7、Competitive Intelligence
----How
to gather, analyze, and use information to move your business to the top
Larry
Kahaner
ABOUT THE Book
In the first
book designed for businesses of all sizes and managers at every level, Larry Kahaner
explains the increasingly vital practice of competitive intelligence and how American
companies can use it for success. With a wealth of case studies, Kahaner shows:
How to profile your competitors' executives to unmask their decision-making processes
The line between legal and illegal or unethical activities
How to protect
your own company against your competitors' intelligence operations Competitive
Intelligence is a practical guide to turning raw information into priceless knowledge
and winning business strategy.
"As the first and only guide to
transforming crude business data into valuable information, Competitive Intelligence
is poised to become the cutting-edge management tool of the nineties."
――Business
times
"Competitive Intelligence is crammed with top companies' entertaining
intelligence-gathering and counterespionage tactics….Helps separate the useless
from the useful." ――Kathy Balog, USA Today About
the Author
Larry Kahaner is an award-winning journalist, author, lecture,
and licensed private investigator. He is the founder and president of KANE Associates
International, Inc., a firm specializing in intelligence matters for corporate
clients. He is a former Washington correspondent for Business Week magazine and
has written for many publications, including The Washington Post, the International
Herald tribune, and The Christian Science Monitor. He has been a commentator for
NPR's All Things Considered, The CBS Evening News, and local television and radio
stations throughout North America. Kahaner works in Alexandria, Virginia.
Contents
Preface:
Being a Hero and not a Bum...........................................................7
Part
One: What is Competitive Intelligence?
1. The Rise of Competitive Intelligence......................................................15
2.
What Competitive Intelligence can do for your Company: Information versus intelligence....20
3.
Why most Managers are still Stuck in the Information age..................................36
Part
Two: Real-World Competitive Intelligence
4. The Intelligence Cycle....................................................................43
5.
Planning and Direction....................................................................48
6.
Collection................................................................................53
7.
Analysis..................................................................................95
8.
Dissemination............................................................................133
9.
Mergers and Acquisitions.................................................................138
10.
Benchmarking and Competitive Intelligence...............................................143
11.
How The Japanese Perform Competitive Intelligence.......................................159
12.
Competitive Intelligence in other Countries.............................................186
13.
Building a Competitive Intelligence System..............................................201
Part
Three: Issues, Opportunities, and the Future
14. Justifying the Cost
of Competitive Intelligence.........................................229
15.
Using Competitive Intelligence in the European Union....................................235
16.
Ethics..................................................................................241
17.
The New Gatekeepers.....................................................................250
18.
Why the U.S. Government must get Involved In Competitive Intelligence...................260
19. Competitive Intelligence－The Next Generation...........................................277
Glossary of Competitive Intelligence........................................................288
Acknowledgments.............................................................................289
Index.......................................................................................291
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