Power play : the beginning of the endgame in Net markets /
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作 者：Michael Moriarty, Bruce Klassen.
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ISBN：9780471438809
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简介
Summary:
Publisher Summary 1
From the experts at A. T. Kearney: understanding and leveraging the full, awesome potential of the business-to-business space
In this important book, a team of experts from the prestigious international consulting firm of A. T. Kearney offer powerful insights and analysis of the business and financial opportunities opening up in the B2B landscape. Drawing upon A. T. Kearney's groundbreaking consulting work on B2B issues with top companies around the globe, they develop a framework for understanding the implications and competitive advantages of B2B now and in the years ahead. And, with the help of real-life examples and case studies from Microsoft, Intuit, Nabisco, and other major U.S., European, and Asian players in the consumer, automotive, and high-tech industries, they outline proven strategies and tactics managers can use to enter and make the most of the B2B space.
Michael Moriarty (Chicago, IL) has more than twenty-five years of industry and consulting experience, specializing in fast-moving consumer producrts and retail industries. He is the global leader of A. T. Kearney's Consumer Industries practice.
目录
Acknowledgments p. ix
Introduction p. 1
Part I Expectations and Realities p. 15
Chapter 1 Six Myths of Net Markets: Find the facts amid a tidal wave of hype p. 19
Chapter 2 Power Players versus the Pure Plays: Ignore the headlines: In the end, big beats nimble p. 37
Chapter 3 Ecosystems: The Smartest Distance between Two Points: Explore the net market ecosystem p. 51
Part II Building the B2B Foundation p. 67
Chapter 4 Creating Stickiness with Content: Use what you know to make your customers love you p. 71
Chapter 5 Follow the Money: Commerce Is Still Core to E-Commerce: How much is your net market worth to you? p. 81
Chapter 6 Connection: Can We Talk?: Power Players rewrite the rules of communication p. 97
Part III How the Leaders are Playing the Game p. 105
Chapter 7 Being the Biggest from Birth: The WorldWide Retail Exchange: This retail exchange redefines what's in store p. 109
Chapter 8 Covisint Puts the Pedal to the Metal: Big things happen when the Big Three get together p. 123
Chapter 9 Moving Essential Parts around the World the Aerospan Way: This air transport market has the clout of a longtime industry organization p. 135
Part IV Participating in net Markets p. 149
Chapter 10 The Challenge of Change Hasn't Changed: Human capital issues are still the critical factor p. 153
Chapter 11 The Competitor Dating Game: When your customer is your contractor and competitor p. 177
Chapter 12 Setting the Global Standard for Standards: The triumph of the cooperative over the clever p. 191
Chapter 13 What Happens Next?: T2T, P2P, and beyond p. 203
Part V Toolbox p. 213
Glossary p. 215
Web Sites p. 221
E-Market Membership Lists p. 227
Index p. 231
Introduction p. 1
Part I Expectations and Realities p. 15
Chapter 1 Six Myths of Net Markets: Find the facts amid a tidal wave of hype p. 19
Chapter 2 Power Players versus the Pure Plays: Ignore the headlines: In the end, big beats nimble p. 37
Chapter 3 Ecosystems: The Smartest Distance between Two Points: Explore the net market ecosystem p. 51
Part II Building the B2B Foundation p. 67
Chapter 4 Creating Stickiness with Content: Use what you know to make your customers love you p. 71
Chapter 5 Follow the Money: Commerce Is Still Core to E-Commerce: How much is your net market worth to you? p. 81
Chapter 6 Connection: Can We Talk?: Power Players rewrite the rules of communication p. 97
Part III How the Leaders are Playing the Game p. 105
Chapter 7 Being the Biggest from Birth: The WorldWide Retail Exchange: This retail exchange redefines what's in store p. 109
Chapter 8 Covisint Puts the Pedal to the Metal: Big things happen when the Big Three get together p. 123
Chapter 9 Moving Essential Parts around the World the Aerospan Way: This air transport market has the clout of a longtime industry organization p. 135
Part IV Participating in net Markets p. 149
Chapter 10 The Challenge of Change Hasn't Changed: Human capital issues are still the critical factor p. 153
Chapter 11 The Competitor Dating Game: When your customer is your contractor and competitor p. 177
Chapter 12 Setting the Global Standard for Standards: The triumph of the cooperative over the clever p. 191
Chapter 13 What Happens Next?: T2T, P2P, and beyond p. 203
Part V Toolbox p. 213
Glossary p. 215
Web Sites p. 221
E-Market Membership Lists p. 227
Index p. 231
Power play : the beginning of the endgame in Net markets /
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