Journal
INDUSTRIAL MARKETING MANAGEMENT
Volume 36, Issue 5, Pages 552-564Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2006.02.005
Keywords
completeness of offering; nature of relationship; transactional; relational; case study; business-to-business
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We analyze the strategic repositioning of firms through changes in their market offerings and buyer-seller relationships. Based on literature from strategy, marketing, economics, and information systems, we formulate a two-by-two matrix to examine alternatives for positioning. We evaluate the framework with four case studies of companies that have recently moved toward more complete product/service offerings and stronger relational linkages with customers. These moves followed two different paths. The product/service path initially focused on the development of new and related products, product bundles, and the addition of product-related services. The relational path first focused on establishing closer relationships with customers including closer operational linkages, enhanced information sharing, more fully articulated legal and contractual obligations, and enhanced cooperation. In all the cases, the strategic repositioning was influenced by customer needs and enabled by information technology and the acquisition of new competencies through networking. (C) 2006 Elsevier Inc. All rights reserved.
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