Teixeira, Thales S.,
Unlocking the customer value chain : how decoupling drives consumer disruption / Thales S.Teixeira with Greg Piechota - New York : Currency, c2019. - 336 p. : ill. ; 25 cm
Part 1. The new reality of markets
Part 2. Responding to decoupling
Part 3. Building disruptive businesses.
Based on six years of research, Harvard Business School professor Thales Teixeira shows how and why industries are disrupted, and what established companies can do to respond -- as well as what potential startups must master if they hope to gain a competitive edge. As it turns out, there is a pattern to disruption in an industry, whether the disruptor is Uber, Airbnb or a dozen other startups that have shaken up incumbents and threatened the status quo. For disruptors to pose a threat to an industry, they have to successfully break the link in choosing, purchasing or consuming a product or service. Upstarts, Teixeria shows, do not attempt to compete with or overtake a reigning incumbent company entirely. Instead, they work to peel away a portion of the consumer decision-making process, the way Birchbox offered women a new way to sample new beauty products from a variety of cosmetics and fragrance companies, without having to go to the Revlon or Estee Lauder store. Zipcar doesn't attempt to compete head to head with GM, but rather to offer people who need transportation an alternative way to get around, without owning a car themselves, or being responsible for fuel, maintenance, or insurance. In a penetrating narrative filled with case studies and stories, Teixeira shows us how startups successfully disrupt industries -- and what industry leaders must to avoid being disrupted and protect their domain.
9781524763084
2018027655
Customer relations
Consumer satisfaction
Marketing
BUSINESS & ECONOMICS / Management
BUSINESS & ECONOMICS / Entrepreneurship
BUSINESS & ECONOMICS / Leadership
658.812 TE UN
Unlocking the customer value chain : how decoupling drives consumer disruption / Thales S.Teixeira with Greg Piechota - New York : Currency, c2019. - 336 p. : ill. ; 25 cm
Part 1. The new reality of markets
Part 2. Responding to decoupling
Part 3. Building disruptive businesses.
Based on six years of research, Harvard Business School professor Thales Teixeira shows how and why industries are disrupted, and what established companies can do to respond -- as well as what potential startups must master if they hope to gain a competitive edge. As it turns out, there is a pattern to disruption in an industry, whether the disruptor is Uber, Airbnb or a dozen other startups that have shaken up incumbents and threatened the status quo. For disruptors to pose a threat to an industry, they have to successfully break the link in choosing, purchasing or consuming a product or service. Upstarts, Teixeria shows, do not attempt to compete with or overtake a reigning incumbent company entirely. Instead, they work to peel away a portion of the consumer decision-making process, the way Birchbox offered women a new way to sample new beauty products from a variety of cosmetics and fragrance companies, without having to go to the Revlon or Estee Lauder store. Zipcar doesn't attempt to compete head to head with GM, but rather to offer people who need transportation an alternative way to get around, without owning a car themselves, or being responsible for fuel, maintenance, or insurance. In a penetrating narrative filled with case studies and stories, Teixeira shows us how startups successfully disrupt industries -- and what industry leaders must to avoid being disrupted and protect their domain.
9781524763084
2018027655
Customer relations
Consumer satisfaction
Marketing
BUSINESS & ECONOMICS / Management
BUSINESS & ECONOMICS / Entrepreneurship
BUSINESS & ECONOMICS / Leadership
658.812 TE UN