Business Models by Developmental Stage « UX & Digital Product Strategy, Innovation, Design, Development, & Management

Business Models by Developmental Stage

Authoritative stage: based on establishing a relationship with customers based on need: create a monopoly, create addiction, be the authority, obligate customers. (Dependency)
Subjective stage: home of the buy/sell, mercantile orientation. Win/lose, zero sum game. Flow of benefits is from the customer to the company only. Purpose of sales and marketing is to do whatever it takes to get the customer to part with their money. Counter-dependent, in that the things such companies try to do show that they are always reacting to customers, boasting about their services, trying to be different. Customers construed as stakeholders who must be won over, persuaded, convinced, and who will do what you want if you can kind the right trick to convince them.
Objective stage: purpose is to satisfy customers and thereby gain. Complimentary relationship between customers and companies. Customers construed as free agents who make decisions based on their own judgement and information-gathering. Instead of marketing and sales, there is informing, communicating, and a problem-solving orientation. (Independence)
Abductive stage: mutual ongoing relationship of complementary and common aims. The marketing and sales functions dissolve. Communities arise.

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