Strategy and the art of reinventing value.
In "From Value Chain to Value Constellation: Designing Interactive Strategy" (July-August 1993), Richard Normann and Rafael Ramírez argue that successful companies increasingly do not just add value, they reinvent it. The key strategic task is to reconfigure roles and relationships among a constellation of actors--suppliers, business partners, customers--in order to mobilize the creation of value in new forms and by new players. What is so different about this new logic of value? It breaks down the distinction between products and services and combines them into activity-based "offerings" from which customers can create value for themselves. But as potential offerings become more complex, so do the relationships necessary to create them. As a result, a company's strategic task becomes the reconfiguration and integration of its compentencies and customers. Normann and Ramírez provide three illustrations of these new rules of strategy. IKEA has blossomed into the world's largest retailer of home furnishings by redefining the relationships and organizational pratices of the furniture business. Danish pharmacies and their national organization have used the opportunity of health care reform to reconfigure their relationships with customers, doctors, hospitals, drug manufacturers, and with Danish and international health organizations.(ABSTRACT TRUNCATED AT 250 WORDS)
van der Heijden
K
K
Graduate School of Business, Strathclyde University, Glasgow, Scotland.
Maccoby
M
M
Hama
N
N
Lundquist
J T
JT
Collis
D J
DJ
Zeithaml
C
C
Martin
J E
JE
Carroll
V P
VP
Lurie
R
R
D003258:Consumer Behavior; D003659:Decision Making, Organizational; D007221:Industry / Q000458:organization & administration / Q000592:standards*; D010934:Planning Techniques; D011357:Product Line Management / Q000458:organization & administration* / Q000592:standards; D011786:Quality Control