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Download Tilt: Shifting Your Strategy from Products to Customers Audiobook

Extended Audio Sample Tilt: Shifting Your Strategy from Products to Customers, by Niraj Dawar Click for printable size audiobook cover
0 out of 50 out of 50 out of 50 out of 50 out of 5 0.00 (0 ratings) (rate this audio book) Author: Niraj Dawar Narrator: Walter Dixon Publisher: Gildan Audio Format: Unabridged Audiobook Delivery: Instant Download Audio Length: Release Date:
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Shift your strategy downstream.

Why do your customers buy from you rather than from your competitors? If you think the answer is your superior products, think again.

Products are important, of course, but traditional competitive advantage through new product development, production efficiency, or sourcing cheaper labor and materials is being irreversibly leveled by globalization and technology. Today, competitors can rapidly decipher and deploy the recipe for your product's “secret sauce” and use it against you. “Upstream,” product-related advantages are rapidly eroding.

This does not mean that competitive advantage is a thing of the past—its center has just shifted. As marketing professor Niraj Dawar compellingly argues, advantage is now found “downstream,” 
where companies interact with customers in the marketplace.

Tilt will help you grasp the global nature of this downstream shift and its profound implications for your strategy and your organization. With vivid examples from around the world, ranging across industries and sectors, Dawar shows how companies are reorienting their strategies around customer interactions to create and capture unique value. And he demonstrates how, unlike product-related advantage, this value is cumulative, continuously building over time. Tilt will guide you as you shift your strategy downstream and achieve enduring competitive advantage. 

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Quotes & Awards

  • “Dawar deftly explains why competitive advantage is being seized by companies that understand how profoundly customer relationships have changed in a networked economy, and how your company can achieve similar success.”

    Don Tapscott, author of Macrowikinomics

  • “In this highly readable and important book, Niraj Dawar offers marketing managers a road map for obtaining a sustainable competitive advantage. By ‘tilting’ toward their customers and their interactions with them, marketers will move from product-centric to customer-centric thinking and increase their success in today’s highly competitive marketplace.”

    Russell S. Winer, William H. Joyce Professor of Marketing; Chair, Marketing Department, NYU Stern School of Business

  • Tilt challenges us to place customers at the heart of strategy. With product cycles shortening and product costs shrinking, this book brings to life a deeper understanding of how strategy can be made more powerful. A must-read.”

    Arkadi Kuhlmann, CEO, ZenBanx Inc.; former Chairman and CEO, ING Direct

  • “The democratization of technology, the flattening of the earth, and emergent market disruptors are fundamentally changing how we should think about competitive strategy. Niraj Dawar makes a powerful argument for tilting company resources from upstream to downstream value creation in order to capture and retain customers. Read this book.”

    Rohit Deshpandé, Sebastian S. Kresge Professor of Marketing, Harvard Business School

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