{"product_id":"discount-business-strategy-9780470033531","title":"Discount Business Strategy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eWhat people are saying about \u003ci\u003eDiscount Business Strategy\u003c\/i\u003e:\u003c\/b\u003e \u003cp\u003eMichael Andersen and Flemming Poulfelt provide a provocative discussion of the rapidly growing role of discounters across numerous industries: how they operate; how they create uniqueness; and how they can destroy value for incumbents. Understanding the specific moves and tools that the authors analyze will be valuable for attackers and incumbents alike.\u003cbr\u003e \u003cb\u003eAdrian J. Slywotzky\u003c\/b\u003e, Director, Mercer Management Consulting USA\u003c\/p\u003e \u003cp\u003eThis book is very timely, dealing with today''s most critical strategic issue: how to provide more value to the consumer through aggressive discounting. Those players in manufacturing and distribution who master this will be the winners; many established firms will fall by the wayside. A similar set of issues are facing many nations today - Europe vs. Asia!\u003cbr\u003e \u003cb\u003ePeter Lorange\u003c\/b\u003e, President, IMD, Switzerland\u003c\/p\u003e \u003cp\u003eAndersen and Poulfelt have researched one of the most importan\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"pleasant to read and informative\" (\u003ci\u003ePetroleum Review\u003c\/i\u003e, December 2006)\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Why are some companies more successful than others? 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe real life laboratory 1\u003c\/p\u003e \u003cp\u003eCreating value and simultaneous destruction 3\u003c\/p\u003e \u003cp\u003eThe volume game 6\u003c\/p\u003e \u003cp\u003eSimplicity – the word of the day 10\u003c\/p\u003e \u003cp\u003eCut to the core 12\u003c\/p\u003e \u003cp\u003eService? Something we’d rather do ourselves 15\u003c\/p\u003e \u003cp\u003eThe black box of strategy turned upside down 17\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 The oxymoron of existing strategies: where do we go from here? 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConventional strategic thinking 19\u003c\/p\u003e \u003cp\u003eThe generic strategy framework 20\u003c\/p\u003e \u003cp\u003ePorter challenged 23\u003c\/p\u003e \u003cp\u003eMixed strategies – the airline industry 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 When discount strategy becomes important 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHyper competitive markets and traditional strategy 35\u003c\/p\u003e \u003cp\u003eThe position of a discount strategy 38\u003c\/p\u003e \u003cp\u003eA single form – a simple form? 41\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 CBB 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCultivating a hyper competitive market by way of a consistent approach to the notion of discount strategy 43\u003c\/p\u003e \u003cp\u003eA contradiction to the bursting of the IT-bubble 43\u003c\/p\u003e \u003cp\u003eThe mobile sector – hyper-competition 44\u003c\/p\u003e \u003cp\u003eCBB as the enhanced service provider 46\u003c\/p\u003e \u003cp\u003eThe original mission and strategy 47\u003c\/p\u003e \u003cp\u003eCrisis and the filing of a petition for bankruptcy 48\u003c\/p\u003e \u003cp\u003eThe discount strategy – not a single quick fix 50\u003c\/p\u003e \u003cp\u003eNew management 50\u003c\/p\u003e \u003cp\u003eReinvention of the IT-systems 51\u003c\/p\u003e \u003cp\u003eA new customer care concept 52\u003c\/p\u003e \u003cp\u003eNew brand and branding 53\u003c\/p\u003e \u003cp\u003eReverse relationship marketing 54\u003c\/p\u003e \u003cp\u003ePolitical mass marketing 55\u003c\/p\u003e \u003cp\u003eReorganization of the distribution 56\u003c\/p\u003e \u003cp\u003eCost cutting programs 57\u003c\/p\u003e \u003cp\u003eActive price leadership 57\u003c\/p\u003e \u003cp\u003eCBB’s discount product – cheaper and better 58\u003c\/p\u003e \u003cp\u003eProduct production characteristics 58\u003c\/p\u003e \u003cp\u003eProduct marketing characteristics 62\u003c\/p\u003e \u003cp\u003eCBB’s use of price as a tactical weapon 64\u003c\/p\u003e \u003cp\u003eThe importance of the price vis-a-vis the customers 64 `\u003c\/p\u003e \u003cp\u003eActive leadership in price wars 65\u003c\/p\u003e \u003cp\u003eResults – best in class 68\u003c\/p\u003e \u003cp\u003eA revolution in the mobile sector? 70\u003c\/p\u003e \u003cp\u003ePerspectives 72\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Lidl 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGaining ground in a hyper competitive market by a consistent discount strategy 75\u003c\/p\u003e \u003cp\u003eThe German conquest 75\u003c\/p\u003e \u003cp\u003eThe grocery retail sector – hyper-competition 76\u003c\/p\u003e \u003cp\u003eThe original mission and strategy of Lidl 81\u003c\/p\u003e \u003cp\u003eThe discount strategy – all encompassing 82\u003c\/p\u003e \u003cp\u003eStructured to control the impact of external factors 83\u003c\/p\u003e \u003cp\u003eLeadership through continuity 84\u003c\/p\u003e \u003cp\u003eThe look and feel of Lidl 84\u003c\/p\u003e \u003cp\u003eHigh service level with a discount concept 87\u003c\/p\u003e \u003cp\u003eSqueezing the brands 89\u003c\/p\u003e \u003cp\u003eAggressive go to market strategy 91\u003c\/p\u003e \u003cp\u003ePublicity through secrecy 94\u003c\/p\u003e \u003cp\u003eActive price leadership 95\u003c\/p\u003e \u003cp\u003eLidl’s discount product – cheaper and better 96\u003c\/p\u003e \u003cp\u003eProduct marketing characteristics 99\u003c\/p\u003e \u003cp\u003eThe use of price as a tactical weapon 99\u003c\/p\u003e \u003cp\u003eActive leadership in price wars 100\u003c\/p\u003e \u003cp\u003eResults – top of the class 101\u003c\/p\u003e \u003cp\u003ePerspectives 103\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Ryanair 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReshaping a competitive market through a consistent discount strategy 105\u003c\/p\u003e \u003cp\u003eFlying with the giants 105\u003c\/p\u003e \u003cp\u003eThe airline industry – liberalized to full competition 106\u003c\/p\u003e \u003cp\u003eThe early days of deregulation 108\u003c\/p\u003e \u003cp\u003eTowards the liberalized sky with a new strategy 109\u003c\/p\u003e \u003cp\u003eA transformed and polarized industry 111\u003c\/p\u003e \u003cp\u003eRyanair as the alternative independent carrier 114\u003c\/p\u003e \u003cp\u003eFinancial collapse evaded at the 11th hour 115\u003c\/p\u003e \u003cp\u003eThe no frills, low fare strategy – not just one route 116\u003c\/p\u003e \u003cp\u003eNew management 116\u003c\/p\u003e \u003cp\u003eCost cutting programs 119\u003c\/p\u003e \u003cp\u003eProductivity-based compensation schemes 119\u003c\/p\u003e \u003cp\u003eOutsourcing to third parties 120\u003c\/p\u003e \u003cp\u003eRe-organizing sales and distribution 121\u003c\/p\u003e \u003cp\u003eHarmonizing and scrutinizing the fleet 123\u003c\/p\u003e \u003cp\u003eCustomer care concept 125\u003c\/p\u003e \u003cp\u003eNew brand and branding 128\u003c\/p\u003e \u003cp\u003ePolitical mass marketing 129\u003c\/p\u003e \u003cp\u003eActive price leadership 131\u003c\/p\u003e \u003cp\u003eRyanair’s discount product – cheaper and better 132\u003c\/p\u003e \u003cp\u003eProduct production characteristics 133\u003c\/p\u003e \u003cp\u003eProduct marketing characteristics 135\u003c\/p\u003e \u003cp\u003eThe use of price as a tactical weapon 136\u003c\/p\u003e \u003cp\u003eThe customers’ perception of price 136\u003c\/p\u003e \u003cp\u003eLeading the price wars 138\u003c\/p\u003e \u003cp\u003eResults – Best in class 139\u003c\/p\u003e \u003cp\u003ePerspectives – a revolution in the airline industry? 141\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 The building blocks of a discount business strategy 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMaturity and liberalization in different industries 145\u003c\/p\u003e \u003cp\u003eThe building blocks of a ‘discount strategy’ 147\u003c\/p\u003e \u003cp\u003eThe product 150\u003c\/p\u003e \u003cp\u003eThe brand 152\u003c\/p\u003e \u003cp\u003eThe customers 153\u003c\/p\u003e \u003cp\u003eTechnology 155\u003c\/p\u003e \u003cp\u003eThe four blocks as one discount strategy 156\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 The attractiveness of the core product 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFrom peaceful coexistence to disruption 159\u003c\/p\u003e \u003cp\u003eDisruption and the corresponding value destruction 161\u003c\/p\u003e \u003cp\u003eLean and unbundled nature of the discount product 165\u003c\/p\u003e \u003cp\u003eSelf-service an important ingredient 172\u003c\/p\u003e \u003cp\u003eAggressive pricing 177\u003c\/p\u003e \u003cp\u003eDemand-driven products 180\u003c\/p\u003e \u003cp\u003eValue creation 182\u003c\/p\u003e \u003cp\u003eBack to basics 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 A good brand is much more than a good brand 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe growing importance of ‘brandr’ 185\u003c\/p\u003e \u003cp\u003e‘You need to invest money in the establishment of a good brand’ 187\u003c\/p\u003e \u003cp\u003eWe cannot afford to spend 188\u003c\/p\u003e \u003cp\u003eDavid against Goliath 193\u003c\/p\u003e \u003cp\u003eThe Gorilla image 199\u003c\/p\u003e \u003cp\u003eBranding as a tool-kit in the discount strategy 204\u003c\/p\u003e \u003cp\u003eLow prices as a new corporate social responsibility position 206\u003c\/p\u003e \u003cp\u003eBrand extension and discount 207\u003c\/p\u003e \u003cp\u003eThe good brand 209\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 The discount customer and social capital 211\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe pivotal role of the customer in a discount strategy 211\u003c\/p\u003e \u003cp\u003eCustomers as social capital 214\u003c\/p\u003e \u003cp\u003eSocial capital and the discount customers – the X factor 214\u003c\/p\u003e \u003cp\u003eThe social factor in the discount strategy 215\u003c\/p\u003e \u003cp\u003eSocial capital and egalitarianism 219\u003c\/p\u003e \u003cp\u003eThe dismissal of relationship marketing 221\u003c\/p\u003e \u003cp\u003ePsychology, culture and the discount strategy 224\u003c\/p\u003e \u003cp\u003eThe view on discount 224\u003c\/p\u003e \u003cp\u003eExploitation of the cognitive dissonance 225\u003c\/p\u003e \u003cp\u003eLife-style and satisfaction 227\u003c\/p\u003e \u003cp\u003eThe advent of the viral ambassador 228\u003c\/p\u003e \u003cp\u003eThe patronizing of customers 230\u003c\/p\u003e \u003cp\u003eThe rise and fall of patronizing 230\u003c\/p\u003e \u003cp\u003eIncreasing brand promiscuity 231\u003c\/p\u003e \u003cp\u003eSimplicity prevails 233\u003c\/p\u003e \u003cp\u003eHow to save costs and increase perceived quality? 234\u003c\/p\u003e \u003cp\u003eThe main execution tactics 234\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Finding the suitable technology 237\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFinding technology 241\u003c\/p\u003e \u003cp\u003eThe innovator’s dilemma and the innovator’s solution 244\u003c\/p\u003e \u003cp\u003eThe choice of ‘discount’ technology 246\u003c\/p\u003e \u003cp\u003eProven technology 248\u003c\/p\u003e \u003cp\u003eScalability 248\u003c\/p\u003e \u003cp\u003eTechnology supporting the simple 249\u003c\/p\u003e \u003cp\u003eImpact on back office system 249\u003c\/p\u003e \u003cp\u003eTechnological exuberance avoided 253\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Value creation and value destruction 257\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStrategy and war 258\u003c\/p\u003e \u003cp\u003eStrategy revisited 264\u003c\/p\u003e \u003cp\u003eThe building blocks of the discount strategy model 265\u003c\/p\u003e \u003cp\u003eThe various execution processes 269\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 Epilogue 273\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to reflect thoroughly on the wider repercussions of successful discount business strategies? 273\u003c\/p\u003e \u003cp\u003eNotes 279\u003c\/p\u003e \u003cp\u003eBibliography 287\u003c\/p\u003e \u003cp\u003eIndex 291\u003c\/p\u003e","brand":"John Wiley \u0026 Sons","offers":[{"title":"Default Title","offer_id":53515413389655,"sku":"9780470033531","price":36.09,"currency_code":"GBP","in_stock":true}],"url":"https:\/\/bookcurl.com\/products\/discount-business-strategy-9780470033531","provider":"Book Curl","version":"1.0","type":"link"}