Valuespace: Winning the Battle for Market Leadership

In the tradition of the bestselling The Discipline of Market Leaders, business professors and consultants Banwari Mittal and Jagdish N. Sheth describe a dynamic new value-based approach to achieving market dominance they call ValueSpace—the space that great companies create to deliver their customers the greatest value. Based on the findings of an in-depth study for the prestigious Marketing Science Institute of the top 10 companies on Fortune’s Most Admired Companies list, Mittal and Sheth show that value is the “missing link” in achieving enduring customer loyalty, and that the three main components of customer value are performance, price, and service. With the help of fascinating case studies from UPS, 3M, Caterpillar, Xerox, Fossil, and other “most admireds,” Value Space explains why and how companies in all business sectors that excel at delivering customer value are invariably the market leaders. It outlines a complete program for achieving long-term success by more effectively managing the 9 organizational processes that drive performance, price, and service.

ValueSpace: Winning the Battle for Market Leadership

Business & Money

Jagdish N. Sheth

BANWARI MITTAL

Marketing & Sales

McGraw=Hill

In the tradition of the bestselling The Discipline of Market Leaders , business professors and consultants Banwari Mittal and Jagdish N. Sheth describe a dynamic new value-based approach to achieving market dominance they call ValueSpace--the space that great companies create to deliver their customers the greatest value. Based on the findings of an in-depth study for the prestigious Marketing Science Institute of the top 10 companies on Fortune's Most Admired Companies list, Mittal and Sheth show that value is the "missing link" in achieving enduring customer loyalty, and that the three main components of customer value are performance, price, and service. With the help of fascinating case studies from UPS, 3M, Caterpillar, Xerox, Fossil, and other "most admireds," Value Space explains why and how companies in all business sectors that excel at delivering customer value are invariably the market leaders. It outlines a complete program for achieving long-term success by more effectively managing the 9 organizational processes that drive performance, price, and service.

Valuespace: Winning the Battle for Market Leadership Lessons from the World's Most Admired Companies

Firms of Endearment How World-Class Companies Profit from Passion and Purpose

David Wolfe

Rajendra Sisodia

Pearson\Prentice Hall

The Self-Destructive Habits of Good Companies ...And How to Break Them (paperback)

Pearson/Education

Breakout Strategies for Emerging Markets Business and Marketing Tactics for Achieving Growth

Reshma Shah

Mona Sinha

Ft Press

Enriched with Canadian based cases and examples, Customer Behaviour goes beyond the conventional approaches of most current textbooks, focusing not only on the role of customers as buyers, but also on their role as users and payers. This is the approach that most Canadian students will encounter as managers of businesses, where the emphasis is on developing marketing programs to create and deliver customer value based on customer behaviour concepts. The book follows a conceptually sound, six values framework that demonstrates the way in which customer behaviour is driven by the market values customers seek.

Customer Behaviour: A Managerial Perspective

Nelson College Indigenous

An Innovative Blueprint for Enduring Client Relationships More than 15 million people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Supported by more than one hundred case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor -- an irreplaceable resource -- from the expert for hire -- a tradable commodity. <ul>
<li>Experts are specialists; advisors become deep generalists who have broad perspective. 
</li>
<li>Experts are for hire; advisors have selfless independence, balancing client devotion with objectivity and detachment. 
</li>
<li>Experts have professional credibility; advisors develop deep personal trust. 
</li>
<li>Experts analyze; advisors synthesize and bring big-picture thinking to the table. 
</li>
<li>Experts supply expertise and information; advisors are educators who provide insight and wisdom. 
</li>
</ul>
 Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.

Clients for Life: Evolving from an Expert-for-Hire to an Extraordinary Adviser

Andrew Sobel

Reference

Free Press

Name any industry and more likely than not you will find that the three strongest, most efficient companies control 70 to 90 percent of the market. Here are just a fewMcDonald's, Burger King, and Wendy'sGeneral Mills, Kellogg, and PostNike, Adidas, and ReebokBank of America, Chase Manhattan, and Banc OneAmerican, United, and DeltaMerck, Johnson & Johnson, and Bristol-Myers SquibbBased on extensive studies of market forces, the distinguished business school strategists and corporate advisers Jagdish Sheth and Rajendra Sisodia show that natural competitive forces shape the vast majority of companies under "the rule of three." This stunning new concept has powerful strategic implications for businesses large and small alike.Drawing on years of research covering hundreds of industries both local and global, The Rule of Three documents the evolution of markets into two complementary sectors -- generalists, which cater to a large, mainstream group of customers; and specialists, which satisfy the needs of customers at both the high and low ends of the market. Any company caught in the middle ("the ditch") is likely to be swallowed up or destroyed. Sheth and Sisodia show how most markets resemble a shopping mall with specialty shops anchored by large stores. Drawing wisdom from these markets, The Rule of Three offers counterintuitive insights, with suggested strategies for the "Big 3" players, as well as for mid-sized companies that may want to mount a challenge and for specialists striving to flourish in the shadow of industry giants. The book explains how to recognize signs of market disruptions that can result in serious reversals and upheavals for companies caught unprepared. Such disruptions include new technologies, regulatory shifts, innovations in distribution and packaging, demographic and cultural shifts, and venture capital as well as other forms of investor funding.Years in the making and sweeping in scope, The Rule of Three provides authoritative, research-based insights into market dynamics that no business manager should be without.

The Rule of Three: Surviving and Thriving in Competitive Markets

Raj Sisodia

Biography & History

The Routledge Handbook of Global and Digital Governance Crossroads Stakeholder Engagement and Democratization

Preeti Shroff-Mehta

John Garrison

Shailendra Raj Mehta

Taylor&Francis

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Books by Jagdish N. Sheth