Customer Matrix with Different Time Horizons Applied to Electrodischarge Machines

Abstract:

A very effective method to evaluate the products is the Customer Matrix (CM) that uses two coordinates: Perceived Used Value (PUV) and Perceived Price. Our researches extend this basic concept by adding the time variable, creating CM with different time horizons that assures a better understanding of competitive environment. In the first stage, the Customer Matrix is associated with a forecast method. The relevance tree method was used to predict the most probable evolution paths of electrodischarge machines. In the second stage, the CM with different time horizons is constructed, considering products evaluation for short, medium and long time. Finally, a strategy is conceived for an organization that attempts to ameliorate and consolidate its long term position against the main competitors, aiming at obtaining sustainable competitive advantage.

• Periodical: Applied Mechanics and Materials (Volume 371)
• Pages: 220-224
• DOI: https://doi.org/10.4028/www.scientific.net/AMM.371.220
• Online since: August 2013
• Authors: Daniela Ghiculescu, Niculae Marinescu, Daniel Ghiculescu, Claudiu Pirnău
• Keywords: Customer Matrix, Electrodischarge Machines, Time Horizon

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