Winning firms nurture human capital, cherish customers and build mutually beneficial relationships with suppliers.


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Consumer Behaviour

Case (20 Marks)
Winning firms nurture human capital, cherish customers and build mutually beneficial relationships with suppliers. They have the abiliy to do better and better by making the right moves at right time. Companies such as Walmart, southwest airlines, FedEx, Glaxo, intel have proved this beyond doubt again and again by delivering outstanding value to customers at a reasonable price. Sony and APPle have endlessly identified new and surprising fields to enter—from the Walkman and Playstation to the iPod(I Pad also) and the iMac. Jeff Bezos at Amazon saw in 1994 that the internet could become a powerful platform vehicle for e-commerce and that selling books online would work particularly well. Further down the line, Amazon concentrated consistently on changes that would make it easier to buy books, from reviews and suggestions on other purchases to I-click ordering. Almost every change was introduced keeping the unique requirements of the customers in mind. Dell has shown PC buyers that they do naot have to sacrifice quality or state of the art technology to buy personal computers easily and inexpensively. In the mid-1980s, while Compaq focused attention on making its PCs cheaper and faster than IBMs college student Michael Dell saw a chance to outdo both companies by concentrating not on the product but on the delivery system. He realized that he could outsell others by eliminating middlemen.

Answer the following question.

Q1. Give an overview of the case

Q2. What do the winning firms do?
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