Spring 2002
Volume 43, Issue # 3


Don’t Just Relate — Collaborate

  • Opinion & Analysis
  • Read Time: 3 min 

While relationship marketing assumes that companiesrelate to customers, collaborative marketing requires that companieswork with customers to define, design and deliver value.




Pricing as a Strategic Capability

  • Research Feature
  • Read Time: 21 min 

The ability to set the right price at the right time, any time — the very definition of a pricing capability — is becoming increasingly important. Based on their work with dozens of companies, the authors explain how investments in human capital, systems capital and social capital come together to form a pricing capability that competitors will have a hard time imitating.


The Comparative Advantage of X-Teams

  • Research Feature
  • Read Time: 19 min 

Traditional teams are not faring well in today business environment because they are too inwardly focused and lack flexibility. The authors detail the high levels of performance of a new, externally focused team, the X-team and outline the five components of X-teams they have studied.