Wiley & sas business Series

   Future Shock  
  A term coined by Alvin Toffl er in his book,  Future Shock , fi rst published in 
1970. It describes the confusion and shattering psychological stress created 
from too much change over a relatively short period. Symptoms include 
distress and disorientation. 
   Grouping Model  
  A type of model specifi cally focuses on grouping similar individuals or 
entities together based on multidimensional information. A common 
example is a customer segmentation model. 

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G L O S S A R Y
   Growth Initiative  
  A business analytics initiative focused on creating value. They tend to 
have fairly well-defi ned deliverables, and fi xed timeframes with expected 
end-dates, and involve the creation of new assets and processes. 
   Hax and Wilde ’s Delta Model  
  A way of looking at competitive advantage that looks for ways of maximiz-
ing the customer value proposition to achieve maximal customer bonding. 
It describes three broad strategies: best product, total customer solutions, 
and system lock-in.