1. Intra-Industry Analysis
OUTLINE
Game theory
Competitor Analysis
Segmentation
Strategic Groups 30

2. The Contribution of Game Theory to Competitive Analysis
Main value:
Framing strategic decisions as interactions between competitors
Predicting outcomes of compeittive situations involving a few
players
Some key concepts:
Competition and Cooperation—Game theory can show conditions
where cooperation more advantagfeeous than comeptition
Deterrence—changing the payoffs in the game in order to deter
a comeptitor from certain actions
Commitment—irrevokable demployments of resoruces that
give criditability to threats
Signaling—communication to influnece a comeptior’s decision
Problems of game theory:
Useful in explaining past competitive behavior—weak in prediucting
future competive behaoir.
What’s the problem? — Multitude of models, outcomes highly sensitive
to small changes in assumptions

3. A Framework for Competitor Analysis
OBJECTIVES
What are competitor’s current goals?
Is performance meeting there goals?
How are its goals likely to change?
STRATEGY
How is the firm competing?
PREDICTIONS
What strategy changes
will the competitor
initiate?
How will the competitor
respond to our strategic
initiatives?
ASSUMPTIONS
What assumptions does the competitor
hold about the industry and itself?
RESOURCES & CAPABILITIES
What are the competitors’ key
strengths and weaknesses? 5

4. Segmentation Analysis: The Principal Stages
Identify key variables
and categories.
Construct a segmentation matrix
Analyze segment attractiveness
Identify KSFs in each segment
Analyze benefits of
broad vs. narrow scope.
Identify segmentation variables
Reduce to 2 or 3 variables
Identify discrete categories for
each variable
Potential for economies
of scope across segments
Similarity of KSFs
Product differentiation benefits
of segment focus 31

5. The Basis for Segmentation: Customer and Product Characteristics
*Size
*Technical
sophistication
*OEM/replacement
Industrial buyers
Characteristics
of the Buyers
*Demographics
*Lifestyle
*Purchase occasion
Household buyers
*Size
*Distributor/broker
*Exclusive/
nonexclusive
*General/special
list
Distribution channel
Opportunities for
Differentiation
Geographical
location
*Physical size
*Price level
*Product features
*Technology design
*Inputs used (e.g. raw materials)
*Performance characteristics
*Pre-sales & post-sales services
Characteristics
of the Product 1

6. Segmenting the European Metal Can Industry

7. Segmenting the World Automobile Market
REGION
US& Canada W.Europe E.Europe Asia Lat America Australia Africa
Luxury Cars
Full-size sedans
Mid-size sedans
Small sedans
Station wagons
Passenger minivans
Sports cars
Sport-utility
Pick-up trucks

8. Vertical Segmentation & Industry Profit Pools
—The US Auto Industry
25% 20
Leasing
Service & repair
Operating margin 15
Warranty
Aftermarket
parts
Auto manufacturing 10
Auto rental
Auto insurance
Auto loans
New car dealers 5
Used car dealers
Gasoline
100%
Share of industry revenue

9. Segmentation and Key Success Factors in the U.S. Bicycle Industry
* Low-costs through global sourcing of components
& low-wage assembly.
* Supply contract with major retailer.
Leading competitors: Taiwanese & Chinese assemblers,
some U.S manufacturers, e.g. Murray Ohio, Huffy
Low price bicycles sold primarily
through department and discount
stores, mainly under the retailer’s
own brand (e.g. Sears’ “Free Spirit”);
*Cost effieciency through large scale operation and
either low wages or automated manufacturing.
*Reputation for quality (durability, reliability) through
effective marketing to dealers and/or consumers.
* International marketing & distribution.
Leading competitors: Raleigh, Giant, Peugeot, Fuji
Medium-priced bicycles sold
primarily under manufacturer’s brand
name and distributed mainly through
specialist bicycles stores;
*Quality of components and assembly, Innovation in
design (e.g. minimizing weight and wind resistence).
*Reputation (e.g. through success in racing, through
effective brand management).
*Strong dealer relations.
High-priced bicycles for enthusiasts.
Children’s bicycles (and tricycles) sold
primarily through toy retailers (discount
toy stores, department stores, and
specialist toy stores).
Similar to low-price bicycle segment. 2

10. Strategic Group Analysis
A strategic group is a group of firms in an industry following the same or similar strategy.
Identifying strategic groups:
Identify principal strategic
variables which distinguish
firms.
Position each firm in relation
to these variables.
Identify clusters. 33

11. Strategic Groups in the World Automobile Industry
Broad
GLOBAL, BROAD-LINE
PRODUCERS
e.g., GM, Ford, Toyota, Nissan, Honda, VW, Daimler Chrysler
REGIONALLY-FOCUSED BROAD-LINE PRODUCERS
e.g. Fiat, PSA, Renault,
GLOBAL SUPPLIERS OF NARROW MODEL RANGE e.g., Volvo, Subaru, Isuzu, Suzuki, Saab, Hyundai
NATIONALLY FOCUSED, INTERMEDIATE LINE PRODUCERS
e.g. Tofas, Kia, Proton, Maruti
PRODUCT
RANGE
LUXURY CAR MANUFACTURERS
e.g., Jaguar, Rolls Royce, BMW
NATIONALLY- FOCUSED, SMALL, SPECIALIST PRODUCERS e.g., Bristol (U.K.), Classic Roadsters (U.S.), Morgan (U.K.)
PERFORMANCE CAR PRODUCERS e.g., Porsche, Maserati, Lotus
Narrow
National
GEOGRAPHICAL SCOPE
Global 3

12. Strategic Groups Within the World Petroleum Industry
INTERNATIONAL
UPSTREAM
COMPANIES
INTEGRATED OIL MAJORS
INTERNATIONAL
UPSTREAM,
REGIONALLY
FOCUSED
DOWNSTREAM
Premier
Oil
Enterprise
Kuwait Petroleum
PDVSA
INTEGRATED
DOMESTIC
OIL COMPANIES
NATIONAL
PRODUCTION
COMPANIES
Iran
NOC
Statoil
BP-Amoco
Exxon
-Mobil
Vertical Balance
INTEGRATED
INTERNATIONAL
MAJORS
Pemex
Petronas
Chevron
Royal Dutch
-Shell Gp.
Phillips
ENI
Elf-Fina-Total
Repsol
Indian Oil
YPF
Phillips
Petrobras
Texaco
ENI
Repsol
INTERNATIONAL
DOWNSTREAM
OIL COMPANIES
Nippon
E.g. Neste
Tosco
NATIONALLY-FOCUSED
DOWNSTREAM COMPANIES
Geographical Scope 4