The market-led organisation
The market-led organisation

This free course is available to start right now. Review the full course description and key learning outcomes and create an account and enrol if you want a free statement of participation.

Free course

The market-led organisation

4.2 Narrowing the focus

Offering a unique value proposition involves designing a value-driven operating model. This is a combination of operating processes, management systems, business structures and culture that will give the organisation the ability to deliver superior value. The value-driven operating model is the means of delivering the value proposition.

Organisations that are market leaders have value-driven cultures and management systems that treat all employees as ‘part-time marketers’ (Gummesson, 1990) giving them responsibility to create the unique value customers want. These organisations have several common characteristics (Slater and Narver, 1998). They:

  • take a long-term view

  • have the ability to create and sustain crucial external and internal networks that are able to:

    • anticipate and respond to evolving customer needs

    • listen closely to their customers, but understand that different types of customer provide different types of information

    • focus on customer satisfaction

    • build and sustain long-term relationships.

B700_1

Take your learning further

Making the decision to study can be a big step, which is why you'll want a trusted University. The Open University has 50 years’ experience delivering flexible learning and 170,000 students are studying with us right now. Take a look at all Open University courses.

If you are new to university level study, find out more about the types of qualifications we offer, including our entry level Access courses and Certificates.

Not ready for University study then browse over 900 free courses on OpenLearn and sign up to our newsletter to hear about new free courses as they are released.

Every year, thousands of students decide to study with The Open University. With over 120 qualifications, we’ve got the right course for you.

Request an Open University prospectus