Proactive Companies [electronic resource] : How to Anticipate Market Changes /
Araújo, L.author.
Gava, R.author.
Why do some companies succeed better than others? It is well known that there are many variables such which may impact a company's performance. The authors present their new model for Market Proactiveness which shows organizations how to anticipate change and respond to it before they are forced to do so, and improve their overall performance.
Cover; Contents; List of figures and tables; Acknowledgments; Preface; Introduction: A model for market proactiveness; Our approach to market proactiveness; A word about this book; PART I: UNDERSTANDING MARKET PROACTIVENESS; 1 MARKET PROACTIVENESS: ANTICIPATING MOMENTS ZERO; Market reactiveness: the company reacts to the environment; Why are companies reactive?; The sources of market reactiveness; Market reactiveness is not enough any more; Anticipation: the essential element of market proactiveness; Moment zero; The two types of anticipation; Companies and the moment zero
The proactive company2 ACTION TOOLS AND MODELS: THE DNA OF MARKET PROACTIVENESS; The DNA model; Dimensions of market proactiveness; Why three dimensions?; Levels of market proactiveness; Market proactiveness actions; Proactiveness actions concerned with the organization's offer; Proactive actions concerned with the industry; Proactive actions on customers; The moment zero matrix; PART II: MANAGING MARKET PROACTIVENESS; 3 ORGANIZING THE COMPANY FOR ARKETPROACTIVENESS: THE CAPACITIES OF A PROACTIVE COMPANY; The capacities of a proactive company; Market proactiveness management
The four dimensions of proactive managementThe diagnosis of capacities; 4 FUTURE-TODAY MANAGEMENT: BELIEVING IN WHAT DOES NOT EXIST (YET); Visualizing future realities; The construction process; Managing short-term pressure; 5 UNCERTAINTY MANAGEMENT: LEARNING TO DEAL WITH RISK AND ERROR; Dealing with risk; Dealing with error; 6 PROACTIVE INNOVATION MANAGEMENT: INNOVATING TO CHANGE THE MARKET; Innovating proactively; Flexible management; 7 PROACTIVE BEHAVIOR MANAGEMENT: DEVELOPING PERSONAL PROACTIVENESS; The capacity for leading proactively
The capacity for identifying and developing proactive peoplePART III: EXECUTING MARKET PROACTIVENESS; 8 BUILDING A PROACTIVE MARKET STRATEGY: HOW TO PUT MARKET PROACTIVENESS INTO PRACTICE; The four steps of a PMS; 9 OFFER PROACTIVENESS: CREATING A MOMENT ZERO FOR AN OFFERING; The standard offer and complementary offer: synergies and opportunities; Responsive anticipation and creative anticipation in the offer dimension; How did Fiat anticipate a change in offer, in introducing its new light-off-road car concept to the Brazilian market?
10 INDUSTRY PROACTIVENESS: CREATING MOMENTS ZERO IN COMPETITIVE ENVIRONMENTSResponsive anticipation and creative anticipation in the industry dimension; How industry proactiveness boosted the growth and profitability of Localiza Rent a Car; 11 CUSTOMER PROACTIVENESS: CREATING MOMENTS ZERO IN CUSTOMER BEHAVIOR; The challenge of previewing "change inside change" in customers 'behavior; Customer empowerment and opportunities for proactive action; Responsive anticipation and creative anticipation in the customer dimension
How customer proactiveness helped Tecnisa generate purchase preference in online residential real estate transactions and enhance its brand on the Brazilian marke
"Fundacao Dom Cabral (FDC)".
Includes bibliographical references and index.
Why do some companies succeed better than others? It is well known that there are many variables such which may impact a company's performance. The authors present their new model for Market Proactiveness which shows organizations how to anticipate change and respond to it before they are forced to do so, and improve their overall performance.
Leadership.
Marketing.
Management.
International business enterprises.
Industrial management.
Organization.
Planning.
Business Strategy/Leadership.
Marketing.
Management.
International Business.
Innovation/Technology Management.
Organization.