Marketing Strategy and Competitive Positioning pdf ebook

Tomorrow’s Company: The Role of Business in a Changing 
World (RSA) 525
total integrated marketing 400
total quality management (TQM) 360
Toyota (case study) 166–7
toys-to-life sector 25–6
tracking in segmentation research 215
training 314
transactional marketing 356
transactions-based marketing 71
trickle-up innovation 337
triple bottom line 15, 65
true friends in CRM 356
Trump, President Donald 61, 64, 230, 231
trust as risk in strategic alliances 442
trust in e-service quality 376
trusted adviser business model 273
TSB 84–5
Twitter (case study) 542–3
Uber 324–5
car-sharing model 431–2
Ulwick, Tony 235
under-performers, service to 366
under-positioning 174
under-servicing 363–4
undifferentiated marketing 248
unicorn companies 317
Unilever 4–5, 226, 227, 514
Pureit machine 496–7
sustainable living plan 497
unique products for sustaining competitive advantage 272–3
uniqueness for sustainable competitive advantage 258
UPS (case study) 448–50
users, role in purchasing 96
value
to customers 302–3
types of propositions
all benefits 516
favourable points of difference 516
resonating focus 516
value-added network 435
value chain analysis 259
of competitors 125–7
inbound logistics 125
marketing and sales 126
operations 125
outbound logistics 125–6
service 126
value chain collaboration 428
value chain social impacts 508
value-creating disciplines 143–5
customer intimacy 144
operational excellence 143–4
product leadership 144
value creation 257–8, 327
value innovation 331–2
value proposition 174
valued products for sustaining competitive advantage 272–3
Values and Lifestyles (VALS) 208
vanguard companies 497
venture marketing organisation 49
venture team approach to innovation 351
vertical disaggregation 429–30
vertical integration in strategic alliances 440
vertical markets networks 436
Vickrey auctions 303
video industry 82
vigilance in strategic alliances 446–7
viral marketing 310
Virgin Group 242
virtual assistants (case study) 111–13
virtual corporations 429, 435
virtual network 435
Volkswagen 187, 330
damage to reputation 493, 500
volume quadrant in Advantage Matrix 88
Volvo 123
case study 286

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594
INDEX
von Moltke, Helmuth 459
Voyage 170–1
VRIN (value, rarity, inimitability and non-substitutability)
147, 148
vulnerability of competitors 130
Walker, Kate 318–19
Walker, Richard 518, 519
Walker, Sir Malcolm 519
Walmart 309
culture clash in Germany 363–4
Warner index of status characteristics 180, 181
Warwick Castle 220, 221, 223, 224
Waters, Richard 352–3
Webster, F.E. 7, 429
Wells Fargo 473
W.H. Smith 70–1
Whipp, Lindsay 137–9
Whole Foods Market 509–10
Wikinomics 335
Wikipedia 526
Williams, Evan 543
Wingate, Stewart 115
Woburn Abbey and Safari Park 220, 221, 222, 223, 224
Woodford, Neil 382–3
Woods, Tiger 152
World Class Sales Excellence Research Report (2006) 
(Challey) 396
Worldport 450
Wright, Robert 448–50
wrong-servicing 363
Xerox 280, 335
Yamaha 539–40
yesterday’s breadwinners, product type
35, 36
young consumers 4–5
youth market 62–3
Zara 148–9, 440
zone of tolerance 370

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