1. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Exploring Corporate Strategy 7 th Edition Part III Strategic Choices

2. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Exhibit III.1 Strategic Choices

3. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Exploring Corporate Strategy 7 th Edition Chapter 5 Business Level Strategy

4. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Business Level Strategy - Outline Strategic business units Competitive advantage (strategy clock) –Price-based –Differentiation –Hybrid and focus Sustainability of competitive advantage Co-operation and competition Game theory in competitive strategy

5. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Business Level Strategies Exhibit 5.1

6. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Strategic Business Units Opposing pitfalls in identifying SBUs –Too many different products/markets means lack of focus –Too few means not reflecting diversity of products/markets A strategic business unit is a part of an organisation for which there is a distinct external market for goods or services that is different from another SBU A strategic business unit is a part of an organisation for which there is a distinct external market for goods or services that is different from another SBU

7. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Criteria for Identifying SBUs ExternalInternal Same customer typesSimilar products/services Same channelsSimilar technologies Similar competitorsSimilar resources and competences

8. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Bases of Competitive Advantage Competitive strategy –The bases for achieving competitive advantage –The bases for providing best value Porter’s generic strategies –Cost leadership –Differentiation –Focus Bowman and D’Aveni’s market facing strategies –Provide customer needs better or more effectively than competitors –The strategy clock

9. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 The Strategy Clock Exhibit 5.2a Note: The strategy clock is adapted from the work of Cliff Bowman (see D. Faulkner and C. Bowman, The Essence of Competitive Strategy, Prentice Hall, 1995.) However, Bowman uses the dimenstion ‘Perceived Use Value’.

10. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 The Strategy Clock Exhibit 5.2b

11. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 “No Frills” Strategy Commodity-like products or services Price-sensitive customers High buyer power and/ or low switching costs Small number of providers with similar market shares Avoiding the major competitors Low price Low perceived product/service benefits Focus on price-sensitive market segment Low price Low perceived product/service benefits Focus on price-sensitive market segment

12. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Low Price Strategy Pitfalls of low price strategy –Margin reduction (competitor reaction) –Inability to reinvest leading to loss of perceived benefit of product Need a low cost base –Low cost itself not a basis for advantage –Low cost achieved in ways that competitors cannot match to give sustainable advantage Lower price than competitors Maintain similar product/service benefits Public sector – year on year efficiency gains Lower price than competitors Maintain similar product/service benefits Public sector – year on year efficiency gains

13. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Differentiation Strategies Success depends on –Identification of strategic customers and knowing what they value –Knowing the competitors Narrow competitor base – focused differentiation Wide competitor base – address bases of differentiation valued by customers Offering benefits different from competitors Widely valued by buyers Better products/services at same or higher price Public sector - centre of excellence Offering benefits different from competitors Widely valued by buyers Better products/services at same or higher price Public sector - centre of excellence

14. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Hybrid Strategy Achieve greater volumes Clarity about activities on which differentiation can be built (core competences) Reduce costs on other activities Entry strategy in market with established competitors Simultaneously achieving differentiation and a price lower than competitors Simultaneously achieving differentiation and a price lower than competitors

15. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Focused Differentiation Choice to be made between focused differentiation and broad differentiation if growth required Difficult when the focus strategy is only part of an organisation’s overall strategy Possible conflict with stakeholder expectations New ventures start off focused, but need to grow Market situation may change, reducing differences between segments High perceived product/service benefits to selected market segment (niche) Premium products, heavily branded High perceived product/service benefits to selected market segment (niche) Premium products, heavily branded

16. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Failure Strategies Increase price without increasing product/service benefit Reduce benefits whilst maintaining price Do not provide perceived value-for-money in terms of product features, price or both Do not provide perceived value-for-money in terms of product features, price or both

17. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Sustaining Competitive Advantage Exhibit 5.3

18. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Competitive Strategies in Hypercompetitive Conditions Competitive advantage is temporary –Rapid imitation –Not sustainable Competitive advantage relates to –Organisation’s ability to change –Speed –Flexibility –Innovation –Disruption of market

19. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Competitive Strategies in Hypercompetitive Conditions Exhibit 5.4

20. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Competition and Collaboration Collaboration may help to achieve advantage or avoid competition Organisations may compete in some markets and collaborate in others Collaboration can be – between potential competitors or – between buyers and sellers Collaboration is advantageous when the transaction costs are lower than when operating alone Collaboration can help build switching costs

21. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Competition and Collaboration Exhibit 5.5

22. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Game Theory Strategist must anticipate competitor reactions Core assumptions: –Competitor will behave rationally and try to win –Competitor is in an interdependent relationship with other competitors –Competitors are aware of the interdependencies and of the moves that competitors could take The inter-relationships between the competitive moves of a set of competitors

23. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Implications of Game Theory To benefit from game theory strategists need to: –Put themselves in the position of the competitors Take an informed, rational view on likely competitor actions Choose best course of action –Identify if there is any competitor strategy which might lead to their domination of the market Take steps to eliminate the strategy

24. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 A Prisoner’s Dilemma Exhibit 5.6

25. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Principles of Prisoner’s Dilemma A dominant strategy –Outperforms all other strategies whatever rivals choose –May be a lesser pay-off than could logically be achieved A dominated strategy –A competitive strategy pursued by a competitor, which outperforms the company whatever it chooses Equilibrium –Each competitor gets the best possible strategic solution given the response from the other

26. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 A Simultaneous Move Game Exhibit 5.7 Source: Adapted from A. Dixit and B. Nalebuff, Thinking Strategically, W.W. Norton, 1991.

27. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 A Sequential Move Game Exhibit 5.8 Source: Adapted from A. Dixit and B. Nalebuff, Thinking Strategically, W.W. Norton, 1991.

28. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Lessons from Game Theory Bluff and counterbluff Identify dominant and dominated strategies Importance of timing of strategic moves Need to weigh up risks Establish credibility and commitment

29. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Repeated Games Repeated interaction leads to greater cooperation or accommodation of interests Learn through experience Cooperation depends on the following: –Number of competitors in market –Small competitors may gain disproportionately, but larger competitors may tolerate this –Substantial differences between organisations makes cooperation less likely –Lack of transparency on bases of competition makes cooperation less likely

30. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Changing Rules of the Game The logic of the game may mean that it is impossible to compete within existing rules Alternative approach: Change the rules of the game In price-based market –Shift bases of differentiation –Make pricing more transparent –Incentives for customer loyalty

31. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Key Points (1) Business level strategy –Competing better/providing best value –Strategy development for each SBU Generic strategies for competitive advantage –No frills, low price, differentiation, hybrid, focused differentiation Sustainable competitive advantage requires –Linked competences, difficult to imitate –Ability to achieve lock-in as industry standard

32. Exploring Corporate Strategy, Seventh Edition, © Pearson Education Ltd 2005 Key Points (2) Hypercompetition –Need speed, flexibility, innovation and change Collaboration and competition –As alternatives or in parallel Game theory –Pre-empt or counter competitors’ moves