack of boardroom influence of
metrics of
need for
in networked organization
resource allocation for
return on investment of
SBU versus corporate
tranformative power of
ubiquity of
market leading, dangers of
market research
in market-driven approach
visionary alternatives to
Marks & Spencer
Mars, Inc., brand rationalization at
massive multiplayer games
Maugham, Somerset
Max New York Life, and emerging markets
Maytag, online sales by
MBNA, customer focus of
McMillan, Steven
McNealy, Scott
Mentzer, John
Merrill Lynch
products of
microcredit industry
Microsoft, as solution seller
Midas
market segmentation at
strategic segment of
Migros, marketing strategy of
mission statement, inspirational value of
motion picture industry, distribution channels of
Motorola-Canada, sales training experiments of
music distribution industry
channel migration in
cost structure of
Internet and
MyTravel, brands of
Narus, James
NCSoft, Lineage product of
NEC
market-driving by
Nestlé
brand performance of
contract with IBM
networked organization
marketing in
Nike
early days of
origin of
publicity strategies of
Nintendo
Nissan Design International, fostering creativity at
Novartis
Nutrasweet
invention of
Ogilvy & Mather
O’Leary, Michael
order fulfillment, customer-focused
Orient Overseas Container Line
Otis Elevator, solution orientation of
overdistribution
Palmisano, Samuel J.
parenting advantage
personal computer industry
channel migration in
mass customization in
Picasso, Pablo
Plato
Plattner, Hasso
Porsche, target markets of
positioning
Post-it notes, invention of
Pottruck, David
power, versus trust
price points, alteration of
pricing
global
of solutions
transparent
Pritchett, Lou
private label packaging
economics of
incidence of
rise of
procedural justice
Procter & Gamble
brand performance of
customer development by
global reach of
information systems of
pricing policies of
relations with Wal-Mart
Procter & Gamble (continued)
reputation of
training programs of
product innovation
product orientation
and commoditization
decline of
products
designing for service
development of
leveraging of platforms
and solution orientation
profits, marketing-oriented view of
Progressive Insurance
Raines, Franklin
rationalization, brand
auditing portfolios for
challenge of
checklist for
failures of
gradual
process of
setting goals for
Redstone, Sumner
Reed, John
refutability
relationship building
communication in
ECR partnership
fairness and
trust in
replacement effects, of distribution channels
response variables
retail giants
and branding
challenge to manufacturers by
and food industry
planning with
relationships with manufacturing
revenues of
Riley, Robert
Rite Aid, brand rationalization at
Roddick, Anita
Ryanair
distribution channels of
Sainsbury’s, ECR at
sales-driven orientation
SAP
integrated solutions of
origin of
Sara Lee
SBU (strategic business unit) marketing
prevalence of
Scandic hotels
Schultz, Howard
Schumpeter, Joseph
Scott, Lee
Searle
Nutrasweet product of
Sears, Roebuck, relations with Sherwin-Williams
segmentation
a priori
complex
market
complex
described
and differentiated strategy
and four Ps
innovative redrawing of
marketer view of
variables in
post hoc
strategic
conceptualization of
financial implications of
value and
and value network
Serletic, Matt
service offering matrix
services, free to paid
shareholder capitalism
Sharp, and alternative technologies
Sherwin-Williams, relations with Sears
Shirota
Shiseido, brands of
shoe industry
Siebel, customer focus of
Sloan, Alfred
Smith, Fred
Socrates
solution orientation
checklist for
company revitalization due to
and customer value creation
decreasing customer risk
importance of
indications for
knowledge banks and
organizational transformation for
organization chart for
reducing customer costs
role of sales in
three Vs and
transition to
solutions
customization of
pricing of
selling of
Sony
customer orientation of
EverQuest product of
fostering of innovation at
market driving at
new products of
self-competition at
in video game market
Southwest Airlines
customer orientation of
exceeding customer expectations by
pricing strategy of
publicity strategies of
and transportation industry segmentation
stakeholder capitalism
Stakis hotels
Starbucks Coffee
origin of
price points of
STP (segmentation, targeting, and positioning)
Straberg, Hans
strategic inflexion points
strategy
customer-focused
essentials of
Strebel, Paul
Sun Microsystems, evolution of
supermarkets
future directions of
and private label packaging
promotions of
supply chains
globally competitive
Swatch
pricing strategy of
Swiss Airlines, target customer of
targeting
Taylor, Andy
Tech Data Corporation
Tesco
Tetra Pak
Thrasymachus
3Com
3M
creative channels at
innovation by
three Vs (valued customer, value proposition, value network)
components of
and emerging markets
and growth
and marketing innovation
and solution orientation
of upstarts versus entrenched companies
Thrifty/Payless drugstores
Timpson, Bob
Toyota, product line of
Toys “R” Us
transformational leadership
CEO’s role in
customers and
marketing and
need for
for solution orientation
transformational marketing
executive role in
foci of
transition, from product to solution orientation
Travelers, and Citibank
travel industry, distribution channels in
Treschow, Michael
trust
benefits of
importance of
versus power
Tung, C. C.
Tyco
UBS banks
Unilever
as brand marketing group
brand performance of
core brands of
and emerging markets
growth horizons at
history of
India operations of
Knorr brand of
portfolio-based brand rationalization at
revenue history of
Surf brand of
Unique Selling Proposition (USP)
value innovation
value network
checklist for
differentiation based on
exploration of
in market-driving
reinvention of
of upstarts versus entrenched companies
value proposition
checklists for
and emerging markets
and growth
in market-driving
Venkataswamy, G.
Verizon
video game market
Virgin group
publicity strategies of
value network of
Vodafone, brand rationalization at
Volkswagen
brand differentiation by
target market of
Wal-Mart
in China
early days of
economic importance of
exceeding customer expectations by
financial services business of
global impact of
local impact of
manufacturer dealing of
mission of
relations with Procter & Gamble
Walton, Sam
Webster, Ray
Welch, Jack
Whirlpool, branding of
Whitman, Margaret
Worldcom
Xerox, reluctance to use market-driving approach
Yao Ming
yogurt business
York, Jerry
Zara, value network of
Zetsche, Dieter