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dc.contributor.advisorSharmila C. Chatterjee.en_US
dc.contributor.authorSharma, Pranaben_US
dc.contributor.otherSloan School of Management.en_US
dc.date.accessioned2012-09-13T18:56:30Z
dc.date.available2012-09-13T18:56:30Z
dc.date.copyright2012en_US
dc.date.issued2012en_US
dc.identifier.urihttp://hdl.handle.net/1721.1/72851
dc.descriptionThesis (S.M.)--Massachusetts Institute of Technology, Sloan School of Management, 2012.en_US
dc.descriptionCataloged from PDF version of thesis..en_US
dc.descriptionIncludes bibliographical references (p. xxxiii- xxxvi).en_US
dc.description.abstractA subset of customers in a service-company's portfolio, seem unattractive to serve. Such customers neither align with the core of the company's business nor do they represent a straight-forward investment opportunity that the company aims to harvest in the short-to-medium term. However, serving such customers could lead to a significant change in the business model of the firm in the medium-to-long term and help the firm build competencies to remain relevant in the evolving business environment. The thesis proposes a framework that firms can use to identify such disruptive customers and to manage project execution with such customers. Depth interviews are used to validate the framework. Interviews are conducted with executives from firms that focus on business-to-business customers in the service industries, specifically consulting, technology and telecom.en_US
dc.description.statementofresponsibilityby Pranab Sharma.en_US
dc.format.extentvi, 32, vii-xxxvi p.en_US
dc.language.isoengen_US
dc.publisherMassachusetts Institute of Technologyen_US
dc.rightsM.I.T. theses are protected by copyright. They may be viewed from this source for any purpose, but reproduction or distribution in any format is prohibited without written permission. See provided URL for inquiries about permission.en_US
dc.rights.urihttp://dspace.mit.edu/handle/1721.1/7582en_US
dc.subjectSloan School of Management.en_US
dc.titleIdentifying disruptive customers to nurture for long-term growthen_US
dc.typeThesisen_US
dc.description.degreeS.M.en_US
dc.contributor.departmentSloan School of Management
dc.identifier.oclc808133990en_US


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