Aligning Strategy and Customer Information for Performance in Business Markets
Zahay, Debra L.
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https://hdl.handle.net/2142/84617
Description
Title
Aligning Strategy and Customer Information for Performance in Business Markets
Author(s)
Zahay, Debra L.
Issue Date
2000
Doctoral Committee Chair(s)
Griffin, Abbie
Department of Study
Business Administration
Discipline
Business Administration
Degree Granting Institution
University of Illinois at Urbana-Champaign
Degree Name
Ph.D.
Degree Level
Dissertation
Keyword(s)
Computer Science
Language
eng
Abstract
"Although there is support for the idea that strategy and information management should be aligned to achieve competitive advantage, just implementing an effective strategy combination helps the business unit achieve competitive advantage as measured by the Marketing Performance variables above and by business unit growth. The decision to follow the ""Both"" strategy (Low-Cost and Differentiation simultaneously) could be considered a surrogate for ""Strategic Excellence"" in general. This strategy is associated with competitive advantage (Treacy and Wieserma 1993) and in most cases requires coordination of information throughout the business unit as well as a deep and sophisticated knowledge of the customer."
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