Optimizing Product Attributes to Gain Competitive Advantage in Markets for Hardwood Lumber

  • Author(s): Bush, Robert J.; Araman, Philip A.
  • Date: 1990
  • Station ID: Miscellaneous Publication-SRS-


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.

  • Citation: 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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