Successful marketing strategies: a study of British and German companies in the machine tool industry

Article Abstract:

This empirical study compares the marketing strategies and organizational characteristics of successful and less successful competitors operating in the machine tool market. Successful manufacturers are shown to develop long-term strategies with a greater emphasis on market share. Their higher level of market focus is demonstrated by their clear understanding of the changing needs of machine tool buyers. In addition, successful companies were found to be largely planning oriented while maintaining a balanced organization. Less successful competitors, meanwhile, were found to emphasize short-term strategies - survival, in particular. Many lacked a clear understanding of their customer's requirements and the need to develop machine tools to match those changing needs. Planning was of little importance to these companies. (Reprinted by permission of the publisher.)

Metalworking Machinery, Machine Tools, Metalworking Machinery Manufacturing, United Kingdom, Research, Germany, Marketing management, Tool industry, Corporations, British, Corporations, German

---

Developing market responsiveness throughout your company

Article Abstract:

This article first describes why most companies are not market-driven. The author then explains why and how everyone in the business unit should continually talk about their customers' needs. The article concludes with seven key steps to create more responsive thinking and actions across the business unit. (Reprinted by permission of the publisher.)

---

A classification of business-to-business buying decisions: risk importance and probability as a framework for e-business benefits

Article Abstract:

The use of electronic business (e-business) in business-to-business (B2B) markets is considered to be the best strategy that balances costs and service. A framework is designed to hold risk importance and risk probability factors to influence the nature of benefits of e-business utilities sought by industrial buyers and sellers.

United States, Strategy & planning, Usage, Electronic commerce, E-commerce, Company business planning

Similar abstracts:

• Abstracts: Product information strategies of American and Japanese television advertisements. Model-based development and testing of advertising messages: a comparative study of two campaign proposals based on the MECCAS model and a conventional approach
• Abstracts: Growth strategies and performance in electronics companies. Improving survey responses with postcards
• Abstracts: Successful industrial advertising campaigns. Transferring industrial technology to less developed countries
• Abstracts: Debt equity swaps in the Philippines. British aid: stopping the decline
• Abstracts: Canada is vulnerable in world markets. Handling the risks

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.