Professional Documents
Culture Documents
Operating Excellence;
Customer Intimacy;
The primary difference between Porters work and the value discipline
model is that Tracey and Wiersema deepened the focus on the customer
relationship by defining the Customer Intimacy value discipline. Porters
focus was market-focussed, Tracey and Wiersema shifted to a
customer focus.
1. Product Leadership
2. Operational Excellence
3. Customer Intimacy
The authors main premise is that companies must choose and then
achieve market leadership in one of the three disciplines, and perform to
an acceptable level in the other two.