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

Priceline.com

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

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