Success through Differentiation in the High-Tech Industry
Journal
Thexis
ISSN
0254-9697
ISSN-Digital
1862-5991
Type
journal article
Date Issued
2006-10-01
Author(s)
Abstract
Many high-tech companies have found that their markets are polarizing. Some customers expect high-quality interactions with their suppliers, while others want cost-efficient and standardized transactions. However, many companies are unable to strike a proper balance in this respect and end up with convoluted go-to-market models. In short, many companies are stuck in the middle. We conducted a survey among 250 global high-tech companies to examine this issue and find that the dilemma can be solved by implementing and coordinating differentiated go-to-market models.
Language
English
HSG Classification
not classified
Refereed
Yes
Publisher
Gabler
Publisher place
Wiesbaden
Volume
2006
Number
4
Start page
2
End page
5
Pages
4
Subject(s)
Eprints ID
32728