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    Author(s): Robert J. Bush; Philip A. Araman
    Date: 1990
    Source: Proceedings, Symposium on Specific Forest Products Opportunities. pp. 187-188.
    Publication Series: Miscellaneous Publication
    PDF: Download Publication  (69 KB)


    One of the ways in which wood-based companies can gain competitive advantage is to concentrate on a particular segment of the market for their products. By meeting the needs of this segment better than its competitors, a company can create switching costs, develop customer loyalty, and the increase profit margins. This article describes a study that was conducted that investigated the product and supplier attributes (characteristics) that are important to companies in five segments of the market for hardwood lumber: millwork, dimension stock, flooring, cabinet, and the furniture producers.

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    Bush, Robert J.; Araman, Philip A. 1990. Optimizing Product Attributes to Gain Competitive Advantage in Markets for Hardwood Lumber. Proceedings, Symposium on Specific Forest Products Opportunities. pp. 187-188.

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