• List Price: CDN$ 21.00
  • You Save: CDN$ 3.57 (17%)
FREE Shipping on orders over CDN$ 25.
In Stock.
Ships from and sold by Amazon.ca. Gift-wrap available.
Quantity:1
The Discipline of Market ... has been added to your Cart
+ CDN$ 6.49 shipping
Used: Like New | Details
Sold by Books Squared
Condition: Used: Like New
Comment: Ships from the USA. Please allow 14-21 business days for delivery. Book appears to be new. Book Selection as BIG as Texas.
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 3 images

The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market Paperback – Jan 10 1997

4.3 out of 5 stars 18 customer reviews

See all 9 formats and editions Hide other formats and editions
Amazon Price
New from Used from
Kindle Edition
"Please retry"
Paperback
"Please retry"
CDN$ 17.43
CDN$ 9.14 CDN$ 0.01

Harry Potter and the Cursed Child
click to open popover


Frequently Bought Together

  • The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market
  • +
  • Understanding Michael Porter: The Essential Guide to Competition and Strategy
Total price: CDN$ 43.14
Buy the selected items together

No Kindle device required. Download one of the Free Kindle apps to start reading Kindle books on your smartphone, tablet, and computer.
Getting the download link through email is temporarily not available. Please check back later.

  • Apple
  • Android
  • Windows Phone
  • Android

To get the free app, enter your mobile phone number.




Product Details

  • Paperback: 224 pages
  • Publisher: Basic Books; 1 edition (Jan. 10 1997)
  • Language: English
  • ISBN-10: 0201407191
  • ISBN-13: 978-0201407198
  • Product Dimensions: 13.6 x 1.5 x 21.1 cm
  • Shipping Weight: 277 g
  • Average Customer Review: 4.3 out of 5 stars 18 customer reviews
  • Amazon Bestsellers Rank: #6,983 in Books (See Top 100 in Books)
  •  Would you like to update product info, give feedback on images, or tell us about a lower price?

  • See Complete Table of Contents

Product Description

From Library Journal

Consultants and business strategists Treacy and Wiersema provide the conceptual model for companies to attain and sustain market leadership. Their plan is simple: put unmatched value (best product, best total solution, or best total cost) in the marketplace while meeting threshold standards in other dimensions of value. Making the improvement of the chosen value to customers the focus of the entire company will result in corresponding shareholder value. The authors follow up their theory with practical guidelines for constructing an appropriate operational model, and offer many examples using well-known companies. A landmark work in market strategy that goes beyond TQM principles, this volume is essential for entrepreneurs and for public, academic, and corporate libraries.
Nancy Myers, Univ. of South Dakota Lib., Vermillion
Copyright 1995 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

About the Author

Michael Treacy is a leading authority and lecturer on business strategy and corporate transformation. He is the founder of Treacy & Company LLC, a Boston-based management consulting and venture firm.

Fred Wiersema is the founder of Ibex Partners, specializing in strategic and management team alignment. He is affiliated with CSC Index, the international consulting firm, where he was formerly senior vice president.

See all Product Description

Customer Reviews

4.3 out of 5 stars
Share your thoughts with other customers

Top Customer Reviews

Format: Paperback
This business book should be in EVERY marketing and sales professional's library. In one reading of less than four hours you can understand the distinct value disciplines that define your company. And, just as important, you can recognize the value disciplines of your customers and competition. But, you don't have to be strictly a sales person. I'm my company's Chief Technology Officer and I felt the book was very valuable - after my CEO made me read it!
The message of The Discipline Of Market Leaders is that no company can succeed today by trying to be all things to all people. It must instead find the unique value that it alone can deliver to a chosen market. Why and how this is done are the two key questions the book addresses,
Three concepts are introduced that every business finds essential:
1. the value proposition - implicit promise to deliver a particular combination of values - price, quality, performance, etc.
2. value-driven operating model - combination of operating processes, manage-ment systems, business structure, and culture that allows a company to deliver on its value proposition.
3. value disciplines - three desirable ways in which a company combines operating models and value propositions to be the best in their markets. THIS is the key take away from this book.
Three distinct value disciplines:
1. operational excellence - provide middle-of-the-market products at the best price with the least inconvenience - value proposition is low price and hassle-free service.
2. product leadership - offering products that push performance boundaries - value proposition is offering the best product, period.
3.
Read more ›
4 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again.
Report abuse
Format: Paperback
You can't make money trying to be all things to all people.
Such a simple idea and so hard to live up to. Treacy argues that companies compete on three dimensions: Product Innovation, Low Cost Provision (aka Operational Excellence) or Customer Intimacy. He further argues that the way to make money is by being best in one (and only one) dimension. Trying to be "world-class" in more than one dimension diffuses your efforts, sets up contradictions in your organization and confuses your customers. Pick how you want to compete and be disciplined about sticking to it.
This book offers a classic model for thinking about business and how you serve your customers More than just high-level strategy setting, this book gives you a lens through which to prioritize projects and make decisions at every level of management. It brings clarity to confused business cultures (or at least gives leaders a way to talk about why they have different visions of the future of the company).
Incidentally, there has been a fair amount of quantitative research since this book was first published confirming the correlation between strategic alignment and financial performance. As long as you've maintained a minimum (parity) on the other dimensions, companies that stick to one agenda really do perform better financially.
I was taught the basic model years ago and have used it more times than I can count since. This book is on my very short list of "must-read". The examples are getting a little out-of-date now, but the core lesson is timeless.
Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again.
Report abuse
By Robert Morris HALL OF FAMETOP 10 REVIEWER on July 16 2000
Format: Paperback
The message of this important book is that "no company can succeed today by trying to be all things to all people. It must instead find the unique value that it alone can deliver to a chosen market. Why and how this is done are the two key questions the book addresses." The authors focus with rigor and precision on three different "disciplines": operational excellence, product leadership, and customer intimacy. It remains for any company (for any organization, for that matter) to determine which of the three should be its primary discipline but all are obviously important...indeed interdependent. Nonetheless, one discipline should be pre-eminent. The authors examine dozens of companies which have concentrated primarily on one of the three "disciplines" so that they can select their customers and then narrow their focus inorder to gain and sustain dominance within their respective marketplaces. I think this book will be of substantial value to executives in any organization but of greatest value to those in organizations which are small-to-midsize. Unless they have dysfunctional management and/or defective products, their mastery of that discipline will enable them to compete more effectively against larger organizations which (obviously) have greater resources available. My own view is that as B2B and B2B2C continue to increase at exponentially greater velocity, leadership of ANY market will require mastery of customer intimacy and at least one (but preferably both) of the other two disciplines. In that event, the insights which Treacy and Wiersema share will be even more valuable.
Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again.
Report abuse
Format: Paperback
Many organizations try to be all things to all people, and end up being mediocre or worse on everything. THE DISCIPLINE OF MARKET LEADERS shows that many organizational stalls can be overcome by focusing the enterprise on being better on cost/prices, innovation that customers value, or relationships. This perspective will be very valuable to 90 percent of all organizations.
I hope the authors will go on to publish a sequel that looks at how an organization that is superb in one of these areas learns how to become superb at a second or third of the three areas. That clearly will be the future best practice that outstanding enterprises will have to shoot for.
I am not sure that some organizations are not already good at more than one area of focus: For example, a great investment bank (like say, Goldman Sachs) will have more innovative products than most of its competition in certain areas and will also offer great relationships.
The book does not say very much specifically about how to achieve an outstanding result in any one of the proposed three areas of focus. You'll have to read other books for help there. Direct from Dell is probably good for the price/cost model for most New Economy businesses and Old Economy businesses that are subject to the New Economy. For the rest, Lean Thinking will be helpful. On the subject of relationships, the Harvey Mackey books are good, such as Dig Your Well Before You're Thirsty. On innovation, everyone should read The Innovator's Dilemma. Only the Paranoid Survive is also helpful for innovators.
Pick your direction today, and move forward at warp speed!
Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again.
Report abuse

Most recent customer reviews



Feedback