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The Market Makers

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The Market Makers

How Leading Companies Create and Win Markets

McGraw-Hill,

15 min read
10 take-aways
Text available

What's inside?

Stop thinking about making and selling products. Start thinking about creating and winning markets.

Editorial Rating

7

Qualities

  • Innovative
  • Eye Opening
  • Inspiring

Recommendation

Author and teacher Daniel Spulber offers insights that are becoming increasingly relevant as technological innovations make transactions between customers and businesses faster, cheaper and more important. The strategic framework he presents - that you should view companies as transaction facilitators, not as product makers or service providers - will force you to rethink your most fundamental beliefs about your business. getAbstract recommends this book to managers, strategists and students of all branches of business who are looking for a fresh analysis of 21st-century competition.

Summary

Bridging Markets

The firms that will win markets, and therefore the firms that will dominate their industries in the future, are those that are savvy enough to get involved consistently in the institutions of exchange. To lead a firm along this path, you must take a slightly different approach to your business, one that is focused on creating innovative transactions. Recast your primary objective to make your company’s singular mission the building of market bridges between your customers and your suppliers.

Winning firms will leave a regrettable past behind – a past that focused on cutbacks and retrenchment instead of solidification and growth. In the future, losing firms will continue these practices. They will continue to benchmark the leaders instead of creating truly innovative business practices. They will look at themselves instead of looking at their customers and suppliers. Finally, and perhaps most damagingly, they will acquire more and more technology instead of learning how to use the technology they already have to communicate more effectively with the outside world.

The major function of most companies is to connect customers with suppliers. Begin...

About the Author

Daniel F. Spulber holds the Thomas G. Ayers Chair at Northwestern University’s Kellogg Graduate School of Management. He has written several books and won eight National Science Foundation Research Grants.


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