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| Tekijä: | Roberts, L. Brown, D. Pirani, M. |
| Otsikko: | Information strategies: motor dealership and the Porter thesis |
| Lehti: | Management Decision
1990 : VOL. 28:7, p. 22-25 |
| Asiasana: | INFORMATION SYSTEMS STRATEGY SELLING SALESMEN MARKETING INFORMATION |
| Kieli: | eng |
| Tiivistelmä: | In a study of 116 Volvo dealers and 146 Ford dealers, attitudes towards the use of information technology as a method of creating competitive advantage were examined. Based on Porter's work it was hypothesized that in the British market Ford operates as a broad focus cost leader whilst Volvo operates as a narrow focus differentiator and this leads to greater emphasis on strategic market information by Volvo dealers and on cost data by Ford dealers. The results partially supported the thesis. However, the research cast doubt on the assertion that companies must choose one strategy to avoid being stuck in the middle. The level of attitudes toward information needs and information technology is measured and commented. |
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