Competitive advantage in the U.S. paper and paper products industry
Name
45751501-MIT.pdf
Description
Full printable version
Size
11.01 MB
Format
Adobe PDF
Checksum (MD5)
eacbe4dccc8dd452f2a41d85bb1373aa
Author(s)
Jeong, Laila S. (Laila Silvija), 1955-
Advisor(s)
Arnoldo C. Hax.
Alternative Title
Competitive advantage in the United States paper and paper products industry
Date Issued
2000
Publisher
Massachusetts Institute of Technology
Abstract
Many firms in the U.S. paper converting industry are engaged in the commodity business of manufacturing finished paperboard products from paper stock. Contrary to the typically held mindset, these firms do not have to be relegated to the low margin end of the business. This thesis applies the various dimensions of the Delta Model to the paper converting business of the Chesapeake Corporation to define a new competitive positioning that will attract, satisfy, and retain the firm's customers. The overall objective is to develop the key elements of a new business strategy for Chesapeake upon which the business strategic agenda can be built. A new business model for the firm is presented that is centered on the "Total Customer Solution" and "System Lock-In" options of the Delta Model. The future business scope created by this new competitive positioning is defined and discussed in terms of new products and services, market segments, geographic coverage, and unique corporate competencies. These factors are used to identify three initial market segments that provide Chesapeake important opportunities to offer added-value to customers. Specific value propositions by customer segment are presented. The intent of each value proposition is to engender deep customer relationships that ultimately make Chesapeake successful because its has enabled its immediate customer to serve its own customer in a superior way.
Description
Thesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management, 2000.
Includes bibliographical references.
Subjects
Sloan School of Management.
MIT Department
Sloan School of Management
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