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Differentiationbased Strategies
Profitability
Stuck-in-the-Middle
Strategic Target
Industrywide
DIFFERENTIATION
FOCUS
Scale Experience Capacity Utilization Product Design/Process Fit Location Integration/Purchasing Organizational Skills
PRODUCT DESIGN
INPUT COSTS
MANAGERIAL EFFICIENCY
Differentiation-based
Competitive Strategies
Products in the Products in the Differentiation Hall of Fame Differentiation Hall of Fame
Ford Mustang VW Beetle Honda Accord Dodge Caravan Sony Walkman McDonalds restaurants Apple Macintosh IBM PC Lotus 123 IBM ThinkPad Federal Express Timex watches Louis Vuitton bags Holiday Inns hotels Disneyland Boeing 747 Polaroid Land camera Xerox photocopier American Express credit cards and travelers checks
Commitment to customers
Knowledge of company's capabilities Innovation
TANGIBLE DIFFERENTIATION
Observable product characteristics:
INTANGIBLE DIFFERENTIATION
Unobservable and subjective characteristics relating to image status, exclusively, identity.
TOTAL CUSTOMER RESPONSIVENESS: Differentiation not just about the product, it embraces the whole relationship between the supplier and the customer.
Observable Goods: the buyers can easily form accurate judgments about the quality of a product. Experience Goods: the buyers finds it difficult and/or costly to determine the quality of the product prior to purchase and use.
Communication Goods: the value to the buyer rises as the number of buyers and users increases.