Where to Play & How to Win
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The document outlines strategic management concepts focusing on market segmentation criteria such as demographic, geographical, situational, behavioral, psychological, and benefit segmentation. It emphasizes the need to align an organization's strengths (resources and capabilities) with market opportunities to determine where to play and how to win. The importance of selecting matched pairs of strategies is highlighted as central to effective strategic decision-making.
Where to Play & How to Win
- 1. Where to play & how to win • Bestjobs • CleveTaxi • Starbiter • Vivre.eu • Zumzi Calin Fusu, ROCKIT 2017
- 2. DEMOGRAPHIC FACTORS 01 GEOGRAPHICAL FACTORS 02 SITUATIONAL & BEHAVIORAL FACTORS 03 PSYCHOLOGICAL FACTORS 04 BENEFIT SEGMENTATION 05 WHERE TO PLAY management tries to match the organizational profile with the environment conditions within the industry context + market segmentation criteria: by demography, geography, situational & behavioral factors, psychological and benefit segmentation.
- 3. HOW TO WIN resources and capabilities are the result of learning accumulation and cannot be changed rapidly strategy becomes a matter of aligning what we do well with the right marketplace opportunities
- 4. SELECT MATCHED PAIRS the challenge here is that both are linked, and together they are the heart of strategy select strategy by considering matched pairs of Where to Play and How to Win choices
- 5. RESOURCES Competitive positioning and the resource-based view of the firm (Hooley & Broderick, Journal of Strategic Marketing, 1998) The Coherence Premium (Leinwand & Mainardi, Harvard Business Review, 2010) Playing to Win: How the Strategy Really Works (Lafley & Martin, 2013) Bruce Lee remix Be Water My Friend ;) https://www.youtube.com/watch?v=0EygqL--RW4