Market Analysis

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Smart Pricing

The past decade has seen a virtual explosion of information about customers and their preferences. Many companies have the ability to gauge customers’ willingness to pay for their products and can determine with some accuracy the effect of price changes on sales volumes.


Strategy, Value Innovation, and the Knowledge Economy

For the past twenty years, competition has occupied the center of strategic thinking. Indeed, one hardly speaks of strategy without drawing on the vocabulary of competition — competitive strategy, competitive benchmarking, competitive advantages, outperforming the competition.


Use Strategic Market Models to Predict Customer Behavior

Positioning products in a complex market is one of a company’s hardest decisions. In determining whether to combine or maintain separate product lines, Hewlett-Packard used strategic market modeling (SMM) to design “what if” scenarios and run simulations forecasting market behavior. SMM combines demographics, user needs and competitive-perception data into a database for testing alternative positioning strategies. The author describes SMM’s development and the lessons learned.

Showing 1-4 of 4