Discount Business Strategy: How the New Market Leaders are Redefining Business Strategy商业折扣战略方法与实施 pdf mobi txt 2024 电子版 下载

"Michael 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."

—Adrian J. Slywotzky, Director, Mercer Management Consulting USA

"This 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!"

—Peter Lorange, President, IMD, Switzerland

"Andersen and Poulfelt have researched one of the most important themes in today's business world - how fundamentally new business models have wiped out establishments not with new products or technologies, but by creating new rules for conventional industries. Read this book and learn how to recognize the disruption of your industry before it is too late!"

—Sigurd Liljenfeldt, Senior Partner, Monitor Group, France

"This book asks if a firm can have its cake and eat it too - that is, maintain high quality at low prices. My favourite example and shopping place is big box Costco. Ikea is another. A must read for a broad audience concerned about corporate survival!"

—Professor Larry E. Greiner, Marshall School of Business, University of Southern California, USA

The aspiration to adopt the right strategy still prevails over the business world. But is there a single 'best' strategy for a company? Can an organization create sustainable competitive advantage from an 'off-the-peg' strategy? And are most companies likely to craft a strategy that genuinely creates uncontested market space and makes the competition irrelevant?

The answer to all these questions is probably 'No'. And the rising tide of 　companies like Dell, CostCo, Skype and Linux means that asking them at all may soon be futile. While strategists have foundered in old paradigms, a new breed of competitors has emerged. Value destroyers. Old-style thinking understood value destruction when it was confined to an industry and driven by a new product or technology. But what are the implications when the destruction stems from a new way of thinking - from a strategy that simultaneously creates value?

The implications are enormous. Every company in every industry is potentially at risk.

This risk - or opportunity - is precisely the reason for this book and its focus on exploring why and how some companies have bridged the gap between differentiator and cost leader strategies to emerge as winners in hypercompetitive markets, and what this entails in terms of value destruction and creation. Discounting organizations are here to stay - are you?

Foreword

1 Why are some companies more successful thanothers?

The real life laboratory

Creating value and simultaneous destruction

The volume game

Simplicity - the word of the day

Cut to the core

Service? Something we'd rather do ourselves

The black box of strategy turned upside down

2 The oxymoron of existing strategies: where do we

go from here?

Conventional strategic thinking

The generic strategy framework

Porter challenged

Mixed strategies - the airline industry

3 When discount strategy becomes important

Hyper competitive markets and traditional strategy

The position of a discount strategy

A single form - a simple form?

4 CBB

Cultivating a hyper competitive market by way ofa consistent approach to the notion of discountstrategy

A contradiction to the bursting of the IT-bubble

The mobile sector - hyper-competition

CBB as the enhanced service provider

The original mission and strategy

Crisis and the filing of a petition for bankruptcy

The discount strategy - not a single quick fix

New management

Reinvention of the IT-systems

A new customer care concept

New brand and branding

Reverse relationship marketing

Political mass marketing

Reorganization of the distribution

Cost cutting programs

Active price leadership

CBB's discount product - cheaper and better

Product production characteristics

Product marketing characteristics

CBB's use of price as a tactical weapon

The importance of the price visa-vis the customers

Active leadership in price wars

Results - best in class

A revolution in the mobile sector?

Perspectives

5 Lidl

Gaining ground in a hyper competitive market bya consistent discount strategy

……

6 Ryanair

7 The building blocks of a discount business strategy

8 The attractiveness of the core product

9 A good brand is much more than a good brand

10 The discount customer and social capetal

11 Finding the suitable technology

12 Value creation and value destruction

13 Epilogue

Notes

Beliography

Index

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作者简介

　　Michael Moesgaard Andersen is CEO of Andersen Advisory Group A/S. He and his team have provided strategy advice to numerous companies and public organizations around the world, and he is also directly involved in business development through his own venture capital company. He has worked as a lecturer at Copenhagen University and as external examiner at Copenhagen Business School, and is a frequent speaker at conferences. He is the author of numerous articles and two books on technology and management issues.

　　Flemming Poulfelt is Professor of Management and Strategy and Vice Dean at Copenhagen Business School, and Director of LOK Research Center. He is the author of many articles and books on the subjects of strategy, professional service firms, change management, knowledge management and management consulting. His books include The Contemporary Consultant (2004) and Managing Complexity and Change in SMEs (2006). He has served on numerous corporate boards, consults widely and is a frequent speaker at seminars and conferences.

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What people are saying about Discount Business Strategy : "Michael 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."

—Adrian J. Slywotzky, Director, Mercer Management Consulting USA "This 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!"

—Peter Lorange, President, IMD, Switzerland "Andersen and Poulfelt have researched one of the most important themes in today′s business world – how fundamentally new business models have wiped out establishments not with new products or technologies, but by creating new rules for conventional industries. Read this book and learn how to recognize the disruption of your industry before it is too late!"

—Sigurd Liljenfeldt, Senior Partner, Monitor Group, France "This book asks if a firm can have its cake and eat it too – that is, maintain high quality at low prices. My favourite example and shopping place is big box Costco. Ikea is another. A must read for a broad audience concerned about corporate survival!"

—Professor Larry E. Greiner, Marshall School of Business, University of Southern California, USA The aspiration to adopt the right strategy still prevails over the business world. But is there a single ′best′ strategy for a company? Can an organization create sustainable competitive advantage from an ′off–the–peg′ strategy? And are most companies likely to craft a strategy that genuinely creates uncontested market space and makes the competition irrelevant? The answer to all these questions is probably ′No′. And the rising tide of companies like Dell, CostCo, Skype and Linux means that asking them at all may soon be futile. While strategists have foundered in old paradigms, a new breed of competitors has emerged. Value destroyers. Old–style thinking understood value destruction when it was confined to an industry and driven by a new product or technology. But what are the implications when the destruction stems from a new way of thinking – from a strategy that simultaneously creates value? The implications are enormous. Every company in every industry is potentially at risk. This risk – or opportunity – is precisely the reason for this book and its focus on exploring why and how some companies have bridged the gap between differentiator and cost leader strategies to emerge as winners in hypercompetitive markets, and what this entails in terms of value destruction and creation. Discounting organizations are here to stay – are you?

• 作者：Tian某人 发布时间：2017-11-26 20:19:05

  补看。

• 作者：安德烈大叔 发布时间：2021-04-30 16:54:27

  带着这本书从兰州一路走到了喀什，十六天十一城的行程，兰州-武威-张掖-酒泉-嘉峪关-敦煌-瓜州-吐鲁番-乌鲁木齐-喀什-塔县，除了南疆区域基本上把境内丝绸之路走完了。指南中的大部分信息都在互联网旅行信息范畴之中，唯独书中不少饮食店在大众点评默默无闻，但实测都是惊艳水准的，比如喀什的金奥尔达饮食（现在叫金府美食）。另外张掖没有记录冰沟丹霞、敦煌榆林窟的描述也不多，较为可惜。不知道写篇游记会不会有人看。

• 作者：milanren 发布时间：2014-02-17 22:12:57

  最初几篇最好，有一些很有意思的联想。到后来不知是因为审美疲劳或者点子差点，总体不如之前

• 作者：潜潜 发布时间：2008-04-15 22:47:39

  黑格尔构建了一个精神大帝国,将艺术的各种手法题材都无孔不入地纳入到这一个帝国之中,顺从他的精神哲学.

• 作者：飞扬池骋 发布时间：2020-03-19 15:06:20

  这是一本关于销售的好书

• 作者：凛冽 发布时间：2022-06-27 16:07:31

  很清晰的时间轴，分为中国政治经济，外国政治经济等等，用来背诵再合适不过。

• 幸福的钱瑗

  作者：小烟熏 发布时间：2005-12-15 14:55:11

  由钱钟书而认识杨绛，由杨绛而认识钱瑗。对这三口之家喜欢得不得了，钱瑗（前缘）这个名字也觉得简单有意境。

  看《我们仨》的时候，我这个八卦的女子（因为我觉得钱钟书好帅），看到他的妻子并不如想象中的美丽，他们的女儿也很平凡。

  不过，在看了那些深情淳厚的文字之后，越来越羡慕这个有着共同志趣和淡泊情操的家庭。

  一向喜欢三联书店低调又质感的装帧，《我们的钱瑗》维持了这样一贯的风格。用了半天断断续续的看完了，世界上有这样一种人，是我非常欣赏和敬佩的，但可能我永远也做不到象她那样的“简单生活”。让我挂念的物质太多，让我想不开的事情太多，跟她相比，都是一些鸡毛蒜皮你多我少的无聊琐事。

  钱瑗的一生是幸福的，因为她的全部心思都用了她所喜爱的做学问上，她的全部心思都是为了让别人快乐而后自己更快乐。这样的人怎么可能不幸福呢？这才是一个绝顶聪明的女人啊。

• 把神性的居里夫人还原成人.但仍然能感动你

  作者：戏作三昧 发布时间：2006-05-25 14:07:27

  真没想到，我居然会为了《居里夫人》这样的传记感动。而且不是因为作者很好的文笔——比如茨威格那种——感动，而是因为这个人本身。

  小时候看过居里夫人的连环画，人民美术出版社的，绘者是潘晋华和叶大荣，连环画本身和参考传记同样都非常有名，但是小时候我因为欣赏不了，所以一直不太喜欢。居里夫人在我的印象里就是和大多数被推上圣坛的科学家一样，刻板枯燥，当然，还有崇高。我对这样的人没有太大兴趣，我喜欢一个人充满了缺陷，却有强烈的个性，不管这个人是男是女，他们都不是神圣和过于理性的。

  国内流传最广的居里夫人传记版本是她女儿艾芙居里在1938年就写出的，也是连环画的参照原著。而我买到的则是1981年法国女作家弗朗索瓦吉鲁(也就是纪荷)的版本，很幸运，这个版本一开始就直指居里夫人的感情生活，让我第一眼看到的是一个娇小美丽而又生活严肃的小女孩，从而避免了第一眼就看到对崇高女人赞词的索然无味——我承认，这一点我是相当偏见的。

  接下来，我看到一个了不起的女人，一个完全拥有自我的女人，太难得了，对自我认同毫不妥协的女人，有着完整的爱情，家庭，孩子，事业，可以说，即使在那个充满偏见的社会，仍然活得完整的女人，即使在今天，也不会再有一个理想的女性范本了。但是，这一切却是以承担了太多痛苦为代价，极少有女人甘于付出如此大的代价认同自我，太难了。

  居里夫人是独一无二的，至少作为女性，她是独一无二的。幸运的是，我看到的又是一个如此真实可信的人，不是什么神圣的、殉难的圣女，是个真正的人，超越性别的人。

  艾芙居里的版本有很多抒情描写。我想大概因为她已经把可以抒情的部分都抒情过了，吉鲁的叙述才古板得多。艾弗浪漫地写着居里夫人希望镭有美丽的颜色，然后他们看到了那美丽的颜色。吉鲁则平淡的说，他们很喜欢在天黑的时候，看看镭发射的光芒。

  不管在哪个社会里，至少目前为止，女人的地位总是扭曲的，而且女人自己也扭曲了自己，所谓独立自主的现代女人，却往往是任性自私的代表，错误的把嚣张当作权利。居里夫人在生活上是如此普通，如此自然，同时在事业上又是如此成功，她是个普通意义上的人，而对于女人来说，如此普通意义却几乎是不可能做到的。一个女人有自信做个女人，不激进，不夸张，而是自然而然的，认为自己确实是和男人平等的，真正能认识到这点，就是非常难得的。更为难得的是，她有野心，却没有虚荣心，很自负，却并不傲慢，这两者完全不同，虽然常常被人混同。

  我真喜欢这个女人，说起来，我能够佩服的女人实在很少，而大多数又是像叶卡特琳娜那种满身缺点的人。但是居里夫人是个完整的人，不是说她全无缺点，而是说，这个人是正常的，让一个伟大的人正常起来，其实是相当难得一见的。