Block 5 Flashcards
Define Offensive Strategic Moves?
Offensive Strategic Moves are called for when a company spots opportunities to gain profitable market share at its rivals’ expense or when a company has no choice but to try to whittle away at a strong rivals’ competitive advantage.
What are the four strategic offensive principles?
- Focusing relentlessly on building competitive advantage and then striving to convert it into sustainable advantage.
- Applying resources where rivals are least able to defend themselves.
- Employing the element of surprise as opposed to doing what rivals expect and are prepared for.
- Displaying a capacity for swift, decisive, and overwhelming actions to overpower rivals.
Name and explain the seven strategic offence options:
- Offering an equally good or better product at a lower price.
- Leapfrogging competitors by being first to market with next generation products.
- Pursuing continuous product innovation to draw sales and market share away from less innovative rivals.
- Pursuing disruptive product innovations to create new markets.
- Adopting and improving on the good ideas of other companies.
- Using hit-and-run or guerrilla marketing tactics to grab market share from complacent or distracted rivals by low balling or using intense bursts of promotional activities.
- Launching a preemptive strike to secure an industry’s limited resources or capture a rare opportunity. -Strike 1st-
Give four examples of companies that are the best targets for offensive attacks:
- Market leaders that are in vulnerable competitive positions.
- Runner-up firms with weaknesses in areas where the challenger is strong.
- Struggling enterprises on the verge of going under.
- Small local and regional firms with limited capabilities.
Define Blue-Ocean Strategy?
seeks to gain a dramatic and durable competetive advantage by abandoning efforts to beat competitors in existing markets and instead inventing a new market segment that renders existing competitors irrelevant and allows a cimpany to create and capture new demand.
Name and explain the two market spaces that the business universe is divided into:
- A market whre industry boundries are well-defined, the competetive rules of the game are understood, and companies try to outperform rivals by capturing a bigger share of existing demand.
- A market where the industry does not really exist yet, is untainted by competition, and offers wide-open opportunity for profitable and rapid growth if a company can create new demand with a new type of product offering. (Blue-ocean Strategy)
Define Defensive Strategic Moves:
are used to lower the risk of the firm being attacked, weaken the impact of an attack that does occur and influence challengers to aim their efforts at other rivals.
What are the two forms that a defensive strategy could take?
- Actions to block challengers.
- Actions to signal the likelihood of strong retaliation.
Explain different ways a company can create obstacles to block a competitors’ options to form a competitive attack:
- Introduce new features and models to broaden product lines, to close off gaps and vacant niches.
- Maintain economy-priced options to prevent lower price attacks.
- Discourage buyers from trying competitors’ brands by lengthening warranties, making early announcements about impeding new products etc.
- Challenge quality and safety of competitor’s products.
- Grant volume discounts or better financing terms.
- Convince dealers and distributors to handle its product line exclusively and force competitors to use other distribution outlets.
Which signals can a defender give to challengers? (4)
- Publicly announcing its commitment to maintaining the firm’s present market share.
- Publicly committing to a policy of matching
competitors’ terms or prices. - Maintaining a war chest of cash and marketable securities (Cash set aside to deal with uncertainties)
- Making a strong counter-response to the moves of weaker rivals to enhance its tough defender image.
Give five conditions that lead to first-movers advantage:
- When pioneering helps build a firm’s reputation and creates strong brand loyalty.
- When a first mover’s customers will thereafter face significant switching costs.
- When property rights protections thwart rapid imitation of the initial move.
- When an early lead enables movement down the learning curve ahead of rivals.
- When a first mover can set the technical standard for the industry.
What are late mover advantages or first mover disadvantages?
►when the costs of pioneering are high relative to the benefits accrued and imitative followers can achieve similar benefits with far lower costs
►when an innovator’s products are somewhat primitive and do not live up to buyer expectations, thus allowing a follower with better-performing products to win disenchanted buyers away from the leader
►when rapid market evolution (due to fast-paced changes in either technology or buyer needs) gives second movers the opening to leapfrog a first mover’s products with more attractive next-version products
►when customer loyalty to the pioneer is low and a first mover’s skills, know-how, and actions are easily copied or even surpassed
►when market uncertainties make it difficult to ascertain what will eventually succeed, allowing late movers to wait until these needs are clarified
Give some considerations needed to be asked when deciding if the company should be a first mover, or not:
- Does market takeoff depend on complementary products or services that are currently not available?
- Is new infrastructure required before buyer demand can surge?
- Will buyers need to learn new skills or adopt new behaviors?
- Will buyers encounter high switching costs in moving to the newly introduced product or service?
- Are there influential competitors in a position to delay o derail the efforts of a first mover?
Define the scope of a firm?
refers to the range of activities that the firm performs internally, the breadth of its product and service offerings, the extent of its geographic market presence, and its mix of businesses.
Explain a horizontal and vertical scope:
Horizontal scope: is the range of product and service segments that a firm serves within its focal market.
Vertical scope: is the extent to which a firm’s internal activities encompass the range of activities that make up an industry’s entire value chain system, from raw material production to final sales and service activities.
Define a merger:
is the combining of two or more companies into a single corporate entity, with the newly created company often taking on a new name.
Explain an acquisition strategy:
is a combination in which one company (the acquirer) purchases and absorbs the operations of another (the acquired).
Name five objectives that merger and acquisition strategies try to achieve:
- Creating a more cost-efficient operation out of the combined companies.
- Expanding the firm’s geographic coverage.
- Extending the firm’s business into new product categories.
- Gaining quick access to new technologies or other resources and capabilities.
- Leading the convergence of industries whose boundaries are being blurred by changing technologies and new market opportunities.