Archives tagged: market share

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Kimberly-Clark and Weber Grills vs. Ailawadi and Farris: Stupid or Smart Pricing?

By Tim J. Smith, PhD August 2, 2013

Kimberly-Clark Corp. (KMB) is “desheeting” its products to improve profitability. Weber Stephen Products LLC avoids price promotions and markdowns on their grills, and yet maintains a dominant market position. These are two rather disjointed activities but they both appear to fall afoul of the suggestions given in a recent Wall Street Journal article by Professor Ailawadi of Tuck and Professor Farris of Darden. Are Ailawad and Farris wrong, are the companies wrong, or can both pairs be right?

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“Smart Homes” – An Analysis of Emerging Business Models and Pricing Strategies

By Kamesh Chelluri August 2, 2013

Over the last few years, communication service providers as well as cable operators have been pioneering the concept of a “smart home” as a one-stop solution that satisfies their customers’ needs for safety, security, convenience, et cetera. Does this offering have a market?

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Top 6 – April 2013

By Tim J. Smith, PhD April 30, 2013

“Selling a product at a loss for market share is not a good business decision.” Jeff Fettig, Chief Executive, Whirlpool Costs and…

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Bombardier CSeries: How will Boeing/Airbus Duopoly Respond?

By Curry W. Hilton February 4, 2013

The much-anticipated Bombardier CSeries commercial airplane line provides a uniquely positioned offering, boasting 20% fewer CO2 emissions, 20% fuel savings, and 15%…

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Is Your Board of Directors Considering the Right CEO Strategic Business Priorities?

By David Dalka February 4, 2013

Business guru Harvey Mackay stated, “The Japanese have a very simple way of describing the typical American marketing plan: READY? FIRE! AIM.” Sadly little has changed in American business. This is a major reason why the American economy is in constant crisis, and obsolete marketing departments built on late twentieth-century dogma now resemble the spending habits of Communist central planning: disconnected from reality, economically inefficient and lacking accountability to the right things.

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Hewlett-Packard’s Downfall, AT&T Detangles its Network, and other Year-End Blockbusters

By James T. Berger December 3, 2012

The year 2012 is ending with a number of key happenings that are changing the face of strategic marketing. Jim’s take on At&T, H-P, McDonalds, and Hostess

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Mark Hurd’s 5 Sales-Force Design Principles

By Tim J. Smith, PhD November 1, 2012

As Mark Hurd, co-president of Oracle re-emerges on the public stage, we see him once again focusing on the sales force.  Within Oracle’s sales force, he has changed job descriptions, reporting structures, compensation plans, staff size, and corporate routines in a stated effort to improve revenue and profits.  But what principles guide his sales-force design?  Is he a sales-force master architect or a tinkerer that will destroy Oracle’s revenue?

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J.C. Penney’s Makeover An Attempt to Repeat History

By James T. Berger November 1, 2012

J.C. Penney’s retail makeover spearheaded by CEO Ron Johnson is remarkably similar to another dramatic  — and highly successful — initiative taken in another era.  Consider the 1957 challenge and change.

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Mapping a Business Strategy in a Broken Economy

By Dean Vella October 3, 2012

The troubled economy of the past several years has challenged – and weakened – many businesses around the world. Although business leaders can’t manage the myriad external factors that impact their organization, they can take advantage of wounded competition through solid strategies.

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What will drive Mobile Payments Adoption?

By Kumar Ripan October 3, 2012

All over the world, existing and new players are working to make point-of-sale mobile payments a reality. The two key challenges in realizing this are building partner ecosystem, and changing consumer behavior to adopt mobile device as a payment instrument. To change consumer behavior, providing a compelling yet secure consumer experience is a critical factor. This paper contends that having the right balance between consumer experience and security is a must to drive adoption.

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