Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B
Autor(a) principal: | |
---|---|
Data de Publicação: | 2008 |
Outros Autores: | , |
Tipo de documento: | Artigo |
Idioma: | eng |
Título da fonte: | RAM. Revista de Administração Mackenzie |
Texto Completo: | http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712008000700008 |
Resumo: | The basic issue of the strategic management process is to determine how firms achieve and sustain competitive advantage. In this sense, this paper aims to analyze the links between a firm's competitive positioning and the inter-organizational ties created with its customers as a way to achieve sustainable competitive advantage. The focus of the study is to describe the competitive process according to the Delta Model developed by Hax and Wilde II, which proposes three strategic positioning options. The study describes the process of competitive positioning through inter-organizational ties and customer bonding under a strategic marketing perspective. From a methodological point of view, a literature review was done focusing on two theoretical subjects: competitive positioning and strategic marketing. Finally the results of an empiric research on a public relations company are presented. The study's contribution is providing empirical support for the Delta Model. |
id |
MACKENZIE-2_842270883d0631b5c427184c21f877f5 |
---|---|
oai_identifier_str |
oai:scielo:S1678-69712008000700008 |
network_acronym_str |
MACKENZIE-2 |
network_name_str |
RAM. Revista de Administração Mackenzie |
repository_id_str |
|
spelling |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2BStrategic marketingDigital marketingStrategic managementNetworksDelta modelThe basic issue of the strategic management process is to determine how firms achieve and sustain competitive advantage. In this sense, this paper aims to analyze the links between a firm's competitive positioning and the inter-organizational ties created with its customers as a way to achieve sustainable competitive advantage. The focus of the study is to describe the competitive process according to the Delta Model developed by Hax and Wilde II, which proposes three strategic positioning options. The study describes the process of competitive positioning through inter-organizational ties and customer bonding under a strategic marketing perspective. From a methodological point of view, a literature review was done focusing on two theoretical subjects: competitive positioning and strategic marketing. Finally the results of an empiric research on a public relations company are presented. The study's contribution is providing empirical support for the Delta Model.Editora MackenzieUniversidade Presbiteriana Mackenzie2008-12-01info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersiontext/htmlhttp://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712008000700008RAM. Revista de Administração Mackenzie v.9 n.7 2008reponame:RAM. Revista de Administração Mackenzieinstname:Universidade Presbiteriana Mackenzie (UPM)instacron:MACKENZIE10.1590/S1678-69712008000700008info:eu-repo/semantics/openAccessCozer,Mateus Tavares da SilvaToledo,Geraldo LucianoSzafir-Goldstein,Cláudiaeng2011-11-25T00:00:00Zoai:scielo:S1678-69712008000700008Revistahttps://www.scielo.br/j/ram/https://old.scielo.br/oai/scielo-oai.phprevista.adm@mackenzie.br1678-69711518-6776opendoar:2011-11-25T00:00RAM. Revista de Administração Mackenzie - Universidade Presbiteriana Mackenzie (UPM)false |
dc.title.none.fl_str_mv |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B |
title |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B |
spellingShingle |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B Cozer,Mateus Tavares da Silva Strategic marketing Digital marketing Strategic management Networks Delta model |
title_short |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B |
title_full |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B |
title_fullStr |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B |
title_full_unstemmed |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B |
title_sort |
Inter-organizational ties and total customer solution strategic positioning from Delta model: a research about dyad supplier-client on B2B |
author |
Cozer,Mateus Tavares da Silva |
author_facet |
Cozer,Mateus Tavares da Silva Toledo,Geraldo Luciano Szafir-Goldstein,Cláudia |
author_role |
author |
author2 |
Toledo,Geraldo Luciano Szafir-Goldstein,Cláudia |
author2_role |
author author |
dc.contributor.author.fl_str_mv |
Cozer,Mateus Tavares da Silva Toledo,Geraldo Luciano Szafir-Goldstein,Cláudia |
dc.subject.por.fl_str_mv |
Strategic marketing Digital marketing Strategic management Networks Delta model |
topic |
Strategic marketing Digital marketing Strategic management Networks Delta model |
description |
The basic issue of the strategic management process is to determine how firms achieve and sustain competitive advantage. In this sense, this paper aims to analyze the links between a firm's competitive positioning and the inter-organizational ties created with its customers as a way to achieve sustainable competitive advantage. The focus of the study is to describe the competitive process according to the Delta Model developed by Hax and Wilde II, which proposes three strategic positioning options. The study describes the process of competitive positioning through inter-organizational ties and customer bonding under a strategic marketing perspective. From a methodological point of view, a literature review was done focusing on two theoretical subjects: competitive positioning and strategic marketing. Finally the results of an empiric research on a public relations company are presented. The study's contribution is providing empirical support for the Delta Model. |
publishDate |
2008 |
dc.date.none.fl_str_mv |
2008-12-01 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712008000700008 |
url |
http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712008000700008 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
10.1590/S1678-69712008000700008 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
text/html |
dc.publisher.none.fl_str_mv |
Editora Mackenzie Universidade Presbiteriana Mackenzie |
publisher.none.fl_str_mv |
Editora Mackenzie Universidade Presbiteriana Mackenzie |
dc.source.none.fl_str_mv |
RAM. Revista de Administração Mackenzie v.9 n.7 2008 reponame:RAM. Revista de Administração Mackenzie instname:Universidade Presbiteriana Mackenzie (UPM) instacron:MACKENZIE |
instname_str |
Universidade Presbiteriana Mackenzie (UPM) |
instacron_str |
MACKENZIE |
institution |
MACKENZIE |
reponame_str |
RAM. Revista de Administração Mackenzie |
collection |
RAM. Revista de Administração Mackenzie |
repository.name.fl_str_mv |
RAM. Revista de Administração Mackenzie - Universidade Presbiteriana Mackenzie (UPM) |
repository.mail.fl_str_mv |
revista.adm@mackenzie.br |
_version_ |
1752128648027045888 |