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Customer Segmentation and Customer Value Proposition: The First Critical Task of Strategy

In: The Delta Model

Author

Listed:
  • Arnoldo C. Hax

    (Massachusetts Institute of Technology)

Abstract

The Delta Model regards customer segmentation as the starting point for a creative strategy. If we are in a situation where we feel we need to consider a significant change in our strategy, this is our chance to rethink what we are doing and to redirect the organization toward a more constructive future. It is in here where our innovative capabilities are going to be tested. The final output of this process will clearly indicate whether we are going to depart from the inertia and momentum carried over from our past activities and will in fact determine a novel way of reconstructing the business.

Suggested Citation

  • Arnoldo C. Hax, 2010. "Customer Segmentation and Customer Value Proposition: The First Critical Task of Strategy," Springer Books, in: The Delta Model, chapter 0, pages 33-73, Springer.
    • Handle: RePEc:spr:sprchp:978-1-4419-1480-4_3
    DOI: 10.1007/978-1-4419-1480-4_3
    as

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