The Value Trail : How to Effectively Understand, Deploy and Monitor Successful Business Models book cover
1st Edition

The Value Trail
How to Effectively Understand, Deploy and Monitor Successful Business Models

ISBN 9780367606138
Published June 30, 2020 by Routledge
150 Pages

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USD $39.95

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Book Description

The Value Trail offers a comprehensive approach to competitive analysis and strategy, considering value as a central theme and from a customer based perspective. It fully develops a disruptive new model of strategic analysis (namely the Three Dimensions of Value model) that approaches the drivers of success within a business from a value-based perspective: how value is understood by the customer (Appreciation of Value), and how it is boosted (Concentration of Value) or subtracted (Predation of Value) by different business agents. From this business-level perspective, the book progressively moves down to a company level to allow the reader to understand how companies can set corporate goals and leverage internal resources to deliver successful value propositions. To close the circle, special attention is paid to the definition of an integrated monitoring system based on both market (outside-in perspective) and company (inside-out perspective) metrics. On top of that, the book also identifies, in line with this new theory, the most relevant existing competitive models, together with a comprehensive analysis of their strategic approach and success drivers. If you are an entrepreneur looking for a solid and understandable guide to fully cover all company stages, a manager seeking to improve the implementation of operational and strategic processes or a practitioner in search of a disruptive approach to competitive analysis, this is the book you’ve been waiting for.

Table of Contents

The Value Trail

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Dr Marc Sanso, Industrial Engineer, holds a PhD (Cum Laude), an MBA from ESADE and a Masters in Marketing. With more than 10 years of international experience, his career has been focused on management consulting and cluster development. Since 2005 he has served as a senior consultant in the Catalan Agency for Business Competitiveness (Barcelona), where he has played a key role in the coordination of SME competitiveness programs, particularly those concerning the digital ecosystem. Dr Sanso is the Director of different Masters Programs and Professor of the Executive MBA at the EAE Business School, Professor at the UAB Graduate School, and frequent lecturer. As a researcher, he is primarily interested in competitive strategy.


’The Value Trail is a breath of fresh air in management literature. It gives excellent examples on how organizations should operate to survive in the current competitive landscape ensuring that customer value perceived is at the top of the pyramid.’ Albert Ros Manasanch, Supply Chain and S&OP Director, Wrigley Spain ’A radical new approach to value creation. A breakthrough contribution to strategic management. In his new book, Dr Sansó combines his deep academic knowledge with his wide experience as strategic consultant to generate a new, comprehensive framework to understand and manage the true sources of competitiveness within firms. An innovative framework to be used by senior managers, but also a must for MBAs and graduate business students.’ Xavier Ferràs, Dean, Faculty of Business & Communications, Vic University (Barcelona); Visiting Professor, ESADE Business School