Archives tagged: market share

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Redefining and Rediscovering Market Segments in the Wireless Telecom Industry

By Kamesh Chelluri September 4, 2012

Theodore Levitt claimed that the primary reason for the growth of any industry to be threatened, slowed or stopped is not because the market is saturated. Rather, it happens when the industry leaders define their markets by focusing primarily on their products/services and not on their customers’ underlying needs. How does this apply to telecom?

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Setting the Price in the Face of Competitive Substitutes – An Economics Approach

By Curry W. Hilton August 1, 2012

Economic consumer theory represents how a demander allocates consumption behavior between two goods to maximize utility under constraints such as prices, time, and income. Consumer theory rests on the simple foundation that individuals are utility maximizing entities with the driven purpose to make tradeoffs depending on preferences and constraints. In this article, Curry Hilton examines price behavior for two substitutable goods.

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Strategically Escaping Price Compression: A Summary of D’Aveni’s Hyper-competition

By Tim J. Smith, PhD July 2, 2012

Hyper-competition made a big splash in the popular business press when it was first released yet few executives have had the patience and tolerance to get through this difficult tome.  We provide a summary article to communicate its key insights to executives.

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‘Tis the Season for “Ambush” Marketers

By James T. Berger July 2, 2012

Ambush Marketing, coined in the 1980s by Jerry Welsh, is a marketing strategy in which a competing brands connects itself with a major sporting event without paying any sponsorship fee. Will it succeed in the upcoming London Olympics?

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Five Common Afflictions of Sales Teams

By John R. Treace June 1, 2012

Over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. Read to avoid their destructive impact.

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Monsanto & the Global Glyphosate Market: Case Study

By Curry W. Hilton June 1, 2012

How did Monsanto address the expiration of their patent on glyphosate and the entrance of Chinese competitors? What were the results of their actions?

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Celebrating 10 Years, 500 Articles, and 250,000 Readers

By Tim J. Smith, PhD May 4, 2012

10 years ago, the first Wiglaf Journal published. What have we accomplished and where are we going?

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Are You in Control of Business Strategy Drivers and Effective Decision Making?

By David Dalka April 1, 2012

Over the past few years, I discover more and more senior level executives who do not have a full grasp of primary business strategy drivers that drive revenue and profits. I’ve met with Chief Executive Officers (CEO) who just dismissed their Chief Marketing Officer (CMO) and asked “Why did you remove this person and what change in business activities do you seek in your next CMO?” Amazingly most can’t answer this basic question with a well thought out and rational answer. Part of the problem starts here.

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Killing the Golden Goose

By James T. Berger October 6, 2011

In a marketing blunder that rivals Coca Cola’s (temporary) abandonment of its original formula in favor of the sweeter “New Coke,” Netflix (NFLX), despite its incredible success and customer affection, decided to raise its prices 60 percent. Stock tumbled 19 percent. One million customers instantly abandoned Netflix. Was this incredible greed, stupidity or just plain ignorance?

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Pricing Can Be Hazardous To Your Career

By David Frankel August 11, 2011

As the global economy continues to be stressed and prices for all kinds of raw materials continue to rise, manufacturers are looking for ways to preserve profits. Although manufacturers are substituting materials where they can and locking in long-term contracts to protect themselves from price hikes, they may ultimately face the conundrum of passing along rising costs in the form of price increases to their customers. Will it work? Mixed results.

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