Companies all over the world find it difficult to identify the needs of the market and provide a ... more Companies all over the world find it difficult to identify the needs of the market and provide a market offering that suits the needs of the population. This challenge is further aggravated in emerging markets, which were perceived by many companies as not profitable to business. However, this perception has changed over the years following a renewed interest in emerging markets and the realization that identifying a particular segment in the market and the ability to meet the needs of an emerging market is not only possible but extremely profitable. This case is about UT Bank, a company set up by Prince Kofi Amoabeng, a retired Army officer in Ghana, and his business partner, Joseph Nsonamoah. The company began as a non-bank financial institution in the central business district of Ghana’s capital city, Accra in 1997. The company was initially called Unique Trust Financial Services, which became UT in later years. UT grew over the years and it eventually acquired a bank that was no...
作为一种重要的医疗影像设备,超声影像系统在现代医疗机构中得到广泛应用。然而,国内企业在超声影像业务上面临着产品低端、国际竞争压力大等挑战,在此背景下,中国本土企业迈瑞生物医疗电子公司,正在对公司... more 作为一种重要的医疗影像设备,超声影像系统在现代医疗机构中得到广泛应用。然而,国内企业在超声影像业务上面临着产品低端、国际竞争压力大等挑战,在此背景下,中国本土企业迈瑞生物医疗电子公司,正在对公司的超声影像业务未来的发展方向进行积极的评估。2006年4月,已在黑白超声影像设备市场具备领导地位的迈瑞,新近成功开发了第一台由中国企业拥有完全知识产权的全数字彩超产品DC-6,这一产品将打破国际巨头飞利浦、GE、西门子等一统中国彩超市场的格局。本系列共三个案例,案例B聚焦于超声影像业务研发战略路径:作为中国第一,迈瑞彩超新品研发究竟经历了怎样的路径?又取得了什么经验和教训?面对迈瑞这样的产品,国际巨头们也开始在中低档彩超市场进行布局,迈瑞又将如何应对?是研发更高端的产品?还是针对DC-6进行改进,巩固阵地?又或是继续探索更为经济的低端产品?未来的发展之路,究竟该如何选择
UT began as a non-banking financial institute established by Prince Kofi Amoabeng and his busines... more UT began as a non-banking financial institute established by Prince Kofi Amoabeng and his business partner, Joseph Nsonamoah in 1997. Amoabeng set up the then Unique Trust Financial Services after coming to the realization that the traditional banks were not willing to extend facilities to the informal sector in Ghana. These traditional banks had requirements that were so stringent that the informal sector was simply unable to meet them. Participants in the informal sector were also unable to forecast their own financial needs and had no knowledge about financial planning. This meant that most times they were taken unawares by pressing financial needs that could lead to the collapse of their businesses. Because the informal sector could not access funds from the traditional banks, they resorted to borrowing in the informal markets at exorbitant rates. Amoabeng saw the opportunity to serve the SME and informal sector after several attempts to obtain funds for people through his consu...
Problem solving, a process of seeking, defining, evaluating, and implementing the solutions, is c... more Problem solving, a process of seeking, defining, evaluating, and implementing the solutions, is considered a converter that can translate organizational inputs into valuable product and service outputs. A key challenge for the product innovation community is to answer questions about how knowledge competence and problem-solving competence de-velop and sustain competitive advantage. The objective of this study is to theoretically examine and empirically test an existing assumption that problem-solving competence is an important variable connecting market knowledge compe-tence with new product performance. New product projects from 396 firms in the high-technology zones in China were used to test the study’s theoretical model. The results first indicate that problem-solving speed and creativity matter in new product innovation performance by playing mediator roles between market knowledge competence and positional advantage, which in turn sustains superior performance. This new insigh...
Recent research in marketing has established that market knowledge breadth and depth are importan... more Recent research in marketing has established that market knowledge breadth and depth are important drivers of firms ' performance. However, few studies have investigated the antecedents of these important dimensions of market knowledge as well as the moderators of their effects on performance. Drawing on theories of organizational learning and search, the authors argue that different types of market information search processes adopted by firms determine the breadth and depth of their market knowledge. Results show that proximal search – search in the neighborhood of existing knowledge base- is positively related to market knowledge breadth and depth, while distal search – search outside the domain of existing knowledge base- affects only market knowledge breadth. Also, the authors find that the effect of the two types of search on market knowledge breadth and depth are differently moderated by the degree of cross-functional collaboration. Regarding outcomes, the study confirms...
This study investigates the unique role of new product factors in the firm's propensity to ex... more This study investigates the unique role of new product factors in the firm's propensity to export and its performance in exporting new products. Results from a sample of Australian firms show that product advantage, proficiency of pre development activities, and international orientation of the development process have significant positive influence on the firm's propensity to export new products. Further, the new product's domestic market performance and its impact on the sales and profitability of other products of the firm are significantly related to its export performance. A noteworthy finding is that firm factors overwhelm new product factors in explaining export performance of new products. Managerial implications of the findings are explored.
Companies all over the world find it difficult to identify the needs of the market and provide a ... more Companies all over the world find it difficult to identify the needs of the market and provide a market offering that suits the needs of the population. This challenge is further aggravated in emerging markets, which were perceived by many companies as not profitable to business. However, this perception has changed over the years following a renewed interest in emerging markets and the realization that identifying a particular segment in the market and the ability to meet the needs of an emerging market is not only possible but extremely profitable. This case is about UT Bank, a company set up by Prince Kofi Amoabeng, a retired Army officer in Ghana, and his business partner, Joseph Nsonamoah. The company began as a non-bank financial institution in the central business district of Ghana’s capital city, Accra in 1997. The company was initially called Unique Trust Financial Services, which became UT in later years. UT grew over the years and it eventually acquired a bank that was no...
作为一种重要的医疗影像设备,超声影像系统在现代医疗机构中得到广泛应用。然而,国内企业在超声影像业务上面临着产品低端、国际竞争压力大等挑战,在此背景下,中国本土企业迈瑞生物医疗电子公司,正在对公司... more 作为一种重要的医疗影像设备,超声影像系统在现代医疗机构中得到广泛应用。然而,国内企业在超声影像业务上面临着产品低端、国际竞争压力大等挑战,在此背景下,中国本土企业迈瑞生物医疗电子公司,正在对公司的超声影像业务未来的发展方向进行积极的评估。2006年4月,已在黑白超声影像设备市场具备领导地位的迈瑞,新近成功开发了第一台由中国企业拥有完全知识产权的全数字彩超产品DC-6,这一产品将打破国际巨头飞利浦、GE、西门子等一统中国彩超市场的格局。本系列共三个案例,案例B聚焦于超声影像业务研发战略路径:作为中国第一,迈瑞彩超新品研发究竟经历了怎样的路径?又取得了什么经验和教训?面对迈瑞这样的产品,国际巨头们也开始在中低档彩超市场进行布局,迈瑞又将如何应对?是研发更高端的产品?还是针对DC-6进行改进,巩固阵地?又或是继续探索更为经济的低端产品?未来的发展之路,究竟该如何选择
UT began as a non-banking financial institute established by Prince Kofi Amoabeng and his busines... more UT began as a non-banking financial institute established by Prince Kofi Amoabeng and his business partner, Joseph Nsonamoah in 1997. Amoabeng set up the then Unique Trust Financial Services after coming to the realization that the traditional banks were not willing to extend facilities to the informal sector in Ghana. These traditional banks had requirements that were so stringent that the informal sector was simply unable to meet them. Participants in the informal sector were also unable to forecast their own financial needs and had no knowledge about financial planning. This meant that most times they were taken unawares by pressing financial needs that could lead to the collapse of their businesses. Because the informal sector could not access funds from the traditional banks, they resorted to borrowing in the informal markets at exorbitant rates. Amoabeng saw the opportunity to serve the SME and informal sector after several attempts to obtain funds for people through his consu...
Problem solving, a process of seeking, defining, evaluating, and implementing the solutions, is c... more Problem solving, a process of seeking, defining, evaluating, and implementing the solutions, is considered a converter that can translate organizational inputs into valuable product and service outputs. A key challenge for the product innovation community is to answer questions about how knowledge competence and problem-solving competence de-velop and sustain competitive advantage. The objective of this study is to theoretically examine and empirically test an existing assumption that problem-solving competence is an important variable connecting market knowledge compe-tence with new product performance. New product projects from 396 firms in the high-technology zones in China were used to test the study’s theoretical model. The results first indicate that problem-solving speed and creativity matter in new product innovation performance by playing mediator roles between market knowledge competence and positional advantage, which in turn sustains superior performance. This new insigh...
Recent research in marketing has established that market knowledge breadth and depth are importan... more Recent research in marketing has established that market knowledge breadth and depth are important drivers of firms ' performance. However, few studies have investigated the antecedents of these important dimensions of market knowledge as well as the moderators of their effects on performance. Drawing on theories of organizational learning and search, the authors argue that different types of market information search processes adopted by firms determine the breadth and depth of their market knowledge. Results show that proximal search – search in the neighborhood of existing knowledge base- is positively related to market knowledge breadth and depth, while distal search – search outside the domain of existing knowledge base- affects only market knowledge breadth. Also, the authors find that the effect of the two types of search on market knowledge breadth and depth are differently moderated by the degree of cross-functional collaboration. Regarding outcomes, the study confirms...
This study investigates the unique role of new product factors in the firm's propensity to ex... more This study investigates the unique role of new product factors in the firm's propensity to export and its performance in exporting new products. Results from a sample of Australian firms show that product advantage, proficiency of pre development activities, and international orientation of the development process have significant positive influence on the firm's propensity to export new products. Further, the new product's domestic market performance and its impact on the sales and profitability of other products of the firm are significantly related to its export performance. A noteworthy finding is that firm factors overwhelm new product factors in explaining export performance of new products. Managerial implications of the findings are explored.
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