ISSN:
1087-8572
Source:
Emerald Fulltext Archive Database 1994-2005
Topics:
Economics
Notes:
Purpose - To show how managing the right-of-way asset, a lesson the railroads didn't learn when they gave or bartered it away in the nineteenth century, will be a key to business success in the future. Design/methodology/approach - Businesses large and small, dot.com and brick and mortar, spend years establishing a network of customers, suppliers, creditors, investors, employees, and stakeholders that is, in effect, a right-of-way. Unfortunately, few have understood how to capitalize on their right-of-way, thus leveraging one of the most currently underutilized assets in the economy. Findings - Learn to imagine the effect of disruptive innovation on an established right-of-way and how to discern what capabilities will be needed to take advantage of such potential opportunities. Having invested in building a business or a professional practice or an organization or a network, you have developed associated strategic assets that you need to leverage adequately to provide additional returns. Research limitations/implications - This conceptual paper provides historical research only. Practical implications - Focusing on right-of-way enables companies to see and benefit from the potential customer instead of just the "best" customers. This amounts to a key recognition - that managing access to the customers equals managing the right-of-way, one of the most valuable assets a business can have in a time of growing competition. Originality/value - To understand its true value and possibilities you must first escape the mental trap of limiting your asset management to just the business you think you're in. Then a strategy based on creative leveraging is not only possible, it is desirable.
Type of Medium:
Electronic Resource
URL:
http://dx.doi.org/10.1108/10878570510631620
