The MARKET DRIVEN ORGANIZATION by GEORGE S. DAY

Author:GEORGE S. DAY
Language: eng
Format: epub
Publisher: THE FREE PRESS
Published: 1999-07-15T00:00:00+00:00

Transactional Exchanges

Value-Adding Exchanges

Collaborative Exchanges

Distinguishing Theme

• Broadcast marketing

• Tailored interactions

• Emphasis on retention

• 2-way collaboration

Communications

• Targeting based on information about customers

• Negotiations

• Targeting based on information from customers

• Joint problemsolving

• Multilevel contacts

• Extensive sharing of proprietary information

Linkages

• Persuasion

• Arms-length competitive bidding

• Sales/service teams

• Key account selling

• Information system integration

• Process integration

• Social networks

• Joint planning

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