I'm currently reading "The Market Driven Organization" By George S. Day.
Here are a few important quotes about being market driven:
"Market-Driven firms view market research as descision insurance: a premium that is paid to widen and deepen the understanding of customer, competitor, and channel factors; anticipate changes in market requirements; and eliminate poor descision alternatives. To get the most value from this market research, these firms involve researchers early in the descision process, so they are aware of alternatives being considered. "
Day contrasts that with self-centered companies, who do market research as a way of selling their descisions (that are already made) to upper management or others in the organization. Its sort of a "see we did some research and here's what we found". This is very flawed as Day points out:
"This "security blanket" research is conducted after the descision has been made. Such studies are designed to buttress political positions and gain support rather than assess whether the idea was worthy of investment in the first place. This has the corrosive side effect of biasing the choice of research design and shading the question wording to favor the chosen alternative. The scope of the inquiry is likely to be constrained, since there is no incentive to seek disconfirming evidence or troubling but inconsistent trends. When market research has been widely misused in this way no market study will have much credibility and little learning will happen."
Just some stuff to think about...
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