how do the organization’s distinctive capabilities contribute to developing market-driven strategy

Capabilities of Market-Driven Organizations

Capabilities are embedded in the business's "outside-in" processes, which guide the creation and delivery of value in the organization. Two capabilities stand out as essential ingredients of a market orientation:

Market Sensing. This capability enables the business to learn about customers, competitors, and channel members, with the purpose of acting on events and trends in the market. Market-driven organizations are more adept at learning and more systematic, thoughtful, and anticipatory in gathering, interpreting, using, and remembering market information.

Customer Linking. Market-driven firms are distinguished by an ability to create and manage collaborative relationships with customers. Mastering this capability so that it becomes a competitive advantage requires (1) close communication, (2) joint planning, (3) the coordination of joint activities, and (4) joint problem solving and conflict resolution.


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