De-commoditizing the commercial jet engine business

This thesis project is a comprehensive application of the Delta Model at a major jet engine manufacturer. It will assess and contrast customer segmentation and customer value proposition via primary research. It will also assess and contrast the current and future state "bundle of competencies" within the firm. Utilizing the frameworks of the Delta Model, we will then define the mission of the business and the strategic agenda. Once these are understood we will determine the strategic agenda for customer targeting to determine how we attract and delight the best customers. And finally, this paper will assess the operational effectiveness of the firm to determine an agenda for improvement. This analysis will be done utilizing the Delta Model's three strategic options and eight strategic positions. -- Best Product: -- Low Cost ... what does it take to become the low-cost producer? -- Differentiation... what differentiates in the market and is it enough to demand price premiums? -- Total Customer Solution: -- Customer Integration... have customer performed activities been assessed for integration? Can scale, technology, information systems and/or other innovations and competencies be leveraged to provide solutions that will enhance customer economics? --

Department dc:contributor.department

Sloan School of Management.

Grantor dc:publisher

Massachusetts Institute of Technology

Year dc:date.issued

2007

Author dc:creator

• Soucy, Arthur L

Advisor dc:contributor.advisor

• Arnoldo C. Hax.

• Sloan School of Management.

Statement dc:rights

• M.I.T. theses are protected by copyright. They may be viewed from this source for any purpose, but reproduction or distribution in any format is prohibited without written permission. See provided URL for inquiries about permission.

Licence dc:rights.uri

• http://dspace.mit.edu/handle/1721.1/7582

Language dc:language.iso

eng

Handle dc:identifier.uri

http://hdl.handle.net/1721.1/39517

OAI identifier oai:identifier

oai:dspace.mit.edu:1721.1/39517