2026-09-24T05:00:52Zhttps://dspace.mit.edu/server/oai/requestoai:dspace.mit.edu:1721.1/92832022-01-13T07:54:52Zcom_1721.1_7582com_1721.1_7581col_1721.1_131023
Arnoldo C. Hax.
Jeong, Laila S. (Laila Silvija), 1955-
Sloan School of Management.
Sloan School of Management
2005-08-23T12:00:00Z
2005-08-23T12:00:00Z
2000
2000
http://hdl.handle.net/1721.1/9283
45751501
Thesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management, 2000.
Includes bibliographical references.
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.
by Laila S. Jeong.
M.B.A.
131 leaves
11540001 bytes
11539762 bytes
application/pdf
application/pdf
eng
Massachusetts Institute of Technology
M.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.
http://dspace.mit.edu/handle/1721.1/7582
Sloan School of Management.
Competitive advantage in the U.S. paper and paper products industry
Competitive advantage in the United States paper and paper products industry
Thesis
application/pdf
Publication
unknown
unknown
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