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Managing Rivalry for Customers and Other Resources
內容大綱
Building Strategy and Performance Through Time is an eight-chapter book written by Kim Warren, professor of Strategic Management in MBA and Executive Programs at London Business School, and published by Business Expert Press in May of 2009. Written for both students of and professionals in strategic management, the text sets an agenda for building business strategies in powerful, actionable, and accessible terms. It provides frameworks for understanding why a business's performance is moving on its current path, where it will go if the strategy remains unchanged, and how to design a robust strategy to transform this future. Chapter 7 considers how to win, develop, and retain resources within an organizational context, and shows how rivalries between firms competing for these resources play out through time. The author explains the three dominant forms of rivalry - turning potential customers into actual customers, capturing rivals' customers, and competing for sales to shared customers - through a detailed example. The author outlines the processes of various forms of rivalry and examines the relevant challenges and opportunities that rivalry presents to managers.