1

STRATEGIC MANAGEMENT
COURSE DESIGN COMMITTEE

TOC Reviewer Content Reviewer
Mr. Girish Sonawane Mr. Akinet Bais
Visiting Faculty, NMIMS Global Access - Visiting Faculty, NMIMS Global Access -
School for Continuing Education. School for Continuing Education.
Specialization: Human Resources Specialization: International Business
Author : V S P Rao
Reviewed By : Mr. Akinet Bais
Copyright:
2015 Publisher
ISBN:
978-81-8323-120-6
Address:
A-45, Naraina, Phase-I, New Delhi – 110 028
Only for
NMIMS Global Access – School for Continuing Education School Address
V. L. Mehta Road, Vile Parle (W), Mumbai – 400 056, India.
NMIMS Global Access – School for Continuing Education

iii
C O N T E N T S
CHAPTER NO. CHAPTER NAME PAGE NO.
1 Introduction to Strategic Management 01
2 Models of Strategic Management 39
3 Strategic Management in Global Environment 65
4 Competitive Analysis 85
5 Industry Analysis 111
6 Strategic Management Process 161
7 Formulating Corporate Level Strategy 185
8 Formulating Business Level Strategy 231
9 Analysing Resources and Capabilities 261
10 Formulating Functional Level Strategy 295
11 Corporate Goals and Strategic Gap 331
12 Managing Internal Organisation for Strategy 351

Implementation
13 Case Studies 387

iv
STRATEGIC MANAGEMENT
CURRICULUM
Introduction to Strategic Management: Definition of Strategic Management, Nature of

Strategic Management, Dimensions of Strategic Management, Need for Strategic Management,
Strategic Management – Process, Vision, Mission and Business Definition
Models of Strategic Management: Mintzberg, Ansoff, Porter, Prahalad and Gary Hammel,
McKinsey’s 7’S Framework: A Tool to Evaluate and Control an Organisation
Strategic Management in Global Environment: Need for Globalization, Different Types

of International Companies, Development of a Global Corporation, Complexity of Global
Environment, International Culture, Implementing Global Strategies
Competitive Analysis: Competitor Analysis Framework, Rivalry Analysis, Competitive

Dynamics, Competitive Rivalry
Industry Analysis: Formulation of Strategy, Five Competitive Forces that Shape Strategy,
PESTLE Analysis, Competition and Value, Industry Structure, Technology Lifecycle, Industry
Analysis in Practice, Defining the Relevant Industry
Strategic Management Process: Purposes of Strategic Management Process, Steps involved

in the Strategic Management Process, Strategic Management Process, Strategy Formulation,
Constraints and Strategic Choice, Strategy Implementation, Strategic Control and Assessment
Formulating Corporate-Level Strategy: Balanced Score Card: A Balanced Approach, Grand

Strategies: Strategic Alternatives, Growth/Expansion Strategy, Diversification Strategy,
Stability Strategy, Retrenchment Strategy, Turnaround Strategies, Combination Strategies
Formulating Business Level Strategy: Porter’s Competitive Strategies, Competitive

Advantage, Competitive Advantage Factors, How to Build or Acquire Competitive Advantage?
Acquiring Core Competence, Low Cost Strategies, Differentiation Strategies, Focus Strategies
Analyzing Resources and Capabilities: Factors affecting the Internal Environment, Resources
and Capabilities as Sources of Profit, Resources of the Firm, Organizational Capabilities,
Appraising Resources and Capabilities, Putting Resource and Capability Analysis to Work,
Developing Resources and Capabilities

v
Formulating Functional Level Strategy: Putting Strategy into Action, Structural Design,
Information and Control System, Human Resources
Corporate Goals and Strategic Gap: Corporate Goals, Strategic Gap, Porter’s Generic
Strategies
Managing Internal Organization for Strategy Implementation: Issues in Strategy

Implementation, Strategy–Structure Relationship, Divisionalisation: Product and Geographic
Forms, Diversification, Strategic Business Units (SBUs), Project Organisation, Matrix
Organisation Structure, New Design Options, Factors Influencing Organisation Structure,
Structure and Strategy Implementation

C H
1
A P T E R
INTRODUCTION TO STRATEGIC MANAGEMENT
CONTENTS
1.1 Introduction
1.2 Definitions of Strategic Management
1.3 Nature of Strategic Management
1.4 Dimensions of Strategic Management
1.5 Need for Strategic Management
1.6 Strategic Management Process
1.6.1 Strategy Levels
1.6.2 Typologies and Methods of Strategy
1.7 Vision
1.7.1 Defining Vision
1.7.2 Nature of Vision
1.7.3 Characteristics of Vision Statements
1.8 Mission
1.8.1 Defining Mission
1.8.2 Importance of Mission Statement
1.8.3 Characteristics of a Mission Statement
1.8.4 Components of a Mission Statement
1.8.5 Formulation of Mission Statement
1.8.6 Evaluating Mission Statement
1.9 Business Definition
1.10 Summary
1.11 Descriptive Questions
1.12 Answers and Hints
1.13 Suggested Readings for Reference

2 STRATEGIC MANAGEMENT
INTRODUCTORY CASELET
NOTES
RISE AND DOWNFALL OF KODAK
Eastman Kodak revolutionised the photography industry by

recording images on a film (as against the traditional glass plates)
through a novel product called portable camera, in early 1901. The
camera was a major hit with millions of customers. The name –
Kodak – became the most respected brand of photographic films
almost instantaneously. Continuous innovations (especially the
colour film – those yellow little boxes of film) and the absence of
competition took Eastman Kodak Company to dizzying heights
over the years. It became a giant corporation registering sales of
over $20 billion by 1990 – powered by contributions from a vast
army of over 1 lakh employees. The ad campaign: “You press
the button; we do the rest” – made Kodak a household name all
over the globe. Meanwhile, Fuji Photo Film Company of Japan
entered the fray with a little green box of film that challenged
Kodak’s dominance for over a century. Using latest manufacturing
technologies, Fuji cut the price down aggressively without, of
course, sacrificing quality. For the customers, both were equally
good. But the big price differential between product prices brought
Kodak down and the company lost the title of “official film of the
1984 Summer Olympics to Fuji. From then onwards, Fuji gained
market share steadily as customers came to realise that Fuji is a
legitimate alternative to Kodak and is not just a low price brand.
The introduction of digital imaging technologies at around the
same time from the likes of Sony, Cannon, Motorola, Casio and
Hewlett-Packard changed the rules of the game, more or less,
NMI
permanently. In the interim, a bad acquisition (a pharma company)
and some failed innovations (entering office copier business,
introducing a 35mm camera; a disposable camera – in a belated
manner — and some heavy investments in Kodak Advantix system
running to over $200 million) have had a telling effect on the brand
image. When the mobile phone technology took off and the home
MS
computer market exploded in a big way, it was all over for Kodak
(2008 reported revenues just $442 million). The lethargic response
to tumultuous changes in the industry environment, according to
experts, brought the company down. As Trout commented, ‘if you
are known for one thing, the market will not give you another thing’.
Kodak is a film in the minds of the marketplace and not camera
(Nikon fits such a description). As it turned out, Kodak could
not find a rewarding space in the marketplace beyond the realm
of conventional photography. When you fail to make intelligent
moves – proactively and in sync with market expectations and
remain stuck with a well-entrenched position and fail miserably in
exploiting emerging opportunities, you get punished and pushed
aside. Before hiding its head in the sand, Kodak did try a trick
or two to cover the lost ground by embracing the digital imaging
technology. However, it was too late for it to make any difference.
Contd...
NMIMS Global Access – School for

for Continuing
Continuing Education
Education
INTRODUCTION TO STRATEGIC MANAGEMENT 3
NOTES
Adding salt to its injuries, due to fierce competition, the digital

camera business got commoditised and the Kodak brand did
not offer any value for money. In 2006, the company had to close
the business and show the door to over 27,000 people. The most
respected brand for over 100 years in photographic films had been
decimated beyond belief within a span of just 10 years!
NMI
MS

for Continuing
Education
NOTES
After studying this chapter, you should be able to:

Appreciate the meaning and definition of strategic
management
Identify the nature and dimensions of strategic management
Evaluate the need and significance of strategic management
Describe the process of strategic management
Discuss the vision in strategic management
Explain the mission in strategic management
Know about the business definitions of strategic management
1.1 INTRODUCTION
The firm’s strategy process is how its managers envision a possible
future and guide the firm toward it. This ‘possible future’ is a moving
target. The firm and the environment change in unpredictable ways.
So, ‘guiding the firm’ does not mean formulating a strategy for others
to implement. The firm must be structured and its processes shaped
so that it follows the right strategic path in an ever-changing world.
Strategic management is a dynamic process of aligning strategies,
performance and business results; it is all about people, leadership,
technology and processes. Effective combination of these elements
will help with strategic direction and successful service delivery. It is a
continuous activity of setting and maintaining the strategic direction
of the organisation and its business, and making decisions on a day-
to-day basis to deal with changing circumstances and the challenges
of the business environment. As part of your strategic thinking about
advancing the business, you (and your partners) will have set a
course for a particular direction, but subsequent policy drivers (such
as new performance targets) or business drivers (such as increased
demand for services) could take the organisation in a different
direction. There could be implications for accountability when you
decide whether to take corrective action to get back on course or to
go with the new direction. Similarly, there could be implications for
governance if relationships with partners change.
Strategic management is exciting and challenging. It makes
fundamental decisions about the future direction of a firm – its
purpose, its resources and how it interacts with the environment in
which it operates. Every aspect of the organisation plays a role in
strategy – its people, its finances, its production methods, its customers
and so on.
Strategic management can be described as the identification of the
purpose of the organisation and the plans and actions to achieve
that purpose. It is that set of managerial decisions and actions that
determine the long-term performance of a business enterprise.

NOTES
It involves formulating and implementing strategies that will
help in aligning the organisation and its environment to achieve
organisational goals. Strategic management does not replace the
traditional management activities such as planning, organising,
leading or controlling. Rather, it integrates them into a broader
context taking into account the external environment and internal
capabilities and the organisation’s overall purpose and direction.
Thus, strategic management involves those management processes in
organisations through which future impact of change is determined
and current decisions are taken to reach a desired future. In short,
strategic management is about envisioning the future and realising it.
DEFINITIONS OF STRATEGIC
1.2
MANAGEMENT
To get an understanding of what goes on in strategic management,
it is useful to begin with definitions of strategic management. In
this chapter, we introduce the elements and the process of strategic
management and the importance, benefits and limitations of strategic
management.
The concepts in strategic management have been developed by a
number of authors like Alfred Chandler, Kenneth Andrews, Igor
Ansoff, William Glueck, Henry Mintzberg, Michael E. Porter, Peter
Drucker and a host of others. There are therefore several definitions
of strategic management. Some of the important definitions are:
“Strategic management is concerned with the determination of the
basic long-term goals and the objectives of an enterprise and the
adoption of courses of action and allocation of resources necessary
for carrying out these goals”.
– Alfred Chandler, 1962
“Strategic management is a stream of decisions and actions which
lead to the development of an effective strategy or strategies to help
achieve corporate objectives”.
– Glueck and Jauch, 1984
“Strategic management is a process of formulating, implementing
and evaluating cross-functional decisions that enable an organisation
to achieve its objective”.
– Fed R David, 1997
“Strategic management is the set of decisions and actions resulting
in the formulation and implementation of plans designed to achieve a
company’s objectives.”
– Pearce and Robinson, 1988
“Strategic management includes understanding the strategic position
of an organisation, making strategic choices for the future and turning
strategy into action.”
– Johnson and Sholes, 2002

NOTES
“Strategic management consists of the analysis, decisions, and

actions organisation undertakes in order to create and sustain
competitive advantages.”
– Dess, Lumpkin & Taylor, 2005
We observe from the above definitions that different authors have
defined strategic management in different ways. Note that the
definition of Chandler that we have quoted above is from the early
1960s, the period when strategic management was being recognised as
a separate discipline. This definition consists of three basic elements:
 Determination of long-term goals
 Adoption of courses of action
 Allocation of resources to achieve those goals
Though, this definition is simple, it does not consist of all the elements
and does not capture the essence of strategic management.
The definitions of Fred R. David, Pearce and Robinson, Johnson and
Sholes and Dell, Lumpkin and Taylor are some of the definitions of
recent origin. Taken together, these definitions capture three main
elements that go to the heart of strategic management. The three on-
going processes are strategic analysis, strategic formulation and
strategic implementation. These three components parallel the
processes of analysis, decisions and actions. That is, strategic
management is basically concerned with:
 Analysis of strategic goals (vision, mission and objectives) along
with the analysis of the external and internal environment of the
organisation.
 Decisions about two basic questions:
 What businesses should we compete in?
 How should we compete in those businesses to implement
strategies?
 Actions to implement strategies. This requires leaders to
allocate the necessary resources and to design the organisation
to bring the intended strategies to reality. This also involves
evaluation and control to ensure that strategies are effectively
implemented.
The real strategic challenge to managers is to decide on strategies
that provide competitive advantage that can be sustained over time.
This is the essence of strategic management, and Dess, Lumpkin and
Taylor have rightly captured this element in their definition.

NOTES
Fill in the blanks:

1. Strategic management provides overall ......................... to the
enterprise.
2. Strategic management is a question of interpreting, and
continuously ........................., the possibilities presented by
......................... circumstances for advancing an organisation’s
objectives.
3. The foundation of strategy is a definition of organisational
........................
Select an FMCG company of your choice. Collect data on new

brands introduced in different product categories in the last one
year. Can you identify the similarity in strategies adopted by the
company in successive product launches?
1.3 NATURE OF STRATEGIC MANAGEMENT

Strategic management can be defined as the art and science of
formulating, implementing, and evaluating, cross-functional decisions
that enable an organisation to achieve its objectives. Strategic
management is different in nature from other aspects of management.
An individual manager is most often required to deal with problems
of operational nature. He generally focuses on day-to-day problems
such as the efficient production of goods, the management of a sales
force, the monitoring of financial performance or the design of some
new system that will improve the level of customer service.
These are all very important tasks. But they are essentially concerned
with effectively managing resources already deployed, within the
context of an existing strategy. In other words, operational control is
what managers are involved in most of their time. It is vital to the
effective implementation of strategy, but it is not the same as strategic
management.
Strategic management involves elements geared toward a firm’s

long-term survival and achievement of management goals.
The components of the content of a strategy making process include
a desirable future, resource allocation, management of the firm-
environment and a competitive business ethics.

NOTES
Fill in the blank:

4. An individual is most often required to deal with problems of
..........................
Consider the case of Nokia that was once a household name and
a market leader in the feature phone segment in India in the last
decade. Analyse market insights on the mobile handset industry
and find out reasons behind the fall of Nokia in the recent past.
Some conflicts may result in defining the content of strategy such

as differences in interaction patterns among associates, inadequacy
of available resources and conflicts between the firm’s objectives
and its environment.
DIMENSIONS OF STRATEGIC
1.4
MANAGEMENT
The characteristics of strategic management are as follows:
Top management involvement: Strategic management relates to
several areas of a firm’s operations. So, it requires top management’s
involvement. Generally, only the top management has the perspective
needed to understand the broad implications of its decisions and the
power to authorise the necessary resource allocations.
Requirement of large amounts of resources: Strategic management
requires commitment of the firm to actions over an extended period of
time. So they require substantial resources, such as, physical assets,
money, manpower etc.
Example: Decisions to expand geographically would have significant
financial implications in terms of the need to build and support a new
customer base.
Affect the firm’s long-term prosperity: Once a firm has committed
itself to a particular strategy, its image and competitive advantage are
tied to that strategy; its prosperity is dependent upon such a strategy
for a long time.
Future-oriented: Strategic management encompasses forecasts,
what is anticipated by the managers. In such decisions, emphasis is
on the development of projections that will enable the firm to select
the most promising strategic options. In the turbulent environment,
a firm will succeed only if it takes a proactive stance towards change.

NOTES
Multi-functional or multi-business consequences: Strategic
management has complex implications for most areas of the firm.
They impact various strategic business units especially in areas
relating to customer-mix, competitive focus, organisational structure
etc. All these areas will be affected by allocations or reallocations of
responsibilities and resources that result from these decisions.
Non-self-generative decisions: While strategic management may
involve making decisions relatively infrequently, the organisation
must have the preparedness to make strategic decisions at any point
of time. That is why Ansoff calls them “non-self-generative decisions.”
Fill in the blank:

5. Organisations set up appropriate monitoring and control
systems, develop standards and targets to judge .....................
Cyrus Mistry is the new Chairman of the Tata Group. Identify three
decisions of Cyrus Mistry which have long-term implications and
are futuristic.
1.5 NEED FOR STRATEGIC MANAGEMENT

No business firm can afford to travel in a haphazard manner. It has
to travel with the support of some route map. Strategic management
provides the route map for the firm. It makes it possible for the firm
to take decisions concerning the future with a greater awareness of
their implications. It provides direction to the company; it indicates
how growth could be achieved.
The external environment influences the management practices
within any organisation. Strategy links the organisation to this external
world. Changes in these external forces create both opportunities
and threats to an organisation’s position – but above all, they create
uncertainty. Strategic planning offers a systematic means of coping
with uncertainty and adapting to change. It enables managers to
consider how to grasp opportunities and avoid problems, to establish
and coordinate appropriate courses of action and to set targets for
achievement.
Thirdly, strategic management helps to formulate better strategies
through the use of a more systematic, logical and rational approach.
Through involvement in the process, managers and employees
become committed to supporting the organisation. The process is
learning, helping, educating and supporting activity. An increasing

NOTES
number of firms are using strategic management for the following
reasons:
 It helps the firm to be more proactive than reactive in shaping its
own future.
 It provides the roadmap for the firm. It helps the firm utilise its
resources in the best possible manner.
 It allows the firm to anticipate change and be prepared to manage
it.
 It helps the firm to respond to environmental changes in a better
way.
 It minimises the chances of mistakes and unpleasant surprises.
 It provides clear objectives and direction for employees.
Fill in the blank:

6. ......................... and ......................... of strategy rarely proceed
according to plan.
You had a definite plan in mind about new product launches for
the new financial year. Three months after the plan was made, you
find that you have to make frequent changes to the original plan
because of business environmental factors. Should you discard
planning altogether? If no, give reasons.
1.6 STRATEGIC MANAGEMENT PROCESS

Developing an organisational strategy involves five main elements –
strategic analysis, environmental analysis, strategic choice, strategy
implementation and strategy evaluation and control. Each of these
contains further steps, corresponding to a series of decisions and
actions that form the basis of strategic management process.
Strategic Analysis: The foundation of strategy is a definition of
organisational purpose. This defines the business of an organisation
and what type of organisation it wants to be. Many organisations
develop broad statements of purpose, in the form of vision and mission
statements. These form the spring – boards for the development of
more specific objectives and the choice of strategies to achieve them.
Environmental Analysis: Assessing both the external and internal
environments is the next step in the strategy process. Managers need
to assess the opportunities and threats of the external environment
in the light of the organisation’s strengths and weaknesses keeping
in view the expectations of the stakeholders. This analysis allows the
organisation to set more specific goals or objectives which might specify

NOTES
where people are expected to focus their efforts. With a more specific
set of objectives in hand, managers can then plan how to achieve them.
Strategic Choice: The analysis stage provides the basis for strategic
choice. It allows managers to consider what the organisation could do
given the mission, environment and capabilities – a choice which also
reflects the values of managers and other stakeholders. These choices
are about the overall scope and direction of the business. Since
managers usually face several strategic options, they often need to
analyse these in terms of their feasibility, suitability and acceptability
before finally deciding on their direction.
Strategy Implementation: Implementation depends on ensuring
that the organisation has a suitable structure, the right resources
and competences (skills, finance, technology etc.), right leadership
and culture. Strategy implementation depends on operational factors
being put into place.
Strategy Evaluation and Control: Organisations set up appropriate
monitoring and control systems, develop standards and targets to
judge performance.
Table 1.1 summarises the steps involved in each of the above elements
of strategic management.
TABLE 1.1: STEPS INVOLVED IN THE STRATEGIC

MANAGEMENT PROCESS
Elements Questions Description

in strategy
NMI
process
STRATEGY FORMULATION
Strategic Analysis
Defining What is our Organisational purpose is
organisational purpose? generally articulated in vision
purpose
What kind of
MS and mission statements. The
first task is, therefore, to identify
vision and mission of the
organisation.
Environmental analysis involves
organisation do the gathering and analysis of
we want to be? intelligence on the business
environment. This encompasses
the external environment
(general and competitive forces),
the internal environment
(resources, competences,
performance relative to
competitors), and stakeholder
expectations.
Contd...

NOTES
Strategic Choice
Objectives Where do we Objectives provide a more
want to be? detailed articulation of purpose
and a basis for monitoring
performance.
Options Are there Alternative strategic options may
analysis alternative be identified; options require to
routes? be appraised in order that the
best can be selected.
Strategies How are we Strategies are the means or
going to get courses of action to achieve the
there? purpose of the organisation.
Strategy Implementation
Actions How do we A specification of the operational
turn plans into activities and tasks required
reality? to enable strategies to be
implemented.
Strategy Evaluation and Control
Monitoring How will we Monitoring performance and
and control know if we are progress in meeting objectives,
getting there? taking corrective action as
necessary and reviewing
strategy.
The above steps can also be depicted as a series of processes involved
in strategic management.
IM It can also be shown through a general framework as given in Figure

1.1.
N Agreement on and initiation of the

strategic management process.
The organisation determines vision, mission,

F
M
goals and objectives.
E
E
The organisation analyses both
D
external and internal environment.
B
A
The organisation establishes long-term
C
goals and objectives.
K
The organisation chooses from alternative

courses of action.
The organisation implements the choices

to achieve strategic fit.
The organisation monitors the

implementation activity.
Figure 1.1: General Framework of Strategic Management Process

NOTES
The seven steps in the above model of strategy process fall into three
broad phases – formulation, implementation and evaluation – though
in practice the three phases interact closely.
Good strategists know that formulation and implementation of
strategy rarely proceed according to plan, partly because the
constantly changing external environment brings new opportunities
or threats, and partly because there may also be inadequate internal
competence. Since these may lead the management to change the
plan, there will be frequent interaction between the activities of
formulating and implementing strategy, and management may need
to return and reformulate the plan.
1.6.1 STRATEGY LEVELS

Many organisations develop strategies at four different levels:
corporate, business, functional and production level.
NMI
Figure 1.2: Structure of the Strategy Level
Corporate Level Strategy: It is the process of defining the overall
character and purpose of the organisation, the business it will enter and
MS
leave and how resources will be distributed among those businesses.
Strategy at this level is typically developed by top management (The
Board of Directors, CEO etc.). The decisions are broad-based, carry
greater risk and affect most parts of the organisation (e.g. the type
of business that the organisation should enter, changes required in
growth strategy, acquisition and Diversification decisions etc.).
Business Level Strategy: It is the planning process concerned
primarily with how to manage the interests and operations of a
particular unit within the organisation, commonly known as a Strategic
Business Unit (SBU). A strategic business unit is a distinct business
with its own set of competitors that can be managed reasonably
independently of other businesses within the organisation. Generally,
the heads of the respective business units develop business strategies,
with the approval of top management. Strategies at this level are
aimed at deciding the competitive advantage to build, determining
responses to changing market situations, allocating resources

NOTES
within the business unit and coordinating functional-level strategies
developed by functional managers.
Functional Level Strategy: It is the process of determining policies
and procedures for (relatively narrow levels of activity) different
functions of an enterprise like marketing, finance, personnel, IT,
R&D, HR and Manufacturing etc. These are developed by functional
managers and are typically reviewed by business unit heads.
Product Level Strategy: It is the process of determining the cost,
quality, quantity, raw material, supplies, categories, brands, range etc.
of the product the organisation manufacture. Sometimes this level
of strategy is undertaken in functional level strategy itself in many
organisations.
Coordinating strategies across the four levels is crucial in maximising
strategic impact.
1.6.2 TYPOLOGIES AND METHODS OF STRATEGY

The different typologies and methods of strategy are shown in
Table 1.2.
TABLE 1.2: TYPOLOGIES AND METHODS OF

STRATEGY
Strategy Typologies/ Methods

Dominance strategies Leader, Challenger, Follower, Nicher
Innovation strategies Pioneers, Close followers, Late
followers
Growth strategies Integration, Diversification,
Intensification
Co-operative strategies JV, licensing, strategic alliance,
technology tie-up
Miles & Snow strategy Prospector, Analyser, Defender, Reactor
of firms typology
Now we will discuss all the typologies and methods of strategy in the
following paragraphs.
Dominance Strategies
Dominance strategies are a type of marketing strategy that classifies
firms based on their market share or dominance of an industry.
Dominance is a measure of the strength of a brand, product, service,
or firm, relative to competitive offerings. There is often a geographic
element to the competitive landscape. In defining market dominance,
you must see to what extent a product, brand, or firm controls a
product category in a given geographic area. Typically there are four
types of dominance strategies that a manager will consider. There are
leader, challenger, follower and nicher.

NOTES
Leader
The market leader is dominant in its industry. It has substantial market
share and often extensive distribution arrangements with retailers. It
typically is the industry leader in developing innovative new business
models and new products (although not always). It tends to be on the
cutting edge of new technologies and new production processes. It
sometimes has some market power in determining either price or
output. Of the four dominance strategies, it has the most flexibility in
crafting strategy. There are few options not open to it. However it is
in a very visible position and can be the target of competitive threats
and government anti-combines actions.
Research in experience curve effects and the PIMs study during
the 1970s concluded that market leadership was the most profitable
strategy in most industries. It was claimed that if you cannot get
enough market share to be a major player, you should get out of
that business and concentrate your resources where you can take
advantage of experience curve effects and economies of scale, and
thereby gain dominant market share. Today we recognise that other
less dominant strategies can also be effective.
The main options available to market leaders are:
 Expand the total market by finding:
 new users of the product
 new uses of the product
 more usage on each use occasion
 Protect your existing market share by:
 developing new product ideas
 improve customer service
 improve distribution effectiveness
 reduce costs
 Expand your market share:
 by targeting one or more competitor
 without being noticed by government regulators.
Challenger
A challenger is a firm in a strong, but not dominant position that is
following an aggressive strategy of trying to gain market share. It
typically targets the industry leader (for example, Pepsi targets Coke),
but it could also target smaller, more vulnerable competitors. The
fundamental principles involved are:
 Assess the strength of the target competitor. Consider the amount
of support that the target might muster from allies.

NOTES
 Choose only one target at a time.
 Find a weakness in the target’s position. Attack at this point.
Consider how long it will take for the target to realign their
resources so as to reinforce this weak spot.
 Launch the attack on as narrow a front as possible. Whereas
a defender must defend all their borders, an attacker has the
advantage of being able to concentrate their forces at one place.
 Launch the attack quickly, then consolidate.
Some of the options open to a market challenger are:
 Price discounts or price cutting
 Line extensions
 Introduce new products
 Reduce product quality
 Increase product quality
 Improve service
 Change distribution
 Cost reductions
 Intensify promotional activity.
Follower
A market follower is a firm in a strong, but not dominant position that
is content to stay at that position. The rationale is that by developing
strategies that are parallel to those of the market leader, they will
gain much of the market from the leader while being exposed to very
little risk. This “play it safe” strategy is how Burger King retains its
position behind McDonalds. The advantages of this strategy are:
 no expensive R&D failures
 no risk of bad business model
 “best practices” are already established
 able to capitalise on the promotional activities of the market leader
 no risk of government anti-combines actions
 minimal risk of competitive attacks
 don’t waste money in a head-on battle with the market leader.
Nicher
In this niche strategy, the firm concentrates on a select few target
markets. It is also called a focus strategy. It is hoped that by focusing
ones marketing efforts on one or two narrow market segments and
tailoring your marketing mix to these specialised markets, you can
better meet the needs of that target market. The niche should be large

NOTES
enough to be profitable, but small enough to be ignored by the major
industry players. Profit margins are emphasised rather than revenue
or market share. The firm typically looks to gain a competitive
advantage through effectiveness rather than efficiency. It is most
suitable for relatively small firms and has much in common with
guerrilla marketing warfare strategies. The most successful nichers
tend to have the following characteristics:
 They tend to be in high value added industries and are able to
obtain high margins.
 They tend to be highly focused on a specific market segment.
 They tend to market high end products or services, and are able
to use a premium pricing strategy.
 They tend to keep their operating expenses down by spending
less on R&D, advertising and personal selling.
Innovation Strategies
Innovation strategies is all about who is on the cutting edge, who
churns out the new products and technologies before anyone else.
The company is a pioneer, close follower or late follower.
 Pioneer: The firm or the organisation concentrates on being
the one with the newest, hottest products around. The company
promise that its customers will get the new technology before
anyone else does.
 Close follower: The company waits for other to pioneer in
different direction, and when they are on to something, the
company quickly adopts it, improve it and make it the company’s
own innovation.
 Late follower: The company adopts only the most stable of
technology, the company stress to its customers that the products
of the company will be stable, tried and tested, with no bugs or
last minute recalls.
Growth Strategies
When operating under growth strategies, the company focus should
be on how to make its business grow. The company use:
 Horizontal integration: The company tries to expand by
acquiring or starting new business in the same field as its main
business, this way the company control a bigger market share,
and sideline the competition.
 Vertical integration: The company tries to acquire or start
businesses that supply your current business or sell its products.
This way the company can have a stable production and delivery
structure.

NOTES
 Diversification: The company tries to conquer new markets
with new products, expending in unexpected direction where
the company predict that there are great profits there.
 Intensification: The company adds new features to your existing
products. The company releases new versions of its products.
Trying to consolidate then expand its market position.
Co-operative Strategies
Cooperative strategies are becoming increasingly important for large
corporations because technology continues to drive many important
markets. The rapid advance of knowledge in many fields and the
growing technical sophistication of the present day consumers are
driving the companies to cooperate with specialist firms. Strategic
alliances represent one of the more innovative methods of cooperation,
and they are being actively exploited.
Joint ventures: Joint ventures, alliances, and other corporate
partnering are fuelling the growth of the world’s most unsuccessful
companies. The demand to deliver more new products, quicker, and
at lower prices has never been greater. Joint ventures and other
collaborative business arrangements are revolutionising how winning
companies compete. They permit companies to enter new markets
and field new products that they otherwise couldn’t do on their own.
They are the quickest way to grow a company, particularly in times of
change.
Licensing: A contractual agreement whereby one company (the
licensor) makes an asset available to another company (the licensee)
in exchange for royalties, license fees, or some other form of
compensation
 Patent
 Trade secret
 Brand name
 Product formulations
Advantages of Licensing
 Provides additional profitability with little initial investment
 Provides method of circumventing tariffs, quotas and other
export barriers
 Attractive ROI
 Low costs to implement
Disadvantages of Licensing
 Limited participation
 Returns may be lost

NOTES
 Lack of control
 Licensee may become competitor
 Licensee may exploit company resources
Special Licensing Arrangements
 Contract manufacturing:
 Company provides technical specifications to a sub-
contractor or local manufacturer.
 Allows company to specialise in product design while
contractors accept responsibility for manufacturing
facilities.
 Franchising: Contract between a parent company-franchisor
and a franchisee that allows the franchisee to operate a business
developed by the franchisor in return for a fee and adherence to
franchise-wide policies.
 Technology Tie-up: Technology tie-ups give the companies
double advantage of adopting – the new and advanced technology
resulting in improved and better productivity and the next thing
is that the company increases its size and people.
BOX 1.1: BHEL AND ALSTOM IN TECHNOLOGY TIE-UP

Tuesday, 16 Jan., 2007
Bharat Heavy Electricals and Alstom of France, on 15th January
2007, entered into a technology transfer agreement for Alstom
technology for supercritical power equipment of rating 800 MW
and higher.
NMI
The ministry of heavy industries has opined that BHEL and Alstom
would be major players in India’s effort to add 1,50,000 MW of power
capacity over the next ten years.
In a related development, the ministry also stated that India offers
MS
huge opportunity for investment and collaboration in a number of
sectors including energy, automobiles, capital goods, chemicals,
services, urban development and infrastructure. Besides, with
the isolation of India in the nuclear sector coming to an end, the
collaboration areas in nuclear energy also offer a big possibility.
Source: www.projectstoday.com/News/NewsDetails
Miles & Snow Strategy of Firms Typology

Since its publication in 1978, Miles and Snow’s Organisational
Strategy, Structure, and Process (Miles & Snow, 1978) has had
considerable influence on the fields of strategic management and
organisation theory (Hambrick, 1983). Up to 2003, over 1100 scholarly
works have cited the book, paying attention especially to the Miles
and Snow strategy typology highlighted in the book (Ketchen, 2003).
Based on field studies in four industries, Miles and Snow classify firms

NOTES
within a given industry into four groups, i.e. defenders, prospectors,
analysers and reactors, depending on how a firm responds to the
three major problems facing the firm (entrepreneurial, engineering
and administrative problems).
 Defenders: Defenders have a limited range of products and focus
on efficiency and process improvement.
 Prospectors: Prospectors have a broad market/product domain
and tend to lead change in the industry.
 Analysers: Analysers fall between the above two groups and are
likely to follow a second-but-better strategy.
 Reactors: Reactors have no consistent strategy and they merely
respond passively to environment pressure.
Miles and Snow argued that companies develop their adaptive
strategies based on their perception of their environments. Hence, as
seen above, the different organisation types view their environments
in different ways, causing them to adopt different strategies. These
adaptive strategies allow some organisations to be more adaptive or
more sensitive to their environments than others, and the different
organisation types represent a range of adaptive companies. Because
of their adaptive strategies, prospector organisations are the most
adaptive type of company. In contrast, reactor organisations are
the least adaptive type. The other two types fall in between these
extremes: analysers are the second most adaptive organisations,
followed by defenders.
Fill in the blanks:

7. Once a firm has committed itself to a particular strategy, its
......................... and ....................... are tied to it.
8.basic characteristics distinguish functional strategies
from corporate level and business level strategies.
Classify the following companies as pioneers, close followers and

late followers and state reasons behind your choice:
 Apple
 Nokia
 Samsung
 Panasonic

NOTES
The strength of the business-level strategy is enhanced when

functional level strategies support its basic thrust. Similarly, the
corporate level is likely to have greater impact when business level
strategies support one another in bolstering the corporate level
strategy.
1.7 VISION
The first task in the process of strategic management is to formulate
the organisation’s vision and mission statements. These statements
define the organisational purpose of a firm. Together with objectives,
they form a “hierarchy of goals” as shown in Figure 1.3.
NMI
Figure 1.3: Hierarchy of Goals
A clear vision helps in developing a mission statement, which in turn
facilitates setting of objectives of the firm after analysing external and
internal environment. Though vision, mission and objectives together
reflect the “strategic intent” of the firm, they have their distinctive
MS
characteristics and play important roles in strategic management.
Vision can be defined as “a mental image of a possible and desirable
future state of the organisation” (Bennis and Nanus). It is “a vividly
descriptive image of what a company wants to become in future”.
Vision represents top management’s aspirations about the company’s
direction and focus. Every organisation needs to develop a vision of
the future. A clearly articulated vision moulds organisational identity,
stimulates managers in a positive way and prepares the company for
the future.
“The critical point is that a vision articulates a view of a realistic,
credible, attractive future for the organisation, a condition that is
better in some important ways than what now exists.”

NOTES
According to Collins and Porras, a well-conceived vision consists of
two major components:
 Core ideology
 Envisioned future
Core ideology is based on the enduring values of the organisation
(“what we stand for and why we exist”), which remain unaffected by
environmental changes. Envisioned future consists of a long-term
goal (what we aspire to become, to achieve, to create) which demands
significant change and progress.
1.7.1 DEFINING VISION

Vision has been defined in several different ways. Richard Lynch
defines vision as “a challenging and imaginative picture of the future
role and objectives of an organisation, significantly going beyond
its current environment and competitive position.” E1-Namaki
defines it as “a mental perception of the kind of environment that an
organisation aspires to create within a broad time horizon and the
underlying conditions for the actualization of this perception”. Kotter
defines it as “a description of something (an organisation, corporate
culture, a business, a technology, an activity) in the future.”
A number of authors have given their definitions of organisational
vision as per their findings and experiences, some of them are as
follows:
Vision is “clear mental picture of a future goal created jointly by a
group for the benefit of other people, which is capable of inspiring
and motivating those whose support is necessary for its achievement”.
— Johnson
Vision is “an ideal that represents or reflects the shared values to
which the organisation should aspire”.
— Kirkpatrick et. al.
Vision is “a picture or view of the future. Something not yet real, but
imagined. What the organisation could and should look like. Part
analytical and part emotional”.
— Thornberry
Vision is “the shared understanding of what the firm should be and
how it must change”.
— Shoemaker
Vision is “a picture of a destination aspired to, an end state to be
achieved via the change. It reflects the larger goal needed to keep in
mind while concentrating on concrete daily activities”.
— Kanter et. al.
Vision is “an ambition about the future, articulated today, it is a
process of managing the present from a stretching view of the future”.
— Stace and Dunphy

NOTES
Most refer to a future or ideal to which organisational efforts should
be directed. The vision itself is presented as a picture or image that
serves as a guide or goal. Depending on the definition, it is referred
to as inspiring, motivating, emotional and analytical. For Boal and
Hooijberg, effective visions have two components:
 A cognitive component (which focuses on outcomes and how to
achieve them)
 An affective component (which helps to motivate people and gain
their commitment to it).
1.7.2 NATURE OF VISION

A vision represents an animating dream about the future of the firm.
By its nature, it is hazy and vague. That is why Collins describes it as
a Big Hairy Audacious Goal (BHAG). Yet it is a powerful motivator to
action. It captures both the minds and hearts of people. It articulates
a view of a realistic, credible, attractive future for the organisation,
which is better than what now exists. Developing and implementing
a vision is one of the leader’s central roles. He should not only have a
“strong sense of vision”, but also a “plan” to implement it.
Example:
 Henry Ford’s vision of a “car in every garage” had power. It
captured the imagination of others and aided internal efforts to
mobilise resources and make it a reality. A good vision always
needs to be a bit beyond a company’s reach, but progress towards
the vision is what unifies the efforts of company personnel.
 One of the most famous examples of a vision is that of Disneyland
“To be the happiest place on earth”. Other examples are:
 Hindustan Lever: Our vision is to meet the everyday needs
of people everywhere.
 Microsoft: Empower people through great software any
time, any place and on any device.
 Britannia Industries: Every third Indian must be a
Britannia consumer.
Although such vision statements cannot be accurately measured,
they do provide a fundamental statement of an organisation’s values,
aspirations and goals.
Some more examples of vision statements are given below:
 “A Coke within arm’s reaches of everyone on the planet” (Coca
Cola)
 “Encircle Caterpillar” (Komatsu)
 “Become the Premier Company in the World” (Motorola)
 “Put a man on the moon by the end of the decade” (John F.
Kennedy, April 1961)

NOTES
 “Eliminate what annoys our bankers and customers” (Texas
Commerce Bank)
 “The one others copy” (Mobil).
1.7.3 CHARACTERISTICS OF VISION STATEMENTS

As may be seen from the above definitions, many of the characteristics
of vision given by these authors are common such as being clear,
desirable, challenging, feasible and easy to communicate. Nutt and
Back off have identified four generic features of visions that are likely
to enhance organisational performance:
 Possibility means the vision should entail innovative possibilities
for dramatic organisational improvements.
 Desirability means the extent to which it draws upon shared
organisational norms and values about the way things should be
done.
 Actionability means the ability of people to see in the vision,
actions that they can take that are relevant to them.
 Articulation means that the vision has imagery that is powerful
enough to communicate clearly a picture of where the organisation
is headed.
Fill in the blanks:

9. A ......................... can be defined as the overall goal of an
organisation that all business activities and processes should
contribute toward achieving.
10. Formulation and implementation of strategy must occur side-
by-side rather than .........................
11. When a strategy becomes internalised into a corporate culture,
it can lead to .........................
12. Corporate vision is a short, succinct, and inspiring statement
of what the organisation intends to ................. and to .................
Choose the vision statements of any five companies that you like.
Prepare a presentation on how these vision statements inspire you
and how these companies went about fulfilling their vision.
Vision, therefore, not only serves as a backdrop for the development

of the purpose and strategy of a firm, but also motivates the firm’s
employees to achieve it.

NOTES
1.8 MISSION
“A mission statement is an enduring statement of purpose”. A clear
mission statement is essential for effectively establishing objectives
and formulating strategies.
A mission statement is the purpose or reason for the organisation’s
existence. A well-conceived mission statement defines the
fundamental, unique purpose that sets it apart from other companies
of its type and identifies the scope of its operations in terms of products
offered and markets served. It also includes the firm’s philosophy
about how it does business and treats its employees. In short, the
mission describes the company’s product, market and technological
areas of emphasis in a way that reflects the values and priorities of the
strategic decision makers.
As Fred R. David observes, mission statement is also called a creed
statement, a statement of purpose, a statement of philosophy etc. It
reveals what an organisation wants to be and whom it wants to serve.
It describes an organisation’s purpose, customers, products, markets,
philosophy and basic technology. In combination, these components
of a mission statement answer a key question about the enterprise:
“What is our business?”
1.8.1 DEFINING MISSION

Thompson defines mission as “The essential purpose of the
organisation, concerning particularly why it is in existence, the
nature of the business it is in, and the customers it seeks to serve and
satisfy”. Hunger and Wheelen simply call the mission as the “purpose
or reason for the organisation’s existence”.
A mission can be defined as a sentence describing a company’s
function, markets and competitive advantages. It is a short written
statement of your business goals and philosophies. It defines what an
organisation is, why it exists and its reason for being. At a minimum,
a mission statement should define who are the primary customers
of the company, identify the products and services it produces, and
describe the geographical location in which it operates.
Example:
 Ranbaxy Pharmaceuticals: “To become a research based global
company”.
 Reliance Industries: “To become a major player in the global
chemicals business and simultaneously grow in other growth
industries like infrastructure”.
 ONGC: “To stimulate, continue and accelerate efforts to develop
and maximize the contribution of the energy sector to the
economy of the country”.

NOTES
 Cadbury India: “To attain leadership position in the confectionary
market and achieve a strong national presence in the food drinks
sector”.
 Hindustan Lever: “Our purpose is to meet everyday needs of
people everywhere – to anticipate the aspirations of our consumers
and customers, and to respond creatively and competitively with
branded products and services which raise the quality of life”.
 McDonald: “To offer the customer fast food prepared in the same
high quality worldwide, tasty and reasonably priced, delivered in
a consistent low key décor and friendly manner”.
Most of the above mission statements set the direction of the business
organisation by identifying the key markets which they plan to serve.
1.8.2 IMPORTANCE OF MISSION STATEMENT

The purpose of the mission statement is to communicate to all the
stakeholders inside and outside the organisation what the company
stands for and where it is headed. It is important to develop a mission
statement for the following reasons:
 It helps to ensure unanimity of purpose within the organisation.
 It provides a basis or standard for allocating organisational
resources.
 It establishes a general tone or organisational climate.
 It serves as a focal point for individuals to identify with the
organisation’s purpose and direction.
 It facilitates the translation of objectives into tasks assigned to
responsible people within the organisation.
 It specifies organisational purpose and then helps to translate
this purpose into objectives in such a way that cost, time and
performance parameters can be assessed and controlled.
Developing a comprehensive mission statement is also important
because divergent views among managers can be revealed and
resolved through the process.
According to Pearce (1982), vision and mission statements have the
following value:
 They provide managers with a unity of direction that transcends
individual, parochial and transitory needs.
 They promote a sense of shared expectations among all levels
and generations of employees.
 They consolidate values over time and across individuals and
interest groups.
 They project a sense of worth and intent that can be identified
and assimilated by company outsiders.

NOTES
 Finally, they affirm the company’s commitment to responsible
action, in order to preserve and protect the essential claims of
insiders for sustained survival, growth and profitability of the
firm.
According to Fred R. David, a mission statement is more than a
statement of purpose. It is:
 a declaration of attitude and outlook;
 a declaration of customer orientation;
 a declaration of social policy and responsibility.
1.8.3 CHARACTERISTICS OF A MISSION STATEMENT

A good mission statement should be short, clear and easy to
understand. It should therefore possess the following characteristics:
 Not lengthy: A mission statement should be brief.
 Clearly articulated: It should be easy to understand so that
the values, purposes, and goals of the organisation are clear to
everybody in the organisation and will be a guide to them.
 Broad, but not too general: A mission statement should achieve
a fine balance between specificity and generality.
 Inspiring: A mission statement should motivate readers to
action. Employees should find it worthwhile working for such an
organisation.
 Feeling and emotions: It should arouse positive feelings and
emotions of both employees and outsiders about the organisation.
 Reflect the firm’s worth: A mission statement should generate
the impression that the firm is successful, has direction and is
worthy of support and investment.
 Relevant: A mission statement should be appropriate to the
organisation in terms of its history, culture and shared values.
 Current: A mission statement may become obsolete after some
time. As Peter Drucker points out, “Very few mission statements
have anything like a life expectancy of thirty, let alone, fifty years.
To be good enough for ten years is probably all one can normally
expect”. Changes in environmental factors and organisational
factors may necessitate modification of the mission statement.
 Unique: An organisation’s mission statement should establish
the individuality and uniqueness of the company.
 Enduring: A mission statement should continually guide
and inspire the pursuit of organisational goals. It may not be
fully achieved, but it should be challenging for managers and
employees of the organisation.

NOTES
 Dynamic: A mission statement should be dynamic in orientation
allowing judgments about the most promising growth directions
and the less promising ones.
 Basis for guidance: Mission statement should provide useful
criteria for selecting a basis for generating and screening strategic
options.
 Customer orientation: A good mission statement identifies
the utility of a firm’s products or services to its customers, and
attracts customers to the firm.
 A declaration of social policy: A mission statement should
contain its philosophy about social responsibility including its
obligations to the stakeholders and the society at large.
 Values, beliefs and philosophy: The mission statement should lay
emphasis on the values the firm stands for; company philosophy,
known as “company creed”, generally accompanies or appears
within the mission statement.
1.8.4 COMPONENTS OF A MISSION STATEMENT

Mission statements may vary in length, content, format and
specificity. But most agree that an effective mission statement must
be comprehensive enough to include all the key components. Because
a mission statement is often the most visible and public part of the
strategic management process, it is important that it includes all the
following essential components:
 Basic product or service: What are the firm’s major products or
services?
 Primary markets: Where does the firm compete?
 Principal technology: Is the firm technologically current?
 Customers: Who are the firm’s customers?
 Concern for survival, growth and profitability: Is the firm
committed to growth and financial soundness?
 Company philosophy: What are the basic beliefs, values,
aspirations and ethical priorities of the firm?
 Company self-concept: What is the firm’s distinctive competence
or major competitive advantage?
 Concern for public image: Is the firm responsive to social,
community and environmental concerns?
 Concern for employees: Are employers considered a valuable
asset of the firm?
 Concern for quality: Is the firm committed to highest quality?
1.8.5 FORMULATION OF MISSION STATEMENT

There is no standard method for formulating mission statements.
Different firms follow different approaches. As indicated in the

NOTES
strategic management model, a clear mission statement is needed
before alternative strategies can be formulated and implemented. It
is important to involve as many managers as possible in the process
of developing a mission statement, because through involvement,
people become committed to the mission of the organisation.
Mission statements are generally formulated as follows:
 In many cases, the mission is inherited i.e. the founder establishes
the mission which may remain unchanged down the years or
may be modified as the conditions change.
 In some cases, the mission statement is drawn up by the CEO
and board of directors or a committee of strategists constituted
for the purpose.
 Engaging consultants for drawing up the mission statement is
also common.
 Many companies hold brainstorming sessions of senior executives
to develop a mission statement. Soliciting employee’s views is
also common.
 According to Fred R. David, an ideal approach for developing a
mission statement would be to select several articles about mission
statements and ask all managers to read these as background
information. Then ask managers to prepare a draft mission
statement for the organisation. A facilitator or a committee of
top managers, merge these statements into a single document
and distribute this draft mission statement to all managers. Then
the mission statement is finalised after taking inputs from all the
managers in a meeting. Thus, the process of developing a mission
statement represents a great opportunity for strategists to obtain
needed support from all managers in the firm.
 Decision on how best to communicate the mission to all managers,
employees and external constituencies of an organisation are
needed when the document is in its final form. Some organisations
even develop a videotape to explain the mission statement and
how it was developed.
 The practice in Indian companies appears to be a consultative-
participative route. For example, at Mahindra and Mahindra,
workshops were conducted at two levels within the organisation
with corporate planning group acting as facilitators. The State
Bank of India went one step ahead by inviting labour unions to
partake in the exercise. Satyam Computers went one more step
ahead by involving their joint venture companies and overseas
clients in the process.
Although many organisations have mission statements, their value
has sometimes been questioned. Kay (1996) asserts that visions or
missions are indicative of a ‘wish-driven strategy’ that fails to recognise
the limits to what might be possible, given finite organisational
resources. He cites the case of Groupe Bull, a French computer

NOTES
company, which for many years sought to challenge the supremacy of
IBM, particularly in the large US market. After several attempts, Bull
finally conceded that its mission was faulty. Kay’s analysis was that for
30 years Groupe Bull was: Driven not by an assessment of what it was,
but by a vision of what it would like to be. Throughout, it lacked the
distinctive capabilities that would enable it to realise that vision. Bull
epitomises wish-driven strategy, based on aspiration, not capability
(Kay, 1996).
In a study of some organisations, Leach (1996) found that mission
statements and strategic vision had become fashionable. While in
some organisations, mission statements had made a real impact in
clarifying organisational values and culture, others regarded them
only as symbolic public relations documents that had little effect as a
management tool.
The dangers are not just that missions are unrealistic and fail to
recognise an organisation’s capabilities (as in the case of Groupe
Bull), but also that management fails to develop a belief in the mission
statement throughout the organisation. People come to believe in and
act upon the mission statement only when they see others doing so,
especially senior management and other influential players. The ideas
of the mission statement need to be cascaded through the structure to
ensure a link between mission and day-to-day actions.
BOX 1.2: MISSION OF TWO GLOBAL COMPANIES
Mission Statement of IBM
At IBM, we strive to lead in the invention, development and
manufacture of the industry’s most advanced information
technologies, including computer systems, software, storage
systems and microelectronics.
We translate these advanced technologies into value for our
customers through our professional solutions, services and
consulting businesses worldwide.
Mission Statement of FedEx
“FedEx is committed to our People-Service-Profit Philosophy. We
will produce outstanding financial returns by providing totally
reliable, competitively superior, global, air-ground transportation
of high-priority goods and documents that require rapid, time-
certain delivery.”
Source: ibm.com and fedex.com
1.8.6 EVALUATING MISSION STATEMENT

For a mission statement to be effective, it should meet the following
ten conditions:
 The mission statement is clear and understandable to all parties
involved. The organisation can articulate and relate to it.
 The mission statement is brief enough for most people to
remember.

NOTES
 The mission statement clearly specifies the purpose of the
organisation. This includes a clear statement about:
 what needs the organisation is attempting to fill (not what
products or services are offered)?
 who the organisation’s target populations are?
 how the organisation plans to go about its business; that is,
what its primary technologies are?
 The mission statement should have a primary focus on a single
strategic thrust.
 The mission statement should reflect the distinctive competence
of the organisation (e.g., what can it do best? What is its unique
advantage?)
 The mission statement should be broad enough to allow flexibility
in implementation, but not so broad as to permit lack of focus.
 The mission statement should serve as a template and be the
same means by which the organisation can make decisions.
 The mission statement must reflect the values, beliefs and
philosophy of operations of the organisation.
 The mission statement should reflect attainable goals.
 The mission statement should be worked so as to serve as an
energy source and rallying point for the organisation (i.e., it
should reflect commitment to the vision).
Fill in the blanks:

13. The mission statement should have a primary focus on a
..................... strategic thrust.
14. The mission statement should reflect..................... goals.
15. A mission can be defined as a sentence describing a company’s
................., ................. and .................
16. It is more important to communicate the mission statement to
................. than to .................
Select a company of your choice. Prepare a presentation on its

mission statement assessing it in terms of focus, competence,
values and strategic thrust.
1.9 BUSINESS DEFINITION

In its broadest sense, strategic management is about taking “strategic
decisions.” A number of definitions given by various eminent authors

NOTES
are already being given at the beginning of the chapter. In practice, a
thorough strategic management process has three main components,
shown in the Figure 1.4.
Figure 1.4: Components of Strategic Management
Strategic Analysis
This is all about the analysing the strength of businesses’ position
and understanding the important external factors that may influence
that position. The process of strategic analysis can be assisted by a
number of tools, including:
 PEST Analysis: Atechnique for understandingthe “environment”
in which a business operates.
 Scenario Planning: A technique that builds various plausible
views of possible futures for a business.
 Five Forces Analysis: A technique for identifying the forces
which affect the level of competition in an industry.
 Market Segmentation: A technique which seeks to identify
similarities and differences between groups of customers or
users.
 Directional Policy Matrix: A technique which summarises the
competitive strength of businesses operations in specific markets.
 Competitor Analysis: A wide range of techniques and analysis
that seeks to summarise a businesses’ overall competitive
position.
 Critical Success Factor Analysis: A technique to identify those
areas in which a business must outperform the competition in
order to succeed.
 SWOT Analysis: A useful summary technique for summarising
the key issues arising from an assessment of a businesses
“internal” position and “external” environmental influences.
Strategic Choice
This process involves understanding the nature of stakeholder
expectations (the “ground rules”), identifying strategic options, and
then evaluating and selecting strategic options.

NOTES
Strategy Implementation
Often the hardest part, when a strategy has been analysed and
selected, the task is then to translate it into organisational action.
Fill in the blank:

17. Strategy formulation includes defining the ..................... ,
specifying achievable ....................., developing .....................
and setting policy guidelines.
Consider the three components of strategic management. Which of

these three components is the toughest part? State reasons.
1.10 SUMMARY
 Strategic or institutional management is the conduct of drafting,
implementing and evaluating cross-functional decisions that will
enable an organisation to achieve its long-term objectives. It is a
level of managerial activity under setting goals and over tactics.
 Strategic management is the process of specifying the
organisation’s mission, vision and objectives, developing policies
and plans, often in terms of projects and programs, which
are designed to achieve these objectives, and then allocating
resources to implement the policies and plans, projects and
programs.
 Strategic management provides overall direction to the enterprise
and is closely related to the field of Organisation Studies.
 Although a sense of direction is important, it can also stifle
creativity, especially if it is rigidly enforced. In an uncertain and
ambiguous world, fluidity can be more important than a finely
tuned strategic compass.
 When a strategy becomes internalised into a corporate culture,
it can lead to group think. It can also cause an organisation to
define itself too narrowly.
 Even the most talented manager would no doubt agree that
“comprehensive analysis is impossible” for complex problems.
 Formulation and implementation of strategy must thus occur
side-by-side rather than sequentially, because strategies are built
on assumptions which, in the absence of perfect knowledge, will
never be perfectly correct.
 The essence of being “strategic” thus lies in a capacity for
“intelligent trial-and error” rather than linear adherence to
finally honed and detailed strategic plans.

NOTES
 Strategic management is a question of interpreting, and
continuously reinterpreting, the possibilities presented by
shifting circumstances for advancing an organisation’s objectives.
 Strategic management is the set of managerial decisions and
action that determines the way for the long-range performance
of the company.
 It includes environmental scanning, strategy formulation,
strategy implementation, evaluation and control.
 Strategy formulation is the development of long range plans for
the effective management of environmental opportunities and
threats in light of corporate strengths and weaknesses.
 Strategy formulation includes defining the corporate mission,
specifying achievable objectives, developing strategies and
setting policy guidelines.
 Corporate strategy is one, which decides what business the
organisation should be in, and how the overall group of activities
should be structured and managed.
 Mission: A statement that declares what business a company

is in and who its customers are.
 Plan: A set of intended actions, through which one expects to
achieve a goal.
 Strategic Choice: Choice of course of action given the
environment, mission and capabilities.
 Strategic Management: Stream of decisions and actions that
lead to development of effective strategy.
 Strategy: A plan of action designed to achieve a particular
goal.
 Vision: The overall goal of an organisation that all business
activities and processes should contribute toward achieving.
1.11 DESCRIPTIVE QUESTIONS

1. What are the dimensions of strategic management? What
explains the need for strategic management?
2. Examine the significance of strategic management.
3. “Strategic management process is the way in which strategists
determine objectives and strategic decisions”. Discuss.
4. Bring out the distinguishing features of strategic management.
5. Can the process of strategic management really be depicted in a
given model or it is a prompt and dynamic process? Give reasons.

NOTES
6. Given the vision, as the new Director, what ideas would you want
to implement to achieve the vision?
7. Has there ever been a time in your life when your vision of the
future was so inspiring that you converted initial nay-sayers into
followers later on? If yes discuss. If no, analyse a situation when
it could have happened. Why do you think you failed?
8. Discuss a time when you established a vision for your team. What
process was used? Were others involved in setting the vision?
How did the vision contribute to the functioning of the unit?
9. How mission statement is evaluated? Explain.
10. What do you mean by business definition? Explain the tools of
strategic analysis process.
1.12 ANSWERS AND HINTS

ANSWERS FOR SELF-ASSESSMENT QUESTIONS
Topic Q.No. Answers

Definitions of Strategic 1. direction
Management
2. reinterpreting, shifting
3. Purpose
Nature of Strategic 4. Operational nature
MS
Management
Dimensions of Strategic 5. implementation
Management
Need for Strategic 6. vision, mission
IM
Management
Strategic Management 7. image, competitive
Process advantage
8. Three
Vision 9. vision
10. sequentially
11. Groupthink
12. become, achieve
Mission 13. Single
14. attainable
15. function, markets,
competitive advantages
16. employees, customers
Business Definition 17. corporate mission,
objectives, strategies

NOTES
HINTS FOR DESCRIPTIVE QUESTIONS
1. Refer to 1.4 & 1.5
The dimensions for Strategic Management comprises top
management involvement, requirement of large amounts of
resources, affecting the firm’s long-term prosperity, future-
oriented, multi-functional or multi-business consequences and
non-self generative decisions. The need for strategic management
arises as it provides the route map for the firm and makes it
possible for the firm to take decisions concerning the future with
a greater awareness of their implications. It provides direction to
the company; it indicates how growth could be achieved.
2. Refer to 1.3
The significance of strategic management deals with the art and
science of formulating, implementing, and evaluating, cross-
functional decisions that enable an organisation to achieve its
objectives. Strategic management is different in nature from
other aspects of management. An individual manager is most
often required to deal with problems of operational nature. He
generally focuses on day-to-day problems such as the efficient
production of goods, the management of a sales force, the
monitoring of financial performance or the design of some new
system that will improve the level of customer service.
3. Refer to 1.6
Developing an organisational strategy involves five main
elements – strategic analysis, environmental analysis, strategic
choice, strategy implementation and strategy evaluation and
control. Each of these contains further steps, corresponding to
a series of decisions and actions that form the basis of strategic
management process.
4. Refer to 1.4 &1.5
The features of strategic management is concerned with
effectively managing resources already deployed, within the
context of an existing strategy. In other words, operational
control is what managers are involved in most of their time. It
is vital to the effective implementation of strategy, but it is not
the same as strategic management. Strategic management
involves elements geared toward a firm’s long-term survival
and achievement of management goals. The components of the
content of a strategy making process include a desirable future,
resource allocation, management of the firm-environment and a
competitive business ethics. Other distinguishing features include
top management involvement, requirement of large amounts
of resources, affecting the firm’s long-term prosperity, future-
oriented, multi-functional or multi-business consequences and
non-self generative decisions.

NOTES
5. Refer to 1.4 & 1.6
Yes, the process of strategic management really be depicted in
a given model and a prompt and dynamic process. It involves
the seven steps of strategy process which fall into three broad
phases – formulation, implementation and evaluation – though
in practice the three phases interact closely. The reasons
for a dynamic process are – top management involvement,
requirement of large amounts of resources, affecting the firm’s
long-term prosperity, future-oriented, multi-functional or multi-
business consequences and non-self generative decisions.
6. Refer to 1.7 & 1.7.3
Vision can be defined as “a mental image of a possible and
desirable future state of the organisation” (Bennis and Nanus).
It is “a vividly descriptive image of what a company wants to
become in future”. For achieving vision, it should have possibility,
desirability, actionability and articulation.
7. Refer to 1.7.3
Yes. Vision statements deal with possibility, desirability,
actionability and articulation.
8. Refer to 1.7,1.7.1,1.7.2 & 1.7.3
Vision represents top management’s aspirations about the
company’s direction and focus. Every organisation needs to
develop a vision of the future. A clearly articulated vision moulds
organisational identity, stimulates managers in a positive way
and prepares the company for the future.
“The critical point is that a vision articulates a view of a realistic,
credible, attractive future for the organisation, a condition that
is better in some important ways than what now exists.” The
process of vision include core ideology and envisioned future.
Core ideology is based on the enduring values of the organisation
(“what we stand for and why we exist”), which remain unaffected
by environmental changes. Envisioned future consists of a long-
term goal (what we aspire to become, to achieve, to create) which
demands significant change and progress.
9. Refer to 1.8.6
For a mission statement to be effective, it should meet the ten
conditions.
10. Refer to 1.9
A business definition is a clear statement of the business the firm
is engaged in or is planning to enter. The process of strategic
analysis can be assisted by a number of tools, including PEST
Analysis, Scenario Planning, Five Forces Analysis, Market
Segmentation, Directional Policy Matrix and Competitor
Analysis.

NOTES
1.13 SUGGESTED READINGS FOR REFERENCE

SUGGESTED READINGS
 Fred R. David, Strategic Management – Concepts and Cases,
Pearson Education Inc., 2005.
 Johnson Gerry and Sholes Kevan, Exploring Corporate Strategy,
6th Edition, Pearson Education Ltd., 2002.
 Rao VSP and Hari Krishna V, Strategic Management – Text and
Cases, New Delhi, Excel Books, 2003.
 Richard Lynch, Corporate Strategy, Essex, Pearson Education
Ltd, 2006.
 Wheelen Thomas L, David Hunger J, Krish Rangarajan, Concepts
in Strategic Management and Business Policy, New Delhi, Pearson
Education, 2006.
E-REFERENCES
 http://www.publishyourarticles.net/knowledge-hub/business-
studies/6-major-dimensions-of-strategic-decisions.html
 http://www.diffen.com/difference/Mission_Statement_vs_
Vision_Statement
 http://yourbusiness.azcentral.com/strategic-management-
needed-15149.html

C H
2
A P T E R
MODELS OF STRATEGIC MANAGEMENT
CONTENTS
2.1 Introduction
2.2 Mintzberg
2.2.1 Mintzberg’s Five P’s for Strategy
2.2.2 Mintzberg Views on Strategic Planning
2.3 Ansoff
2.3.1 Strategy Decisions
2.3.2 Components of Strategy
2.3.3 Ansoff Matrix
2.3.4 Paralysis by Analysis
2.3.5 Turbulence
2.3.6 Ansoff ’s Work in Perspective
2.4 Porter
2.4.1 Porter’s Generic Strategies
2.4.2 A Combination of Generic Strategies – Stuck in the
Middle
2.4.3 Generic Strategies and Industry Forces
2.5 Prahalad and Gary Hammel
2.5.1 Developing Core Competencies
2.5.2 Loss of Core Competencies
2.5.3 Core Products
2.5.4 Implications for Corporate Management
2.5.5 Competing for the Future
2.6 Summary

NOTES
DELL’S GENERIC STRATEGIES
Over the years, DELL COMPUTERS is constantly changing,

adapting and finding innovative ways to master its environment
and push rivals to the wall. One thing, of course, has not changed:
its focus on speed and low cost. It has retained its image of what it
does best. A custom order placed with Dell at 9 am on Monday can
be on a delivery truck by 9 pm on Tuesday. The company spent years
developing a core competence in low cost and speedy delivery by
squeezing time lags and inefficiencies out of the manufacturing and
assembly process and then extending the same brutal standards to
the supply chain. Just peep into the Tapfer Manufacturing Centre
at the Dell’s headquarters and you will understand how Dell does
things with meticulous care, passion and love. The parts storage
does not occupy too much space (occupying the space of just an
average bedroom!). Dell can receive parts in fifteen minutes that
could take two days to reach IBM or Gateway. Boxes of microchips
and electronic components skitter by on double decker conveyer
belts. Assembly workers get the right part — whether you talk of
microprocessors or combination of software being delivered at
the right time with clock work precision. The system takes care
of everything so as to reduce the number of worker touches per
machine. Over 25,000 finished computers head off towards happy
customer every day. Dell does everything in a very transparent
manner providing complete information to employees, suppliers
and customers. Precise coordination aided by sophisticated supply
chain software means Dell can keep just two hours’ worth of parts
NMI
inventory and replenish only when it needs throughout the day.
The just-in-time system works so efficiently that nearly 8.5 percent
of orders are built, customised and shipped within eight hours.
Speed has enabled Dell to slash inventories and parts costs so low
that it can under-price rivals by 10 to 15 per cent. Competitors
having watched as more and more customers turned to Dell are
MS
trying to imitate the company’s way of doing business.

for Continuing
Education
MODELS OF STRATEGIC MANAGEMENT 41
NOTES

Evaluate the meaning, definition and significance of strategic
management model
Explain the strategic planning model of Mintzberg
Analyse the strategic decision model of Ansoff
Know about the generic strategies model of Porter
Identify the core competency model of Prahalad and Hammel
2.1 INTRODUCTION
The term ‘strategy’ proliferates in discussions of business. Scholars
and consultants have provided myriad models and frameworks for
analysing strategic choice. Today there are a variety of firms and
organisations having different nature and environment of work but
every one has same objective that is to raise the sale of the firm. For
doing so it needs to tailor its strategy of working in such a way that
it can get its target or objective in the specified time with minimum
possible wastage of resources. In this chapter, we will discuss a few
such strategic models designed by various eminent management
professionals in their long course of experience and expertise.
2.2 MINTZBERG
2.2.1 MINTZBERG’S FIVE P’S FOR STRATEGY
The word “strategy” has been used implicitly in different ways even
if it has traditionally been defined in only one. Explicit recognition
of multiple definitions can help people to manoeuvre through this
difficult field. Mintzberg provides five definitions of strategy:
 Plan
 Ploy
 Pattern
 Position
 Perspective.
Plan
Strategy is a plan – some sort of consciously intended course of action,
a guideline (or set of guidelines) to deal with a situation.
Strategies have two essential characteristics: they are made in

advance of the actions to which they apply, and they are developed
consciously and purposefully.

for Continuing
Education
NOTES
Ploy
As plan, a strategy can be a ploy too, really just a specific manoeuvre
intended to outwit an opponent or competitor.
Pattern
If strategies can be intended (whether as general plans or specific
ploys), they can also be realised. In other words, defining strategy as
plan is not sufficient; we also need a definition that encompasses the
resulting behaviour: Strategy is a pattern – specifically, a pattern in a
stream of actions. Strategy is consistency in behaviour, whether or not
intended. The definitions of strategy as plan and pattern can be quite
independent of one another: plans may go unrealised, while patterns
may appear without preconception.
Plans are intended strategy, whereas patterns are realised strategy;
from this we can distinguish deliberate strategies, where intentions
that existed previously were realised, and emergent strategies where
patterns developed in the absence of intentions, or despite them.
Position
Strategy is a position – specifically a means of locating an organisation
in an “environment”. By this definition strategy becomes the
mediating force, or “match”, between organisation and environment,
that is, between the internal and the external context.
Perspective
Strategy is a perspective – its content consisting not just of a chosen
position, but of an ingrained way of perceiving the world. Strategy in
this respect is to the organisation what personality is to the individual.
What is of key importance is that strategy is a perspective shared
by members of an organisation, through their intentions and/or by
their actions. In effect, when we talk of strategy in this context, we
are entering the realm of the collective mind – individuals united by
common thinking and/or behaviour.
2.2.2 MINTZBERG VIEWS ON STRATEGIC PLANNING

Mintzberg says “Strategic planning is not strategic thinking. Strategic
planning often spoils strategic thinking, causing managers to confuse
real vision with the manipulation of numbers. This confusion lies at
the heart of the issue: the most successful strategies are visions, not
plans.”
Strategic planning, as it has been practiced, has really been strategic
programming, the articulation and elaboration of strategies or visions
that already exist. When companies understand the difference
between planning and strategic thinking, they can get back to what
the strategy-making process should be: capturing what the manager
learns from all sources and then synthesising that learning into a
vision of the direction that the business should pursue.

NOTES
Planners should make efforts around the strategy-making process
rather than inside it. They should supply the formal analyses or hard
data that is needed in strategic thinking, broadening the consideration
of issues rather than trying to discover the one right answer. They
should act as catalysts who support strategy-making by encouraging
managers to think strategically.
Planning is about analysis, breaking down a goal or set of intentions
into steps, formalising those steps so that they can be implemented
almost automatically and articulating the anticipated consequences
or results of each step. Strategic thinking, on the other hand, is about
synthesis. It comprises – intuition and creativity. The result of strategic
thinking is an integrated perspective of the enterprise, a not-too-
precisely articulated vision of direction. Such strategies often cannot
be developed on schedule and immaculately conceived. They must
be free to appear at any time and at any place in the organisation,
typically through messy processes of informal learning that must
necessarily be carried out by people at various levels who are deeply
involved with the specific issues at hand. Formal planning has always
been dependent on the preservation and rearrangement of established
categories. But real strategic change requires not merely rearranging
the established categories, but inventing new ones. Strategy needs to
function beyond the boxes, to encourage the informal learning that
produces new perspectives and new combinations.
There are two types of planner, the analytical thinker and the
creative thinker. Many organisations need both types and it is top
management’s job to ensure it has them in appropriate proportions.
Fill in the blanks:

1. Strategy is a plan – some sort of consciously …………………….
course of action, a guideline to deal with a situation.
2. Strategy is a position – specifically a means of locating an
…………………….. in an “environment”.
3. According to Mintzberg strategic ......................................... is
not strategic thinking.
Strategic planning often spoils strategic thinking, causing

managers to confuse real vision with the manipulation of numbers.
Yet, business leaders like N R Narayana Murthy suggest: “In God
we trust, everybody else must bring data to the table.” Strategy
planning then is more than mere number crunching. Discuss.

NOTES
The grand fallacy of strategic planning is the belief that due to

the fact that analysis encompasses synthesis, strategic planning
is strategy making. This fallacy itself rests on three fallacious
assumptions: that prediction is possible; that strategists can be
detached from the subjects of their strategies; and that the strategy–
making process can be formalised.
2.3 ANSOFF
Until the publication of corporate strategy, companies had little
guidance on how to plan for, or make decisions about, the future.
Traditional methods of planning were based on an extended budgeting
system which used the annual budget, projecting it a few years into
the future. By its nature, this system paid little or no attention to
strategic issues.
With the advent of greater competition, higher interest in acquisitions,
mergers and diversification, and greater turbulence in the business
environment, however, strategic issues could no longer be ignored.
Ansoff felt that, in developing strategy, it was essential to systematically
anticipate future environmental challenges to an organisation, and
draw up appropriate strategic plans for responding to these challenges.
In corporate strategy, Igor Ansoff explored these issues, and built up
a systematic approach to strategy formulation and strategic decision-
making through a framework of theories, techniques and models.
2.3.1 STRATEGY DECISIONS

Ansoff identified four standard types of organisational decisions
as related to strategy, policy, programmes, and standard operating
procedures. The last three of these, he argued, are designed to resolve
recurring problems or issues and, once formulated, do not require
an original decision each time. This means that the decision process
can easily be delegated. Strategy decisions are different, however,
because they always apply to new situations and so need to be made
anew every time.
Ansoff developed a new classification of decision-making, partially
based on Alfred Chandler’s work, Strategy and Structure (Cambridge,
Mass, MIT Press, 1962). This distinguished decisions as either: strategic
(focused on the areas of products and markets); administrative
(organisational and resource allocating), or operating (budgeting and
directly managing). Ansoff ’s decision classification became known as
Strategy-Structure-Systems, or the 3S model.
2.3.2 COMPONENTS OF STRATEGY

Ansoff argued that within a company’s activities there should be
an element of core capability, an idea later adopted and expanded
by Hamel and Prahalad. To establish a link between past and future

NOTES
corporate activities (the first time such an approach was undertaken)
Ansoff identified four key strategy components:
 Product-market scope: A clear idea of what business or products
a company was responsible for (predating the exhortations of
Peters and Waterman to “stick to the knitting”).
 Growth vector: As explained in the section below on the Ansoff
matrix, this offers a way of exploring how growth may be
attempted.
 Competitive advantage: Those advantages an organisation
possesses that will enable it to compete effectively. A concept
later championed by Michael Porter.
 Synergy: Ansoff explained synergy as “2 + 2 = 5”, or how the
whole is greater than the mere sum of the parts, and it requires
an examination of how opportunities fit the core capabilities of
the organisation.
2.3.3 ANSOFF MATRIX

Variously known as the “product-mission matrix” or the “2 × 2 growth
vector component matrix”, the Ansoff Matrix remains a popular tool for
organisations that wish to understand the risk component of various
growth strategies, including product versus market development and
diversification.
The matrix was first published in a 1957 article called ‘Strategies for
diversification’ and the example below illustrates what such a matrix
may look like the matrix shown in Figure 2.1.
Figure 2.1: Ansoff’s Matrix Model
The Ansoff Growth matrix is a tool that helps businesses decide

their product and market growth strategy.

NOTES
Ansoff ’s product/market growth matrix suggests that a business’
attempts to grow depend on whether it markets new or existing
products in new or existing markets.
The output from the Ansoff product/market matrix is a series of
suggested growth strategies that set the direction for the business
strategy. These are described below:
Market penetration: Market penetration is the name given to a
growth strategy where the business focuses on selling existing
products into existing markets. Market penetration seeks to achieve
four main objectives:
 Maintain or increase the market share of current products –
this can be achieved by a combination of competitive pricing
strategies, advertising, sales promotion and perhaps more
resources dedicated to personal selling.
 Secure dominance of growth markets.
 Restructure a mature market by driving out competitors; this
would require a much more aggressive promotional campaign,
supported by a pricing strategy designed to make the market
unattractive for competitors.
 Increase usage by existing customers – for example by introducing
loyalty schemes.
A market penetration marketing strategy is very much about “business
as usual”. The business is focusing on markets and products it knows
well. It is likely to have good information on competitors and on
customer needs. It is unlikely, therefore, that this strategy will require
much investment in new market research.
Market development: Market development is the name given to a
growth strategy where the business seeks to sell its existing products
into new markets. There are many possible ways of approaching this
strategy, including:
 New geographical markets, for example, exporting the product
to a new country.
 New product dimensions or packaging, for example, New
distribution channels.
 Different pricing policies to attract different customers or create
new market segments.
Product development: Product development is the name given to a
growth strategy where a business aims to introduce new products into
existing markets. This strategy may require the development of new
competencies and requires the business to develop modified products
which can appeal to existing markets.
Diversification: Diversification is the name given to the growth
strategy where a business markets new products in new markets. This

NOTES
is an inherently more risk strategy because the business is moving into
markets in which it has little or no experience. For a business to adopt
a diversification strategy, therefore, it must have a clear idea about
what it expects to gain from the strategy and an honest assessment of
the risks.
Of the four strategies given in the matrix, market penetration requires
increasing existing product market share in existing markets.
2.3.4 PARALYSIS BY ANALYSIS

It has sometimes been suggested that the application of the ideas in
corporate strategy can lead to an over heavy emphasis on analysis.
Ansoff himself recognised this possibility, however, and coined the
now famous phrase “paralysis by analysis” to describe the type of
procrastination caused by excessive planning.
2.3.5 TURBULENCE
The issue of turbulence underlies all of Ansoff ’s work on strategy.
One of his key aims in establishing a better framework for strategy
formulation was to improve the existing planning processes of the
stable, postwar economy of the USA, since he realised these would
not be sufficient to cope with pressures that rapid and discontinuous
change would place on them. By the 1980s change, and the pace of
change, had become a key issue for management in most organisations.
Ansoff recognised, however, that if some organisations were faced
with conditions of great turbulence, others still operated in relatively
stable conditions. Consequently, although strategy formulation had
to take environmental turbulence into account, one strategy could
certainly not be made to fit every industry. These ideas are discussed in
Implanting Strategic Management, where five levels of environmental
turbulence are outlined as:
 Repetitive: Change is at a slow pace, and is predictable.
 Expanding: A stable marketplace, growing gradually.
 Changing: Incremental growth, with customer requirements
altering fairly quickly.
 Discontinuous: Characterised by some predictable change and
some more complex change.
 Surprising: Change which cannot be predicted and which both
develops, and develops from, new products or services.
2.3.6 ANSOFF’S WORK IN PERSPECTIVE

Although Ansoff ’s work is frequently referred to by other strategists,
it has not become more generally recognised in comparison with
that of other theorists. The complexity of his work, and its reliance
on the disciplines of analysis and planning, are perhaps among the
reasons why Ansoff is not popularly viewed as belonging within the

NOTES
top echelons of management thinkers. Other theorists were working
on similar themes to Ansoff at similar times.
In the 1960s Ansoff ’s notion of competence (which was later developed
by Hamel and Prahalad) was not unique, and although Ansoff seems
to have been the originator of his 2 × 2 growth vector component
matrix, a similar matrix had been published earlier. During the 1980s
and 1990s, it is likely that much work by other theorists about strategy
formation under conditions of uncertainty or chaos owed something
to Ansoff ’s theory of turbulence, though it is difficult to evaluate the
extent of the debt.
A debate between Ansoff and Henry Mintzberg over their differing
views of strategy was reflected in print over many years, particularly
in the Harvard Business Review. Ansoff has often been criticised by
Mintzberg, who disliked the idea of strategy being built from planning
which is supported by analytical techniques.
This criticism was based on the belief that Ansoff ’s reliance on
planning suffered from three fallacies: that events can be predicted,
that strategic thinking can be separated from operational management,
and that hard data, analysis and techniques can produce novel
strategies.
Fill in the blanks:

4. Ansoff identified four standard types of organisational
decisions as related to strategy, policy, ....................................... ,
and standard operating procedures.
5. Ansoff argued that within a company’s activities there should
be an element of …………………….. .
Excessive analysis and planning may turn out to be counter

productive for corporate strategy. Discuss.
Market expansion requires the identification of new customers

for existing products; product expansion requires developing new
products for existing customers; and diversification requires new
products to be produced for new markets.
2.4 PORTER
2.4.1 PORTER’S GENERIC STRATEGIES
If the primary determinant of a firm’s profitability is the attractiveness
of the industry in which it operates, an important secondary
determinant is its position within that industry. Even though an

NOTES
industry may have below-average profitability, a firm that is optimally
positioned can generate superior returns.
A firm positions itself by leveraging its strengths. Michael Porter has
argued that a firm’s strengths ultimately fall into one of two headings:
cost advantage and differentiation. By applying these strengths in
either a broad or narrow scope, three generic strategies result: cost
leadership, differentiation and focus. These strategies are applied at
the business unit level. They are called generic strategies because
they are not firm or industry dependent. The Table 2.1 illustrates
Porter’s generic strategies.
TABLE 2.1: PORTER’S GENERIC STRATEGIES

Advantage
Target Scope
Low Cost Product Uniqueness
Broad (Industry Cost Leadership Differentiation
Wide) strategy Strategy
Narrow (Market Focus Strategy (low Focus Strategy
Segment) cost) (differentiation)
Cost Leadership Strategy

This generic strategy calls for being the low cost producer in an
industry for a given level of quality. The firm sells its products either
at average industry prices to earn a profit higher than that of rivals, or
below the average industry prices to gain market share. In the event
of a price war, the firm can maintain some profitability while the
competition suffers losses. Even without a price war, as the industry
matures and prices decline, the firms that can produce more cheaply
will remain profitable for a longer period of time. The cost leadership
strategy usually targets a broad market.
Some of the ways that firms acquire cost advantages are by improving
process efficiencies, gaining unique access to a large source of lower
cost materials, making optimal outsourcing and vertical integration
decisions, or avoiding some costs altogether. If competing firms are
unable to lower their costs by a similar amount, the firm may be able
to sustain a competitive advantage based on cost leadership.
Firms that succeed in cost leadership often have the following internal
strengths:
 Access to the capital required to make a significant investment in
production assets; this investment represents a barrier to entry
that many firms may not overcome.
 Skill in designing products for efficient manufacturing, for
example, having a small component count to shorten the
assembly process.
 High level of expertise in manufacturing process engineering.
 Efficient distribution channels.

NOTES
Each generic strategy has its risks, including the low-cost strategy.
For example, other firms may be able to lower their costs as well. As
technology improves, the competition may be able to leapfrog the
production capabilities, thus eliminating the competitive advantage.
Additionally, several firms following a focus strategy and targeting
various narrow markets may be able to achieve an even lower cost
within their segments and as a group gain significant market share.
Differentiation Strategy
A differentiation strategy calls for the development of a product or
service that offers unique attributes that are valued by customers
and that customers perceive to be better than or different from the
products of the competition. The value added by the uniqueness of
the product may allow the firm to charge a premium price for it. The
firm hopes that the higher price will more than cover the extra costs
incurred in offering the unique product. Because of the product’s
unique attributes, if suppliers increase their prices the firm may be
able to pass along the costs to its customers who cannot find substitute
products easily.
Firms that succeed in a differentiation strategy often have the
following internal strengths:
 Access to leading scientific research.
 Highly skilled and creative product development team.
 Strong sales team with the ability to successfully communicate
the perceived strengths of the product.
 Corporate reputation for quality and innovation.
The risks associated with a differentiation strategy include imitation
by competitors and changes in customer tastes. Additionally, various
firms pursuing focus strategies may be able to achieve even greater
differentiation in their market segments.
Focus Strategy
The focus strategy concentrates on a narrow segment and within that
segment attempts to achieve either a cost advantage or differentiation.
The premise is that the needs of the group can be better serviced by
focusing entirely on it. A firm using a focus strategy often enjoys a high
degree of customer loyalty, and this entrenched loyalty discourages
other firms from competing directly.
Because of their narrow market focus, firms pursuing a focus strategy
have lower volumes and therefore less bargaining power with their
suppliers. However, firms pursuing a differentiation-focused strategy
may be able to pass higher costs on to customers since close substitute
products do not exist.
Firms that succeed in a focus strategy are able to tailor a broad range
of product development strengths to a relatively narrow market

NOTES
segment that they know very well. Some risks of focus strategies
include imitation and changes in the target segments. Furthermore, it
may be fairly easy for a broad-market cost leader to adapt its product
in order to compete directly. Finally, other focusers may be able to
carve out sub-segments that they can serve even better.
2.4.2 A COMBINATION OF GENERIC STRATEGIES – STUCK

IN THE MIDDLE
These generic strategies are not necessarily compatible with one
another. If a firm attempts to achieve an advantage on all fronts, in
this attempt it may achieve no advantage at all. For example, if a firm
differentiates itself by supplying very high quality products, it risks
undermining that quality if it seeks to become a cost leader. Even if
the quality did not suffer, the firm would risk projecting a confusing
image. For this reason, Michael Porter argued that to be successful
over the long-term, a firm must select only one of these three generic
strategies. Otherwise, with more than one single generic strategy the
firm will be “stuck in the middle” and will not achieve a competitive
advantage.
However, there exists a viewpoint that a single generic strategy is not
always best because within the same product customers often seek
multi-dimensional satisfactions such as a combination of quality, style,
convenience and price. There have been cases in which high quality
producers faithfully followed a single strategy and then suffered
greatly when another firm entered the market with a lower-quality
product that better met the overall needs of the customers.
2.4.3 GENERIC STRATEGIES AND INDUSTRY FORCES

These generic strategies each have attributes that can serve to
defend against competitive forces. The Table 2.2 compares some
characteristics of the generic strategies in the context of the Porter’s
five forces.
TABLE 2.2: GENERIC STRATEGIES AND INDUSTRY

FORCES
Industry Generic Strategies

Force Cost Differentiation Focus
Leadership
Entry Ability to Customer loyalty Focusing develops
Barriers cut price in can discourage core competencies
retaliation potential that can act as an
deters potential entrants. entry barrier.
entrants.
Contd...

NOTES
Buyer Large buyers

Ability to offer Large buyers
Power lower price have less power have less power to
to powerful to negotiate negotiate because
buyers. because of of few alternatives.
few close
alternatives.
Supplier Better insulated Better able to Suppliers have
Power from powerful pass on supplier power because of
suppliers. price increases to low volumes, but
customers. a differentiation-
focused firm is
better able to pass
on supplier price
increases.
Threat of Can use Customer’s Specialised
Substitutes low price to become attached products & core
defend against to differentiating competency protect
substitutes. attributes, against substitutes.
reducing threat
of substitutes.
Rivalry Better able to Brand loyalty to Rivals cannot meet
compete on keep customers differentiation-
price. from rivals. focused customer
needs.
I Fill in the blanks:

6. Market penetration is the name given to a ……………………..
where the business focuses on selling existing products into
N 7.
8.
existing markets.
Market development is the name given to a growth strategy
where the business seeks to sell its existing products
into ……………………………..
Cost leadership strategy calls for being the ……………………..
in an industry for a given level of quality.
9. The focus strategy concentrates on a narrow segment
and within that segment attempts to achieve either a
………………………… or differentiation.
Rajiv Bajaj opines that strategy is specialisation. Analyse the brand

led growth strategy behind the launch and marketing of Pulsar,
KTM and Boxer in this context.

NOTES
Porter argued that firms that are able to succeed at multiple

strategies often do so by creating separate business units for each
strategy. By separating the strategies into different units having
different policies and even different cultures, a corporation isless
likely to become “stuck in the middle.”
2.5 PRAHALAD AND GARY HAMMEL

The core competencies are the source of competitive advantage and
enable the firm to introduce an array of new products and services.
According to Prahalad and Hammel, core competencies lead to the
development of core products. Core products are not directly sold to
end users; rather, they are used to build a larger number of end-user
products. For example, motors are a core product that can be used in
wide array of end products. The business units of the corporation each
tap into the relatively few core products to develop a larger number
of end user products based on the core product technology. This flow
from core competencies to end products is shown in Figure 2.2.
End Products
1 2 3 4 5 6 7 8 9 10 11 12
Business Business Business Business

1 2 3 4
NMI
Core Product 1
Core Product 2
Competence
1
Competence
2 MS Competence
3
Figure 2.2: Core Competencies to End Products

Competence
4
The intersection of market opportunities with core competencies

forms the basis for launching new businesses. By combining a set of
core competencies in different ways and matching them to market
opportunities, a corporation can launch a vast array of businesses.
Without core competencies, a large corporation is just a collection of
discrete businesses. Core competencies serve as the glue that bonds
the business units together into a coherent portfolio.

NOTES
2.5.1 DEVELOPING CORE COMPETENCIES
According to Prahalad and Hammel, core competencies arise from the
integration of multiple technologies and the coordination of diverse
production skills. There are three tests useful for identifying a core
competence. A core competence should:
 provide access to a wide variety of markets,
 contribute significantly to the end-product benefits,
 be difficult for competitors to imitate.
Core competencies tend to be rooted in the ability to integrate and
coordinate various groups in the organisation. While a company may
be able to hire a team of brilliant scientists in a particular technology,
in doing so it does not automatically gain a core competence in that
technology. It is the effective coordination among all the groups
involved in bringing a product to market that results in a core
competence.
It is not necessarily an expensive undertaking to develop core
competencies. The missing pieces of a core competency often can be
acquired at a low cost through alliances and licensing agreements.
In many cases an organisational design that facilitates sharing of
competencies can result in much more effective utilisation of those
competencies for little or no additional cost.
To better understand how to develop core competencies, it is
worthwhile to understand what they do not entail. According to
Prahalad and Hammel, core competencies are not necessarily about:
 Outspending rivals on R&D
 Sharing costs among business units
 Integrating vertically
While the building of core competencies may be facilitated by some of
these actions, by themselves they are insufficient.
2.5.2 LOSS OF CORE COMPETENCIES

Cost-cutting moves sometimes destroy the ability to build core
competencies. For example, decentralisation makes it more difficult
to build core competencies because autonomous groups rely on
outsourcing of critical tasks, and this outsourcing prevents the firm
from developing core competencies in those tasks since it no longer
consolidates the know-how that is spread throughout the company.
Failure to recognise core competencies may lead to decisions that
result in their loss. For example, in the 1970’s many U.S. manufacturers
divested themselves of their television manufacturing businesses,
reasoning that the industry was mature and that high quality, low cost
models were available from Far East manufacturers. In the process,
they lost their core competence in video, and this loss resulted in a
handicap in the newer digital television industry.

NOTES
Similarly, Motorola divested itself of its semiconductor DRAM
business at 256Kb level, and then was unable to enter the 1Mb market
on its own. By recognising its core competencies and understanding
the time required to build them or regain them, a company can make
better divestment decisions.
In about 100 words discuss the flow from core competencies to end
products.
2.5.3 CORE PRODUCTS

Core competencies manifest themselves in core products that serve
as a link between the competencies and end products. Core products
enable value creation in the end products. Examples of firms and
some of their core products include:
 3M – substrates, coatings, and adhesives
 Black & Decker – small electric motors
 Canon – laser printer sub-systems
 Matsushita – VCR sub-systems, compressors
 NEC – semi-conductors
 Honda – gasoline powered engines
The core products are used to launch a variety of end products. For
example, Honda uses its engines in automobiles, motorcycles, lawn
mowers, and portable generators.
Because firms may sell their core products to other firms that use
them as the basis for end user products, traditional measures of
brand market share are insufficient for evaluating the success of core
competencies. Prahalad and Hammel suggest that core product share
is the appropriate metric. While a company may have a low brand
share, it may have high core product share and it is this share that
is important from a core competency standpoint. Once a firm has
successful core products, it can expand the number of uses in order to
gain a cost advantage via economies of scale and economies of scope.
2.5.4 IMPLICATIONS FOR CORPORATE MANAGEMENT

Prahalad and Hammel suggest that a corporation should be organised
into a portfolio of core competencies rather than a portfolio of
independent business units. Business unit managers tend to focus
on getting immediate end-products to market rapidly and usually do
not feel responsible for developing company-wide core competencies.
Consequently, without the incentive and direction from corporate
management to do otherwise, strategic business units are inclined to
under invest in the building of core competencies.

NOTES
If a business unit does manage to develop its own core competencies
over time, due to its autonomy it may not share them with other
business units. As a solution to this problem, Prahalad and Hammel
suggest that corporate managers should have the ability to allocate
not only cash but also core competencies among business units.
Business units that lose key employees for the sake of a corporate
core competency should be recognised for their contribution.
2.5.5 COMPETING FOR THE FUTURE

Hamel and Prahalad start their most popular work, Competing for
the Future, with some questions. “Does the senior management
have a clear and broadly shared understanding of how the industry
may be different ten years future?” “Is the task of regenerating core
strategies receiving as much top management attention as the task
of reengineering core process?” They indicate, by those questions,
how largely senior managements of corporations devote their efforts
to maintain and improve only present business, such as restructuring
and reengineering. The book, then, shows the limits of those actions
for the future success.
Strategic
Intent
Strategic
Foresight Architecture FUTURE
Core
Competencies
NMI Figure 2.3: Core Competencies for Future

Hammel and Prahalad accomplished their theories in this masterpiece.
The pair says management executives should act differently from
MS
others, so that they could make their new future, which represents
new industry, new value, and new market; rather than maintaining
or improving present market or present product. It can be, they say,
first of all, having a good ‘Foresight,’ secondly, designing a ‘Strategic
architecture’; and finally creating ‘Strategic intent’ and rebuilding
‘Core competencies’, which will pull a corporation to the future, is
shown diagrammatically in Figure 2.3.
Foresight
For competing for tomorrow, Hammel and Prahalad insist that the first
thing should be done is to develop foresight. Foresight is prescience
about the size and shape of tomorrow’s opportunities, such as, new
types of customer benefits or new ways of delivering the benefits.
They explain forgetting the present market, the present product, or
the present business units, or the organisation. For instance,

NOTES
“Motorola dreams of a world in which telephone numbers will be
assigned to people, rather than places; where small hand-held devices
will allow people to stay in touch no matter where they are; and where
the new communicators can deliver video images and data as well as
voice signals.”
Strategic Architecture
To bring a corporation to real future from foresight, the two theorists
say it is the next action should be done to craft a ‘Strategic Architecture’
instead of strategic planning. Strategic architecture should describes
“which new benefits, or ‘functionalities’ (not present product) will be
offered” for the future, and “on what new competencies will needed
to create those benefit,” and “how the customer interface will need to
change to allow customers to access those benefits most effectively”.
They also indicate it is impossible to create a detailed plan for a ten-
or fifteen-year competitive, which is traditionally considered in a
strategic planning. They cite NEC, a Japanese electronic company,
as an example of a strategic architecture. NEC, initially a supplier
of telecommunications equipment, dreamed being a leader in ‘C&C,’
computers and communication in 1980s. The company identified
three streams of technological and market evolution.
 Computing would evolve from large mainframes to distributed
processing (now called “client-server”)
 Components would evolve from simple Integrated Circuits (ICs)
to ultra large-scale ICs
 Communications would evolve from mechanical cross-bar
switching to complex digital systems.
Strategic Intent and Core Competence

The two gurus describe how to achieve the future in creating ‘strategic
intent’ and rebuilding ‘core competencies’, which had been developed
in their works before the book.
Strategic intent is something “ambitious and compelling” that
“provides the emotional and intellectual energy” for the future. They
explain “Strategic architecture is the brain; strategic intent is the
heart.” They insist the most actually providing gateway to the future
is “core competence.” Competencies are integration of skills and
technology, they defined. Competencies of a corporation can be ‘core,’
which provide a value to customer, are different from competitor,
and are extendable in new products or services. To get to the future,
core competencies should be founded, rebuilt, and developed.
Motorola found, rebuilt, and developed their competencies in digital
compression, flat screen displays, and battery technology, and the
company made their foresight to the real future.

NOTES
Fill in the blank:

10. Real strategic change requires not merely ……………………….
the established categories, but inventing new ones.
Consider the case of Canon, which is into the production and

sales of photocopier machines, cameras and the likes. What is the
underlying core competence?
2.6 SUMMARY
 There is no one perfect strategic management model for any
organisation. Each organisation ends up developing its own
nature and model of strategic planning, often by selecting a
model and modifying it as they go along in developing their own
planning process.
 The models discussed in this chapter provide a range of
alternatives from which organisations might select an approach
and begin to develop their own strategic planning process.
 It should be noted that an organisation might choose to integrate
the models, e.g., using a scenario model to creatively identify
strategic issues and goals, and then an issues-based model to
carefully strategise to address the issues and reach the goals.
 Michael Porter has argued that a firm’s strengths ultimately fall
into one of two headings: cost advantage and differentiation. By
applying these strengths in either a broad or narrow scope, three
generic strategies result: cost leadership, differentiation and focus.
 Generic strategies are not necessarily compatible with one
another. If a firm attempts to achieve an advantage on all fronts,
in this attempt it may achieve no advantage at all.
 The core competencies are the source of competitive advantage
and enable the firm to introduce an array of new products and
services. According to Prahalad and Hammel, core competencies
lead to the development of core products. Core products are not
directly sold to end users; rather, they are used to build a larger
number of end-user products.
 Core Competencies: Cluster of extraordinary abilities or

related ‘excellences’ that a firm acquires from its founders,
after consistent striving over the years, and which cannot be
easily imitated.
Contd...

NOTES
 Planning: Basic management function involving formulation
of one or more detailed plans to achieve optimum balance of
needs or demands with the available resources.
 Strategic Management: Systematic analysis of the factors
associated with customers and competitors (the external
environment) and the organisation itself (the internal
environment) to provide the basis for rethinking the current
management practices. Its objective is to achieve better
alignment of corporate policies and strategic priorities.
 Market Development: Market development is the name
given to a growth strategy where the business seeks to sell its
existing products into new markets.
 Strategic Intent: Strategic intent is something “ambitious
and compelling” that “provides the emotional and intellectual
energy” for the future.
 Foresight: Foresight is prescience about the size and shape
of tomorrow’s opportunities, such as, new types of customer
benefits or new ways of delivering the benefits.

1. What is the significance of five P’s in the strategic planning model
of Mintzberg?
2. Do you think the strategy decision model of Ansoff is relevant in
present day organisations? Give appropriate reasons in support
of your answer.
3. What is significance of generic strategy model of Porter?
4. What is future of the Prahalad and Hammel’s core competencies
model of strategic management?
5. Describe the Ansoff Growth matrix in detail.
6. Describe four key strategy components identified by Ansoff.
7. Why a combination of Generic strategies got stuck in the middle?
Give reasons.
8. How core competencies get developed? Give the reasons for the
loss of core competency.
9. How core competencies manifest themselves in core products
that serve as a link between the competencies and end products?
Explain. What are its implications for Corporate Management?
10. Discuss the views of Mintzberg on Strategic Planning.

NOTES

Topic Q. No. Answers

Mintzberg 1. intended
2. organization
3. Planning
Ansoff 4. programmes
5. Core capability
Porter 6. growth strategy
7. new markets
8. low cost producer
9. cost advantage
Prahalad and Gary Hammel 10. rearranging

1. Refer to 2.2.1
The word “strategy” has been used implicitly in different ways
even if it has traditionally been defined in only one. Explicit
recognition of multiple definitions can help people to manoeuvre
through this difficult field. Mintzberg provides five definitions of
strategy: Plan, Ploy, Pattern, Position and Perspective.
2. Refer to 2.3.6
Although Ansoff ’s work is frequently referred to by other
strategists, it has not become more generally recognised in
comparison with that of other theorists. The complexity of his
work, and its reliance on the disciplines of analysis and planning,
are perhaps among the reasons why Ansoff is not popularly
viewed as belonging within the top echelons of management
thinkers. Other theorists were working on similar themes to
Ansoff at similar times.
3. Refer to 2.4.1
If the primary determinant of a firm’s profitability is the
attractiveness of the industry in which it operates, an important
secondary determinant is its position within that industry. Even
though an industry may have below-average profitability, a firm
that is optimally positioned can generate superior returns. A
firm positions itself by leveraging its strengths. Michael Porter
has argued that a firm’s strengths ultimately fall into one of

NOTES
two headings: cost advantage and differentiation. By applying
these strengths in either a broad or narrow scope, three generic
strategies result: cost leadership, differentiation and focus.
These strategies are applied at the business unit level. They are
called generic strategies because they are not firm or industry
dependent.
4. Refer to 2.5
For competing for tomorrow, Hammel and Prahalad insist that
the first thing should be done is to develop foresight. Foresight is
prescience about the size and shape of tomorrow’s opportunities,
such as, new types of customer benefits or new ways of delivering
the benefits. They explain forgetting the present market, the
present product, or the present business units, or the organisation.
5. Refer to 2.3.3
The Ansoff Growth matrix is a tool that helps businesses decide
their product and market growth strategy. Ansoff ’s product/
market growth matrix suggests that a business’ attempts to grow
depend on whether it markets new or existing products in new or
existing markets.
The output from the Ansoff product/market matrix is a series of
suggested growth strategies that set the direction for the business
strategy.
6. Refer to 2.3.2
Product market scope, Growth vector, Competitive advantage
and synergy are the four key strategy components identified by
Ansoff.
7. Refer to 2.4.2
These generic strategies are not necessarily compatible with
one another. If a firm attempts to achieve an advantage on all
fronts, in this attempt it may achieve no advantage at all. For
example, if a firm differentiates itself by supplying very high
quality products, it risks undermining that quality if it seeks to
become a cost leader. Even if the quality did not suffer, the firm
would risk projecting a confusing image. For this reason, Michael
Porter argued that to be successful over the long-term, a firm
must select only one of these three generic strategies. Otherwise,
with more than one single generic strategy the firm will be “stuck
in the middle” and will not achieve a competitive advantage.
8. Refer to 2.5.1 & 2.5.2
According to Prahalad and Hammel, core competencies arise from
the integration of multiple technologies and the coordination of
diverse production skills. The loss of core competencies depend

NOTES
upon : Cost-cutting moves which sometimes destroy the ability to
build core competencies; Failure to recognise core competencies
may lead to decisions that result in their loss.
9. Refer to 2.5.3 & 2.5.4
Core competencies manifest themselves in core products that
serve as a link between the competencies and end products.
Core products enable value creation in the end products. The
core products are used to launch a variety of end products.
Because firms may sell their core products to other firms that
use them as the basis for end user products, traditional measures
of brand market share are insufficient for evaluating the success
of core competencies. Prahalad and Hammel suggest that core
product share is the appropriate metric. The implications of core
competencies depends upon business unit managers who tend
to focus on getting immediate end-products to market rapidly
and usually do not feel responsible for developing company-wide
core competencies. Consequently, without the incentive and
direction from corporate management to do otherwise, strategic
business units are inclined to under invest in the building of core
competencies.
10. Refer to 2.2.2
Mintzberg says “Strategic planning is not strategic thinking.
Strategic planning often spoils strategic thinking, causing
managers to confuse real vision with the manipulation of
numbers. This confusion lies at the heart of the issue: the most
successful strategies are visions, not plans.”

SUGGESTED READINGS
 Choo, Chun W., The Knowing Organisation, New York, Oxford
University Press, 1998.
 Hamel, G.H, Strategy as Revolution, Harvard Business, 1996.
 Hamel, G.H. and Prahalad, C.K., Competing for the Future,
Boston, MA: Harvard Business School Press, 1994.
 Hamel, G.H. and Prahalad, C.K., Strategic Intent, Harvard
Business Review, 1989.
 Hamel, G.H. and Prahalad, C.K., The Core Competencies of the
Corporation, Harvard Business Review, 1990.
 Stephen P.Robbins and Mary Coulter, Management, Prentice
Hall, 1996.

NOTES
E-REFERENCES
 http://www.ansoffmatrix.com/
 http://faculty.bcitbusiness.ca/kevinw/4800/Bobs_porter_notes.
pdf
 http://www.quickmba.com/strategy/core-competencies/

C H
3
A P T E R
STRATEGIC MANAGEMENT IN GLOBAL ENVIRONMENT
CONTENTS
3.1 Introduction
3.2 Need for Globalisation
3.3 Different Types of International Companies
3.4 Development of a Global Corporation
3.5 Complexity of Global Environment
3.6 Industry Analysis
3.6.1 Importance of Internal Analysis
3.6.2 SWOT Analysis
3.7 Summary

NOTES
AN ARENA OF GLOBALIZED WORLD
The world is shrinking in all major respects. People, goods, capital

and information are moving around the globe like never before
with faster communication, transportation and financial flow,
the barriers between nations have disappeared and the world
is becoming a borderless market. In the new millennium, global
companies seem to virtually dance all over the place. They are not
constrained by national borders. For instance, people drive Fords in
Germany, use Dell computers in India, eat McDonald’s hamburgers
in France, and snack on Mars candy bars in England. They drink
Coke and wear Levi Strauss jeans in China and South Africa.
The Japanese buy Kodak film and use American Express credit
cards. People around the world fly on American Airlines in planes
made by Boeing. Their buildings are constructed with Caterpillar
machinery, their factories are powered by General Electric engines
and they buy Chevron oil. Coca Cola has over 80 percent of its
sales outside of its home market (Nestle has 50 percent, Procter
and Gamble 65 percent and Avon 60 percent). BMW builds cars in
South Carolina. McDonald’s sells hamburgers in China. Wal-Mart,
the global retailing giant employs over 500,000 employees across
the globe. It serves 50 million customers in international markets
via 3,000 stores and enjoys sales of over $70 billion in international
markets. These giant corporations source and coordinate resources
and activities in the most suitable areas, to offer sophisticated,
cost-effective products and services to customers all over the globe.
For example, the Boeing Company’s commercial jet aircraft, the
NMI
777, uses 1,32,500 engineered parts that are produced around the
world by 545 suppliers. Eight Japanese suppliers make parts of the
fuselage, doors and wings; a supplier in Singapore makes the doors
for the nose landing gear; three suppliers in Italy manufacture wing
flaps and so on. More and more companies are using the lowering
of barriers to international trade and investment that has taken
MS
place during the past half century quite successfully.
True, boundaries between nations have collapsed with the
dismantling of restrictions on trade and investment everywhere.
Alongside the barriers of distance, time and culture also seem to
have disappeared. It is no longer meaningful to talk about the Indian
market, the Chinese market, the US market or the Japanese market –
there is only one market, and that is the global market where you
need a well-known brand with more or less standardised features
to entice global audience. The global acceptance of Coca-Cola,
Citi Group credit cards, blue jeans, Sony PlayStation, McDonald’s
hamburgers, Nike shoes, the Nokia wireless phone and Microsoft’s
Windows operating system are examples of this trend. As a result
of this, many industries have to live with intense competition –
present as well as potential – from any part of the world. Welcome
to the global village where no organisation is insulated from the
effects of foreign markets and competition.

for Continuing
Education
STRATEGIC MANAGEMENT IN GLOBAL ENVIRONMENT 67
NOTES

Explain the need for Globalisation
Identify the different types of international companies
Enumerate the development of a global corporation
Analyse the complexity of global environment
Define industry analysis and SWOT analysis
3.1 INTRODUCTION
Globalisation means increasing economic interdependence among
countries due to increasing cross-border flows of goods and
services, capital, people and know-how. With faster communications,
transportation and financial flows, the barriers between nations
have disappeared and the world is becoming a borderless market.
Products developed in one country – Hollywood movies, McDonald’s
hamburgers, Nike shoes and Arrow shirts – are finding enthusiastic
markets all over the world.
The term ‘Globalisation’ is generally used to cover three topic areas:
 Globalisation of economies, trade activities and regulatory
regimes: World economies are slowly coming together, with
barriers to trade being lowered.
 Globalisation of industries: Entire industries like the car
industry, the aerospace industries and the paper and pulp
industry are beginning to trade as one market rather than as a
series of regional markets.
 Globalisation of companies: Companies operate in many
countries and treat the whole world as one market and one
source of supply. A company buys raw materials, borrows money,
manufacturers and sells its products, recruits employees etc., by
treating the whole world as one marketplace.
A number of forces are responsible for Globalisation. They are:
 Technological progress
 Opening up of national borders
 Strides in telecommunications
 Advancements in transportation
 Internet
 Opening up of economies such as India, China etc.
3.2 NEED FOR GLOBALISATION

Globalisation has become an important driver of a country’s economic
growth. Countries have contributed to this and benefited from it.

for Continuing
Education
NOTES
Globalisation presents the best opportunities for a firm’s growth

and profitability.
Globalization also poses some risks.
Opportunities: The following are the opportunities available for firms
due to Globalisation:
 Economies of scale: Firms need a large customer base to achieve
economies of scale. Global markets offer exciting opportunities
to exploit the latest demand in world markets, and expand their
production volumes.
 Performance enhancement: Globalisation helps in improving
the performance of the firm. For example, Microsoft’s decision
to establish a corporate research laboratory in Cambridge,
England, helped it to build and sustain world-class excellence in
selected value-creating activities. This strategic decision helped
Microsoft gain access to outstanding technical and professional
talent, which in turn helped in improved performance.
 Reduced costs: Firms all over the world are under pressure to
reduce costs by locating their production facilities in countries
where they can be produced more economically.
 Homogeneity of demand: Homogeneity of demand means that
irrespective of where customers are physically located, they are
likely to prefer the same kind of product or service world-wide.
 Spreading of R&D costs: In some industries such as
pharmaceuticals and aircraft manufacturing, Research and
Development (R&D) costs are so high that unless there are
world-wide sales, the cost of development cannot be covered.
 New customers: Globalisation helps in increasing the customer
base of the firm. Many multinationals view the Indian and Chinese
markets with their huge population base as very attractive for
expansion.
 Exploit local advantages: The most important reasons for
international expansion are low-cost labour and availability of
natural resources in various parts of the world. Countries such
as India, China, Taiwan and Israel are becoming important
engineering, manufacturing and development centres for key
skills in software and computer design. Availability of cheap
labour, cheap land prices, low energy costs etc., in countries
such as China, India, Indonesia and other South-East Asian
countries has encouraged many Japanese, Korean and American
companies to build production units there.
 Government incentives: Government incentives in the form of
subsidies, tax concessions, export incentives have motivated many
domestic firms to expand their operations globally. Generous

NOTES
loans, subsidies etc., given by the South Korean government
have encouraged many of their firms such as Hyundai, Samsung,
Daewoo, LG, etc., to invest huge sums in new technology and
build global-sized plants all over the world.
Risks: Despite the above advantages, firms face many risks when
expanding globally. They are:
 Political and Economic Risks: Some countries are not stable
politically. Forces such as social unrest, military turmoil,
demonstrations and even violent conflicts and terrorist attacks
can pose serious threats. In some countries, the legal system is
not reliable.
 Currency Risks: Currency fluctuations can pose substantial risk.
A company with operations in several countries must constantly
monitor the exchange rate between its own currency and that of
the host country. Even a small change in the exchange rate can
result in a significant difference in the cost of production or net
profit when doing business overseas.
 Management Risks: Managers face a number of risks in foreign
markets. These take a variety of forms; culture, customs,
language, income levels, customer preferences, distribution
systems, and so on.
Fill in the blanks:

1. Upstream activities are generally ....................
2.helps in increasing the customer base of the firm.
3. .................... of demand means that irrespective of where
customers are physically located, they are likely to prefer the
same kind of product or service world-wide.
Choose a specific industry of your choice. Prepare a presentation

on how the industry has benefited from Globalisation.
DIFFERENT TYPES OF INTERNATIONAL

3.3
COMPANIES
In analysing international company activity, Barlett and Ghoshal
distinguished between three different types of international
expansion. These types represent how Globalisation passes through
three distinct stages, starting from a domestic company.
Domestic company: A “domestic company” acquires essentially all
of its resources and sells all of its products or services within a single
country. The focus of its business is its domestic operations.

NOTES
International company: When the focus of a business is its domestic
operations, but a portion of its activities are outside the home
country, it is called an “International Company”. In other words,
an international company is one that is primarily based in a single
country but that acquires some meaningful share of its resources or
revenues from other countries.
Multinational company: When a company operates in many countries,
though it may still have a home base, it is called a “multinational
company”.
A multinational company has a worldwide market place from

which it buys raw materials, borrows money, and manufactures its
products and to which it subsequently sells its products.
Global company: When the company treats the whole world as one
market and one source of supply, it is called a “global company”.
There is only limited response to local demand.
The focus of the business is one world market, with each of the
operating units contributing to that activity. Although a global
company is stateless, boundaryless, no business has truly achieved
this level of international expansion. However, Nestle comes close.
Nestle is based in Switzerland, has a German CEO and gets more
than 98% of its revenues and has more than 95% of its asset outside of
Switzerland. The only aspect that makes Nestle a Swiss company is
that its headquarters are in Switzerland and Swiss investors still own
majority shares.
Fill in the blanks:

4. When the focus of a business is its domestic operations, but
a portion of its activities are outside the home country, it is
called an …………………...
5. When the company treats the whole world as one market and
one source of supply, it is called a …………………....
Write a report of about 200 words on a company of your choice

stating the bracket of international companies it falls in. State the
reasons.

NOTES
DEVELOPMENT OF A GLOBAL
3.4
CORPORATION
The following are different ways in which a firm can compete in global
markets:
Exporting: This means selling the products in other countries through
an agent or a distributor. This choice offers avenues for larger firms
to begin their international expansion with a minimum investment.
Merits:
 Less expensive
 No need to set up manufacturing facilities abroad
Demerits:
 Not suitable for bulky, perishable or fragile goods
 Import duties make the product expensive
 High transportation costs
 Cannot avail lower production costs in host country
Licensing: Licensing is an arrangement whereby a firm allows
another firm to use its trademark, technology, patent, copyright or
other rights in return for a fee or royalty. The firm thus gains entry
into another country at little risk, and the licensee, in turn, gains
product expertise, brand name etc.
Merits:
 Firm need not incur capital costs in setting up a unit
 Firm gets a stream of revenues
Demerits:
 Does not allow for economies of scale
 Technological know-how may be misused
 Licensee may become a competitor
 May damage image of the firm if licensee does not adhere to
quality standards.
Franchising: Franchising is a form of licensing in which the firm
provides the foreign franchisee with complete package including
equipment, product ingredients, trademark, managerial advice
and standard operating practices. Franchisee agreements generally
require payment of a fee upfront and then a percentage of revenues.
Merits:
 Firm gets a stream of revenues
 No capital costs
 No active involvement of the firm in getting local clearances etc.

NOTES
Demerits:
 Franchisee might not adhere to standards
 Lack of control over the franchisee
 Loss of firm’s image if franchisee does not adhere to standards.
Sales subsidiary: In this case, the firm retains production in its home
country, and sets up a sales subsidiary in a foreign country, which
performs marketing, sales and service of the product.
Merits:
 Firm remains close to customers
 Less costly than setting up production facilities
 Firm can have economies of scale
Demerits:
 High transportation costs
 Firm has to bear import duties
 Firm misses opportunity of low production costs in host country
Wholly-owned subsidiary: In this case, the firm establishes a wholly-
owned subsidiary in the host country, which will look after all
production, sales and service activities needed to operate in that
country. There are several advantages of having a wholly-owned
subsidiary.
Merits:
 The firm has complete control over its operations in that country
 Profits remain as firm’s own
 Technology or trade secrets need not be shared with outsiders
 Firm gains more experience internationally
 Allows strategic coordination worldwide
 Especially useful for technologically intensive firms
Demerits:
 High cost of capital
 Risky if the firm is unfamiliar with host country
 Misses the expertise of the local partner
Joint ventures: In a joint venture, two firms contribute equity to form
a new venture, typically in the host country to develop new products
or build a manufacturing facility or set up a sales and distribution
network.
The commonly cited advantages are:
 Improvement of efficiency
 Access to knowledge

NOTES
 Dealing with political risk factors
 Collusions may restrict competition
Merits:
 Two partners bring complementary expertise to the new venture
 Both parties share capital and risks
 Helps to meet host country regulations
Demerits:
 Two partners may fail to get along
 The firm has to share profits with the partner
 Host country culture may pose problems
Strategic alliances: This is a collaborative partnership between two
or more firms to pursue a common goal. Each partner in an alliance
brings knowledge or resources to the partnership. Such an alliance
is generally formed to access a critical capability not possessed in-
house.
Offshoring: When the world globalises, a firm may outsource some of
its activities to firms abroad. US firms have been outsourcing many
activities for years. Functions that are most often outsourced are
those which a firm does not consider integral to its main business
and which can be done more efficiently by an outside firm. The prime
driver of outsourcing is lower costs – coming primarily as a result of
lower wages.
Choosing the pattern of expansion: As we observe from the
above discussion, there are merits and demerits to all the paths of
international expansion. The path to be taken depends on such factors
as experience and capabilities of the firm, the cultural and business
practices, differences between the home country and host country or
laws and regulations in the host country etc.
Fill in the blanks:

6. .................... is a form of licensing in which the firm provides
the foreign franchisee with complete package.
7. In the case of a .................. , the firm remains close to customers.
8. When a firm establishes a .................... subsidiary in the host
country, this subsidiary looks after all production, sales and
service activities needed to operate in that country.
9. Firms such as Infosys, TCS and Wipro have been growing
rapidly because of ................... of software jobs.
10. A ................... is generally formed to access a critical capability
not possessed in-house.

NOTES
Consider the joint venture between Tesco and Trent Ltd for FDI
in multi-brand retail in India. Prepare a presentation on how both
companies stand to gain from it.
The technical and marketing skill of a company in international

business is also an important factor in the choice. Ultimately,
strategy will also be important in determining the path of expansion.
3.5 COMPLEXITY OF GLOBAL ENVIRONMENT

Complexity is today often considered the latest business buzzword –
it reflects a current common reality but not a lasting one. When
introducing the complexity concept to executives in globally operating
companies, complexity is multiplied to its current heightened level.
Due to Globalisation, many types of boundaries have faded. Trade
liberalization allows for a substantially easier flow of goods, capital,
people, and knowledge around the globe. The world has clearly moved
beyond the key trade markets.
Sometimes abolishing boundaries create new homogeneity in a larger
area (e.g. the Euro currency), but mostly it doesn’t. Various motives
rank high on the list of possible drivers for foreign expansion, such as
learning, spreading risk, gaining access to new customers, realising
economies of scale and scope, or optimising one’s value proposition
with partners. But the road to the promised land turns out to be more
demanding than expected, and complexity is the most common and
pervasive challenge that arises.
A core challenge of globalised companies, complexity cannot be
made simple, and it is not going away in the near future. Managing
complexity must therefore become a core competency of top
executives and management. As a first step, it is crucial to understand
what drives complexity. What generates complexity? In our research,
we’ve identified four major sources that interact together to create
today’s environment. Each of these sources of complexity was created
by the erosion of boundaries, but their effects are different from each
other.
Diversity: Global organisations face a complex set of challenges
characterised by diversity both inside and outside the organisation –
across every aspect of the business itself and its strategy drivers.
Inside the organisation, executives must manage and respond to
more diversity in the (internationalising) HR pool; more variety in
the management systems; more variation in the means and ends
ranging from simple financial goals to amore comprehensive view;
and different business models for different types of business units.

NOTES
Outside the organisation there is higher diversity: heterogeneous
customer needs; differing cultural values; a plethora of stakeholders
with different claims (investors, customers, employees, regulators
etc.); various political, economic and legal environments; and finally,
competitors’ differing strategies. Most firms today increasingly face
each of these types of diversity. Managing the differences is not trivial,
and reducing diversity often means being less responsive.
Interdependence: Companies must manage the effect of global
interdependence to an unprecedented degree: everything is related
to everything else, and the impact is felt more rapidly and pervasively.
Value webs have replaced traditional value chains. Reputation,
financial flows, value chain flows, top management and corporate
governance issues have reached advanced levels of interdependence.
The less clear-cut the boundaries of a company become, the more it is
exposed to impacts on the value chain flow through mistakes, frictions,
reverse trends, or even shocks. Interdependence creates opportunities
for Globalisation, but taking advantage of these opportunities raises
difficult challenges.
Ambiguity: The business world today is characterised by too much
information with less and less clarity on how to interpret and apply
insights. A diversity of accounting standards renders financial figures
ambiguous. Studies, scenarios, survey results, and reports become less
reliable due to an ever-increasing uncertainty. Many businesses find
it more and more difficult to discover what their clear value drivers
are. Are they image, price, related services, privileged relationships,
speed, knowledge, or something else? The cause-effect relationships
become blurred.
Flux: As if these three complexity drivers were not enough, managers
have to face yet another one, flux or change. Even if you figure out
temporary solutions regarding interdependence, diversity and
ambiguity for your specific company, industry, and personal situation,
the situation can change the next day. Today’s solutions may be
outdated tomorrow. Business environments are increasingly being
characterised as being VUCA (volatile, uncertain, complex and
ambiguous). While there are strategies to mitigate risks associated
with VUCA, it is impossible to obliterate them.
Many people have tried to simplify complexity, and contemporary
management literature is misleading when trumpeting the success factor.
Studies typically examine successful companies to see what managers
“did”, then conclude that all managers should do the same thing. As
unpredictability makes us uncomfortable, delusions are created about
performance as voluntary matter of choice (companies can choose “to
be great”); we like the certainty promised by these solutions. But in an
interdependent world, much depends on contingencies, with no clear
correction between input and output. Accountability of managers has
therefore become an arbitrary element: yes, managers are responsible,
but results are influenced by factors beyond their control. Navigating
through this complexity requires a different way of thinking, acting, and

NOTES
organising than the typical “control” mentality. A long list of advantages
lures companies into globalising. Geographic expansion abroad offers
the vast potential benefits of a much larger market arena, spread risks,
scope/scale/location-based cost advantages, and exposure to a variety
of new product and process ideas.
The practical consequence of complexity is that a managerial dilemma
often shapes the decision-making process when there are two or
more conflicting legitimate goals to meet demands. Both cannot be
simultaneously achieved with the given resources. Companies in the
financial service industry set up competing distribution channels, but
expect far-reaching cooperation across the company (shared services
and product platforms) to reap economics of scale. In manufacturing,
one ongoing dilemma is between global standardization and response
to local market needs. Any required priority decision nevertheless
results in ongoing tension. As dilemmas cannot be solved, they need
to be managed-continuously.
Fill in the blanks:

11. from one subsidiary to another may not take place
“automatically”.
12. In a ...................., two firms contribute equity to form a new
venture, typically in the host country.
13. Firms need not incur.................... costs in setting up a unit.
14. Global markets offer exciting opportunities to exploit the latest
.................... in world markets.
15. The most important reasons for international expansion are
.................... and availability of ................... in various parts of
the world.
16. A company with operations in several countries must
constantly monitor the.................... between its own currency
and that of the host country.
17. A diversity of accounting standards renders financial figures
...................
Vineet Nayar, the former CEO of HCL Technologies once remarked:

“Abnormal is the new normal.” Interpret the meaning of this
statement with respect to flux.
3.6 INDUSTRY ANALYSIS

Internal analysis is also referred to as “internal appraisal”,
“organisational audit”, “internal corporate assessment” etc. Over the
years, research has shown that the overall strengths and weaknesses

NOTES
of a firm’s resources and capabilities are more important for a
strategy than environmental factors. Even where the industry was
unattractive and generally unprofitable, firms that came out with
superior products enjoyed good profits.
Managers perform internal analysis to identify the strengths and
weaknesses of a firm’s resources and capabilities. The basic purpose
is to build on the strengths and overcome the weaknesses in order
to avail of the opportunities and minimise the effects of threats. The
ultimate aim is to gain and sustain competitive advantage in the
marketplace.
3.6.1 IMPORTANCE OF INTERNAL ANALYSIS

Strategic management is ultimately a “matching game” between
environmental opportunities and organisational strengths. But,
before a firm actually starts tapping the opportunities, it is important
to know its own strengths and weaknesses. Without this knowledge,
it cannot decide which opportunities to choose and which ones to
reject. One of the ingredients critical to the success of a strategy is
that the strategy must place “realistic” requirements on the firm’s
resources. The firm therefore cannot afford to go by some untested
assumptions or gut feelings. Only systematic analysis of its strengths
and weaknesses can be of help. This is accomplished in internal
analysis by using analytical techniques like RBV, SWOT analysis,
Value chain analysis, Benchmarking, IFE Matrix etc.
Thus, systematic internal analysis helps the firm:
 To find where it stands in terms of its strengths and weaknesses
 To exploit the opportunities that are in accordance with its
capabilities
 To analyze and find ways to rectify its weaknesses.
 To defend against threats
 To assess gaps in its capability and take steps to enhance its
capabilities with a view to achieve its growth objectives.
This exercise is also the starting point for developing the competitive
advantage required for the survival and growth of the firm.
3.6.2 SWOT ANALYSIS

SWOT stands for strengths, weaknesses, opportunities and threats.
SWOT analysis is a widely used framework to summarise a company’s
situation or current position. Any company undertaking strategic
planning will have to carry out SWOT analysis: establishing its current
position in the light of its strengths, weaknesses, opportunities and
threats. Environmental and industry analyses provide information
needed to identify opportunities and threats, while internal analysis
provides information needed to identify strengths and weaknesses.
These are the fundamental areas of focus in SWOT analysis.

NOTES
SWOT analysis stands at the core of strategic management. It
is important to note that strengths and weaknesses are intrinsic
(potential) value creating skills or assets or the lack thereof, relative to
competitive forces. Opportunities and threats, however, are external
factors that are not created by the company, but emerge as a result
of the competitive dynamics caused by ‘gaps’ or ‘crunches’ in the
market.
We had briefly mentioned about the meaning of the terms
opportunities, threats, strengths and weaknesses. We revisit the
same for purposes of SWOT analysis.
Strengths: Strength is something a company possesses or is good
at doing. Examples include a skill, valuable assets, alliances or
cooperative ventures, experienced sales force, easy access to raw
materials, brand reputation etc. Strengths are not a growing market,
new products, etc.
Weaknesses: A weakness is something a company lacks or does poorly.
Examples include lack of skills or expertise, deficiencies in assets,
inferior capabilities in functional areas etc. Though weaknesses
are often seen as the logical ‘inverse’ of the company’s threats, the
company’s lack of strength in a particular area or market is not
necessarily a relative weakness because competitors may also lack
this particular strength.
Opportunities: An opportunity is a major favourable situation in a
firm’s environment. Examples include market growth, favourable
changes in competitive or regulatory framework, technological
developments or demographic changes, increase in demand,
opportunity to introduce products in new markets, turning R&D
into cash by licensing or selling patents etc. The level of detail and
perceived degree of realism determine the extent of opportunity
analysis.
Threats: A threat is a major unfavourable situation in a firm’s
environment. Examples include increase in competition; slow market
growth, increased power of buyers or suppliers, changes in regulations
etc. These forces pose serious threats to a company because they may
cause lower sales, higher cost of operations, higher cost of capital,
inability to make break-even, shrinking margins or profitability etc.
Your competitor’s opportunity may well be a threat to you.
Advantages and Limitations

Advantages
 It is simple.
 It portrays the essence of strategy formulation: matching a firm’s
internal strengths and weaknesses with its external opportunities
and threats.
 Together with other techniques like Value Chain Analysis and
RBV, SWOT analysis improves the quality of internal analysis.

NOTES
Limitations
 It gives a static perspective, and does not reveal the dynamics of
competitive environment.
 SWOT emphasises a single dimension of strategy (i.e. strength
or weakness) and ignores other factors needed for competitive
success.
 A firm’s strengths do not necessarily help the firm create value or
competitive advantage.
 SWOT’s focus on the external environment is too narrow.
 Hill and Westbrook criticise SWOT analysis by saying that it is
not a panacea. According to them, some of the criticisms against
SWOT analysis are:
 It generates lengthy lists.
 It uses no weights to reflect priorities.
 It uses ambiguous words and phrases.
 The same factor can be placed in two categories (e.g. an
opportunity may also be a threat).
 There is no obligation to verify opinions with data or analysis.
 It is only a simple level of analysis. There is no logical link to
strategy implementation.
 SWOT helps only as a starting point. By itself, SWOT
analysis rarely helps a firm develop competitive advantage
that it can sustain over time.
Fill in the blanks:

18. Strategic management is ultimately a “matching game”
between ………………. and ………………..
19. ……….. stands for strengths, weaknesses, opportunities and
threats.
Do strengths and weaknesses of companies remain unchanged

over a period? Discuss.
In spite of the criticism and its limitations, SWOT analysis is still a

popular analytical tool used by most organisations. It is definitely
a useful aid in generating alternative strategies, through what is
called TOWS matrix.

NOTES
3.7 SUMMARY
 Everything is diverse, and nothing is stable, everything is in
“fast flux”: interdependence is flowing in changing directions.
The future is no longer the prolongation of the past – industry
“breakpoints”, fundamentally altering the value proposition in
industries, occur more rapidly.
 The variety of options could overwhelm traditional decision-
making, as information often lacks clarity and is ambiguous.
 Multiple interpretations of the same facts are possible, depending
on the perspective or cultural framework.
 Shared understanding cannot be assumed per se, whether inside
or outside the organisation.
 Interdependence, diversity and ambiguity – all in flux – are the
building blocks of managerial complexity.
 The mangers have to be adept today in managing the complexities
in global organisations.
 The internal environment of an organisation contains the
internal resources and possesses internal capabilities and core
competencies.
 SWOT Analysis is a strategic planning method used to evaluate
the Strengths, Weaknesses, Opportunities, and Threats involved
in a project or in a business venture.
 Culture is a powerful component of an organisation’s success,
laying the tracks for strategy to roll out on.
 Domestic Company: It acquires essentially all of its resources

and sells all of its products or services within a single country.
 Economies of Scale: The increase in efficiency of production
as the number of goods being produced increases. Typically, a
company that achieves economies of scale lowers the average
cost per unit through increased production since fixed costs
are shared over an increased number of goods.
 Global Company: When the company traits the whole world
as one market and one source of supply.
 Globalisation: It means increasing economic interdependence
among countries due to increasing cross-border flows of goods
and services, capital, people and know-how.
 International Company: When the focus of a business is its
domestic operations, but a portion of its activities are outside
the home country.
 Licensing: An arrangement whereby a firm allows another
firm to use its trademark, technology, patent, copyright or
other rights in return of a fee or royalty.
Contd...

NOTES
 Strategic Alliance: It is a collaborative partnership between
two or more firms to pursue a common goal.
 Transnational Strategy: It involves some global integration
of manufacturing coupled with significant national
responsiveness to local variations in customer demand.

1. Do you believe that Globalisation has helped companies to
expand their horizon? Justify your answer.
2. Discuss, in detail, various types of international strategies. Give
the merits and demerits of each strategy.
3. Do you think that Globalisation improves performance of a firm?
Why/why not?
4. “Complexity is today often considered the latest business
buzzword – it reflects a current common reality but not a lasting
one”. Explain the complexity of Global Environment.
5. Between licensing and franchising, what do you think is a better
way for a firm to compete in a global market and why?
6. Explain the importance of Industry Analysis.
7. Explain the purposes of doing SWOT Analysis by companies.
8. Describe different types of international companies.
9. Explain diversity and interdependence as complexity of global
environment.
10. “The term ‘Globalisation’ is generally used to cover three topic
areas”. What are they? Describe the forces responsible for
Globalization.


Need for Globalisation 1. centralized
2. Globalisation
3. Homogeneity
Different Types of 4. International Company
International Companies
5. Global company
Development of a Global 6. Franchising
Corporation
7. sales subsidiary
Contd...

NOTES
8. wholly-owned
9. offshoring
10. strategic alliance
Complexity of Global 11. Knowledge transfer
Environment
12. joint venture
13. Capital
14. Demand
15. low-cost labour, natural
resources
16. exchange rate
17. ambiguous
Industry Analysis 18. environmental opportunities,
organisational strengths
19. SWOT

1. Refer to 3.2
Yes, Globalization has helped companies to expand their horizon
as it helps them to exploit opportunities and take risks while
expanding globally.
2. Refer to 3.4
The following are different ways in which a firm can compete
in global markets. They are in the form of exporting, licensing,
franchising, sales subsidiary, wholly-owned subsidiary, Joint
ventures, strategic alliances, off-shoring, choosing the pattern of
expansion.
3. Refer to 3.4
Yes, Globalisation helps improve the performance of a firm
as it helps the firm to export, obtain license for its products,
franchising its operations, expansion through sales subsidiary,
wholly-owned subsidiary, Joint ventures, strategic alliances, off-
shoring, choosing the pattern of expansion.
4. Refer to 3.5
Complexity is today often considered the latest business
buzzword – it reflects a current common reality but not a lasting
one. When introducing the complexity concept to executives
in globally operating companies, complexity is multiplied to
its current heightened level. Due to Globalisation, many types
of boundaries have faded. Trade liberalization allows for a
substantially easier flow of goods, capital, people, and knowledge
around the globe. The world has clearly moved beyond the key
trade markets. Globalising companies from developed and

NOTES
developing economies try to tap the benefits of Globalisation to an
unprecedented degree and therefore face – as well as contribute
to – the complexity of eroding boundaries.
5. Refer to 3.4
Franchising is a better way for a firm to compete in a global
market as it is a form of licensing in which the firm provides the
foreign franchisee with complete package including equipment,
product ingredients, trademark, managerial advice and standard
operating practices. Franchisee agreements generally require
payment of a fee upfront and then a percentage of revenues.
Franchisers offer exclusive rights to a geographical territory to
franchisees, whereas licensing companies usually offer no such
protection to licensees.
6. Refer to 3.6.1
The importance of systematic internal analysis helps the firm to
find where it stands in terms of its strengths and weaknesses; to
exploit the opportunities that are in line with its capabilities; to
correct important weaknesses; to defend against threats and to
asses capability gaps and take steps to enhance its capabilities.
7. Refer to 3.6.2
SWOT stands for strengths, weaknesses, opportunities
and threats. SWOT analysis is a widely used framework to
summarise a company’s situation or current position. Any
company undertaking strategic planning will have to carry out
SWOT analysis: establishing its current position in the light of its
strengths, weaknesses, opportunities and threats. Environmental
and industry analyses provide information needed to identify
opportunities and threats, while internal analysis provides
information needed to identify strengths and weaknesses. These
are the fundamental areas of focus in SWOT analysis.
8. Refer to 3.3
Different types of international companies are: Domestic
company, International company, Multinational company and
Global company.
9. Refer to 3.5
Diversity: Global organisations face a complex set of challenges
characterisedbydiversitybothinsideandoutsidetheorganisation–
across every aspect of the business itself and its strategy
drivers. Inside the organisation, executives must manage and
respond to more diversity in the (internationalising) HR pool;
more variety in the management systems; more variation in the
means and ends ranging from simple financial goals to amore
comprehensive view; and different business models for different
types of business units. Interdependence: Companies must
manage the effect of global interdependence to an unprecedented

NOTES
degree: everything is related to everything else, and the impact
is felt more rapidly and pervasively. Value webs have replaced
traditional value chains. Reputation, financial flows, value chain
flows, top management and corporate governance issues have
reached advanced levels of interdependence.
10. Refer to 3.1
The term ‘Globalisation’ is generally used to cover three topic
areas. They are : Globalisation of economies, trade activities and
regulatory regimes; Globalisation of industries and Globalisation
of companies. A number of forces are responsible for Globalisation.
They are technological progress, Opening up of national borders,
strides in telecommunications, advancements in transportation,
internet and opening up of economies such as India, China etc.

SUGGESTED READINGS
 Gregory G. Dess, GT Lumpkin and ML Taylor, Strategic
Management–Creating Competitive Advantage, McGraw–Hill,
Irwin, NY, 2003.
 Michael Porter, Competitive Advantage, Free Press, New York.
 Vipan Gupta, Kamala Gollakota and R. Srinivasan, Business
Policy and Strategic Management, Prentice-Hall of India, New
Delhi, 2005.
 VSP Rao and V. Hari Krishna, Strategic Management – Text and
Cases, Excel Books, New Delhi.
E-REFERENCES
 http://workforcevision.blogspot.in/2006/08/types- of-global-
companies.html
 http://www.marsdd.com/mars-library/industry-analysis-and-
competition-using-porters-five-forces/
 http://www.mindtools.com/pages/article/newTMC_05.htm

C H
4
A P T E R
COMPETITIVE ANALYSIS
CONTENTS
4.1 Introduction
4.2 Competitor Analysis Framework
4.2.1 Competitor’s Current Strategy
4.2.2 Competitor’s Objectives
4.2.3 Competitor’s Assumptions
4.2.4 Competitor’s Resources and Capabilities
4.2.5 Competitor Response Profile
4.3 Rivalry Analysis
4.3.1 Porter’s Intensity of Rivalry Determining Factors
4.3.2 Porter’s Intensity of Rivalry Analysis
4.3.3 Porter’s Intensity of Rivalry Interpretation
4.4 Competitive Dynamics
4.4.1 Slow-cycle Markets
4.4.2 Fast-cycle Markets
4.4.3 Standard-cycle Markets
4.5 Competitive Rivalry
4.5.1 Strategic and Tactical Actions
4.5.2 Likelihood of Attack
4.5.3 Organisational Size
4.5.4 Likelihood of Response
4.6 Summary

NOTES
GOOGLE UNSEATS MICROSOFT AS THE US BROWSER

POWERHOUSE
The curious case of the two biggest IT powerhouses taking on each
other is now a part of global corporate battle folklore. Google and
Microsoft are two companies with distinct capabilities and core
competencies. They have crossed swords in the past and even now
are leaving no stone unturned to outsmart each other. Consider the
battle for supremacy in the segment of browsers in the USA.
A recent report published by Adobe confirms that Google has
unseated Microsoft as the leading web browser in the US market
for the first time. According to the Adobe Digital Index (ADI), a
measurement of browser usage based on tracking visits to the average
U.S. website, Google’s desktop and mobile browsers – Chrome
(on both platforms, the aging Android browser on the latter only),
slipped past Microsoft’s Internet Explorer (IE). Google retained its
premier position on the desktop but had little to show for its effort
on smartphones. Google accounted for 31.8% of all browser usage in
the United States. Meanwhile, Microsoft owned a 30.9% share.
Apple’s Safari was in third place with a combined desktop and mobile
share of 25%, while Mozilla’s Firefox, which lacks a meaningful
presence in mobile, was a distant fourth with just 8.7%. The rise
of Google’s browsers, and to a lesser extent Apple’s Safari, and the
corresponding declines of both IE and Firefox, can be attributed to
mobile browsing, primarily that conducted on smartphones. “Today,
mobile [operating systems are] more important, giving Google and
Apple a leg up with default status on Android and iOS,” said ADI
analyst Tyler White in a statement.
Adobe tallied visits, which in analytics parlance is synonymous
NMI
with a session on a website, a period during which a user may view
numerous pages before leaving, or before a time limit of inactivity
expires. Adobe thus actually measures a type of “usage share,” or
how active users of each browser are on the Web. Other analytic firms
count differently. California-based Net Applications uses visitors,
an expression of the number of unique individuals – actually their
MS
browsers, as the tracking is done with cookies – to measure “user
share,” which is analogous to the number of copies of each browser in
use during a specific period.
Because Adobe drew its data only from consumer-facing sites –
some 10,000 of them – it was little surprise that the Chrome/Android
browsers outpaced IE. Microsoft’s browser has a lock in businesses,
where it’s often mandated as the only allowed desktop browser, but
it has a less-dedicated – some would say less-coerced – base among
consumers. On mobile, IE accounted for just 1.8% of usage.
Google’s climb to the top spot in the U.S. followed its push into that
place globally by almost a year: Adobe’s data had Google’s Chrome/
Android passing Microsoft’s IE in May 2013 worldwide. “Outside
the U.S., Google’s browser share has grown even more rapidly,” an
Adobe spokesman said.
Source: http://www.computerworld.com/s/article/9248927/Google_unseats_Microsoft_as_
the_U.S._browser_powerhouse

for Continuing
Education
COMPETITIVE ANALYSIS 87
NOTES

Determine competitor analysis framework
Understand the rivalry analysis with factors and
interpretation
Explain the competitive dynamics – slow-cycle markets, fast
cycle markets and standard-cycle markets
Understand the competitive rivalry
4.1 INTRODUCTION
In formulating business strategy, managers must consider the
strategies of the firm’s competitors. While in highly fragmented
commodity industries the moves of any single competitor may be less
important, in concentrated industries competitor analysis becomes a
vital part of strategic planning.
Competitor analysis has two primary activities, (1) obtaining
information about important competitors, and (2) using that
information to predict competitor behaviour. The goal of competitor
analysis is to understand:
 With which competitors to compete,
 Competitors’ strategies and planned actions,
 How competitors might react to a firm’s actions,
 How to influence competitor behaviour to the firm’s own advantage.
Casual knowledge about competitors usually is insufficient in
competitor analysis. Rather, competitors should be analysed
systematically, using organised competitor intelligence-gathering to
compile a wide array of information so that well informed strategy
decisions can be made.
4.2 COMPETITOR ANALYSIS FRAMEWORK

Even the simplest competitive analysis displays two critical
dimensions: the competitors and the criteria, or what we’ll call the
competitive framework. The purpose of the competitive framework
is to present the data in a way that makes it easy to compare the
various sites across the different criteria. Michael Porter presented a
framework for analysing competitors. This framework is based on the
following four key aspects of a competitor:
 Competitor’s objectives
 Competitor’s assumptions
 Competitor’s strategy
 Competitor’s capabilities

for Continuing
Education
NOTES
Objectives and assumptions are what drive the competitor, and
strategy and capabilities are what the competitor is doing or is capable
of doing. These components can be depicted as shown in the Figure
4.1.
Source: Adapted from Michael E. Porter, Competitive Strategy, 1980, p. 49.
Figure 4.1: Competitor Analysis Components
A competitor analysis should include the more important existing

competitors as well as potential competitors such as those firms
that might enter the industry, for example, by extending their
present strategy or by vertically integrating.
4.2.1 COMPETITOR’S CURRENT STRATEGY

The two main sources of information about a competitor’s strategy
are what the competitor says and what it does. What a competitor is
saying about its strategy is revealed in:
 Annual shareholder reports
 10K reports
 Interviews with analysts
 Statements by managers
 Press releases
However, this stated strategy often differs from what the competitor
actually is doing. What the competitor is doing is evident in where its
cash flow is directed, such as in the following tangible actions:
 Hiring activity
 R&D projects
 Capital investments
 Promotional campaigns
 Strategic partnerships
 Mergers and acquisitions

NOTES
4.2.2 COMPETITOR’S OBJECTIVES
Knowledge of a competitor’s objectives facilitates a better prediction
of the competitor’s reaction to different competitive moves. For
example, a competitor that is focused on reaching short-term financial
goals might not be willing to spend much money responding to a
competitive attack. Rather, such a competitor might favour focusing
on the products that hold positions that better can be defended. On the
other hand, a company that has no short term profitability objectives
might be willing to participate in destructive price competition in
which neither firm earns a profit.
Goals may be associated with each hierarchical level of strategy –

corporate, business unit and functional level.
Competitor objectives may be financial or other types. Some examples
include growth rate, market share, and technology leadership.
The competitor’s organisational structure provides clues as to which
functions of the company are deemed to be the more important. For
example, those functions that report directly to the chief executive
officer are likely to be given priority over those that report to a senior
vice president.
Other aspects of the competitor that serve as indicators of its objectives
include risk tolerance, management incentives, backgrounds of the
executives, composition of the board of directors, legal or contractual
restrictions, and any additional corporate-level goals that may
influence the competing business unit. Whether the competitor is
meeting its objectives provides an indication of how likely it is to
change its strategy.
4.2.3 COMPETITOR’S ASSUMPTIONS

The assumptions that a competitor’s managers hold about their firm
and their industry help to define the moves that they will consider.
For example, if in the past the industry introduced a new type of
product that failed, the industry executives may assume that there is
no market for the product. Such assumptions are not always accurate
and if incorrect may present opportunities. For example, new
entrants may have the opportunity to introduce a product similar to
a previously unsuccessful one without retaliation because incumbent
firms may not take their threat seriously. Honda was able to enter
the U.S. motorcycle market with a small motorbike because U.S.
manufacturers had assumed that there was no market for small bikes
based on their past experience.
A competitor’s assumptions may be based on a number of factors,
including any of the following:
 Beliefs about its competitive position

NOTES
 Past experience with a product
 Regional factors
 Industry trends
 Rules of thumb
A thorough competitor analysis also would include assumptions that
a competitor makes about its own competitors, and whether that
assessment is accurate.
4.2.4 COMPETITOR’S RESOURCES AND CAPABILITIES

Knowledge of the competitor’s assumptions, objectives, and current
strategy is useful in understanding how the competitor might want
to respond to a competitive attack. However, its resources and
capabilities determine its ability to respond effectively.
A competitor’s capabilities can be analysed according to its strengths
and weaknesses in various functional areas, as is done in a SWOT
analysis. The competitor’s strengths define its capabilities. The
analysis can be taken further to evaluate the competitor’s ability to
increase its capabilities in certain areas. A financial analysis can be
performed to reveal its sustainable growth rate.
Finally, since the competitive environment is dynamic, the competitor’s
ability to react swiftly to change should be evaluated. Some firms
have heavy momentum and may continue for many years in the same
direction before adapting. Others are able to mobilise and adapt very
quickly. Factors that slow a company down include low cash reserves,
large investments in fixed assets, and an organisational structure that
hinders quick action.
4.2.5 COMPETITOR RESPONSE PROFILE

Information from an analysis of the competitor’s objectives,
assumptions, strategy, and capabilities can be compiled into a response
profile of possible moves that might be made by the competitor. This
profile includes both potential offensive and defensive moves. The
specific moves and their expected strength can be estimated using
information gleaned from the analysis.
Consider the sports bike segment of the two-wheeler industry in

India. Bajaj Pulsar waged war against Honda. Write a 200-words
report on the competitor profile of Bajaj Pulsar.
The result of the competitor analysis should be an improved ability

to predict the competitor’s behaviour and even to influence that
behaviour to the firm’s advantage.

NOTES
Fill in the blanks:

1. Casual knowledge about competitors usually is .................. in
competitor analysis.
2. The purpose of the competitive framework is to present the
data in a way that makes it easy to ................ the various sites
across the different criteria.
3. Knowledge of a competitor’s objectives facilitates a better
prediction of the competitor’s reaction to different .................
moves.
4. The competitor’s organisational structure provides clues as to
which functions of the company are deemed to be the more
.................
5. The assumptions that a competitor’s managers hold about
their firm and their industry help to ................. the moves that
they will consider.
6. Knowledge of the competitor’s assumptions, objectives, and
current strategy is useful in understanding how the competitor
might want to respond to a .................attack.
4.3 RIVALRY ANALYSIS

The intensity of rivalry among competitors in an industry refers to the
extent to which firms within an industry put pressure on one another
and limit each other’s profit potential. If rivalry is fierce, competitors
are trying to steal profit and market share from one another. This
reduces profit potential for all firms within the industry. According
to Porter’s five forces framework, the intensity of rivalry among firms
is one of the main forces that shape the competitive structure of an
industry.
Porter’s intensity of rivalry in an industry affects the competitive
environment and influences the ability of existing firms to achieve
profitability. High intensity of rivalry means competitors are
aggressively targeting each other’s markets and aggressively pricing
products. This represents potential costs to all competitors within the
industry.
4.3.1 PORTER’S INTENSITY OF RIVALRY DETERMINING

FACTORS
Several factors determine the intensity of competitive rivalry in an
industry. If the industry consists of numerous competitors, Porter
rivalry will be more intense. If the competitors are of equal size or
market share, the intensity of rivalry will increase. If industry growth
is slow, the intensity of rivalry will be high. If the industry’s fixed costs
are high, competitive rivalry will be intense. If the industry’s products
are undifferentiated or are commodities, rivalry will be intense.

NOTES
If brand loyalty is insignificant and consumer switching costs are
low, this will intensify industry rivalry. If competitors are strategically
diverse – they position themselves differently from other competitors –
industry rivalry will be intense. An industry with excess production
capacity will have greater rivalry among competitors. And finally, high
exit barriers – costs or losses incurred as a result of ceasing operations –
will cause intensity of rivalry among industry firms to increase.
And of course, if the opposite is true for any of these factors, the
intensity of Porter rivalry among competitors will be low. For example,
a small number of firms in the industry, a clear market leader, fast
industry growth, low fixed costs, highly differentiated products,
prevalent brand loyalties, high consumer switching costs, no excess
production capacity, lack of strategic diversity among competitors,
and low exit barriers all indicate that the Porter intensity of rivalry
among existing firms is low.
4.3.2 PORTER’S INTENSITY OF RIVALRY ANALYSIS

When analysing a given industry, all of the aforementioned factors
regarding the intensity of competitive rivalry Porter placed among
existing competitors may not apply. But some, if not many, certainly
will. And of the factors that do apply, some may indicate high intensity
of rivalry and some may indicate low intensity of rivalry. The results
will not always be straightforward. Therefore it is necessary to
consider the nuances of the analysis and the particular circumstances
of the given firm and industry when using these data to evaluate the
competitive structure and profit potential of a market.
Intensity of rivalry is high if:
 Competitors are numerous
 Competitors have equal size
 Competitors have equal market share
 Industry growth is slow
 Fixed costs are high
 Products are undifferentiated
 Brand loyalty is insignificant
 Consumer switching costs are low
 Competitors are strategically diverse
 There is excess production capacity
 Exit barriers are high
Intensity of rivalry is low if:
 Competitors are few
 Competitors have unequal size
 Competitors have unequal market share

NOTES
 Industry growth is fast
 Fixed costs are low
 Products are differentiated
 Brand loyalty is significant
 Consumer switching costs are high
 Competitors are not strategically diverse
 There is no excess production capacity
 Exit barriers are low
4.3.3 PORTER’S INTENSITY OF RIVALRY INTERPRETATION

When conducting Porter’s five forces industry analysis, low intensity
of rivalry makes an industry more attractive and increases profit
potential for the firms already competing within that industry,
while high intensity of rivalry makes an industry less attractive and
decreases profit potential for the firms already competing within that
industry. The intensity of rivalry among existing firms is one of the
factors to consider when analysing the structural environment of an
industry using Porter’s five forces framework.
Fill in the blanks:

7. Porter’s intensity of rivalry in an industry affects the
competitive ................. and influences the ability of existing
firms to achieve profitability.
8. If the industry consists of numerous competitors, Porter
rivalry will be more .................
Consider the multi-brand retail industry in India. Conduct a rivalry

analysis for the joint venture between Tresco and Trent.
High intensity of competitive rivalry can make an industry more

competitive and decrease profit potential for the existing firms.
On the other hand, low intensity of competitive rivalry makes an
industry less competitive and increases profit potential for the
existing firms.
4.4 COMPETITIVE DYNAMICS

Whereas competitive rivalry concerns the ongoing actions and
responses between a firm and its competitors for an advantageous

NOTES
market position, competitive dynamics concerns the ongoing actions
and responses taking place among all firms competing within a market
for advantageous positions.
To explain competitive rivalry, we described (a) factors that determine
the degree to which firms are competitors (market commonality and
resource similarity), (b) the drivers of competitive behaviour for
individual firms (awareness, motivation and ability), and (c) factors
affecting the likelihood a competitor will act or attack (first mover
incentives, organisational size, and quality) and respond (type of
competitive action, reputation, and market dependence). Building
and sustaining competitive advantages are at the core of competitive
rivalry, in that advantages are the link to an advantageous market
position.
To explain competitive dynamics, we discuss the effects of varying
rates of competitive speed in different markets (called slow-cycle,
fast-cycle, and standard cycle markets) on the behaviour (actions
and responses) of all competitors within a given market. Competitive
behaviours as well as the reasons or logic for taking them are similar
within each market type, but differ across market types. Thus
competitive dynamics differs in slow-cycle, fast-cycle, and standard-
cycle markets. Thus sustainability of the firm’s competitive advantages
is an important difference among the three market types.
As you know that the firms want to sustain their advantages for as
long as possible, although no advantage is permanently sustainable.
4.4.1 SLOW-CYCLE MARKETS

Slow-cycle markets in which the firm’s competitive advantages are
shielded from imitation for what are commonly long periods of time
and where imitation is costly. Competitive advantages are sustainable
in slow-cycle markets.
Building on of a kind competitive advantage that is proprietary
leads to competitive success in a slow-cycle market. This type of
advantage is difficult for competitors to understand and costly to
imitate advantage results from unique historical conditions, causal
ambiguity, and or social complexity. Copyrights, geography, patents,
and ownership of information resources are examples of what leads to
one of kind advantages. Once a proprietary advantage is developed,
the firm’s competitive behaviour in a slow-cycle market is oriented
to protecting, maintaining, and extending that advantage. Thus,
the competitive dynamics in slow-cycle markets involve all firms
concentrating on competitive actions and responses that enable
them to protect, maintain, and extend their proprietary competitive
advantage.
4.4.2 FAST-CYCLE MARKETS

Fast-cycle markets are markets in which the firm’s capabilities that
contribute to competitive advantages aren’t shielded from imitation

NOTES
and where imitation is often rapid and inexpensive. Thus, competitive
advantages aren’t sustainable in fast-cycle markets. Firms competing
in fast-cycle markets recognise the importance of speed; these
companies appreciate that time is as precious a business resource
as money or head count – and that the costs of hesitation and delay
are just as steep as going over budget or missing a financial forecast.
Such high-velocity environments place considerable pressures on
top managers to make strategic decisions quickly, but they must be
effective. The often substantial competition and technology-based
strategic focus make the strategic decisions complex, increasing the
need for a comprehensive approach integrated with decision speed,
two often-conflicting characteristics of the strategic decision process.
Reverse engineering and the rate of technology diffusion in fast-
cycle markets facilitate rapid imitation. A competitor uses reverse
engineering to quickly gain the knowledge required to imitate or
improve the firm’s products, usually in only a few months. Technology
is diffused rapidly in fast-cycle markets, making it available to
competitors in a short period of time. The technology often used by
fast-cycle competitors isn’t proprietary, nor is it protected by patents,
as in slow-cycle markets. Fast cycle markets are more volatile than
slow cycle markets and standard cycle markets. Indeed, the pace of
competition in fast-cycle markets is almost frenzied, as companies rely
on ideas and the innovations resulting from them as the engines of their
growth. Because prices fall quickly in these markets, companies need
to profit quickly from their product innovations. Fast-cycle market
characteristics make it virtually impossible for companies in this type
of market to develop sustainable competitive advantages. Recognising
this, firms avoid “loyalty” to any of their products, preferring to
cannibalise their current product by launching a new product before
competitors learn how to do so through successful imitation. This
emphasis creates competitive dynamics that differ substantially from
those in slow-cycle markets. Instead of concentrating on protecting,
maintaining, and extending competitive advantages, as is the case
for firms in slow-cycle markets, companies competing in fast-cycle
markets focus on learning how to rapidly and continuously develop
new competitive advantages that are superior to those they replace. In
fast cycle markets, firms don’t concentrate on trying to protect a given
competitive advantage because they understand that the advantage
won’t exist long enough to extent it.
Competitive dynamics in this market type finds firms taking actions
and responses in the course of competitive rivalry that are oriented to
rapid and continuous product introductions and the use of a stream of
ever-changing competitive advantages. The firm launches a product
as a competitive action and then exploits the advantage associated
with it for as long as possible. However, the firm also tries to move to
another temporary competitive action before competitors can respond
to the first one. Thus, competitive dynamics in fast cycle markets, in
which all firms seek to achieve new competitive advantages before

NOTES
competitors, learn how to effectively respond to current ones, often
result in rapid product upgrades as well as quick product innovations.
As our discussion suggests, innovation has a dominant effect on
competitive dynamics in fast cycle markets. For individual firms,
this means that innovation is a key source of competitive advantage.
Through innovation, the firm can cannibalise its own products before
competitors successfully imitate them.
4.4.3 STANDARD-CYCLE MARKETS

Standard-cycle markets are those in which the firm’s competitive
advantages are moderately shielded from imitation and where
imitation is moderately costly. Competitive advantages are partially
sustainable in standard-cycle markets, but only when the firm is able
to continuously upgrade the quality of its competitive advantages.
The competitive actions and responses that form a standard-cycle
market’s competitive dynamics find firms seeking large market
shares, trying to gain customer loyalty through brand names, and
carefully controlling their operations to consistently provide the same
positive experience for customers.
NMI
MS Figure 4.2: Competitive Dynamics
Companies competing in standard-cycle markets serve many
customers. Because the capabilities on which their competitive
advantages are based are less specialised, imitation is faster and
less costly for standard-cycle firms than for those competing is slow-
cycle markets. However, imitation is less quick and more expensive
in these markets than in fast cycle markets. Thus, the competitive
dynamics in standard-cycle markets rest midway between the
characteristics of dynamics in slow-cycle and fast-cycle markets. The
quickness of imitation is reduced and becomes more expensive for
standard-cycle competitors when a firm is able to develop economies
of scale by combining coordinated and integrated design and
manufacturing processes with a large sales volume.

NOTES
Because of large volumes, the size of mass markets, and the need to
develop scale economies, the competition for market share is intense
in standard-cycle markets. This form of competition is readily evident
in the battles between the Coca-Cola and PepsiCo.
TABLE 4.1: COMPETITIVE DYNAMICS

Slow cycle Fast cycle Standard cycle
market market market
Competitive Shielded from Not shielded Moderately
advantage imitation for from imitation shielded
long periods of imitation and
time where from
imitation is
moderately
costly.
Sustainability High Low Partial
Imitation Costly Quick & moderate
inexpensive
Strategy Concentrate Competitors Firms- Upgrade
on competitive reverse quality
actions & engineer to continuously
responses quickly imitate Seek large
to protect, or improve market shares
maintain on firm’s Gain customer
& extend products Non- loyalty thro
Industry
IS
proprietary
advantage
Pharma R&D
proprietary
technology
diffused rapidly
Reverse
patents Disney engineering
brand names
Carefully control
operations
HUL, P&G
N
characters firms- Indian
pharma, PC
makers
Fill in the blanks:

9. Competitive advantages are sustainable in ................. markets.
10. Fast-cycle markets are markets in which the firm’s capabilities
that contribute to competitive advantages aren’t shielded from
................. and where imitation is often rapid and inexpensive.
Prepare a presentation on the costs and benefits of imitation of

technological competencies of rivals in the smart phone segment of
the mobile handset industry.

NOTES
The degree of sustainability is affected by how quickly competitive

advantages can be imitated and how costly it is to do so.
4.5 COMPETITIVE RIVALRY

Competitive rivalry exists when companies jockey with one another
in the pursuit of an advantageous market position. This means that,
when one or more companies competing in an industry feels pressure
to act or perceives an opportunity to improve their competitive
position, competitive rivalry occurs as various companies initiate a
series of actions and responses.
Competitive rivalry exists because of competitive asymmetry, which
describes the fact that companies differ from one another in terms
of their resources, capabilities, and core competencies, and the
opportunities and threats in their competitive environments and
industries.
It also is important that companies recognise that competition results
in mutual interdependence among companies in the industry as
each company tries to establish a sustainable competitive advantage.
As companies strive to achieve strategic competitiveness and earn
above-average returns, they must recognise that strategies are not
implemented in isolation from competitors’ actions and responses.
The strategic management process represents companies taking
a series of actions, fending off counter-actions or responses and
developing responses of their own.
This is important because the pattern of competitive rivalry and
competitive dynamics in the market(s) in which companies compete
affects strategic competitiveness and returns. Figure 4.3 below
provides a model of competitive rivalry.
Figure 4.3: A Summary Model of Competitive Rivalry

We can make a number of observations from the model in Figure 4.3.
Competitive rivalry or competitive dynamics begin with an assessment
of competitors’ awareness and motivation to attack and/or respond
to competitive moves. Market commonality and resource similarity

NOTES
are affected by a company’s awareness, and motivation affects the
likelihood of attack or response. The likelihood of attack and response
result in competitive outcomes, with outcomes moderated by a
company’s ability to take strategic actions or responses. Feedback
from competitive outcomes will affect future competitive dynamics
by affecting the nature of a company’s awareness, motivation, and
ability for action/response. If companies overlap in a number of
markets, multipoint competition – a situation where companies
compete against each other simultaneously in a number of geographic
or product markets–generally results. Interestingly, a high level of
commonality reduces the likelihood of competitive interaction. Since
the major airlines are in so many common markets, there generally is
competitive peace. However, when one company makes a competitive
move, the others are compelled to respond rapidly.
The intensity of competitive rivalry in an industry often is based on
the potential for response. As a result, attackers generally are not
motivated to target a rival that is likely to retaliate. In other words,
in most cases, dissimilar resources may increase the likelihood of
an attack while companies with similar resources (overlap between
their resource portfolios) will be less likely to attack because resource
similarity increases the likelihood of retaliation.
As already defined, competitive rivalry is the ongoing set of
competitive actions and competitive responses occurring between
competing firms and an advantageous market position. Because the
ongoing competitive action response sequence between a firm and a
competitor affects the performance of both firms, it is important for
companies to carefully study competitive rivalry to successfully use
their strategies. Understanding a competitor’s awareness, motivation,
and ability helps the firm to predict the likelihood of an attack by that
competitor and how likely it is that a competitor will respond to the
actions taken against it.
As described above, the predictions drawn from the study of
competitors in terms of awareness, motivation and ability are
grounded in market commonality and resource similarity. These
predictions are fairly general. The value of the final set of predictions
the firm develops about each of its competitor’s competitive actions
and competitive responses is enhanced by studying the “Likelihood
of Attack” factors (such as first mover incentives and organisational
size) and the “Likelihood of Response” factors (such as the actor’s
reputation).
4.5.1 STRATEGIC AND TACTICAL ACTIONS

Firms use both strategic and tactical actions when forming their
competitive actions and competitive responses in the course of
engaging in competitive rivalry. A competitive action is a strategic
or tactical action the firm takes to build or defend its competitive
advantages or improve its market position. A competitive response
is a strategic or tactical action the firm takes to counter the effects

NOTES
of a competitor’s competitive action. A strategic action or a strategic
response is a market based move that involves a significant
commitment of organisational resources and is difficult to implement
and reverse. A tactical action or a tactical response is a market based
move that is taken to fine tune a strategy; it involves fewer resources
and is relatively easy to implement and reverse.
4.5.2 LIKELIHOOD OF ATTACK

In addition to market commonality, resources similarity, and the
drivers of awareness, motivation, and ability, other factors also affect
the likelihood a competitor will use strategic actions and tactical
actions to attack its competitors. Three of these factors are first-mover
incentives, organisational size and quality.
First-mover Incentives
A first mover is a firm that takes an initial competitive action to build or
to defend its competitive advantages or to improve its market position.
Superior Research and Development skills are often the foundation
of the first mover’s competitive success. The first mover concept
has been influenced by the work of the famous economist Joseph
Schumpeter, who argued that firms achieve competitive advantage
by taking innovative actions. In general, first movers “allocate funds
for product innovation and development, aggressive advertising, and
advanced research and development.”
The benefits of being a successful first mover can be substantial.
Especially in fast-cycle markets where changes occur rapidly and
where it is virtually impossible to sustain a competitive advantage for
any period of time, “a first mover may experience five to ten times the
valuation and revenue of a second mover.” This evidence suggests
that although first-mover benefits are never absolute they are often
critical to firm’s success in industries experiencing rapid technological
developments and relatively short product life cycles.
In addition to earning above average returns until its competitors
respond to its successful competitive action, the first mover can gain
(a) the loyalty of customers who may become committed to the goods
or services of the firm that first made them available and (b) market
share that can be difficult for competitors to take during future
competitive rivalry.
First movers tend to be aggressive and willing to experiment with
innovation and take higher, yet reasonable, levels of risk. To be a first
mover, the firm must have readily available the amount of resources
required to significantly invest in Research & Development as well as
to rapidly and successfully produce and market a stream of innovative
products. Organisational slack makes it possible for firms to have the
ability (as measured by available resources) to be first movers. Slack is
the buffer or cushion provided by actual or obtainable resources that
aren’t currently in use and are in excess of the minimum resources
needed to produce a given level of organisational output. Thus, slack

NOTES
is liquid resources that the firm can quickly allocate to support the
actions such as Research & Development investments and aggressive
marketing campaigns that lead to first mover benefits. Slack allows
a competitor to take aggressive competitive actions to continuously
introduce innovative products. Furthermore, a first mover will try to
rapidly gain market share and customer loyalty in order to earn above
average returns until its competitors are able to effectively respond to
its first move.
Being a first mover also carries risk. For example, it is difficult to
accurately estimate the returns that will be earned from introducing
product innovations. Additionally, the first mover’s cost to develop a
product innovation can be substantial, reducing the slack available
to support further innovation. Also, research has shown that in some
cases, a first mover is less likely to make the conversion to the product
design that eventually becomes the dominant in the industry. In such
cases, a first mover enjoys most of the benefits from its new product
in the period before adoption of a dominant design. These risks mean
that a firm should carefully study the results a competitor achieves as a
first mover. Continuous success by the competitor suggests additional
product innovations, while lack of product acceptance over the course
of the competitor’s innovations may indicate less willingness in the
future to accept the risks of being a first mover.
Second Mover Incentives

A second mover is a firm that responds to the first mover’s competitive
action, typically through imitation. More cautious than the first mover,
the second mover studies customers’ reactions to product innovations.
In the course of doing so, the second mover also tries to find any
mistakes the first mover made so that it can avoid the problems
resulting from them. Often, successful imitation of the first mover’s
innovations allows the second mover “to avoid both the mistakes and
the huge spending of the pioneers (first movers).” Second movers also
have the time to develop processes and technologies that are more
efficient than those the first mover used. Greater efficiencies could
result in lower costs for the second mover. Overall, the outcomes of the
first mover’s competitive actions may provide an effective blueprint
for second and even late movers as they determine the nature and
timing of their competitive responses.
Determining that a competitor thinks of itself as an effective second
mover allows the firm to predict that the competitor will tend to respond
quickly to first movers’ successful, innovation based market entries. If
the firm itself is a first mover, then it can expect a successful second
mover competitor to study its market entries and to respond to them
quickly. As a second mover, the competitor will try to respond with
a product that creates customer value exceeding the value provided
by the product that the firm introduced initially as a first mover. The
most successful second movers are able to rapidly and meaningfully
interpret market feedback to respond quickly, yet productively, to the
first mover’s innovations.

NOTES
Late Mover Incentives
A late mover is a firm that responds to a competitive action, but only
after considerable time has elapsed after the first mover’s action
and the second mover’s response. Typically, a late response is better
than no response at all, although any success achieved from the late
competitive response tends to be slow in coming and considerably
less than that achieved by first and second movers. Thus, the firm
competing against a late mover can predict that the competitor will
likely enter a particular market only after both the first and second
movers have achieved success. Moreover, on a relative basis, the firm
can predict that the late mover’s competitive action will allow it to
earn even average returns only when enough time has elapsed for it
to understand how to create value that is more attractive to customers
than is the value offered by the first and second mover’s products.
Although exceptions do exist, the firm can predict that the late
mover’s competitive actions will be relatively ineffective, certainly as
compared with those initiated by first movers and second movers.
TABLE 4.2: FACTORS AFFECTING LIKELIHOOD OF

ATTACK
First Allocate funds for product innovation, aggressive

mover advertising, R&D Can gain loyalty of customers
committed to the firm’s goods or services Difficult for
competitors to take market share
Second Responds typically through imitation Studies customer
mover reactions to innovation, avoids mistakes & huge spends
IMS
May develop more efficient processes and technologies
Late Responds to competitive action after considerable time
mover has elapsed Slow to succeed, lesser share & average
returns than first & second movers
N Small
firms
Large
firms
More likely to launch quicker competitive actions, rely
on speed and surprise to defend competitive advantages
or develop new ones
Likely to initiate more competitive and strategic actions
over a period
4.5.3 ORGANISATIONAL SIZE

An organisation’s size affects the likelihood that it will take competitive
actions as well as the types of actions it will take and their timing.
In general, compared with large companies, small firms are nimble
and flexible competitors who rely on speed and surprise to defend
their competitive advantages or develop new ones while engaged
in competitive rivalry, especially with large companies, to gain an
advantageous market position. Small firms’ flexibility and nimbleness
allow them to develop greater variety in their competitive actions
relative to larger firms. Nevertheless, because they tend to have more
slack resources, large firms are likely to initiate more competitive

NOTES
and strategic actions during a given time. Thus, the competitive
actions a firm likely will encounter from competitors larger than
itself are different from the competitive actions it will encounter from
competitors who are smaller.
Relying on a limited variety of competitive actions (which is the large
firm’s tendency) can lead to reduced competitive success across
time, partly because competitors learn how to effectively respond to
a predictable set of competitive actions taken by a firm. In contrast,
remaining flexible and nimble (which is the small firm’s tendency)
in order to develop and use a wide variety of competitive actions
contributes to success against rivals.
4.5.4 LIKELIHOOD OF RESPONSE

So far in this chapter we have examined how market commonality,
resource similarity, awareness of mutual interdependence, motivation
to act based on perceived gains and losses, and the ability of a firm
to take action can influence competitive behaviour. We have also
described how first mover incentives, organisational size, and a firm’s
emphasis on quality can help a firm predict whether a competitor
will pursue a competitive action. These same factors should also be
evaluated to help a firm predict whether a competitor will respond
to an action it is considering. In addition, this section describes other
factors that a firm should consider when predicting competitive
responses from one or more competitors.
The success of a firm’s competitive action is affected both by
the likelihood that a competitor will respond to it and by the type
(strategic or tactical) and effectiveness of that response. As noted
earlier, a competitive response is a strategic or tactical action the
firm takes to counter the effects of a competitor’s competitive action.
In general, a firm is likely to respond to a competitor’s action if the
action either significantly strengthens the position of the competitor
or significantly weakens the competitive position of the firm. For
instance, the actions of a competitor may lead to better use of its
capabilities to create competitive advantages or an improved market
position. Alternatively, the actions of a competitor could damage
the firm’s own ability to use its capabilities to create or maintain an
advantage or could make its market position less defensible.
Three factors can help a firm predict how a competitor is likely to
respond to competitive actions: the type of competitive action,
reputation and market dependence.
Type of Competitive Action

Competitive responses to strategic actions differ from responses
to tactical actions. These differences allow the firm to predict a
competitor’s likely response to a competitive action that has been
launched against it. Of course, a general prediction is that strategic
actions receive strategic responses while tactical responses are taken
to counter the effects of tactical actions.

NOTES
In general, strategic actions elicit fewer total competitive responses.
The reason in this case is that as with strategic responses, such as
market based moves, involve a significant commitment of resources
and are difficult to implement and reverse. Moreover, the time needed
for a strategic action to be implemented and its effectiveness assessed
delays the competitor’s response to that action. In contrast to the time
often required to respond to a strategic action, a competitor likely will
respond quickly to a tactical action, such as when an airline company
almost immediately matches a competitor’s tactical action of reducing
prices in certain markets. Either strategic actions or tactical actions
that that target a large number of a rival’s customers are likely to be
targeted with strong responses. In fact, if the effects of a competitor’s
action on the local firms are significant (e.g., loss of market share, loss
of major resources such as critical employees), a response is likely to
be swift and strong.
Actor’s Reputation
In the context of competitive rivalry, an actor is the firm taking an
action or response; reputation is “the positive or negative attribute
ascribed by one rival to another based on past competitive behaviour.”
A positive reputation may be a source of competitive advantage and
high returns, especially for producers of consumer goods. To predict
the likelihood of a competitor’s response to a current or planned
action, the firm studies the responses that the competitor has taken
previously when attacked – past behaviour is assumed to be a
reasonable predictor of future behaviour.
Competitors are more likely to respond to either strategic or tactical
actions that are taken by a market leader. In particular, successful
actions will be quickly imitated.
Dependence on the Market

Market dependence denotes the extent to which a firm’s revenues or
profits are derived from a particular market. In general, firms can
predict that competitors with high market dependence are likely
to respond strongly to attacks threatening their market position.
Interestingly, the threatened firm in these instances may not respond
quickly, but rather take more of a calculated approach so that its
response is more effective.
 Consider an island where people are not accustomed to wearing

shoes and thus, stay bare footed. In such circumstances, would
the first mover’s advantage accrue to a company that sets shop
in the market at the earliest?
 What is blitzkrieg strategy? Write a 200-words report on a
company that may have used this to attack its more established
industry peers.

NOTES
Fill in the blanks:

11. ……………….. or ……………… begin with an assessment
of competitors’ awareness and motivation to attack and/or
respond to competitive moves.
12. The value of the final set of predictions the firm develops about
each of its competitor’s competitive actions and competitive
responses is enhanced by studying the ……………………
factors and the............................ factors.
13. Competitive responses to strategic actions differ from
responses to ………………..
14. Three factors can help a firm predict how a competitor is likely
to respond to competitive actions: the type of ....................... ,
…………… and ………………..
4.6 SUMMARY
 Competitor analysis is an important part of a firm’s development
of its strategy. Its importance lies in the understanding of
competitors, their strategy, and resources and capabilities.
 Competitor analysis also allows a firm to assess its own firm
versus competitors and plan for what competitors’ actions may
be as a reaction to actions the firm may take.
 A competitor analysis provides a firm with the knowledge to
leverage its strengths and address its weaknesses and conversely,
take advantage of weaknesses of competitors and counter their
strengths.
 Competitor analysis also gives a firm a better understanding not
only of the competitors but also their overall sector and where
the emerging opportunities may be.
 Competitive rivalry exists because of competitive asymmetry,
which describes the fact that companies differ from one another in
terms of their resources, capabilities, and core competencies, and
the opportunities and threats in their competitive environments
and industries.
 Competitive Advantage: Condition which enables a company

to operate in a more efficient or otherwise higher-quality
manner than the companies it competes with, and which
results in benefits accruing to that company.
Contd...

NOTES
 Competitor: Any person or entity which is a rival against
another. In business, a company in the same industry or a
similar industry which offers a similar product or service. The
presence of one or more competitors can reduce the prices of
goods and services as the companies attempt to gain a larger
market share. Competition also requires companies to become
more efficient in order to reduce costs.
 Intensity of Rivalry: The intensity of rivalry among
competitors in an industry refers to the extent to which firms
within an industry put pressure on one another and limit each
other’s profit potential.
 Competitive Dynamics: Competitive dynamics concerns the
ongoing actions and responses taking place among all firms
competing within a market for advantageous positions.
 Strategic Action: A strategic action or a strategic response is
a market based move that involves a significant commitment
of organisational resources and is difficult to implement and
reverse.
 Tactical Action: A tactical action or a tactical response is a
market based move that is taken to fine tune a strategy; it
involves fewer resources and is relatively easy to implement
and reverse.

1. When competing against one another, firms jockey for a market
position that is advantageous, relative to competitors. In this
jockeying, what are the ethical considerations associated with
the way competitor intelligence is gathered?
2. Second movers often respond to a first mover’s competitive
actions through imitation. Is there anything unethical about a
company imitating a competitor’s good or service as a means of
engaging in competition?
3. Discuss the implications of competitive advantage on slow-cycle
markets. Explain how the firms in fast-cycle markets facilitate
rapid imitation.
4. Explain the competitor analysis framework with a suitable
diagram.
5. How does Porter’s intensity of rivalry in an industry affects the
competitive environment and influences the ability of existing
firms to achieve profitability? Explain with factors of intensive
rivalry.
6. How do firms sustain competitive advantage in standard-cycle
markets? Explain.
7. Explain the difference between strategic and tactical actions
which the firms use it for forming their competitive actions

NOTES
and competitive responses in the course of engaging in the
competitive rivalry.
8. Explain the factors affecting the likelihood of attack which
competitors use it for defending competition.
9. How does the assumptions help the competitor’s managers for
defining the competitive moves? Explain with an example. State
the competitor response profile.
10. “An organisation’s size affects the likelihood that it will take
competitive actions as well as the types of actions it will take
and their timing”. Discuss in context to large size and small size
firms.


Competitor Analysis 1. insufficient
Framework
2. compare
3. competitive
4. important
5. define
6. competitive
Rivalry Analysis 7. Environment
8. Intense
Competitive Dynamics 9. slow-cycle
10. imitation
Competitive Rivalry 11. Competitive rivalry,
competitive dynamics
12. Likelihood of Attack,
Likelihood of Response
13. tactical actions
14. competitive action,
reputation, market
dependence

1. Refer to 4.5
Competitive rivalry or competitive dynamics begin with an
assessment of competitors’ awareness and motivation to attack
and/or respond to competitive moves. Market commonality
and resource similarity are affected by a company’s awareness,
and motivation affects the likelihood of attack or response. The
likelihood of attack and response result in competitive outcomes,

NOTES
with outcomes moderated by a company’s ability to take strategic
actions or responses. Feedback from competitive outcomes
will affect future competitive dynamics by affecting the nature
of a company’s awareness, motivation, and ability for action/
response.
2. Refer to 4.5.2
There is not anything unethical about a company imitating
a competitor’s good or service as a means of engaging in
competition. Often, successful imitation of the first mover’s
innovations allows the second mover “to avoid both the mistakes
and the huge spending of the pioneers (first movers).” Second
movers also have the time to develop processes and technologies
that are more efficient than those the first mover used. Greater
efficiencies could result in lower costs for the second mover.
Overall, the outcomes of the first mover’s competitive actions may
provide an effective blueprint for second and even late movers
as they determine the nature and timing of their competitive
responses. As a second mover, the competitor will try to respond
with a product that creates customer value exceeding the value
provided by the product that the firm introduced initially as a
first mover. The most successful second movers are able to
rapidly and meaningfully interpret market feedback to respond
quickly, yet productively, to the first mover’s innovations.
3. Refer to 4.4.1 & 4.4.2
Building on of a kind competitive advantage that is proprietary
leads to competitive success in a slow-cycle market. This type of
advantage is difficult for competitors to understand and costly
to imitate advantage results from unique historical conditions,
causal ambiguity, and or social complexity. Copyrights, geography,
patents, and ownership of information resources are examples
of what leads to one of kind advantages. Once a proprietary
advantage is developed, the firm’s competitive behaviour in a
slow-cycle market is oriented to protecting, maintaining, and
extending that advantage. Thus, the competitive dynamics in
slow-cycle markets involve all firms concentrating on competitive
actions and responses that enable them to protect, maintain,
and extend their proprietary competitive advantage. Reverse
engineering and the rate of technology diffusion in fast-cycle
markets facilitate rapid imitation. A competitor uses reverse
engineering to quickly gain the knowledge required to imitate or
improve the firm’s products, usually in only a few months. Indeed,
the pace of competition in fast-cycle markets is almost frenzied,
as companies rely on ideas and the innovations resulting from
them as the engines of their growth. Because prices fall quickly
in these markets, companies need to profit quickly from their
product innovations. Fast-cycle market characteristics make
it virtually impossible for companies in this type of market to
develop sustainable competitive advantages. Recognising this,
firms avoid “loyalty” to any of their products, preferring to

NOTES
cannibalise their current product by launching a new product
before competitors learn how to do so through successful
imitation. This emphasis creates competitive dynamics that
differ substantially from those in slow-cycle markets.
4. Refer to 4.2
Even the simplest competitive analysis displays two critical
dimensions: the competitors and the criteria, or what we’ll call
the competitive framework. The purpose of the competitive
framework is to present the data in a way that makes it easy to
compare the various sites across the different criteria. Michael
Porter presented a framework for analysing competitors. This
framework is based on the following four key aspects of a
competitor: Competitor’s objectives; Competitor’s assumptions;
Competitor’s strategy and Competitor’s capabilities.
5. Refer to 4.3,4.3.1 & 4.3.2
Several factors determine the intensity of competitive rivalry in
an industry. If the industry consists of numerous competitors,
Porter rivalry will be more intense. If the competitors are of
equal size or market share, the intensity of rivalry will increase.
If industry growth is slow, the intensity of rivalry will be high.
If the industry’s fixed costs are high, competitive rivalry will be
intense. If the industry’s products are undifferentiated or are
commodities, rivalry will be intense.
6. Refer to 4.4.3
Standard-cycle markets are those in which the firm’s competitive
advantages are moderately shielded from imitation and where
imitation is moderately costly. Competitive advantages are
partially sustainable in standard-cycle markets, but only when
the firm is able to continuously upgrade the quality of its
competitive advantages. The competitive actions and responses
that form a standard-cycle market’s competitive dynamics find
firms seeking large market shares, trying to gain customer
loyalty through brand names, and carefully controlling their
operations to consistently provide the same positive experience
for customers.
7. Refer to 4.5.1
A competitive response is a strategic or tactical action the firm
takes to counter the effects of a competitor’s competitive action.
A strategic action or a strategic response is a market based
move that involves a significant commitment of organisational
resources and is difficult to implement and reverse. A tactical
action or a tactical response is a market based move that is taken
to fine tune a strategy; it involves fewer resources and is relatively
easy to implement and reverse.
8. Refer to 4.5.2
In addition to market commonality, resources similarity, and the
drivers of awareness, motivation, and ability, other factors also

NOTES
affect the likelihood a competitor will use strategic actions and
tactical actions to attack its competitors. Three of these factors
are first-mover incentives, organisational size and quality.
9. Refer to 4.2.3 & 4.2.5
The assumptions that a competitor’s managers hold about their
firm and their industry help to define the moves that they will
consider. For example, if in the past the industry introduced a new
type of product that failed, the industry executives may assume
that there is no market for the product. Such assumptions are
not always accurate and if incorrect may present opportunities.
Information from an analysis of the competitor’s objectives,
assumptions, strategy, and capabilities can be compiled into a
response profile of possible moves that might be made by the
competitor. This profile includes both potential offensive and
defensive moves.
10. Refer to 4.5.3
An organisation’s size affects the likelihood that it will take
competitive actions as well as the types of actions it will take and
their timing. In general, compared with large companies, small
firms are nimble and flexible competitors who rely on speed
and surprise to defend their competitive advantages or develop
new ones while engaged in competitive rivalry, especially with
large companies, to gain an advantageous market position. Small
firms’ flexibility and nimbleness allow them to develop greater
variety in their competitive actions relative to larger firms.

SUGGESTED READINGS
 Duro, R.B., Winning the Marketing War, John Wiley and Sons,
1989.
 Hall, W.K., Survival Strategies in a Hostile Environment, Harvard
Business Review. Sept-Oct 1980, pp 75-85.
 Keegan, W.J., Global Marketing Management, 4th ed. Prentice
Hall International Edition, 1989.
 Porter, M.E., Competition in Global Industries, Boston: Harvard
Business School Press, 1986.
 Porter, M.E., Competitive Advantage, New York: The Free Press,
1985.
E-REFERENCES
 http://www.netmba.com/strategy/competitor-analysis/
 http://strategiccfo.com/wikicfo/intensity- of-rivalry- one- of-
porters-five-forces/
 http://www.quickmba.com/strategy/porter.shtml

C H
5
A P T E R
INDUSTRY ANALYSIS
CONTENTS
5.1 Introduction
5.2 Formulation of Strategy
5.3 Five Competitive Forces that Shape Strategy
5.3.1 Differences in Industry Profitability
5.3.2 Threat of Entry
5.3.3 Expected Retaliation
5.3.4 Power of Suppliers
5.3.5 Power of Buyers
5.3.6 Rivalry among Existing Competitors
5.4 PESTLE Analysis
5.4.1 History of PESTLE
5.4.2 PESTLE Analysis Tool
5.4.3 On to SWOT Analysis
5.4.4 PEST-G or PEST-E
5.5 Competition and Value
5.6 Industry Structure
5.6.1 Fragmentation and Consolidation of Industries
5.6.2 Consolidation
5.7 Technology Life Cycle
5.7.1 Four Phases of the Technology Life Cycle
5.7.2 Licensing Options
5.7.3 Licensing in the R&D Phase
5.7.4 Licensing in the Ascent Phase
5.7.5 Licensing in the Maturity Phase
5.7.6 Licensing in the Decline Phase
5.8 Industry Analysis in Practice
5.9 Defining the Relevant Industry
Contd...

NOTES
5.10 Typical Steps in Industry Analysis
5.11 Summary

for Continuing
Education
NOTES
PESTLE ANALYSIS OF RUSSIAN GAS INDUSTRY
The latest episode of US-Russia belligerence over the annexation

of Crimea can potentially trigger tectonic shifts in the global
natural gas industry. As allegations fly thick and fast on Russian
expansionism, an intense and interesting sub-plot of rivalry
promises to unfold.
Russia is the largest producer and exporter of natural gas in the

world. Gazprom the state run natural gas monopoly is perhaps
Vladimir Putin’s license to kill. Since the collapse of the Soviet
Union, Russia under the leadership of Putin has identified energy
as a sunrise sector. Russia is also likely to possess the world’s
largest volume of still-undiscovered natural gas: a mean probable
volume of 6.7 trillion cubic meters. A growing economy implies
that domestic demand for natural gas is on the rise.
In the aftermath of Russia sending troops to safeguard the

interests of Russian speaking people and then following it up with
a referendum, deep cracks have appeared in bilateral relations
between USA-EU and Russia. Over the last three months USA
has retaliated to Russian aggression with economic sanctions and
freezing of business operations of both Russian multi-national
companies and individuals who are close to Putin. Many Russian
banks have been selectively out casted from the banking system of
the European Union.
Ukraine, the tug of war between EU and Russia is at a receiving
NMI
end. Germany the largest economy in Europe also stands to face
challenges. Germany has a robust industrial base and German
demand for natural gas is on the rise. Sources claim that almost
forty percent of the German demand for natural gas is supplied
by Russia. Germany’s domestic energy resources are by far too
insignificant relative to demand to be taken seriously. Ukraine,
MS
the cause of disagreement between Russia and US used to enjoy
the benefits of highly subsidised Russian natural gas. Now that
the bonhomie between Ukraine and Russia has gone for a toss,
Gazprom the state run Russian company has decided to levy a debt
with retrospective effect for its earlier gas supplies. The European
Commission has requested Bulgaria, the poorest EU member
nation to suspend the construction of a gas pipeline beneath
the Black Sea that would have enabled Russia to supply gas to
southern Europe. However, Bulgaria depends entirely on Russian
gas supplies.
Gazprom, the Russian natural gas company is about to witness

some excitement in the near future courtesy the interplay of
competitive forces.

for Continuing
Education
NOTES

Explain the meaning of economic features of strategic
management
Describe the competitive forces shaping the strategy
Define competition and value
5.1 INTRODUCTION
Industry analysis is a market strategy tool used by businesses to
determine if they want to enter a product or service market. Company
management must carefully analyze several aspects of the industry to
determine if they can make a profit selling goods and services in the
market. Analysing economic factors, supply and demand, competitors,
future conditions and government regulations will help management
decide whether to enter an industry or invest money elsewhere.
Economic Factors: Economic factors of industry analysis include raw
materials, expected profit margins and the interference of substitute
goods. The cost of raw materials is an important factor in industry
analysis because over-priced goods will not sell in an established
market. Profit margins are closely linked to materials costs because
offering discounts or sales prices will shrink company profits and
lessen cash inflows for future production activity.
Substitute goods allow consumers to purchase a cheaper good that

performs relatively like the original item.
Supply and Demand: A supply and demand analysis helps
management understand if enough consumers are willing to purchase
more goods in an industry. If demand is high and supply is low, a
company may be willing to enter the market and offer goods near the
market price to gain a competitive advantage in the industry. A trend
of declining demand indicates an industry that is oversold, and any
new competitors will likely lose money because consumers are not
interested in current goods or services.
Competitors: The number of competitors is an important factor for
proper industry analysis. If few competitors exist in a market, they may
be charging consumers higher prices because of limited availability of
products or services. As new competitors enter the market, existing
companies can lower prices to maintain their current market share;
newer competitors may not be able to match these price cuts if
their products costs are too high. As industries contract, inefficient
producers are forced out.
Future Conditions: While no company managers can predict the
future of an industry, they can try to determine where the industry is

INDUSTRY ANALYSIS 115
NOTES
in the business cycle. If the industry is in an emerging market stage,
companies can enter an industry and expect to earn a profit from
rising consumer demand. If the industry is in a plateau stage, then
only the most efficient producers with the lowest costs can continue
to earn profits. At the end of a business cycle, demand is declining and
producers leave the industry for more profitable markets.
Government Regulations: Some industries have heavier regulations
or taxes than others, which must be considered by companies looking
to enter new markets. Taxes and other government fees add to the
cost of doing business, which eats into profits earned by companies.
Properly understanding the amount of government regulation in an
industry helps management to determine if expected profit margins
will earn a high enough return to cover these costs.
In the terms of industry analysis and to make an industry grow in the
competitive world it is quite essential to be strategic in its planning
and future expectations. In the following paragraphs we will focus
on all the aspects of industry analysis and strategic management in
relation to that.
5.2 FORMULATION OF STRATEGY

The real meaning of strategy formulation is coping with competition.
Yet it is easy to view competition too narrowly and too pessimistically.
While one sometimes hears executives complaining to the contrary,
intense competition in an industry is neither coincidence nor bad
luck. In addition, in the fight for market share, competition is not
manifested only in the other players. Rather, competition in an
industry is rooted in its underlying economics, and competitive forces
exists that go well beyond the established combatants in a particular
industry. Customers, suppliers, potential entrants, and substitute
products are all competitors that may be more or less prominent or
active depending on the industry.
Strategy formulation is the process of determining appropriate

courses of action for achieving organizational objectives and thereby
accomplishing organizational purpose.
The collective strength of the forces may be painfully apparent to
all the antagonists; but to cope with them, the strategist must delve
below the surface and analyse the sources of each. Knowledge of these
underlying sources of competitive pressure provides the groundwork
for a strategic agenda of action. They highlight the critical strengths and
weaknesses of the company, animate the positioning of the company
in its industry, clarify the areas where strategic changes may yield
the greatest payoff, and highlight the places where industry trends
promise to hold the greatest significance as wither opportunities or
threats. Understanding these sources also proves to be of help in
considering areas for diversification.

NOTES
Fill in the blank:

1. The collective strength of the forces may be painfully apparent
to all the ………………………….
Consider small business unit dealing in the manufacture and sales

of furniture. Outline the competitors of the firm.
Whatever their collective strength, the corporate strategist’s goal

is to find a position in the industry where his or her company can
best defend itself against these forces or can influence them in its
favour.
FIVE COMPETITIVE FORCES THAT

5.3
SHAPE STRATEGY
In essence, the job of the strategist is to understand and cope with
competition. Often, however, managers define competition too
narrowly, as if it occurred only among today’s direct competitors.
Yet competition for profits goes beyond established industry rivals to
include four other competitive forces as well: customers, suppliers,
potential entrants and substitute products. The extended rivalry that
results from all five forces defines an industry’s structure and shapes
the nature of competitive interaction within an industry.
As different from one another as industries might appear on the
surface, the underlying drivers of profitability are the same. The global
auto industry, for instance, appears to have nothing in common with
the worldwide market for art masterpieces or the heavily regulated
health-care delivery industry in Europe. But to understand industry
competition and profitability in each of those three cases, one must
analyze the industry’s underlying structure in terms of the five forces.
If the forces are intense, as they are in such industries as airlines,
textiles, and hotels, almost no company earns attractive returns on
investment. If the forces are benign, as they are in industries such as
software, soft drinks, and toiletries, many companies are profitable.
Industry structure drives competition and profitability, not whether
an industry produces a product or service, is emerging or mature,
high tech or low tech, regulated or unregulated. While a myriad of
factors can affect industry profitability in the short run – including
the weather and the business cycle – industry structure, manifested
in the competitive forces, sets industry profitability in the medium
and long run.

NOTES
5.3.1 DIFFERENCES IN INDUSTRY PROFITABILITY
Understanding the competitive forces, and their underlying causes,
reveals the roots of an industry’s current profitability while providing
a framework for anticipating and influencing competition (and
profitability) over time. A healthy industry structure should be as
much a competitive concern to strategists as their company’s own
position. Understanding industry structure is also essential to effective
strategic positioning. As we will see, defending against the competitive
forces and shaping them in a company’s favour are crucial to strategy.
NMI
Figure 5.1: Five Forces that Shape the Industry Competition
The configuration of the five forces differs by industry. In the market
for commercial aircraft, fierce rivalry between dominant producers
Airbus and Boeing and the bargaining power of the airlines that
MS
place huge orders for aircraft are strong, while the threat of entry,
the threat of substitutes, and the power of suppliers are more benign.
In the movie theatre industry, the proliferation of substitute forms of
entertainment and the power of the movie producers and distributors
who supply movies, the critical input, are important.
The strongest competitive force or forces determine the profitability
of an industry and become the most important to strategy formulation.
The most salient force, however, is not always obvious.
Example: Even though rivalry is often fierce in commodity industries,
it may not be the factor limiting profitability. Low returns in the
photographic film industry, for instance, are the result of a superior
substitute product – as Kodak and Fuji, the world’s leading producers
of photographic film, learned with the advent of digital photography.
In such a situation, coping with the substitute product becomes the
number one strategic priority.

NOTES
Industry structure grows out of a set of economic and technical
characteristics that determine the strength of each competitive force.
We will examine these drivers in the pages that follow, taking the
perspective of an incumbent, or a company already present in the
industry. The analysis can be readily extended to understand the
challenges facing a potential entrant.
5.3.2 THREAT OF ENTRY

New entrants to an industry bring new capacity and a desire to gain
market share that puts pressure on prices, costs, and the rate of
investment necessary to compete. Particularly when new entrants
are diversifying from other markets, they can leverage existing
capabilities and cash flows to shake up competition, as Pepsi did
when it entered the bottled water industry, Microsoft did when it
began to offer internet browsers, and Apple did when it entered the
music distribution business. The threat of entry, therefore, puts a
cap on the profit potential of an industry. When the threat is high,
incumbents must hold down their prices or boost investment to deter
new competitors. In specialty coffee retailing, for example, relatively
low entry barriers mean that Starbucks must invest aggressively in
modernising stores and menus.
The threat of entry in an industry depends on the height of entry
barriers that are present and on the reaction entrants can expect
from incumbents. If entry barriers are low and newcomers expect
little retaliation from the entrenched competitors, the threat of entry
is high and industry profitability is moderated. It is the threat of entry,
not whether entry actually occurs, that holds down profitability.
Barriers to Entry
Entry barriers are advantages that incumbents have relative to new
entrants. There are seven major sources:
Supply-side economies of scale: These economies arise when firms
that produce at larger volumes enjoy lower costs per unit because
they can spread fixed costs over more units, employ more efficient
technology, or command better terms from suppliers. Supply-side
scale economies deter entry by forcing the aspiring entrant either to
come into the industry on a large scale, which requires dislodging
entrenched competitors, or to accept a cost disadvantage. Scale
economies can be found in virtually every activity in the value chain;
which ones are most important varies by industry. In microprocessors,
incumbents such as Intel are protected by scale economies in research,
chip fabrication, and consumer marketing. For lawn care companies
like Scotts Miracle-Gro, the most important scale economies are
found in the supply chain and media advertising. In small-package
delivery, economies of scale arise in national logistical systems and
information technology.
Demand-side benefits of scale: These benefits, also known as network
effects, arise in industries where a buyer’s willingness to pay for a

NOTES
company’s product increases with the number of other buyers who
also patronise the company. Buyers may trust larger companies more
for a crucial product: Recall the old adage that no one ever got fired
for buying from IBM (when it was the dominant computer maker).
Buyers may also value being in a “network” with a larger number of
fellow customers.
Example: Online auction participants are attracted to eBay because
it offers the most potential trading partners. Demand-side benefits
of scale discourage entry by limiting the willingness of customers to
buy from a newcomer and by reducing the price the newcomer can
command until it builds up a large base of customers.
Customer switching costs: Switching costs are fixed costs that buyers
face when they change suppliers. Such costs may arise because a buyer
who switches vendors must, for example, alter product specifications,
retrain employees to use a new product, or modify processes or
information systems. The larger the switching costs, the harder it will
be for an entrant to gain customers.
Example: Enterprise Resource Planning (ERP) software is an
example of a product with very high switching costs. Once a company
has installed SAP’s ERP system, the costs of moving to a new vendor
are astronomical because of embedded data, the fact that internal
processes have been adapted to SAP, major retraining needs, and the
mission-critical nature of the applications.
Capital requirements: The need to invest large financial resources in
order to compete can deter new entrants. Capital may be necessary
not only for fixed facilities but also to extend customer credit, build
inventories, and fund start-up losses. The barrier is particularly great
if the capital is required for unrecoverable and therefore harder-to-
finance expenditures, such as up-front advertising or research and
development. While major corporations have the financial resources
to invade almost any industry, the huge capital requirements in certain
fields limit the pool of likely entrants. Conversely, in such fields as
tax preparation services or short-haul trucking, capital requirements
are minimal and potential entrants plentiful. It is important not to
overstate the degree to which capital requirements alone deter entry.
If industry returns are attractive and are expected to remain so, and if
capital markets are efficient, investors will provide entrants with the
funds they need.
Example: For aspiring air carriers, financing is available to purchase
expensive aircraft because of their high resale value, one reason why
there have been numerous new airlines in almost every region.
Incumbency advantages independent of size: No matter what their
size, incumbents may have cost or quality advantages not available
to potential rivals. These advantages can stem from such sources as
proprietary technology, preferential access to the best raw material
sources, preemption of the most favourable geographic locations,
established brand identities, or cumulative experience that has

NOTES
allowed incumbents to learn how to produce more efficiently. Entrants
try to bypass such advantages.
Example: Upstart discounters such as Target and Wal-Mart, have
located stores in freestanding sites rather than regional shopping
centres where established department stores were well entrenched.
Unequal access to distribution channels: The new entrant must,
of course, secure distribution of its product or service. A new food
item, for example, must displace others from the supermarket shelf
via price breaks, promotions, intense selling efforts, or some other
means. The more limited the wholesale or retail channels are and
the more that existing competitors have tied them up, the tougher
entry into an industry will be. Sometimes access to distribution is so
high a barrier that new entrants must bypass distribution channels
altogether or create their own. Thus, upstart low-cost airlines have
avoided distribution through travel agents (who tend to favour
established higher-fare carriers) and have encouraged passengers to
book their own flights on the internet.
Restrictive government policy: Government policy can hinder
or aid new entry directly, as well as amplify (or nullify) the other
entry barriers. Government directly limits or even forecloses entry
into industries through, for instance, licensing requirements and
restrictions on foreign investment. Regulated industries like liquor
retailing, taxi services, and airlines are visible examples. Government
policy can heighten other entry barriers through such means as
expansive patenting rules that protect proprietary technology from
imitation or environmental or safety regulations that raise scale
economies facing newcomers. Of course, government policies may
also make entry easier – directly through subsidies, for instance, or
indirectly by funding basic research and making it available to all
firms, new and old, reducing scale economies. Entry barriers should
be assessed relative to the capabilities of potential entrants, which may
be start-ups, foreign firms, or companies in related industries. And,
as some of our examples illustrate, the strategist must be mindful
of the creative ways newcomers might find to circumvent apparent
barriers.
5.3.3 EXPECTED RETALIATION

How potential entrants believe incumbents may react will also
influence their decision to enter or stay out of an industry. If reaction
is vigorous and protracted enough, the profit potential of participating
in the industry can fall below the cost of capital. Incumbents often use
public statements and responses to one entrant to send a message
to other prospective entrants about their commitment to defending
market share.
Newcomers are likely to fear expected retaliation if:
 Incumbents have previously responded vigorously to new
entrants.

NOTES
 Incumbents possess substantial resources to fight back, including
excess cash and unused borrowing power, available productive
capacity, or clout with distribution channels and customers.
 Incumbents seem likely to cut prices because they are committed
to retaining market share at all costs or because the industry has
high fixed costs, which create a strong motivation to drop prices
to fill excess capacity.
 Industry growth is slow so newcomers can gain volume only by
taking it from incumbents.
An analysis of barriers to entry and expected retaliation is obviously
crucial for any company contemplating entry into a new industry.
The challenge is to find ways to surmount the entry barriers without
nullifying, through heavy investment, the profitability of participating
in the industry.
5.3.4 POWER OF SUPPLIERS

Powerful suppliers capture more of the value for themselves by
charging higher prices, limiting quality or services, or shifting costs
to industry participants. Powerful suppliers, including suppliers of
labour, can squeeze profitability out of an industry that is unable to
pass on cost increases in its own prices.
Example: Microsoft has contributed to the erosion of profitability
among personal computer makers by raising prices on operating
systems. PC makers, competing fiercely for customers who can
easily switch among them, have limited freedom to raise their prices
accordingly.
Companies depend on a wide range of different supplier groups for
inputs. A supplier group is powerful if:
 It is more concentrated than the industry it sells to. Microsoft’s
near monopoly in operating systems, coupled with the
fragmentation of PC assemblers, exemplifies this situation.
 The supplier group does not depend heavily on the industry for
its revenues. Suppliers serving many industries will not hesitate
to extract maximum profits from each one. If a particular
industry accounts for a large portion of a supplier group’s volume
or profit, however, suppliers will want to protect the industry
through reasonable pricing and assist in activities such as R&D
and lobbying.
 Industry participants face switching costs in changing suppliers.
Example: shifting suppliers is difficult if companies have invested
heavily in specialised ancillary equipment or in learning how to
operate a supplier’s equipment (as with Bloomberg terminals
used by financial professionals). Or firms may have located their
production lines adjacent to a supplier’s manufacturing facilities
(as in the case of some beverage companies and container

NOTES
manufacturers). When switching costs are high, industry
participants find it hard to play suppliers off against one another.
(Note that suppliers may have switching costs as well. This limits
their power.)
 Suppliers offer products that are differentiated.
Example: Pharmaceutical companies that offer patented drugs
with distinctive medical benefits have more power over hospitals,
health maintenance organisations, and other drug buyers,
for example, than drug companies offering me-too or generic
products.
 There is no substitute for what the supplier group provides.
Example: Pilots’ unions, exercise considerable supplier power
over airlines partly because there is no good alternative to a
well-trained pilot in the cockpit.
 The supplier group can credibly threaten to integrate forward
into the industry. In that case, if industry participants make too
much money relative to suppliers, they will induce suppliers to
enter the market.
5.3.5 POWER OF BUYERS

Powerful customers – the flip side of powerful suppliers – can capture
more value by forcing down prices, demanding better quality or more
service (thereby driving up costs), and generally playing industry
participants off against one another, all at the expense of industry
profitability. Buyers are powerful if they have negotiating leverage
relative to industry participants, especially if they are price sensitive,
using their clout primarily to pressure price reductions.
As with suppliers, there may be distinct groups of customers who differ
in bargaining power. A customer group has negotiating leverage if:
 There are few buyers, or each one purchases in volumes that are
large relative to the size of a single vendor. Large-volume buyers
are particularly powerful in industries with high fixed costs, such
as telecommunications equipment, offshore drilling, and bulk
chemicals. High fixed costs and low marginal costs amplify the
pressure on rivals to keep capacity filled through discounting.
 The industry’s products are standardised or undifferentiated. If
buyers believe they can always find an equivalent product, they
tend to play one vendor against another.
 Buyers face few switching costs in changing vendors.
 Buyers can credibly threaten to integrate backward and produce
the industry’s product themselves if vendors are too profitable.
Producers of soft drinks and beer have long controlled the power
of packaging manufacturers by threatening to make, and at times
actually making, packaging materials themselves.

NOTES
A buyer group is price sensitive if:
 The product it purchases from the industry represents a
significant fraction of its cost structure or procurement budget.
Here buyers are likely to shop around and bargain hard, as
consumers do for home mortgages. Where the product sold by
an industry is a small fraction of buyers’ costs or expenditures,
buyers are usually less price sensitive.
 The buyer group earns low profits, is strapped for cash, or is
otherwise under pressure to trim its purchasing costs. Highly
profitable or cash-rich customers, in contrast, are generally less
price sensitive (that is, of course, if the item does not represent a
large fraction of their costs).
 The quality of buyers’ products or services is little affected by
the industry’s product. Where quality is very much affected by
the industry’s product, buyers are generally less price sensitive.
When purchasing or renting production quality cameras, for
instance, makers of major motion pictures opt for highly reliable
equipment with the latest features. They pay limited attention to
price.
 The industry’s product has little effect on the buyer’s other costs.
Here, buyers focus on price. Conversely, where an industry’s
product or service can pay for itself many times over by improving
performance or reducing labour, material, or other costs, buyers
are usually more interested in quality than in price.
Examples: Include products and services like tax accounting or well
logging (which measures below-ground conditions of oil wells) that
can save or even make the buyer money. Similarly, buyers tend not to
be price sensitive in services such as investment banking, where poor
performance can be costly and embarrassing.
Most sources of buyer power apply equally to consumers and to
business-to-business customers. Like industrial customers, consumers
tend to be more price sensitive if they are purchasing products that
are undifferentiated, expensive relative to their incomes, and of a sort
where product performance has limited consequences. The major
difference with consumers is that their needs can be more intangible
and harder to quantify.
Intermediate customers, or customers who purchase the product but
are not the end user (such as assemblers or distribution channels),
can be analysed the same way as other buyers, with one important
addition. Intermediate customers gain significant bargaining power
when they can influence the purchasing decisions of customers
downstream. Consumer electronics retailers, jewellery retailers, and
agricultural equipment distributors are examples of distribution
channels that exert a strong influence on end customers.
Producers often attempt to diminish channel clout through exclusive
arrangements with particular distributors or retailers or by marketing

NOTES
directly to end users. Component manufacturers seek to develop
power over assemblers by creating preferences for their components
with downstream customers. Such is the case with bicycle parts and
with sweeteners.
Example: DuPont has created enormous clout by advertising its
Stainmaster brand of carpet fibres not only to the carpet manufacturers
that actually buy them but also to downstream consumers. Many
consumers request Stainmaster carpet even though DuPont is not a
carpet manufacturer.
Threat of Substitutes
A substitute performs the same or a similar function as an industry’s
product by a different means. Videoconferencing is a substitute for
travel. Plastic is a substitute for aluminium. E-mail is a substitute for
express mail. Sometimes, the threat of substitution is downstream or
indirect, when a substitute replaces a buyer industry’s product.
Example: Lawn-care products and services are threatened when
multifamily homes in urban areas substitute for single-family homes
in the suburbs. Software sold to agents is threatened when airline and
travel websites substitute for travel agents.
Substitutes are always present, but they are easy to overlook because
they may appear to be very different from the industry’s product: To
someone searching for a Father’s Day gift, neckties and power tools
may be substitutes. It is a substitute to do without, to purchase a used
product rather than a new one, or to do it yourself (bring the service
or product in-house). When the threat of substitutes is high, industry
profitability suffers. Substitute products or services limit an industry’s
profit potential by placing a ceiling on prices. If an industry does
not distance itself from substitutes through product performance,
marketing, or other means, it will suffer in terms of profitability – and
often growth potential. Substitutes not only limit profits in normal
times, they also reduce the bonanza an industry can reap in good
times.
Example: In emerging economies, the surge in demand for wired
telephone lines has been capped as many consumers opt to make a
mobile telephone their first and only phone line.
The threat of a substitute is high if:
 It offers an attractive price-performance trade-off to the
industry’s product. The better the relative value of the substitute,
the tighter is the lid on an industry’s profit potential.
Example: Conventional providers of long-distance telephone
service have suffered from the advent of inexpensive internet-
based phone services such as Vonage and Skype. Similarly, video
rental outlets are struggling with the emergence of cable and
satellite video-on-demand services, online video rental services

NOTES
such as Netflix, and the rise of internet video sites like Google’s
YouTube.
 The buyer’s cost of switching to the substitute is low. Switching
from a proprietary, branded drug to a generic drug usually
involves minimal costs, for example, which is why the shift to
generics (and the fall in prices) is so substantial and rapid.
Strategists should be particularly alert to changes in other industries
that may make them attractive substitutes when they were not
before. Improvements in plastic materials, for example, allowed them
to substitute for steel in many automobile components. In this way,
technological changes or competitive discontinuities in seemingly
unrelated businesses can have major impacts on industry profitability.
Of course the substitution threat can also shift in favour of an industry,
which bodes well for its future profitability and growth potential.
5.3.6 RIVALRY AMONG EXISTING COMPETITORS

Rivalry among existing competitors takes many familiar forms,
including price discounting, new product introductions, advertising
campaigns, and service improvements. High rivalry limits the
profitability of an industry. The degree to which rivalry drives down
an industry’s profit potential depends, first, on the intensity with
which companies compete and, second, on the basis on which they
compete.
The intensity of rivalry is greatest if:
 Competitors are numerous or are roughly equal in size and
power. In such situations, rivals find it hard to avoid poaching
business. Without an industry leader, practices desirable for the
industry as a whole go unenforced.
 Industry growth is slow. Slow growth precipitates fights for
market share.
 Exit barriers are high. Exit barriers, the flip side of entry barriers,
arise because of such things as highly specialised assets or
management’s devotion to a particular business. These barriers
keep companies in the market even though they may be earning
low or negative returns. Excess capacity remains in use, and
the profitability of healthy competitors suffers as the sick ones
hang on.
 Rivals are highly committed to the business and have
aspirations for leadership, especially if they have goals that go
beyond economic performance in the particular industry. High
commitment to a business arises for a variety of reasons.
Example: State-owned competitors may have goals that include
employment or prestige. Units of larger companies may
participate in an industry for image reasons or to offer a full
line. Clashes of personality and ego have sometimes exaggerated

NOTES
rivalry to the detriment of profitability in fields such as the media
and high technology.
 Firms cannot read each other’s signals well because of lack of
familiarity with one another, diverse approaches to competing,
or differing goals.
Rivalry is especially destructive to profitability if it gravitates solely
to price because price competition transfers profits directly from an
industry to its customers. Price cuts are usually easy for competitors
to see and match, making successive rounds of retaliation likely.
Sustained price competition also trains customers to pay less attention
to product features and service. Price competition is most liable to
occur if:
 Products or services of rivals are nearly identical and there are
few switching costs for buyers. This encourages competitors
to cut prices to win new customers. Years of airline price wars
reflect these circumstances in that industry.
 Fixed costs are high and marginal costs are low. This creates
intense pressure for competitors to cut prices below their average
costs, even close to their marginal costs, to steal incremental
customers while still making some contribution to covering
fixed costs. Many basic-materials businesses, such as paper and
aluminium, suffer from this problem, especially if demand is not
growing. So do delivery companies with fixed networks of routes
that must be served regardless of volume.
 Capacity must be expanded in large increments to be efficient.
The need for large capacity expansions, as in the polyvinyl
chloride business, disrupts the industry’s supply-demand balance
and often leads to long and recurring periods of overcapacity and
price cutting.
 The product is perishable. Perishability creates a strong
temptation to cut prices and sell a product while it still has value.
More products and services are perishable than is commonly
thought. Just as tomatoes are perishable because they rot,
models of computers are perishable because they soon become
obsolete, and information may be perishable if it diffuses rapidly
or becomes outdated, thereby losing its value. Services such as
hotel accommodations are perishable in the sense that unused
capacity can never be recovered.
Competition on dimensions other than price – on product features,
support services, delivery time, or brand image, for instance – is less
likely to erode profitability because it improves customer value and can
support higher prices. Also, rivalry focused on such dimensions can
improve value relative to substitutes or raise the barriers facing new
entrants. While non-price rivalry sometimes escalates to levels that
undermine industry profitability, this is less likely to occur than it is
with price rivalry. As important as the dimensions of rivalry is whether
rivals compete on the same dimensions. When all or many competitors

NOTES
aim to meet the same needs or compete on the same attributes, the
result is zero-sum competition. Here, one firm’s gain is often another’s
loss, driving down profitability. While price competition runs a stronger
risk than non-price competition of becoming zero sum, this may not
happen if companies take care to segment their markets, targeting
their low-price offerings to different customers.
Rivalry can be positive sum, or actually increase the average
profitability of an industry, when each competitor aims to serve the
needs of different customer segments, with different mixes of price,
products, services, features, or brand identities. Such competition
can not only support higher average profitability but also expand the
industry, as the needs of more customer groups are better met. The
opportunity for positive-sum competition will be greater in industries
serving diverse customer groups. With a clear understanding of the
structural underpinnings of rivalry, strategists can sometimes take
steps to shift the nature of competition in a more positive direction.
How to analyse Industry - (Michael Porter, HBR-Jan, 2008)
 Analyse average industry profitability over a period
 3-5 year period can distinguish temporary/cyclical changes from
structural changes
 Understand the underpinnings of competition and the root
causes of profitability in an industry analysis, not important to
declare an industry attractive or unattractive
 Analyse industry structure quantitatively, than qualitatively with
lists of factors
 Quantify the 5 forces – % age of buyer’s total cost accounted for
by industry’s product (to understand buyer price sensitivity);
%age of industry sales required to fill a plant or operate logistical
network of efficient scale (to assess barriers to entry); buyer’s
switching cost (to determine inducement an entrant or rival must
offer customers)
 Define relevant industry – Products, exclusive/indirect industry,
scope, competition
 Identify and segment participants – buyers, suppliers,
competitors, substitutes and potential entrants
 Assess drivers of each competitive force – determine which are
strong and weak – Why
 Determine overall industry structure and consistency –
profitability levels and reasons, controlling factors; are more
profitable players better positioned wrt the 5 forces
 Analyse future changes (+/–) in each force
 Aspects of industry structure, influenced by company, competitors
or new entrants
 Common Pitfalls
 Defining industry – too broadly or too narrowly

NOTES
 Paying equal attention to all forces than focusing on the most
important ones
 Confusing effect (price sensitivity) with cause (buyer economics)
 Using static analysis that ignores industry trends
 Confusing cyclical or transient changes with true structural
changes
 Use framework for strategic choices than declare industry –
attractive/unattractive
Fill in the blanks:

2. The job of the strategist is to understand and cope
with……………………….
3. A healthy industry structure should be as much a competitive
concern to ........................... as their company’s own position.
4. New entrants to an industry bring new capacity and a desire
to gain market share that puts pressure on prices, costs, and
the rate of...............................necessary to compete.
5. The threat of entry in an industry depends on the height of
entry barriers that are present and on the reaction entrants
can expect from …………………………….
6. If reaction is vigorous and protracted enough, the profit
potential of participating in the industry can fall below
the …………………….
7. Substitutes not only limit profits in normal times, they also
reduce the ..........................an industry can reap in good times.
8. High rivalry limits the .................................of an industry.
9. The strength of rivalry reflects not just the...........................of
competition but also the basis of competition.
10. The competitive forces reveal the ...................................of
industry competition.
Consider the metals and mining industry in India. Outline the

competitive forces that shall affect strategy formulation of a new
entrant into the industry.
The strength of rivalry reflects not just the intensity of competition

but also the basis of competition. The dimensions on which
competition takes place, and whether rivals converge to compete on
the same dimensions, have a major influence on profitability.

NOTES
5.4 PESTLE ANALYSIS

Originally designed as a business environmental scan, the PEST or
PESTLE analysis is an analysis of the external macro environment
(big picture) in which a business operates. These are often factors
which are beyond the control or influence of a business, however are
important to be aware of when doing product development, business
or strategy planning.
5.4.1 HISTORY OF PESTLE

The term ‘PESTLE’ has been used regularly in the last 10+ years
and its true history is difficult to establish. From our research, the
earliest know reference to tools and techniques for ‘Scanning the
Business Environment’ appears to be by Francis J. Aguilar (1967) who
discusses ‘ETPS’ – a mnemonic for the four sectors of his taxonomy of
the environment: Economic, Technical, Political, and Social. Shortly
after its publication, Arnold Brown for the Institute of Life Insurance
(in the US) reorganised it as ‘STEP’ (Strategic Trend Evaluation
Process) as a way to organise the results of his environmental scanning.
Thereafter, this ‘macro external environment analysis’, or
‘environmental scanning for change’, was modified yet again to
become a so-called STEPE analysis (the Social, Technical, Economic,
Political and Ecological taxonomies). In the 1980s, several other
authors including Fahey, Narayanan, Morrison, Renfro, Boucher,
Mecca and Porter included variations of the taxonomy classifications
in a variety of orders: PEST, PESTLE, STEEPLE etc. Why the slightly
negative connotations of PEST have proven to be more popular than
STEP is not known. There is no implied order or priority in any of the
formats.
Some purists claim that STEP or PEST still contain headings which
are appropriate for all situations, other claim that the additional
breakdown of some factors to help individuals and teams undertaking
an environmental scan.
Quite who and when added what elements to the mnemonic is a
mystery, but what we do know is that the actual order and words
contained are common to certain parts of the world and streams of
academic study. The term PESTLE is particularly popular on HR
and introductory marketing courses in the UK. Others favour PEST,
STEP or STEEPLE.
5.4.2 PESTLE ANALYSIS TOOL

PESTLE analysis is a useful tool for understanding the “big picture” of
the environment, in which you are operating, and the opportunities and
threats that lie within it. By understanding the environment in which
you operate (external to your company or department), you can take
advantage of the opportunities and minimise the threats. Specifically
the PEST or PESTLE analysis is a useful tool for understanding risks

NOTES
associated with market growth or decline, and as such the position,
potential and direction for a business or organisation.
The PESTLE analysis is often used as a generic ‘orientation’ tool,
finding out where an organisation or product is in the context of what
is happening out side that will at some point effect what is happening
inside an organisation.
A PESTLE analysis is a business measurement tool, looking at factors
external to the organisation. It is often used within a strategic SWOT
analysis (Strengths, Weaknesses, Opportunities and Threats analysis).
PESTLE is an acronym for Political, Economic, Social, Technological,
Legal and Environmental factors, which are used to assess the market
for a business or organisational unit strategic plan.
TABLE 5.1: DESCRIPTION OF PESTLE ACRONYM
Political Economic Social

Regulatory/legislative, Economy, Tax, Demographics,
policy, Trade practices, Market, Trade psychographics,
Macro and external cycles, interest & consumer
environment exchange rates behaviour, culture
lifecycle S
Technological Legal
Technology, innovation, IPR, local &
international laws,
competition
Environmental
Ecology,
environment,
energy, waste
The PESTLE analysis headings are a framework for reviewing a
situation, and can also be used to review a strategy or position, direction
of a company, a marketing proposition, or idea. There are many variants
NM
on this model including PEST analysis and STEEPLE analysis.
Completing a PESTLE analysis can be a simple or complex process.
It all depends how thorough you need to be. It is a good subject
for workshop sessions, as undertaking this activity with only one
perspective (i.e. only one persons view) can be time consuming and
miss critical factors.
Use PESTLE analysis for business and strategic planning, marketing
planning, business and product development and research reports.
The PESTLE template below includes sample questions or prompts,
whose answers are can be inserted into the relevant section of the
table. The questions are examples of discussion points, and should be
altered depending on the subject of the analysis, and how you want to
use it. Make up your own PESTLE questions and prompts to suit the
issue being analysed and the situation (i.e. the people doing the work
and the expectations of them).

NOTES
It is important to clearly identify the subject of a PESTLE analysis
(that is a clear goal or output requirement), because an analysis of
this type is multi faceted in relation to a particular business unit
or proposition – if you dilute the focus you will produce an unclear
picture – so be clear about the situation and perspective that you use
PESTLE to analyze.
A market is defined by what is addressing it, be it a product, company,
organisation, brand, business unit, proposition, idea, etc, so be clear
about how you define the market being analysed, particularly if you
use PESTLE analysis in workshops, team exercises or as a delegated
task. The PESTLE subject should be a clear definition of the market
being addressed, which might be from any of the following standpoints:
 A company looking at its market
 A product looking at its market
 A brand in relation to its market
 A local business unit or function in a business
 A strategic option, such as entering a new market or launching a
new product
 A potential acquisition
 A potential partnership
 An investment opportunity
Be sure to describe the subject for the PESTLE analysis clearly so
that people contributing to the analysis, and those seeing the finished
PESTLE analysis, properly understand the purpose of the PESTLE
assessment and implications.
5.4.3 ON TO SWOT ANALYSIS

To take the PESTLE analysis forward you can integrate the results
into your SWOT.
The outputs from the BIR/ SWOT will provide you with your internal
strengths and weaknesses.
Have a look at the HIGH impacts from the PESTLE. Some will be
positive in nature, others will be negative. List these on your SWOT
analysis under OPPORTUNITIES and THREATS.
The PESTLE model is a useful environmental scan as part of
a diagnostic process. The PESTLE analysis tool can be used in
association with the Business Improvement Review (BIR) – a highly
structured and holistic SWOT tool. The PESTLE models can help to
identify the context in which a business operates and provide a context
for change. A PESTLE analysis can provide a valuable agenda upon
which to use a Business Improvement Review (BIR) to help identify
the strengths and weaknesses (SWOT) of an organisation, as apart of
an organisational change process.

NOTES
5.4.4 PEST-G OR PEST-E
There have been some changes to the way PEST is being used in
2009, with the addition of G for Green or E for Environment. Within
the PESTLE version of course this is already catered for.
It has taken some time, but now those faithful to PEST rather than
PESTLE are starting to change and add a new variant.
Fill in the blanks:

11. Originally designed as a business environmental scan, the
…………. or ………….. analysis is an analysis of the external
macro environment (big picture) in which a business operates.
12. A PESTLE analysis is a business measurement tool, looking at
factors ................... to the organisation.
13. PESTLE is an acronym for …………., …………., ................. ,
………….., ………… and .................. factors.
Walmart wants to enter into the Indian multi-brand retail industry.

Conduct PESTLE analysis for Walmart’s entry strategy in India.
5.5 COMPETITION AND VALUE

The competitive forces reveal the drivers of industry competition.
A company strategist who understands that competition extends
well beyond existing rivals will detect wider competitive threats
and be better equipped to address them. At the same time, thinking
comprehensively about an industry’s structure can uncover
opportunities: differences in customers, suppliers, substitutes,
potential entrants, and rivals that can become the basis for distinct
strategies yielding superior performance. In a world of more open
competition and relentless change, it is more important than ever to
think structurally about competition.
Understanding the Industry Structure

Understanding industry structure is equally important for investors as
for managers. The five competitive forces reveal whether an industry
is truly attractive, and they help investors anticipate positive or
negative shifts in industry structure before they are obvious. The five
forces distinguish short-term blips from structural changes and allow
investors to take advantage of undue pessimism or optimism. Those
companies whose strategies have industry-transforming potential
become far clearer. This deeper thinking about competition is a
more powerful way to achieve genuine investment success than the

NOTES
financial projections and trend extrapolation that dominate today’s
investment analysis.
Common Pitfalls
If both executives and investors looked at competition this way, capital
markets would be a far more effective force for company success and
economic prosperity. Executives and investors would both be focused
on the same fundamentals that drive sustained profitability. The
conversation between investors and executives would focus on the
structural, not the transient. Imagine the improvement in company
performance – and in the economy as a whole – if all the energy
expended in “pleasing the Street” were redirected toward the factors
that create true economic value.
Differences in Industry Profitability

The average return on invested capital varies markedly from industry
to industry. Between 1992 and 2006, for example, average return
on invested capital in U.S. industries ranged as low as zero or even
negative to more than 50%. At the high end are industries like soft
drinks and pre-packaged software, which have been almost six times
more profitable than the airline industry over the period.
Do a company’s actions to “please the street” deprive it of genuine

opportunities to create value? Discuss.
5.6 INDUSTRY STRUCTURE

Now after seeing the forces what force the companies to make their
strategy we will see that what is the structure of industry and what are
its determinants. A final dimension of industry that is important to
the performance of new firms is industry structure. The structure of
the industry refers to the nature of barriers to entry and competitive
dynamics in the industry. Four characteristics of industry structure
are particularly important to the performance of new firms in the
industry: capital intensity, advertising intensity, concentration and
average firm size.
Capital intensity measures the importance of capital as opposed to
labour in the production process. Some industries, such as aerospace,
involve a great deal of capital and relatively little labour. Other
industries, such as textiles, involve relatively little capital and a great
deal of labour.
New firms perform better in labour intensive industries (ones where
work matters more than money) than in capital intensive ones.
Why? At the time that they are founded, new firms lack cash flow
from existing operations. Yet new firms need to expend capital to
establish the organisation and create production and distribution

NOTES
assets. Because new firms must expend capital before they have cash
flow from operations, they must obtain capital from external capital
markets. Capital obtained from financial markets is more expensive
than internally generated capital. Investors demand a premium for
bearing the risk that comes from the gap of information between
investors and entrepreneurs. The magnitude of this premium is
related to the size of the capital requirement necessary to create
the business. The larger the capital requirement, the greater the
disadvantage faced by new firms in the industry.
New firms are disadvantaged relative to established firms in more
advertising intensive industries. Advertising is a mechanism through
which companies develop the reputations that help them sell their
products and services. To build a brand name reputation through
advertising, two conditions need to be met. First, the advertising has
to be repeated over time. The capacities of human beings are such
that they can only absorb so much information at a time. Therefore, it
takes time for new firms to build their brand names, during which time
they have lesser reputations than existing firms. Second, economies
of scale exist in advertising. The cost of advertising is largely fixed,
regardless of the number of units of a product sold. As a result, the
cost per unit of advertising decreases with the volume of sales. New
firms tend to produce fewer units than established firms because they
begin operations at a small scale, making their per unit advertising
costs higher than those of established firms. Of course, this advertising
disadvantage is more problematic the more important advertising is
for an industry, making new firms less competitive with established
firms in more advertising intensive industries than in less advertising
intensive ones.
New firms are disadvantaged relative to established firms in more
concentrated industries. Concentration is a measure of the market
share that is held by the largest companies in an industry. For instance,
in some industries, such as pharmaceuticals, the largest companies
account for almost all of the market. In contrast, in more fragmented
industries, like dry cleaning, virtually no firm has even 1 percent of
the total market.
New firms perform relatively poorly in concentrated industries because
industry concentration provides large, established firms with market
power. In concentrated industries, such as telecommunications firms
offering local phone service, established firms have the resources to
keep new firms from establishing a beachhead in the industry. As a
result, they use their monopoly or oligopoly profits to deter entry.
Moreover, entry can be deterred more easily in concentrated industries
than in fragmented industries for two reasons. First, in fragmented
industries, there are small, vulnerable firms that can be challenged
more successfully than the large, powerful firms that are the only
competitors in concentrated industries. Second, in concentrated
industries, established firms can collude to keep other firms from
entering. For instance, they can collectively cut prices when a new

NOTES
entrant comes into the industry until that entrant is driven out of
business and then raise prices again. Because collusion only works if
all of the colluders participate, it is much easier to pull off when there
are few players in an industry than when there are many.
New firms perform better in industries in which the average size of
firms is small. New firms tend to begin small as a way to minimise
the risk of entrepreneurial miscalculation. That is, if entrepreneurs
begin small, they have a lower downside loss if they are incorrect. In
industries in which most firms are small, starting a new firm at a small
scale does not create much of a disadvantage relative to the established
firms in the industry. In contrast, in industries where the average firm
size is large, starting small creates a number of disadvantages, such as
the inability to purchase in volume and higher average manufacturing
and distribution costs due to the absence of economies of scale. As
an example, think of the difference between Web site developers and
steel mills. Because the average Web site developer is small, a new
small Web site developer is able to operate at almost the same scale, if
not the same scale, as the established players. However, the average
steel mill is quite large. So, if a new steel mill is started small, it is
initially at a great disadvantage relative to the established firms with
which it needs to compete.
5.6.1 FRAGMENTATION AND CONSOLIDATION OF

INDUSTRIES
Industries are fragmented for a wide variety of reasons, with greatly
differing implications for competing in them. Some industries are
fragmented for historical reasons — because of the resources or
abilities of the firms historically in them — and there is no fundamental
economic basis for fragmentation. However, in many industries there
are underlying economic causes and the principal ones seem to be as
follows:
 Low overall Entry Barriers: Nearly all fragmented industries
have low overall entry barriers. Otherwise they could not
be populated by so many small firms. However, although a
prerequisite to fragmentation, low entry barriers are usually
not sufficient to explain it. Fragmentation is nearly always
accompanied by one or more of the other causes discussed below.
 Absence of Economies of Scale or Experience Curve: Most
fragmented industries are characterised by the absence of
significant scale economies or learning curves in any major
aspect of the business, whether it be manufacturing processes
characterised by few if any economies of scale or experience
cost declines, because the process is a simple fabrication or
assembly operation (fibreglass and polyurethane molding), is a
straightforward warehousing operation (electronic component
distribution), has an inherently high labour content (security
guards), has a high personal service content or is intrinsically
hard to mechanise or routinise.

NOTES
 High Transportation Cost: High transportation costs limit
the size of an efficient plant or production location despite the
presence of economies of scale. Transportation costs balanced
against economies of scale determine the radius a plant can
economically service. Transportation costs are high in such
industries as cement, fluid milk, and highly caustic chemicals.
They are effectively high in many service industries because the
service is “produced” at the customer’s premises or the customer
must come to where the service is produced.
 High Inventory Costs or Erratic Sales Fluctuations: Although
there may be intrinsic economies of scale in the production
process, they may not be reaped if inventory carrying
costs are high and sales fluctuate. Here production has to
be built up and down, which works against the construction
of large-scale, capital-intensive facilities and operating them
continuously. Similarly, if sales are very erratic and fluctuate over
a wide range, then the firm with large-scale facilities may not
have advantages over the smaller, more nimble firm, even if the
large firm’s production operations are more efficient in a fully
loaded state. Small-scale, less specialised facilities or distribution
systems are usually more flexible in absorbing output shifts than
large, more specialised ones, even though they may have higher
operating costs at a steady operating rate.
 No Advantages of Size in Dealing with Buyers or Suppliers:
The structure of the buyer groups and supplier industries is such
that a firm gains no significant bargaining power in dealing with
these adjacent business from being large. Buyers, for example,
might be so large that even a large firm in the industry would only
be marginally better off in bargaining with them than a smaller
firm. Sometimes powerful buyers or suppliers will be powerful
enough to actually keep companies in the industry small, through
intentionally spreading their business or encouraging entry.
 Diseconomies of Scale in Some Important Aspect: Diseconomies
of scale can stem from a variety of factors. Rapid product
changes or style changes demand quick response and intense
coordination among functions. Where frequent introductions and
style changes are essential to competition, allowing only short
lead times, a large firm may be less efficient than a smaller one –
which seems to be true in women’s clothing and other industries
in which style plays a major role in competition.
If maintaining a low overhead is crucial to success, this factor can
favour the small firm under the iron hand of an owner-manager,
unencumbered by pension plans and other corporate trappings and
less subject to scrutiny by government regulators than the large firm.
A high diverse product line requiring customisation to individual
users requires a great deal of user-manufacturer interface on small
volumes of product and can favour the small firm over the larger one.

NOTES
The business forms industry many be an example of one in which
such product diversity has led to fragmentation.
Although there are exceptions, if heavy creative content is required, it
is often difficult to maintain the productivity of creative personnel in
a very large company. One sees no dominant firms in industries such
as advertising and interior design.
If close local control and supervision of operations is essential
to success the small firm may have an edge. In some industries,
particularly services like nightclubs and eating places, an intense
amount of close, personal supervision seems to be required. Absentee
management works less effectively in such business, as a general rule,
than an owner-manager who maintains close control over relatively
small operation.
Smaller firms are often more efficient where personal service is the
key to the business. The quality of personal service and the customer’s
perception that individualised, responsive service is being provided
often seem to decline with the size of the firm once a threshold is
reached. This factor seems to lead to fragmentation in such industries
as beauty care and consulting.
Where a local image and local contacts often are keys to the business
the large firm can be at a disadvantage. In some industries like
aluminium fabricating, building supply, and many distribution
business, a local presence is essential to success. Intense business
development, contact building, and sales effort on a local level are
necessary to compete. In such industries a local or regional firm can
often outperform a larger firm provided it faces no significant cost
disadvantages.
 Direct Market Needs: In some industries buyers’ tastes are
fragmented, with different buyers each desiring special varieties
of a product and willing (and able) to pay a premium for it rather
than accept a more standardised version. Thus the demand for
any particular product variety is small, and adequate volume is
not present to support production, distribution, or marketing
strategies that would yield advantages to the large firm.
Sometimes fragmented buyers’ tastes stem from regional or
local differences in market needs, for example, in the fire engine
industry. Every local fire department wants its own customised
fire engine with many expensive bells, whistles and other options.
The nearly every fire engine sold is unique. Production is job
shop and almost purely assembly, and there are literally dozens
of fire engine manufacturers, none of whom has a major market
share.
 High Product Differentiation, Particularly if Based on Image:
If product differentiation is very high based on image, it can
place limits on a firm’s size and provide an umbrella that allows
inefficient firms to survive. Large size may be inconsistent with
an image of exclusivity or with the buyer’s desire to have a brand

NOTES
all his or her own. Closely related to this situation is one in which
key suppliers to the industry value exclusively or a particular
image in the channel for their products or services. Performing
artists, for example, may prefer dealing with a small booking
agency or record label that carries the image they desire to
cultivate.
 Exit Barriers: If there are exit barriers, marginal firms will tend
to stay in the industry and thereby hold back consolidation.
Aside from economic exit barriers, managerial exit barriers
appear to be common in fragmented industries. There may be
competitors with goals that are not necessarily profit-oriented.
Certain businesses may have a romantic appeal or excitement
that attracts competitors who want to be in the industry despite
low or even nonexistent profitability. This factor seems to be
common in such industries as fishing and talent agencies.
 Basic approach to overcome fragmentation: It recognises that
the root cause of the fragmentation cannot be altered. Rather,
the strategy is to neutralise the parts of the business subject to
fragmentation to allow advantages of share in other aspects to
come into play.
 Make Acquisitions for a Critical Mass: In some industries there
may ultimately be some advantages to holding a significant share,
but it is extremely difficult to build share incrementally because
of the causes of fragmentation. For example, if local contacts are
important in selling, it is difficult to invade the territory of other
firms in order to expand. But if the firm can develop a threshold
share, it can begin to reap any significant advantages of scale. In
companies can be successful, provided the acquisitions can be
integrated and managed.
 Recognise Industry Trends Early: Sometimes industries
consolidate naturally as they mature, particularly if the primary
source of fragmentation was the newness of the industry; or
exogenous industry trends can lead to consolidation by altering
the causes of fragmentation.
Example: Computer service bureaus are facing increasing
competition from minicomputers and microcomputers. This
new technology means that even the small and medium-
sized firm can afford to have its own computer. Thus, service
bureaus increasingly have had to service the large, multilocation
company to continue their growth and/or to offer sophisticated
programming and other services in addition to just computer
time. This development has increased the economies of scale in
the service bureau industry and is leading to consolidation.
In the service bureau example, the threat of substitute products
triggered consolidation by shifting buyers’ needs, and thereby
stimulating changes in service that were increasingly subject to

NOTES
economies of scale. In other industries, changes in buyers’ tastes,
changes in the structure of distribution channels, and innumerable
other industry trends may operate, directly or indirectly, on the
causes of fragmentation. Government or regulatory changes can force
consolidation by raising standards in the product or manufacturing
process beyond the reach of small firms through the creation of
economies of scale. Recognising the ultimate effect of such trends,
and positioning the company to take advantage of them, can be an
important way of overcoming fragmentation.
5.6.2 CONSOLIDATION
Consolidation has long been used to achieve and sustain power in
the marketplace. Indeed, creating a monopoly position through
consolidation can be one of the most effective ways of achieving
economic returns through a business venture. This long history does
not imply, however, that consolidation strategies have remained the
same. Using historical documentation and an analysis of current
merger and acquisition activity, we show how consolidation strategies
have evolved through the past century, and how they could be
improved using a more rigorous framework. As with the prior waves,
consolidation is ultimately encouraged by changes in the external
environment, and many factors align to drive the current boom.
However, the current wave of consolidation is much broader, spanning
industrial and service industries. In addition, specialised financial
players have joined the traditional consolidators, resulting in even
greater market activity.
We certainly recognise that success for a consolidation play relies
significantly on implementation. Our 5 C’s may suggest that an
industry is ripe for a consolidation play only to have the consolidator
fail during implementation. Conversely, our framework may suggest
that successful consolidation is unlikely but a superior consolidator
could overcome the negative issues.
The framework is meant to guide thinking about consolidations and
highlight the factors that will ultimately influence success. As depicted
in Figure 5.2, the 5 C’s are Capital access restricted; Cultures and
regions compatible; Customers and competitors receptive; Change
catalysts unlikely; and Competitive advantage realizable for the
consolidator. Each element of the framework will be detailed further in
following sections, but we first present a quick note on the interaction
between the variables. The outer four variables address the major
industry issues and highlight potential pitfalls. They are focused on
the industry as a whole and should apply somewhat uniformly across
individual businesses.
They should be examined by asking: “Is this issue significant in this
industry?” If the answer is affirmative, then consolidation may well
be successful. However, the fifth and centre variable is more business
specific and should be examined by asking: “Do these opportunities

NOTES
exist and are they realizable?” Essentially, the ultimate success in a
consolidation play relies upon the proper implementation of the fifth
variable.
Underlying this analysis must be the broader question of: “Why
is this industry fragmented now and what has changed to make
consolidation possible?” According to Michael Porter in Competitive
Strategy, industries are usually fragmented for five general reasons.
These reasons will be addressed in turn as they pertain to each of our
5 C’s but it is useful to summarise them here. They are:
 Low entry barriers and/or high exit barriers
 Lack of power advantages with buyers and/or suppliers
Capital access
restricted
Change Cultures and

Competitive advantage
catalysts to consolidator regions
unlikely compatible
Customers and
competition receptive
Figure 5.2: Porter’s 5 C Model



NMI
No economies of scale or scope
Regional issues: high transport costs, high inventory costs, or
diverse markets
Regulatory issues
MS
There is some obvious overlap with some of our 5 C’s. Porter’s reasons
are a useful starting point for understanding industry fragmentation
but fail to fully cover all potential issues of a consolidation strategy.
We highlight his work because it provides a useful foundation upon
which to more deeply examine a consolidation play using the 5 C’s.
In the following sections, we will address each of the 5 C’s in turn and
incorporate the issues that Porter raises into our discussion.
Capital Access Enhanced

Fragmented industries are populated with businesses that are almost
by definition small, private companies. As such, these businesses may
face a more expensive cost of capital than they could get from the
public markets. Thus, growth and capital reinvestment in these small
businesses is limited or at least costly, which explains the evolution of
the fragmented industry.

NOTES
To invest and grow, the businesses would either have enough size to go
public or find more favourable private capital. Either way, obtaining
a cheaper cost of capital may create an advantage within the industry
and allow for growth. This is the attractiveness for consolidators of
industries with restricted capital access. A consolidated firm will
not face such high transaction and information costs in the capital
markets because of the economies of scale it will enjoy. However,
industries with few capital requirements and no need for growth may
not necessarily need cheaper capital.
Thus, to determine if this variable is both significant within the
industry and suggests that industry consolidation will be successful,
we need to ask several questions:
 Do industry players face a high cost of capital that would be
cheaper in a consolidated firm?
 Is capital a significant enough factor in the industry that cheaper
capital would it create a significant competitive advantage?
 Will the capital markets support a consolidation play in this
industry?
If the answer is affirmative to all three, then this variable suggests
that industry consolidation will be successful. While most industries
will suggest an affirmative answer to the first two questions, there
may be few industries where cheaper capital is somewhat irrelevant.
Example: The beauty salon industry has few capital requirements and
is certainly fragmented. Many, if not all, salons are privately owned
by small business owners. The industry is near saturation in most
markets and thus, there are few opportunities for growth. The retail
channels are evolving into the shopping malls but for the most part,
capital requirements remain small. Thus, restricted capital access is
not a major concern.
There may also be an example of a fragmented industry that
enjoys cheap capital that could not gain even cheaper capital for a
consolidated firm.
The final question is perhaps the most basic but also most important.
Currently, the capital markets are strong and willing to support
consolidation plays. An economic downturn will sour the market
appetite for such plays and could spell disaster for a consolidated firm.
Cultures and Regions Compatible

Fragmented industries develop for a variety of reasons. These vary
from market segments that require specialised businesses and
products to the historical evolution of the industry. Using Porter’s
work, low barriers to entry and lack of a power advantage over
buyers and/or suppliers may account for the historical development
of fragmentation of this industry. Porter also highlights regional
issues, such as high transportation costs, as a reason for industry

NOTES
fragmentation. Another potential reason for industry fragmentation
may simply be the personalities of the firm owners, who want to run
their own businesses.
The fundamental outcome of all of these factors is that the cultures and
regions of the individual businesses may be very different. Cultural
issues can be further subdivided into both regional and industry
differences. Regional cultures may seem relatively straightforward
but are often subtle and can be often overlooked. Industry cultures
include not only the personalities of the operators in the industry
but also the personalities and norms of the various individuals and
organisations that interact with the industry. Finally, the industry
may dictate a need for distinct regional operations that may hinder a
consolidator’s ability to create competitive advantages.
Consolidators rarely mention this variable. Unfortunately, we suspect
it is also one of the primary reasons for consolidation failure. Many
times, these issues are downplayed or worse, overlooked. They emerge
during implementation and may quickly sabotage other successes.
An honest appraisal of the feasibility of consolidation among business
cultures and across regions is essential. One must ask the following
questions:
 Are there distinct cultures present within the industry and the
individual businesses?
 Is there no economic reason for distinct regional orientation?
 Are the cultures and regions realistically compatible across
businesses?
An affirmative answer to all three suggests that industry consolidation
will succeed. However, assessing compatibility is extremely difficult,
primarily because fully identifying and analysing cultures is so
difficult. The auto service and home contracting industries have
historically been attractive areas for a consolidation play. However,
the culture of the businesses and the workers in such industries does
not lend itself to compatibility.
In the home contracting business, workers operate as individual sub-
contractors, generally responsible to themselves only. Home
contractors face a continual management challenge to meet deadlines
and budgets in the face of all these individuals. A consolidation of
such an industry would require a break in the paradigm with which
the workers have grown comfortable.
Example: The Fortress Group in Washington, DC is attempting to
consolidate home building. (Mayer, 1997; Comer, 1997) Their primary
obstacle (the main focus of the criticism against them) is that they will
be unable to integrate the numerous independent operators into a
unified business team.
There are several other examples of industries where consolidation
has failed due to cultural and regional issues.

NOTES
Example: The Foster Management Group attempted an unsuccessful
consolidation in mental healthcare. Despite the economic benefits
of consolidation, the primary roadblock to success was that the
psychiatrists were unwilling to give up their autonomy to a large
organisation.
Finally, the dental industry might, at first, seem like a potential
consolidation play. However, many people probably enter dentistry
as an opportunity to become small business owners. They are less
attracted to the actual work of being a dentist. As such, they are
unlikely to be receptive to a consolidation play that will strip away
their ability to manage their own business.
Customers and Competitors Receptive

The historical evolution of fragmented industries has affected the
customers and competitors. As Porter would assert, it is likely
that there has been little, if any, power advantage over buyers and
suppliers. Both the customers of the industry and the competitors
within the industry are likely to be comfortable in their expectations.
A consolidator entering the industry is likely to rock the boat and thus,
the effect needs to be examined closely. This variable contains several
deeper issues as well. With the customers, issues of branding and
customer perception and acceptance are relevant. With competitors,
issues of response tactics and willingness to be consolidated arise. All
issues fundamentally rest on the goal of successfully ascertaining the
overall market response to a consolidation play. The following general
questions should be addressed:
 Is this a relatively static industry with set expectations among all
participants?
 Will customers perceive a consolidator negatively?
 Are competitors likely to fight at every turn along multiple fronts?
An affirmative answer to all three suggests that a consolidator will
face stiff opposition and may not be able to successfully consolidate
the industry. In the funeral home industry, for example, the answers
to the first two are affirmative. Customers are accustomed to family-
owned funeral parlours that are members of the community. A
national funeral parlour chain would certainly face negative customer
perceptions. A consolidator looking to exploit economies of scale
by performing embalming services at a central assembly-line style
facility would not be well received. These issues can be resolved, but
they must be recognised and addressed early. Service Corporation
International has been able to consolidate funeral homes by preserving
the compassionate front to the customer despite leveraging economies
of scale.
Another example of customer perceptions as potential barriers to
consolidation is the current backlash against Health Maintenance
Organisations. As a result of consolidations in healthcare and

NOTES
the fallout on customers, big, economically efficient firms are
perceived as cold and impersonal. These issues must be overcome
for consolidation to succeed. With competitors, the consolidator
will face two issues. First, will the competitive response be strong?
While this might seem unlikely in a fragmented industry, there may
be underlying relationships or other factors that may be exploited
against the consolidator. Second, and possibly most important, will
stiff competitive resistance force a consolidator to pay high premiums
for acquisitions? This is certainly less preferred than consolidating
an industry where businesses are more eager to sell. Quite simply, the
higher the premium the consolidator is forced to pay, the harder it will
be to eventually succeed in the industry.
Change Catalysts Favourable

Change catalysts can be both a positive and a negative issue for a
consolidation play. In the positive light, change catalysts can alter
a fragmented industry to enable successful consolidation. In the
negative, change catalysts either prohibit successful consolidation or
worse, disrupt a new or established consolidated industry. Regulatory
issues and technological changes are the two most important factors
in this variable. They are the primary change catalysts that can
affect industries. Fragmented industries may have evolved under a
particular regulatory or technological paradigm. When this paradigm
shifts, with a new regulatory environment or a new technology, the
industry may be immediately ripe for consolidation. Thus, the major
questions for this variable are:
 Have change catalysts affected this industry?
 Are these change catalysts likely to further affect this industry?
 Does a consolidated firm stand to be affected negatively by new
changes?
If the answer to all three questions is affirmative, then a consolidation
play will likely be unsuccessful. The key here is that the industry
should not be facing a tremendous amount of uncertainty in the future.
While a catalyst may have created the opportunity for consolidation,
the future industry should be relatively stable and free of major
regulatory or technological factors.
A prime regulatory environment for consolidation may occur if
there is no natural monopoly already and/or if there is one specific
body that regulates the industry. In such a case, a consolidator can
be assured that the likelihood of major change catalysts altering
the industry is low. It is also useful to examine and understand the
interaction between regulation and the fundamental economic forces
that determine industry structure and would affect consolidation.
Currently, some of the major consolidation plays have arisen out of
the change catalysts. The tower industry, for example, was extremely
fragmented in the past. With the utilities deregulation and the

NOTES
explosion of cellular services, the tower industry has been thrust into
the limelight as a profitable consolidation play. However, as quickly as
these catalysts can create a consolidation opportunity, they can spell
doom for a consolidated industry.
Competitive Advantage Realizable for the Consolidator

Identification and full investigation of the first four primary variables
is essential to this fifth variable. While the first four highlight the areas
of concern that are not necessarily controllable by the consolidator,
the fifth rests on the consolidator’s ability to implement successfully.
Indeed, potential pitfalls raised among the first four issues may
be addressed and overcome given complete analysis and proper
implementation of the fifth variable.
The two primary competitive advantages for the consolidator are:
 The ability to exploit economies of scale and/or scope.
 The ability to leverage management talent.
These advantages are frequently cited in the popular literature
today. The major issues that consolidators face, such as branding,
tend to fall into one of these two buckets. Given that the nature of
these advantages is well documented in strategy texts, we will not
explain them in detail here. Suffice to say that properly identifying
and realising these advantages may seem simpler in theory than in
practice.
One particular example of successful execution is Wayne Huizenga.
He created economies of scale through centralised purchasing and/
or management of assets. In the video rental business, he gained
scale with Blockbuster to negotiate cheaper video purchase prices. In
Waste Management’s trash and recycling services, he gained scale to
enable cheaper management and maintenance of a trash hauler fleet.
Huizenga was able to leverage management by gobbling up mom and
pop video stores and immediately converting them to the Blockbuster
format with national management. Despite current analyst concerns
for the companies, Huizenga’s consolidation plays were viewed as
highly successful. Whether through an actual set of guidelines or
just strong intuition, Huizenga has been able to identify potential
industries where a consolidation play will work. More importantly, he
has been able to implement their identified goals properly.
Success Requires Careful Implementation

Many agents have attempted consolidation over the past century of
U.S. business. Some have been extraordinary successes, but some
have failed. The new rise in attempted consolidation points to an even
greater need for a systematic approach to developing consolidation
strategies.
The 5 C’s framework should be used for identifying and analysing
fragmented industries where a consolidation play will likely be

NOTES
profitable. It is meant as a guide and tool to structure what is currently
intuition and loose guidelines in most minds. The 5 C’s framework is
a systematic structure in which to answer the following fundamental
questions:
 Why is this industry fragmented?
 What are the opportunities and issues that must be addressed?
 Who are the industry stakeholders that a consolidation will affect?
 Where are the obstacles for a consolidation play?
 How can this consolidation best be implemented with these
issues in mind?
As stated previously, implementation will be the key to eventual
success regardless of the obstacles or opportunities identified by the
framework. Despite the level of industry attractiveness, individual
success is highly dependent on the approach and persistence of
the consolidator. Beyond implementation, a final issue remains.
How do you continue to succeed and grow beyond initial industry
consolidation? This question is certainly beyond the scope of this
framework but bears mentioning nonetheless. Slow growth and few
opportunities may still characterise fragmented industries where a
consolidation play will work. Huizenga has been criticised for bailing
out on his ventures when growth of the consolidated company was
slowing.
Fill in the blanks:

14. ………… measures the importance of capital as opposed to
labour in the production process.
15. ………….. demand a premium for bearing the risk that
comes from the gap of information between investors and
entrepreneurs.
16. The cost of …………….. is largely fixed, regardless of the
number of units of a product sold.
17.has long been used to achieve and sustain power in
the marketplace.
Prepare a presentation on the steps taken by McDonalds to

consolidate its position in the Indian QSR (quick service restaurant)
industry.

NOTES
The consolidator enters and realises competitive advantages over

other industry players and may even gain most if not all of the
market. However, at the end of the day, the consolidator will be
left looking for new ways to grow in what may well be a boring
deadend industry.
5.7 TECHNOLOGY LIFE CYCLE

The Technology Life Cycle (TLC) describes the commercial gain of
a product through the expense of research and development phase,
and the financial return during its “vital life”. Some technologies,
such as steel, paper or cement manufacturing, have a long lifespan
(with minor variations in technology incorporated with time) whilst
in other cases, such as electronic or pharmaceutical products, the
lifespan may be quite short.
The Technology Life Cycle associated with a product or technological
service is different from Product Life Cycle (PLC) dealt with in
Product Life Cycle Management. The latter is concerned with the life
of a product in the market-place in respect of timing of introduction,
marketing measures and business costs. The technology underlying
the product (such as that of a uniquely flavoured tea) may be quite
marginal but the process of creating and managing its life as a branded
product will be very different.
Figure 5.3: Technology Life Cycle Path

The technology life cycle is related to the time and cost of developing
the technology, the timeline of recovering cost and modes of making

NOTES
the technology yield a profit proportionate to the costs and risks
involved. The Technology Life Cycle may, further, be protected during
its cycle with patents and trademark seeking to lengthen the cycle
and to maximise the profit from it.
The development of a competitive product or process can have a
major impact on the lifespan of the technology, making it shorter.
Equally, the loss of patent rights through litigation, or loss of its secret
elements (if any) through leakages also work to reduce its lifespan.
Thus, it is apparent that the ‘management’ of the Technology Life
Cycle is an important aspect of technology development.
In the simplest formulation, innovation can be thought of as being
composed of research, development, demonstration, and deployment.
5.7.1 FOUR PHASES OF THE TECHNOLOGY LIFE CYCLE

The Technology Life Cycle may be seen as composed of four phases:
 The research and development (R&D) phase (sometimes called
the “bleeding edge”) when incomes from inputs are negative and
where the prospects of failure are high.
 The ascent phase when out-of-pocket costs have been recovered
and the technology begins to gather strength by going beyond
some Point A on the Technology Life Cycle (sometimes called the
“leading edge”).
 The maturity phase when gain is high and stable, the region,
going into saturation, marked by M.
 The decline (or decay phase), after a Point D, of reducing fortunes
and utility of the technology.
5.7.2 LICENSING OPTIONS

In modern world’s business trends, with Technology Life Cycles are
shortening due to competition and rapid innovation, a technology
becomes technically licensable at all points of the Technology Life
Cycle, whereas earlier, it was licensed only when it was past through
its stage of maturity.
Large corporations develop technology for their own advantage
and not with the objective of licensing. The tendency to license out
technology only appears when there is a threat to the life of the
Technology Life Cycle (business gain) as discussed later.
5.7.3 LICENSING IN THE R&D PHASE

There are always smaller firms (SMEs) who are improperly
situated to finance the development of innovative Research and
Development in the post-research and early technology phases. By
sharing incipient technology under certain conditions, substantial
risk financing can come from third parties. This is a form of quasi-
licensing which takes various formats.

NOTES
Even the big corporate houses may not wish to bear all costs of
development in areas of crucial and high risk (such as aircraft
development) and may seek means of spreading it to the stage that
proof-of-concept is obtained.
In the case of small and medium firms, entities such as venture
capitalists can enter the scene and help to materialise technologies.
Venture capitalists accept both the costs and uncertainties of Research
& Development, and that of market acceptance, in reward for high
returns when the technology proves itself. Apart from finance, they
may provide networking, management and marketing support.
Venture capital connotes financial as well as human capital.
Large firms may opt for Joint Research and Development or work in
a consortium for the early phase of development. Such vehicles are
called strategic alliances – strategic partnerships.
With both venture capital funding and strategic (research) alliances,
when business gains begin to neutralise development costs (the
Technology Life Cycle crosses the X-axis), the ownership of the
technology starts to undergo change.
In the case of smaller firms, venture capitalists help clients enter the
stock market for obtaining substantially larger funds for development,
maturation of technology, product promotion and to meet marketing
costs.
Example: A major way is through Initial Public Offering (IPO) which
invites risk funding by the public for potential high gain. At the
same time, the IPOs enable venture capitalists to attempt to recover
expenditures already incurred by them through part sale of the stock
pre-allotted to them (subsequent to the listing of the stock on the stock
exchange). When the IPO is fully subscribed, the assisted enterprise
becomes a corporation and can more easily obtain bank loans, etc if
required.
Strategic alliance partners, allied on research, pursue separate paths
of development with the incipient technology of common origin but
pool their accomplishments through instruments such as ‘cross-
licensing’. Generally, contractual provisions among the members of
the consortium allow a member to exercise the option of independent
pursuit after joint consultation; in which case the opted owns all
subsequent development.
5.7.4 LICENSING IN THE ASCENT PHASE

The ascent stage of the technology usually refers to some
point above Point A in the Technology Life Cycle diagram but
actually it commences when the Research and Development
portion of the Technology Life Cycle curve inflects (only that the
cash-flow is negative and unremunerative to Point A). The ascent is
the strongest phase of the Technology Life Cycle because it is here
that the technology is superior to alternatives and can command

NOTES
premium profit or gain. The slope and duration of the ascent depends
on competing technologies entering the domain, although they may
not be as successful in that period. Strongly patented technology
extends the duration period.
The Technology Life Cycle begins to flatten out (the region shown
as M) when equivalent or challenging technologies come into the
competitive space and begin to eat away market share.
Till this stage is reached, the technology-owning firm would tend
to exclusively enjoy its profitability, preferring not to license it. If an
overseas opportunity does present itself, the firm would prefer to set
up a controlled subsidiary rather than license a third party.
5.7.5 LICENSING IN THE MATURITY PHASE

The maturity phase of the technology is a period of stable and
remunerative income but its competitive viability can persist over the
larger timeframe marked by its ‘vital life’. However, there may be a
tendency to license out the technology to a third-parties during this
stage to lower risk of decline in profitability (or competitively) and to
expand financial opportunity.
The exercise of this option is, generally, inferior to seeking participatory
exploitation; in other words, engagement in joint-venture, typically in
regions where the technology would be in the ascent phase, as say,
a developing country. In addition to providing financial opportunity
it allows the technology-owner a degree of control over its use. Gain
flows from the two streams of investment-based and royalty incomes.
Further, the vital life of the technology is enhanced in such strategy.
5.7.6 LICENSING IN THE DECLINE PHASE

After reaching a point such as D in the Figure 5.3, the earnings from
the technology begin to decline rather rapidly. To prolong the life
cycle, owners of technology might try to license it out at some point
L when it can still be attractive to firms in other markets. This, then,
traces the lengthening path, LL’. Further, since the decline is the
result of competing rising technologies in this space, licenses may be
attracted to the general lower cost of the older technology (than what
prevailed during its vital life).
Licenses obtained in this phase are ‘straight licenses’. They are free of
direct control from the owner of the technology (as would otherwise
apply, say, in the case of a joint-venture). Further, there may be
fewer restrictions placed on the licensee in the employment of the
technology.
The utility, viability, and thus the cost of straight-licenses depends on
the estimated ‘balance life’ of the technology. For instance, should the
key patent on the technology have expired, or would expire in a short
while, the residual viability of the technology may be limited, although
balance life may be governed by other criteria viz. know-how which
could have a longer life if properly protected.

NOTES
It is important to note that the license has no way of knowing the stage
at which the prime, and competing technologies, are on their TLCs.
It would, of course, be evident to competing licensor firms, and to the
originator, from the growth, saturation or decline of the profitability
of their operations.
The license may, however, be able to approximate the stage by
vigorously negotiating with the licensor and competitors to determine
costs and licensing terms. A lower cost, or easier terms, may imply a
declining technology.
In any case, access to technology in the decline phase is a large risk
that the licensee accepts. (In a joint-venture this risk is substantially
reduced by licensor sharing it). Sometimes, financial guarantees from
the licensor may work to reduce such risk and can be negotiated.
There are instances when, even though the technology declines to
becoming a technique, it may still contain important knowledge or
experience which the licensee firm cannot learn of without help
from the originator. This is often the form that technical service and
technical assistance contracts take (encountered often in developing
country contracts). Alternatively, consulting agencies may fill this
role.
Fill in the blank:

18. ………………. describes the commercial gain of a product
through the expense of research and development phase, and
the financial return during its “vital life”.
Parle has launched the first coffee flavoured soft drink in India
called Café Cuba. Would it be prudent on the part of Parle to license
the underlying technology in the present time?
5.8 INDUSTRY ANALYSIS IN PRACTICE

 Good industry analysis looks rigorously at the structural
underpinnings of profitability. A first step is to understand the
appropriate time horizon. One of the essential tasks in industry
analysis is to distinguish temporary or cyclical changes from
structural changes. A good guideline for the appropriate time
horizon is the full business cycle for the particular industry.
For most industries, a three-to-five-year horizon is appropriate,
although in some industries with long lead times, such as mining,
the appropriate horizon might be a decade or more. It is average
profitability over this period, not profitability in any particular
year that should be the focus of analysis.

NOTES
 The point of industry analysis is not to declare the industry
attractive or unattractive but to understand the underpinnings
of competition and the root causes of profitability. As much as
possible, analysts should look at industry structure quantitatively,
rather than be satisfied with lists of qualitative factors. Many
elements of the five forces can be quantified: the percentage of
the buyer’s total cost accounted for by the industry’s product (to
understand buyer price sensitivity); the percentage of industry
sales required to fill a plant or operate a logistical network of
efficient scale (to help assess barriers to entry); the buyer’s
switching cost (determining the inducement an entrant or rival
must offer customers).
 The strength of the competitive forces affects prices, costs, and
the investment required to compete; thus the forces are directly
tied to the income statements and balance sheets of industry
participants. Industry structure defines the gap between
revenues and costs.
Example: Intense rivalry drives down prices or elevates the costs
of marketing, R&D, or customer service, reducing margins. How
much? Strong suppliers drive up input costs. How much? Buyer
power lowers prices or elevates the costs of meeting buyers’
demands, such as the requirement to hold more inventory or
provide financing. How much? Low barriers to entry or close
substitutes limit the level of sustainable prices. How much? It
is these economic relationships that sharpen the strategist’s
understanding of industry competition.
 Finally, good industry analysis does not just list pluses and
minuses but sees an industry in overall, systemic terms. Which
forces are underpinning (or constraining) today’s profitability?
How might shifts in one competitive force trigger reactions in
others? Answering such questions is often the source of true
strategic insights.
Towards the end of the last decade activity in the Indian aviation
industry grew greatly. Many of the new entrants of the then aviation
industry have since either sold out to rivals or have shut down. The
industry looks all poised for action with the entry of the Tata Group
(Air Asia and the Tata-SIA joint venture). Have the fundamentals
of the Indian aviation industry changed over the last few years?
Discuss.
5.9 DEFINING THE RELEVANT INDUSTRY

Defining the industry in which competition actually takes place is
important for good industry analysis, not to mention for developing
strategy and setting business unit boundaries. Many strategy

NOTES
errors emanate from mistaking the relevant industry, defining it too
broadly or too narrowly. Defining the industry too broadly obscures
differences among products, customers, or geographic regions that
are important to competition, strategic positioning and profitability.
Defining the industry too narrowly overlooks commonalities and
linkages across related products or geographic markets that are
crucial to competitive advantage. Also, strategists must be sensitive
to the possibility that industry boundaries can shift. The boundaries
of an industry consist of two primary dimensions. First is the scope
of products or services. For example, is motor oil used in cars part of
the same industry as motor oil used in heavy trucks and stationary
engines, or are these different industries? The second dimension is
geographic scope. Most industries are present in many parts of the
world. However, is competition contained within each state, or is it
national? Does competition take place within regions such as Europe
or North America, or is there a single global industry?
The five forces are the basic tool to resolve these questions. If industry
structure for two products is the same or very similar (that is, if they
have the same buyers, suppliers, barriers to entry, and so forth), then
the products are best treated as being part of the same industry. If
industry structure differs markedly, however, the two products
may be best understood as separate industries. In lubricants, the
oil used in cars is similar or even identical to the oil used in trucks,
but the similarity largely ends there. Automotive motor oil is sold to
fragmented, generally unsophisticated customers through numerous
and often powerful channels, using extensive advertising. Products
are packaged in small containers and logistical costs are high,
necessitating local production. Truck and power generation lubricants
are sold to entirely different buyers in entirely different ways using a
separate supply chain. Industry structure (buyer power, barriers to
entry, and so forth) is substantially different. Automotive oil is thus
a distinct industry from oil for truck and stationary engine uses.
Industry profitability will differ in these two cases, and a lubricant
company will need a separate strategy for competing in each area.
Differences in the five competitive forces also reveal the geographic
scope of competition. If an industry has a similar structure in every
country (rivals, buyers, and so on), the presumption is that competition
is global, and the five forces analysed from a global perspective will set
average profitability. A single global strategy is needed. If an industry
has quite different structures in different geographic regions, however,
each region may well be a distinct industry. Otherwise, competition
would have levelled the differences. The five forces analysed for each
region will set profitability there.
The extent of differences in the five forces for related products or across
geographic areas is a matter of degree, making industry definition often
a matter of judgment. A rule of thumb is that where the differences
in any one force are large, and where the differences involve more
than one force, distinct industries may well be present. Fortunately,

NOTES
however, even if industry boundaries are drawn incorrectly, careful
five forces analysis should reveal important competitive threats. A
closely related product omitted from the industry definition will show
up as a substitute, for example, or competitors overlooked as rivals will
be recognised as potential entrants. At the same time, the five forces
analysis should reveal major differences within overly broad industries
that will indicate the need to adjust industry boundaries or strategies.
Consider a diversified business conglomerate like ITC. How has

ITC tweaked its business model and strategic thrust areas in the
recent past?
5.10 TYPICAL STEPS IN INDUSTRY ANALYSIS

 Define the relevant industry:
 What products are in it? Which ones are part of another
distinct industry?
 What is the geographic scope of competition?
 Identify the participants and segment them into groups, if
appropriate. Who are:
 the buyers and buyer groups?
 the suppliers and supplier groups?
 the competitors?
 the substitutes?
 the potential entrants?
 Assess the underlying drivers of each competitive force to
determine which forces are strong and which are weak and why.
 Determine overall industry structure, and test the analysis for
consistency:
 Why is the level of profitability what it is?
 Which are the controlling forces for profitability?
 Is the industry analysis consistent with actual long-run
profitability?
 Are more-profitable players better positioned in relation to
the five forces?
 Analyze recent and likely future changes in each force, both
positive and negative.
 Identify aspects of industry structure that might be influenced by
competitors, by new entrants, or by your company.

NOTES
Common Pitfalls
In conducting the analysis avoid the following common mistakes:
 Defining the industry too broadly or too narrowly.
 Making lists instead of engaging in rigorous analysis.
 Paying equal attention to all of the forces rather than digging
deeply into the most important ones.
 Confusing effect (price sensitivity) with cause (buyer economics).
 Using static analysis that ignores industry trends.
 Confusing cyclical or transient changes with true structural
changes.
 Using the framework to declare an industry attractive or
unattractive rather than using it to guide strategic choices.
The mobile computing industry has seen some major changes

with the advent of the Android operating system. Is it a cyclical or
transient change? Discuss.
5.11 SUMMARY
 A competently conducted industry and competitive analysis
generally tells a clear, easily understood story about the company’s
external environment. Managers become better strategists when
they know what questions to pose and what tools to use.
 The real meaning of strategy formulation is coping with
competition. Yet it is easy to view competition too narrowly and
too pessimistically.
 Understanding the competitive forces, and their underlying
causes, reveals the roots of an industry’s current profitability
while providing a framework for anticipating and influencing
competition (and profitability) over time.
 The threat of entry in an industry depends on the height of entry
barriers that are present and on the reaction entrants can expect
from incumbents. If entry barriers are low and newcomers expect
little retaliation from the entrenched competitors, the threat of
entry is high and industry profitability is moderated.
 Originally designed as a business environmental scan, the
PEST or PESTLE analysis is an analysis of the external macro
environment (big picture) in which a business operates. These
are often factors which are beyond the control or influence of
a business, however are important to be aware of when doing
product development, business or strategy planning.

NOTES
 The Technology Life Cycle (TLC) describes the commercial gain
of a product through the expense of research and development
phase, and the financial return during its “vital life”.
 Industry Analysis: Industry analysis is a market strategy tool

used by businesses to determine if they want to enter a product
or service market. Company management must carefully
analyze several aspects of the industry to determine if they
can make a profit selling goods and services in the market.
 Strategy Formulation: Strategy formulation is the process
of determining appropriate courses of action for achieving
organisational objectives and thereby accomplishing
organisational purpose.
 Retaliation: The act of responding violently to an act of harm
or perceived injustice.
 Economies of Scale: The decrease in unit cost of a product
or service resulting from large-scale operations, as in mass
production.
 Technology Life Cycle: The Technology Life Cycle (TLC)
describes the commercial gain of a product through the
expense of research and development phase, and the financial
return during its “vital life”.

1. What is the strategist’s goal in fighting with the competitive
forces?
2. Which five forces shape the strategy of an organisation? Explain.
3. How the power of buyer’s influences the strategy of an
organisation?
4. How industry analysis is significant for strategy formulation?
5. What are the typical steps in industry analysis?
6. Discuss the reasons for fragmentation and consolidation of
industries.
7. What do you mean by Licensing Options? Explain the several
phases of Licensing.
8. What do you understand by Technology Life Cycle? Explain its
four phases in detail.
9. Explain the PEST Analysis tool.
10. How relevant industry can be defined?

NOTES


Formulation of Strategy 1. antagonists
Five Competitive Forces 2. Competition
that Shape Strategy
3. Strategists
4. investment
5. incumbents
6. cost of capital
7. bonanza
8. profitability
9. intensity
10. drivers
PESTLE Analysis 11. PEST, PESTLE
12. external
13. Political, Economic,
Social, Technological, Legal,
Environment
Industry Structure 14. Capital intensity
15. Investors
16. advertising
17. Consolidation
Technology Lifecycle 18. Technology Lifecycle (TLC)

1. Refer to 5.2
The corporate strategist’s goal is to find a position in the industry
where his or her company can best defend itself against these
forces or can influence them in its favour. The collective strength
of the forces may be painfully apparent to all the antagonists; but
to cope with them, the strategist must delve below the surface
and analyse the sources of each. Knowledge of these underlying
sources of competitive pressure provides the groundwork for a
strategic agenda of action.
2. Refer to 5.3,5.3.2,5.3.3,5.3.4,5.3.5 & 5.3.6
The five forces which shape the strategy of an organization are -
Threat of New Entrants, Bargaining power of buyers, Threat of

NOTES
Substitute Products or Services, Bargaining power of suppliers
and Rivalry among existing competitors.
3. Refer to 5.3.5
Powerful customers – the flip side of powerful suppliers – can
capture more value by forcing down prices, demanding better
quality or more service (thereby driving up costs), and generally
playing industry participants off against one another, all at the
expense of industry profitability. Buyers are powerful if they have
negotiating leverage relative to industry participants, especially
if they are price sensitive, using their clout primarily to pressure
price reductions.
4. Refer to 5.8
Good industry analysis looks rigorously at the structural
underpinnings of profitability. A first step is to understand the
appropriate time horizon. One of the essential tasks in industry
analysis is to distinguish temporary or cyclical changes from
structural changes. A good guideline for the appropriate time
horizon is the full business cycle for the particular industry.
For most industries, a three-to-five-year horizon is appropriate,
although in some industries with long lead times, such as mining,
the appropriate horizon might be a decade or more. It is average
profitability over this period, not profitability in any particular
year that should be the focus of analysis.
5. Refer to 5.10
Typical Steps in Industry analysis are: define the relevant
industry; identify the participants and segment them into groups,
if appropriate; assess the underlying drivers of each competitive
force to determine which forces are strong and which are weak and
why; determine overall industry structure, and test the analysis
for consistency; analyze recent and likely future changes in each
force, both positive and negative and lastly, identify aspects of
industry structure that might be influenced by competitors, by
new entrants, or by your company.
6. Refer to 5.6.1
Industries are fragmented and consolidated for a wide variety
of reasons. These are- Low overall entry barriers, absence of
economies of scale or experience curve, high transportation cost,
high inventory cost or erratic sales fluctuations, no advantage of
size in dealing with buyers or suppliers, diseconomies of scale
in some important aspect, direct market needs, high product
differentiation particularly if based on image, exit barriers basic
approach to overcome fragmentation, make acquisitions for a
critical mass and recognition of early industry trends.

NOTES
7. Refer to 5.7.2,5.7.3,5.7.4,5.7.5 & 5.7.6
In modern world’s business trends, with Technology Life Cycles are
shortening due to competition and rapid innovation, a technology
becomes technically licensable at all points of the Technology Life
Cycle, whereas earlier, it was licensed only when it was past through
its stage of maturity. Large corporations develop technology for
their own advantage and not with the objective of licensing. The
tendency to license out technology only appears when there is
a threat to the life of the Technology Life Cycle (business gain).
The several phases of Licensing are – licensing in the R&D phase,
licensing in the Ascent phase, licensing in the Maturity phase and
licensing in the decline phase.
8. Refer to 5.7 & 5.7.1
The Technology Life Cycle (TLC) describes the commercial gain
of a product through the expense of research and development
phase, and the financial return during its “vital life”. The four
phases of Technological Life Cycle (TLC) are- Technology in the
R&D phase, Technology in the Ascent phase, Technology in the
maturity phase and Technology in the decline phase.
9. Refer to 5.4.2
PESTLE analysis is a useful tool for understanding the “big
picture” of the environment, in which you are operating, and the
opportunities and threats that lie within it. By understanding the
environment in which you operate (external to your company
or department), you can take advantage of the opportunities
and minimise the threats. Specifically the PEST or PESTLE
analysis is a useful tool for understanding risks associated with
market growth or decline, and as such the position, potential and
direction for a business or organisation.
10. Refer to 5.9
Defining the industry in which competition actually takes place
is important for good industry analysis, not to mention for
developing strategy and setting business unit boundaries. Many
strategy errors emanate from mistaking the relevant industry,
defining it too broadly or too narrowly. Defining the industry
too broadly obscures differences among products, customers, or
geographic regions that are important to competition, strategic
positioning and profitability. Defining the industry too narrowly
overlooks commonalities and linkages across related products or
geographic markets that are crucial to competitive advantage.

SUGGESTED READINGS
 Gregory G. Dess, GT Lumpkin and ML Taylor, Strategic
Management–Creating Competitive Advantage, McGraw–Hill,
Irwin, 2003.

NOTES
 Michael Porter, Competitive Advantage, Free Press.
 Vipan Gupta, Kamala Gollakota and R. Srinivasan, Business
Policy and Strategic Management, Prentice–Hall of India, 2005.
 VSP Rao and V. Hari Krishna, Strategic Management – Text and
Cases, Excel Books.
E-REFERENCES
 http://med.virginia.edu/asp/wp-content/uploads/sites/46/2014/03/
Porter-5-Forces-that-Shape-Strategy.pdf
 http://pestleanalysis.com/
 http://www.slideshare.net/MBAMithlesh/technology-life -
cycle-17957782

C H
6
A P T E R
STRATEGIC MANAGEMENT PROCESS
CONTENTS
6.1 Introduction
6.2 Purposes of Strategic Management Process
6.3 Steps Involved in the Strategic Management Process
6.4 Strategic Management Process
6.4.1 Situation Analysis
6.4.2 Strategy Formulation
6.4.3 Strategy Implementation
6.4.4 Strategy Evaluation
6.5 Strategy Formulation
6.5.1 Corporate Level Strategy Formulation
6.5.2 Business Level Strategy Formulation
6.5.3 Functional Level Strategy Formulation
6.6 Constraints and Strategic Choice
6.7 Strategy Implementation
6.7.1 Organising
6.7.2 Staffing
6.7.3 Directing
6.7.4 Motivational Techniques
6.8 Strategic Control and Assessment
6.9 Summary

NOTES
STRATEGIC PROCESSES AND IMPLEMENTATION OF BAJAJ

MOTORS
The advertisement campaign with the punch line of “hunto”
(meaning unbelievable in Japanese) is synonymous with the audacity
of Rajiv Bajaj to challenge the likes of Honda Motors in the sports
bike segment of the competitive two-wheeler industry. Ask about
the strategic management process and all you need to do is, delve
into the doctrines of a famous homeopath Dr.James Tyler Kent!
Ever since Rajiv Bajaj has assumed office at Bajaj Motors, he
has carved out a strategic management process that relies on the
homeopathic principle of the three-legged stool. In the two-wheeler
industry, a company can get easily lost in the milling crowds of
existing two-wheeler models unless it opts for specialisation.
Specialisation demands focus and sacrifice. Hence, the age-old
scooter models of Bajaj got the axe. Bajaj decided to focus on the
sports bike segment and launch new models in succession.
The challenge was to analyse the situation, prepare a list of
options, check out for constraints that limited strategic choice and
then decide on the strategic implementation. Bajaj understood
the simple logic that brands pass through the stages of the brand
lifecycle, get old and then fade out. Good companies are premised
on their ability to say “no.” Hence, keeping in mind the changing
scenario of the Indian two-wheeler industry in India, scooters had
to make way for fast, stylish and powerful bikes.
Focus in terms of strategy also meant answering another question:
“one product for all markets or all products in one market?” Bajaj
decided to narrow down the band of products in accordance
NMI
with the world-wide market trend. Hence, Africa got Boxer, US,
Europe and Australia got the KTM and south Asian markets got
the Pulsar and Discover. How did he decide on the brands that
were launched? He framed his answer in terms of the three legged
stool principle. Every product had to satisfy three criteria in the
context of the concerned market. Hence, if a bike could not yield
MS
an EBIDTA of 20%, it was shelved. EBIDTA is Earnings, before
Interest, Taxes, Depriciation and Amortization. EBIDTA is an
indicator of a company’s financial performance which is calculated
by deducting expenses (excluding tax, interest, depreciation and
amortization) from revenues.
Coming down to implementation, Bajaj decided to compete in
terms of the economics of manufacturing units. Other companies
that were technology-based players had a high component of fixed
costs and hence had a high operating leverage. Baja took reverse
gear. So he opted for just 60 acres of land and an investment of
rupees one fifty crore for the Pantnagar plant. He assessed the
annual production capacity at one million bikes and annual
revenue at rupees three thousand crore. The manufacturing units
were equipped with lean manufacturing to reduce organisational
flab and maintain cost discipline. Manufacturing of several non-
core components was outsourced. The result was that the company
had the advantage of working with negative working capital.

for Continuing
Education
STRATEGIC MANAGEMENT PROCESS 163
NOTES

Describe the purposes of strategic management process
Explain the steps involved in the strategic management
process
Define strategy formulation and strategy implementation
Identify the strategic control and assessment
6.1 INTRODUCTION
A strategy is developed within a firm. The final product will
necessarily be shaped by the background of that firm, the processes it
has in place for arriving at basic business decisions and the interests
and perspectives of its senior managers. Typically, these factors
come together in a formal strategy process through which strategy is
defined and evaluated by the firm’s managers.
The term ‘Strategic Management Process’ refers to the steps by
which management converts a firm’s mission, objectives and goals
into a workable strategy. In a dynamic environment each firm needs
to tailor its strategic management process in ways that best suit its
own capabilities and situational requirements. Viewed broadly, the
strategic management process has two parts: an information process
and a decision process. The information process involves collecting and
analysing information about the external and internal environments.
External factors are taken into account to find major opportunities
and threats that now or will confront the organisation. To survive and
grow, every organisation, invariably, must find how the situational
factors have affected its past and current performance. This must
be followed by an internal analysis to determine the organisation’s
strategic direction. Strategists carry out internal analysis to have a ‘feel’
of where their organisation has been and where it now is, particularly
with regard to internal strengths and weaknesses. Information
about the organisation’s strengths and weaknesses, when combined
with information about external opportunities and threats, offers a
stronger foundation for informed decisions about strategic direction.
The decision process covers four important steps: development
of alternatives, choice, implementation and assessment. Based on
the external and internal analysis, strategists first identify possible
strategic alternatives and pick up those that help the organisation
reach its mission and objectives. In the next step, the planners decide
how and when to translate strategic choices into action, followed by an
evaluation of the effectiveness and efficiency of the strategic direction
the organisation has followed.

for Continuing
Education
NOTES
PURPOSES OF STRATEGIC MANAGEMENT

6.2
PROCESS
Strategic management basically aims at formulating and implementing
effective strategies.
Effective strategies, of course, are those that help a superior ‘fit’

between the organisation and its environment and the achievement
of strategic goals (Andrews).
Strategies necessarily change over time to suit environmental changes
but, to remain competitive, organisations develop strategies that focus
on core competence, develop synergy and create value for customers.
 Core Competence: An organisation’s core competence is
something it does exceptionally well in comparison to its
competitors. It reflects a distinct competitive advantage (like
superior research and development, mastery of a technology,
distribution channel, manufacturing efficiency or customer
service) that provides the firm (a) access to variety of products/
markets (b) contributes greatly to customer benefits in the end
products and (c) is an exclusive and inimitable preserve of the firm
that is long-lasting and cannot be easily copied by competitors.
 Synergy: When organisational parts interact to produce a joint
effort that is greater than the sum of the parts acting alone,
synergy occurs. Some call this the 1 + 1 = 3 effect. In strategic
management, managers are urged to achieve as much market,
cost, technology and management synergy as possible when
arriving at strategic decisions (such as mergers, acquisitions,
new products, new technology etc.). When one product or service
strengthens the sales of one or more other products or services,
market synergy occurs. Wal-Mart’s new Supercentres and Super
K marts that put a discount store and a grocery store under
one huge roof (Crossroads, Mumbai; Spencer’s in Chennai) are
a good example of market synergy in action. Cost synergy can
occur in almost every dimension of organised effort. When two or
more products can be designed by the same engineers, produced
in the same facilities, distributed through the same channels, or
sold by the same sales persons, overall costs will be lower than
if each product received separate treatment. In Europe, today,
banks and insurance companies are linking up in an effort to
market a wide array of financial products that each would have
trouble selling on its own (Wall Street Journal). Technology
synergy involves transferring technology from one application to
another, thus opening up new markets. In management synergy
also a similar kind of technology transfer is needed. Management
synergy would be achieved, for example, if a software product

NOTES
company with weak roots in training and education line hires a
new CEO with strong academic and training credentials. Ideally
the new CEO would transfer his technical skills to good effect.
 Value Creation: Exploiting core competencies and achieving
synergy help organisations create value for their customers.
Fill in the blanks:

1. An organisation’s ……………………………. is something it
does exceptionally well in comparison to its competitors.
2. Exploiting core competencies and achieving synergy help
organisations create value for their ……………………….
3. Strategic …………………………. is achieved when a firm
successfully formulates and implements a value creating
strategy.
Maruti Suzuki is undoubtedly one of the most successful joint

ventures in the Indian automobile industry. Prepare a presentation
outlining the synergies accruing from the joint venture.
Value is the sum total of benefits received and costs paid by the
customer in a given situation. Ideally, the purpose of a strategy
should be to create a lasting value that is greater than the cost of
resources that are used to create the same.
STEPS INVOLVED IN THE STRATEGIC

6.3
MANAGEMENT PROCESS
Dynamic in nature, the strategic management process is the full set
of commitments, decisions and actions needed for a firm to achieve
strategic competitiveness and earn above average returns. Strategic
competitiveness is achieved when a firm successfully formulates
and implements a value creating strategy. When a firm implements
such a strategy that other firms are unable to duplicate or find too
costly to imitate, this firm has a sustainable competitive advantage.
By achieving strategic competitiveness and successfully exploiting
its competitive advantage, the firm is able to achieve above average
returns which are returns in excess of what an investor expects to
earn from other investments with a similar amount of risk. ‘Risk’ here
refers to an investor’s uncertainty about the economic gains or losses
that will result from a particular investment (Hitt et al.).

NOTES
Figure 6.1: Strategic Management Process

Relevant strategic inputs from analyses of the internal and external
environments are needed for effective strategy formulation,
implementation and evaluation. In turn, effective strategic actions
are essential to achieve desired outcomes in the form of strategic
competitiveness and above average returns. The various steps
involved in the strategic management process may be stated thus:
Vision, Mission and Objectives: In the organisational context,
vision is a picture of the organisation: the core values for which an
organisation stands and a clear description of what the organisation
wishes to become in the years ahead. A mission statement, on the other
hand, specifies what an organisation is and why it exists. The strategic
management process begins with an evaluation of the organisation’s
current vision, mission, objectives and strategy. The principal value of
a mission statement lies in its specification of a firm’s ultimate aims. It
offers a sense of shared expectations among all levels and generations
of employees. It consolidates values over time and across individuals
and interest groups. It projects a glorified sense of worth and intent
that can be identified and assimilated by external groups too. It also
exhibits a firm’s commitment to responsible action in line with the
firm’s internal (survival, growth, profitability) as well as external
(ethics, corporate governance, social responsibility) objectives.
External Analysis: The firm’s external environment is challenging
and complex. Because of the impact the external environment has
on performance, the firm must develop requisite skills to identify
opportunities and threats existing in that environment. The external
environment has three important parts:
 General environment (elements in the broader society that affect
industries and their firms)
 Industry environment (factors that influence a firm, its
competitive actions and responses, and the industry’s profit
potential) and

NOTES
 Competitive environment (in which the firm examines each
major rival’s future objectives, current strategies, assumptions
and capabilities).
Internal Analysis: In order to exploit environmental opportunities to
its advantage, a firm must have internal resources and capabilities.
A systematic internal appraisal helps a firm find:
 Where it stands in terms of its strengths and weaknesses
 Pick up opportunities that are in tune with its resource base
 Take steps to bridge any resource gaps and
 Select appropriate areas that help consolidate its position in the
industry.
A major task of strategists, while carrying out internal analysis, is
to match the conditions of the external environment with the firm’s
internal strengths and weaknesses. If a firm can perform an activity
better than its rivals, it then possesses a distinctive (or core) competence
that helps the firm to build its own source of competitive advantage.
In the final analysis, the choice of which strategy to pursue should be
based on using and exploiting the firm’s competitive advantage.
After the external and internal analysis, the firm tries to formulate
explicit strategic plans at three levels; corporate, business and
functional. These are then put into action using leadership, structural
designs, information systems and human resources to good advantage.
Fill in the blank:

4. The information process involves collecting and analysing
…………………. about the external and internal environments.
How do the vision and mission of a company affect the strategic

management process? Discuss.
6.4 STRATEGIC MANAGEMENT PROCESS

The strategic management process is made up of four elements:
situation analysis, strategy formulation, strategy implementation and
strategy evaluation. These elements are steps that are performed, in
order, when developing a new strategic management plan. Existing
businesses that have already developed a strategic management plan
will revisit these steps as the need arises, in order to make necessary
changes and improvements.
6.4.1 SITUATION ANALYSIS

Situation analysis is the first step in the strategic management process.

NOTES
The situation analysis provides the information necessary to create

a company mission statement. It involves “scanning and evaluating
the organisational context, the external environment, and the
organisational environment.”
This analysis can be performed using several techniques. Observation
and communication are two very effective methods.
To begin this process, organisations should observe the internal
company environment. This includes employee interaction with
other employees, employee interaction with management, manager
interaction with other managers, and management interaction with
shareholders. In addition, discussions, interviews, and surveys can be
used to analyse the internal environment.
Organisations also need to analyse the external environment. This
would include customers, suppliers, creditors, and competitors.
Several questions can be asked which may help analyse the external
environment. What is the relationship between the company and its
customers? What is the relationship between the company and its
suppliers? Does the company have a good rapport with its creditors?
Is the company actively trying to increase the value of the business
for its shareholders? Who is the competition? What advantages do
competitors have over the company?
6.4.2 STRATEGY FORMULATION

Strategy formulation involves designing and developing the company
strategies. Determining company strengths aids in the formulation of
strategies. Strategy formulation is generally broken down into three
organisational levels: operational, competitive and corporate.
Operational strategies are short-term and are associated with the
various operational departments of the company, such as human
resources, finance, marketing, and production. These strategies are
department specific. For example, human resource strategies would
be concerned with the act of hiring and training employees with the
goal of increasing human capital.
Competitive strategies are those associated with methods of
competing in a certain business or industry. Knowledge of competitors
is required in order to formulate a competitive strategy. The company
must learn who its competitors are and how they operate, as well as
identify the strengths and weaknesses of the competition. With this
information, the company can develop a strategy to gain a competitive
advantage over these competitors.
Corporate strategies are long-term and are associated with “deciding
the optimal mix of businesses and the overall direction of the
organisation”. Operating as a sole business or operating as a business
with several divisions are both part of the corporate strategy.

NOTES
6.4.3 STRATEGY IMPLEMENTATION
Strategy implementation involves putting the strategy into practice.
This includes developing steps, methods, and procedures to execute
the strategy. It also includes determining which strategies should be
implemented first. The strategies should be prioritised based on the
seriousness of underlying issues. The company should first focus on
the worst problems, then move onto the other problems once those
have been addressed.
“The approaches to implementing the various strategies should be
considered as the strategies are formulated.” The company should
consider how the strategies will be put into effect at the same time
that they are being created. For example, while developing the human
resources strategy involving employee training, things that must
be considered include how the training will be delivered, when the
training will take place, and how the cost of training will be covered.
6.4.4 STRATEGY EVALUATION

Strategy evaluation involves “examining how the strategy has
been implemented as well as the outcomes of the strategy.” This
includes determining whether deadlines have been met, whether
the implementation steps and processes are working correctly, and
whether the expected results have been achieved. If it is determined
that deadlines are not being met, processes are not working, or results
are not in line with the actual goal, then the strategy can and should
be modified or reformulated.
Both management and employees are involved in strategy evaluation,
because each is able to view the implemented strategy from different
perspectives. An employee may recognise a problem in a specific
implementation step that management would not be able to identify.
Fill in the blanks:

5. The decision process covers four important steps: development
of alternatives, choice,................................... and assessment.
6. Strategic management aims at ..................... and implementing
effective strategies.
7. The strategic management process begins with an
………………… of the organisation’s current vision, mission,
objectives and strategy.
8. In order to exploit environmental opportunities to its advantage,
a firm must have internal ……………… and ………………….
9. The situation analysis provides the information necessary to
create a company ……………….. .
10. Strategy formulation involves designing and …………………….
the company strategies.

NOTES
Which is the toughest part in the strategic management process?

In which step do companies face challenges? Discuss.
The strategy evaluation should include challenging metrics and

timetables that are achievable. If it is impossible to achieve the
metrics and timetables, then the expectations are unrealistic and
the strategy is certain to fail.
6.5 STRATEGY FORMULATION

6.5.1 CORPORATE LEVEL STRATEGY FORMULATION
Corporate level strategy pertains to the organisation as a whole and
the combination of business units and product lines that make up the
corporate entity. It addresses the overall strategy that an organisation
will follow. The process generally involves selecting a grand strategy
and using portfolio strategy approaches to determine the types of
businesses in which the organisation should be engaged.
Grand strategy is the general plan of major action by which a firm
intends to achieve its long-term goals. It provides basic direction for
the strategic actions of a firm. Grand strategies fall into four general
categories: growth/expansion, stability, retrenchment and combination.
Growth/Expansion Strategy: Organisations generally seek growth in
sales, market share or some other measure as a primary objective.
When growth becomes a passion and organisations try to seek sizeable
growth (as against slow and steady growth), it takes the shape of an
expansion strategy. The firm tries to redefine the business, enter
new businesses that are related or unrelated or look at its product
portfolio more intensely. The firm can have as many alternatives as it
wants by changing the mix of products, markets and functions. Thus,
the growth opportunities may come internally or externally. Internal
growth possibilities may be exploited through intensification or
diversification. External growth options include mergers, takeovers
and joint ventures.
Stability Strategy: A stability strategy involves maintaining the
status quo or growing in a methodical, but slow, manner. The firm
follows a safety-oriented, status-quo-type strategy without effecting
any major changes in its present operations. The resources are put
on existing operations to achieve moderate, incremental growth. As
such, the primary focus is on current products, markets and functions,
maintaining the same level of effort as at present.
Retrenchment Strategy: It is a corporate level, defensive strategy
followed by a firm when its performance is disappointing or when

NOTES
its survival is at stake. When a firm is confronted with a precipitous
drop in demand for its products and services, it is forced to effect
across-the-board cuts in personnel and expenditures. Retrenchment
strategy, as such, is adopted out of necessity, not by deliberate choice.
Combination Strategies: Large, diversified organisations generally
use a mixture of stability, expansion or retrenchment strategies either
simultaneously (at the same time in various businesses) or sequentially
(at different times in the same business). For example, growth could
be achieved by an organisation through acquisition of new businesses
or divesting itself of unprofitable ventures. Depending on situational
demands, therefore, an organisation can employ various strategies to
survive, grow and remain profitable.
6.5.2 BUSINESS LEVEL STRATEGY FORMULATION

Business level strategy deals with how a particular business competes.
The principal focus is on meeting competition, protecting market share
and earning profit at the business unit level. The strategies of growth,
stability and retrenchment, discussed above, apply at the business
level as well as the corporate level, but they are accomplished through
competitive actions rather than by the acquisition or divestment of
other businesses.
6.5.3 FUNCTIONAL LEVEL STRATEGY FORMULATION

Functional strategies are formulated by specialists in each area of a
business such as marketing, production, finance, human resources
and research and development. Functional strategies outline the
action plans that must be put into practice to execute business level
strategy. Business level and functional specialists must coordinate
their activities to ensure that the strategies pursued by them are
consistent and lead to achievement of overall goals.
 Research and Development Strategy: Businesses cannot grow
and survive without new products. It is the role of R&D specialists
to generate new product ideas, nurture them carefully and develop
them fully into commercially viable propositions. Where innovation
proves to be a costly exercise, imitation could also be tried as a
fruitful option. Many Japanese electronics companies were quite
successful in copying American technology and by avoiding R&D
costs, improved their competitive strength significantly.
 Operations Strategy: This strategy outlines steps to keep costs
under check and improve operational efficiency. The focus is
on arriving at decisions regarding plant layout, plant capacity,
production processes, inventory management etc.
 Financial Strategy: It deals with financial planning, evaluating
investment proposals, securing funds for various investments
and controlling financial resources. Thus raising funds, acquiring
assets, allocating funds to operations, using funds efficiently etc
are all part of this strategy.

NOTES
 Marketing Strategy: It deals with strategies relating to product,
pricing, distribution and promotion of a company’s offerings.
Important issues here cover what type of products, at what
prices, through which distribution channel and by the use of
which promotional tool and sales force etc.
 Human Resource Strategy: HR strategy deals with hiring,
training, assessing, developing, rewarding, motivating and
retaining the number and types of employees required to run
the business effectively. Internal (union contracts, productivity
indices, labour turnover, absenteeism, accidents etc.) and
external factors (labour laws, sons of the soil, reservation, equal
employment opportunity, employment of children and women
etc.) need to be carefully evaluated while formulating HR
strategies.
Fill in the blanks:

11. are formulated by specialists in each area of a business
such as marketing, production, finance, human resources and
research and development.
12. strategy outlines steps to keep costs under check
and improve operational efficiency.
13. strategy deals with product, pricing, distribution
and promotion of a company’s offerings. Important issues here
cover what type of products, at what prices, through which
distribution channel and by the use of which promotional tool
and sales force etc.
Is it better to take a bottom up approach to the three levels of

strategic decision-making or traditional top down approach?
Discuss.
6.6 CONSTRAINTS AND STRATEGIC CHOICE

Viewed collectively, the R&D strategy should encourage innovation;
marketing should stress brand loyalty and reliable distribution
channels; production should maintain long production runs, cost
reduction and routinisation; finance should focus on cash flows and
positive returns and HR department should develop strategies for
retaining and developing a stable workforce. Of course, organisations
do come across constraints while formulating functional level
strategies in several forms; how to finance the proposals, what kind
of risk to be taken, how to combine strong production skills of the
company with its own weak marketing skills, how to keep suppliers and
channel partners happy, how to encounter competitive retaliation etc.

NOTES
In any case while selecting appropriate strategies at corporate,
business and functional level, the following criteria should be kept in
mind (David Aaker).
Strategy Selection Criteria
 They are responsive to the external environment.
 They offer a sustainable competitive advantage.
 They are consistent with other strategies in the organisation.
 They provide adequate flexibility for the business and the
organisation.
 They conform to the organisation’s mission and long-term
objectives.
 They are organisationally feasible.
“Good companies are based on saying no.” Discuss the significance

of these words of Al Ries.
6.7 STRATEGY IMPLEMENTATION

Strategy implementation is the process of translation of strategies
and policies into action through the development of programmes,
budgets and procedures. It is typically conducted by the middle and
lower level management but is reviewed by the top management.
However, programmes and procedures are simply more detailed plans
for the eventual implementation of strategy. Unless the corporation
is appropriately organised, programmes are adequately staffed and
activities are properly directed, these operational plans fail to deliver
the goods. To be effective, a strategy must be implemented through the
right organisation structure and appropriate management practices.
In addition, management must also ensure that there is progress
towards objectives according to plan by instituting a rigorous process
of control over important activities.
6.7.1 ORGANISING
In a classic study of large American Corporations (Du Pont, General
Motors, Sears Roebuck, Standard Oil), Chandler concluded that
structure follows strategy (Strategy and Structure, MIT Press 1962).
Changes in corporate strategy have invariably led to changes in
corporate structure. Chandler found that most corporations begin
with a centralised organisation structure. As they add new product
lines and create independent distribution networks, the centralised
structure is discarded by the organisations in favour of a decentralised
structure which permits the creation of semi-autonomous product
divisions. Burns and Stalker also found that mechanistic structures
(centralised decision making and bureaucratic rules) seem to be

NOTES
appropriate to organisations operating in stable environments.
However, organic structures, in contrast (decentralisation and flexible
procedures), seem to be appropriate to organisations operating in a
constantly changing environment. The research conducted later on
also supports Chandler’s proposal that an appropriate organisation
structure is necessary to meet changes in corporate strategy. The
firm should, therefore, work to make its structure congruent with its
strategy.
6.7.2 STAFFING
Effective strategy implementation calls for utilisation of human
resources fully. For implementing growth strategies, new people should
be recruited and given requisite training. Retrenchment strategies
call for a sound basis for firing people, i.e., seniority, performance,
absenteeism, etc. In order to translate the strategy into action, the
services of capable and committed people are necessary. To this end,
management should institute proper performance appraisal systems
which permit people to compare their performance with others and
find out where they are. These systems also help the management
to identify ‘star’ performers easily and reward them adequately.
Perspiration does not go far without a little bit of inspiration.
6.7.3 DIRECTING
People should be motivated to implement a new strategy in desired
ways. It is not sufficient merely to have people who can do the job; it is
also necessary to have people who want to do the job the way you need
it done. In addition to traditional motivational techniques, managers
should also make use of modern techniques in order to inspire people
to peak performance.
6.7.4 MOTIVATIONAL TECHNIQUES

The traditional motivational techniques are based on a reward-
punishment psychology and involve the use of performance appraisals
and performance-based incentive programmes. These approaches,
including MBO (Management by Objectives, termed by Peter
Drucker which states that it is a process of defining objectives within
an organization so that management and employees agree to the
objectives and understand what they need to do in the organization in
order to attain them), indicate that specific results are best achieved
by clearly outlining realistic goals and then suitably rewarding those
managers who achieve them. They are overly reliant on money as
the primary motivator, while overlooking other factors that might be
truly motivating to many managers. According to Morse and Martin,
motivating the organisation to implement strategy requires:
Supportive Culture
The successful implementation of strategy must take into account
the history of an organisation and dominant values or culture which

NOTES
exists. The corporate culture is a system of shared beliefs and values
that the people within the corporation hold. Some of the critical
dimensions of culture are:
 Clarity of direction: How well the company’s goal and plans
for achieving them are known, understood and found to be
motivating throughout the organisation.
 Decision making structure and processes: Whether the culture is
decision-oriented or decision-avoidant and whether decisions
are made on the basis of sound information or ‘seat of the pants’
intuition.
 Management style: Whether too little or too much participation
in making decisions exists at each level of the company.
 Integration of effort: Whether teamwork, sharing and smooth
meshing of activities – or the opposite – accurately describes the
culture.
 Performance orientation: Whether managers feel accountable
for end results and whether rewards are related to performance
or not.
 Compensation: Whether it is equitably fairly administered and
motivational, or not.
 Human resource development: How much this characterises
the culture.
 Organisational vitality: That drive to perform – that sense of
urgency and desire to be a winner – which some organisations
have and others do not.
 Risk taking: Whether it is encouraged or punished, and
 Competitive image: Whether company views itself as faster,
sharper and better than the competitor, or vice versa.
Every company should try to measure these dimensions of culture
and determine what kind of culture and what kind of subcultures
will best support the company’s strategy. Senior executives should
determine the desired culture taking the short-term requirements of
the company.
Short-term Motivational Environment

Whereas a company’s culture affects strategy implementation over
the long haul, the short-term motivational environment affects
strategy implementation today. The short-term environment reflects
the immediate mood of the company’s employees and contributes to
the way they face immediate problems. Building such an environment
involves actions very similar to public relations activities
 Communication programmes
 Morale-building conferences

NOTES
 Visibility of charismatic leaders
 Use of awards, language, symbols, gestures etc.
Performance Management
The traditional motivators (MBO, performance appraisal, etc.)
should be logically and firmly linked to what is called an integrated
performance management process. To this end detailed budgets and
programmes should be drawn. Individuals should also know exactly
what piece of the organisation structure they are accountable for and
what goals and objectives they must attain this year to stay on plan.
Individual Motivators
In addition to the traditional motivating techniques, the organisation
should also provide for individual motivators for achieving results
competently. Over-reliance on bonuses and incentives may not fully
motivate individual managers in today’s world. Top management
should, therefore, fully understand the individual differences and
devise an appropriate motivational strategy. Though it is difficult to
categorise individual motivators, some of the important ones may be
stated thus:
 Mastery: The act of mastering a new skill or gain control over a
challenging problem is most motivating to many individuals.
 Approval: Lack of approval can hamper and constrict the
performance of talented and bright managers.
 Risk and Adventure: High visibility positions having risk
and adventure are mostly preferred by managers possessing
entrepreneurial talents.
 Security: In order to perform effectively and efficiently, managers
need to feel that there is little at risk with respect to their careers.
 Power and Influence: Organisational positions that enable
managers to gain power and control over human as well as non-
human resources are highly motivating.
Fill in the blank:

14. Whereas a company’s …… affects strategy implementation
over the long haul, the short-term........... environment affects
strategy implementation today.
The top management sets the tone for strategy implementation by

means of motivation, visible leadership and work culture. Discuss.

NOTES
Performance management ensures that rewards and sanctions

result from measures of good or poor performance. It links human
resources planning with the firm’s strategy formulation and
performance appraisal processes so as to guide the future efforts of
the company.
6.8 STRATEGIC CONTROL AND ASSESSMENT

Strategic control, the last step of the strategic management process,
is monitoring and evaluating the strategy management process as a
whole in order to make sure that it is operating properly. The focus is
clearly on activities involved in environmental analysis, organisational
direction, strategy formulation, strategy implementation – ensuring
that all steps of the strategy management process are appropriate,
compatible and functioning properly. There are three basic steps to
the strategic control process (Roush et al).
Measure Performance
Strategic audits are used to find what is actually happening in the
organisation. Both qualitative and quantitative tools are employed
for this purpose. According to S Tilles, the qualitative measurement
looks into five questions:
 Is the strategy internally consistent?
 Is it consistent with its environment?
 Is it appropriate given organisational resources?
 Is it too risky?
 Is the time horizon of the strategy appropriate?
Quantitative tools like return on investment (the relationship between
the amount of income generated and the amount of assets required
to operate the organisation); z score (an analysis that numerically
weighs and sums five measures – working capital\total assets;
retained earnings\total assets; earning before interest and taxes\total
assets; market value of equity\book value of total liabilities and sales\
total assets – to find whether the company in question is likely to go
sick and become bankrupt) and shareholders’ audit etc. are used to
measure organisational performance.
Compare Performance to Goals and Standards

Here management builds a case for concluding whether the
performance is according to the predetermined standards in respect
of certain key areas. At General Electric, the following eight types
of standards are set for comparing performance at a later stage;
profitability, market position, productivity, product leadership,

NOTES
personnel growth, employee attitude, social responsibility and
standards reflecting balance between short-range and long-range
goals.
Corrective Action
If the actual performance is not in line with predetermined standards
set for the purpose, corrective action is necessary. In such a case,
every attempt is made to modify the enterprise’s strategies and their
implementation so that the organisations’ ability to accomplish its
goals will be improved.
The euphoria surrounding the strategic blueprint of Infosys 3.0

had fizzed out. N R Narayana Murthy’s return has led to a fifty
percent rise in Infosys stock prices. Prepare a presentation on the
corrective action taken by him.
6.9 SUMMARY
 The strategic management process is a continuous process.
“As performance results or outcomes are realised – at any
level of the organisation – organisational members assess the
implications and adjust the strategies as needed.”
 In addition, as the company grows and changes, so will the
various strategies. Existing strategies will change and new
strategies will be developed. This is all part of the continuous
process of improving the business in an effort to succeed and
reach company goals.
 Strategic management basically aims at formulating and
implementing effective strategies. Effective strategies, of course,
are those that help a superior ‘fit’ between the organisation and its
environment and the achievement of strategic goals (Andrews).
 Dynamic in nature, the strategic management process is the
full set of commitments, decisions and actions needed for a firm
to achieve strategic competitiveness and earn above average
returns. Strategic competitiveness is achieved when a firm
successfully formulates and implements a value creating strategy.
 The strategic management process is made up of four elements:
situation analysis, strategy formulation, strategy implementation
and strategy evaluation. These elements are steps that
are performed, in order, when developing a new strategic
management plan.
 A strategic business unit is a distinct business, with its own
business mission, product line, market share and competitors that
can be managed reasonably independently of other businesses
within the organisation.

NOTES
 Business Level Strategy: A competitive strategy that focuses

on meeting competition, protecting market share and
achieving profits at the business unit level.
 Corporate Level Strategy: The strategy formulated by the top
management for the overall company.
 Differentiation: A competitive strategy that seeks to distinguish
an organisation’s products or services from competitors.
 Diversification: A strategy in which an organisation operates
in several businesses that are linked or not linked with one
another.
 Focus: It is a competitive strategy that emphasises making an
organisation more competitive by targeting a specific regional
market or buyer group.
 Functional Level Strategy: The strategy pursued by each
functional area of a business unit such as finance, marketing,
personnel, production etc.
 Grand Strategy: A general plan of major action by which a
firm intends to achieve its long-term goals.
 Strategic Business Unit: A strategic business unit is a distinct
business, with its own business mission, product line, market
share and competitors that can be managed reasonably
independently of other businesses within the organisation.
 Strategic Competitiveness: It is achieved when a firm
successfully formulates and implements a value creating
strategy.
 Strategic Control: Monitoring and evaluating the strategic
management process as a whole, in order to make sure that it
is operating properly.
 Strategic Intent: It is the leveraging of a firm’s internal
resources, capabilities and core competencies to accomplish
the firm’s goals in a competitive environment.
 Strategic Management Process: A management process
designed to achieve the firm’s missions and objectives.
 Strategy Formulation: The process of determining appropriate
courses of action for achieving organisational objectives and
thereby accomplishing organisational purpose.
 Strategy Implementation: Putting formulated strategy into
action.
 Value Chain: The notion that an enterprise receives inputs
from suppliers of resources transforms them into outputs and
channels the outputs to buyers, adding value at each point in
the process.
 Value: Sum total of benefits received and costs paid by the
customer in a given situation.

NOTES

1. What aspect of strategy formulation, do you think, requires the
most time? Why?
2. Outline the major components of the strategic management
process. Explain why engaging in strategic management is likely
to be beneficial for an organisation.
3. Each firm needs to tailor its strategic management process in
ways that best suits its own specific context and situation. Do you
agree? Why? And why not?
4. Discuss in detail the process of strategy implementation.
5. Explain the procedure of Strategy Formulation.
6. What are the purposes of strategic management process?
Describe them in detail.
7. What kinds of constraints an organization aims to achieve while
formulating strategies? Discuss the strategy selection criteria.
8. Explain motivational techniques as a basis of strategy
implementation.
9. “Strategy formulation is generally broken down into three
organisational levels”. Which are they? Explain in detail.
10. Explain three basic steps to the strategic control process. How
strategic assessment is being done by companies?


Purposes of Strategic 1. core competence
Management Process
2. customers
3. competitiveness
Steps Involved in the 4. Information
Strategic Management
Process
Strategic Management 5. Implementation
Process
6. Formulating
7. Evaluation
8. resources, capabilities
9. mission statement
Contd...

NOTES
10. Developing
Strategy Formulation 11. Functional strategies
12. Operations
13. Marketing
Strategy Implementation 14. culture, motivational

1. Refer to 6.4.1
Situation analysis is the first step in the strategic management
process. The situation analysis provides the information
necessary to create a company mission statement. Situation
analysis involves “scanning and evaluating the organisational
context, the external environment, and the organisational
environment.” This analysis can be performed using several
techniques. Observation and communication are two very
effective methods.
2. Refer to 6.3
The various steps involved in the strategic management process
are: Vision, Mission and Objectives, External Analysis and
Internal Analysis. By achieving strategic competitiveness and
successfully exploiting its competitive advantage, the firm is able
to achieve above average returns which are returns in excess of
what an investor expects to earn from other investments with a
similar amount of risk.
3. Refer to 6.4.4
Yes, firms needs to tailor its strategic management process in
ways that best suits its own specific context and situation. By
engaging themselves in strategic evaluation which means
“examining how the strategy has been implemented as well as
the outcomes of the strategy.” This includes determining whether
deadlines have been met, whether the implementation steps
and processes are working correctly, and whether the expected
results have been achieved. If it is determined that deadlines are
not being met, processes are not working, or results are not in
line with the actual goal, then the strategy can and should be
modified or reformulated.
4. Refer to 6.7,6.7.1,6.7.2,6.7.3 & 6.7.4
The process of strategy implementation are – organizing, staffing,
directing and motivational techniques.
5. Refer to 6.5,6.5.1,6.5.2 & 6.5.3
Corporate Level Strategy Formulation, Business level strategy
formulation and functional level strategy formulation.

NOTES
6. Refer to 6.2
Strategies necessarily change over time to suit environmental
changes but, to remain competitive, organisations develop
strategies that focus on core competence, develop synergy and
create value for customers.
7. Refer to 6.6
Viewed collectively, the R&D strategy should encourage
innovation; marketing should stress brand loyalty and reliable
distribution channels; production should maintain long
production runs, cost reduction and routinisation; finance should
focus on cash flows and positive returns and HR department
should develop strategies for retaining and developing a stable
workforce. Of course, organisations do come across constraints
while formulating functional level strategies in several forms;
how to finance the proposals, what kind of risk to be taken, how
to combine strong production skills of the company with its
own weak marketing skills, how to keep suppliers and channel
partners happy, how to encounter competitive retaliation etc.
8. Refer to 6.7.4
Motivational techniques comprises of supportive culture, short-
term motivational environment, performance management and
individual motivators.
9. Refer to 6.4.2
Strategy formulation is generally broken down into three
organisational levels: operational, competitive and corporate.
10. Refer to 6.8
There are three basic steps to the strategic control process :
measuring performance, compare performance to goals and
standards and corrective action. Strategic assessment is being
done by companies in building up a case for concluding whether
the performance is according to the predetermined standards in
respect of certain key areas. If the actual performance is not in
line with predetermined standards set for the purpose, corrective
action is necessary. In such a case, every attempt is made to
modify the enterprise’s strategies and their implementation
so that the organisations’ ability to accomplish its goals will be
improved.

SUGGESTED READINGS
 Harrison, E. Frank (1999), The Managerial Decision-Making
Process (5th ed.), Boston: Houghton Mifflin.

NOTES
 McCall, Morgan W., Jr., & Kaplan, Robert K. (1990), Whatever
it takes: The Realities of Managerial Decision Making (2nd ed.),
Englewood Cliffs, NJ: Prentice-Hall.
 Porter, Michael E. (1980), Competitive Strategy: Techniques for
Analyzing Industries and Competitors, New York: Free Press.
 Porter, Michael E. (1985), Competitive Advantage: Creating and
Sustaining Superior Performance, New York: Free Press.
 Williams, Steve W. (2002), Making Better Business Decisions:
Understanding and Improving Critical Thinking and Problem
Solving Skills, Thousand Oaks, CA: Sage Publications.
E-REFERENCES
 http://www.strategicmanagementinsight.com/topics/strategic-
planning-process.html
 http://onstrategyhq.com/resources/strategic-implementation/
 http://xisspm.files.wordpress.com/2010/11/ch-7- strategy-
evaluation-and-control.pdf

C H
7
A P T E R
FORMULATING CORPORATE LEVEL STRATEGY
CONTENTS
7.1 Introduction
7.2 Balanced Score Card: A Balanced Approach
7.3 Grand Strategies: Strategic Alternatives
7.4 Growth/Expansion Strategy
7.4.1 When to Adopt a Growth Strategy?
7.4.2 Why to Pursue Growth Strategy?
7.4.3 Problems Created by Growth
7.4.4 How to Manage – Growth?
7.5 Diversification Strategy
7.5.1 Related Diversification
7.5.2 Unrelated Diversification
7.5.3 Costs of Diversification
7.5.4 When to Diversify?
7.6 Stability Strategy
7.7 Retrenchment Strategy
7.8 Turnaround Strategies
7.8.1 Conditions for Turnaround Strategies
7.8.2 Action Plans for Turnaround
7.9 Combination Strategies
7.10 Corporate Restructuring Strategy
7.10.1 Meaning and Need for Corporate Restructuring
7.10.2 Purpose of Corporate Restructuring
7.10.3 Characteristics of Corporate Restructuring
7.10.4 Category of Corporate Restructuring
7.10.5 Methods of Corporate Restructuring
7.11 Summary

NOTES
EXPANSION OF ITC LIMITED BUSINESSES

Over the years, ITC Limited, basically a tobacco company set
up in 1910, has ballooned to gigantic proportions (with 26,000
employees in 60 locations across India with a turnover of over
$7 billion) through excellent diversification moves into areas such as
hotels, information technology, packaging, paperboards, speciality
paper, agri-businesses, foods, lifestyle and retailing, education and
stationery and personal care.
The objective of ITC’s entry into the hotels business was rooted in
the concept of creating value for the nation. ITC chose the hotels
business for its potential to earn high levels of foreign exchange,
create tourism infrastructure and generate large scale direct
and indirect employment. Since then, ITC’s Hotels business has
grown to occupy a position of leadership, with over 100 owned and
managed properties spread across India.
In 1985, ITC set up Surya Tobacco Co. in Nepal as an Indo-Nepal
and British joint venture. Since inception, its shares have been
held by ITC, British American Tobacco and various independent
shareholders in Nepal. In August 2002, Surya Tobacco became
a subsidiary of ITC Limited and its name was changed to Surya
Nepal Private Limited (Surya Nepal).
In 1990, ITC acquired Tribeni Tissues Limited, a specialty paper
manufacturing company and a major supplier of tissue paper to
the cigarette industry. The merged entity was named the Tribeni
Tissues Division (TTD). TTD was merged with the Bhadrachalam
Paperboards Division to form the Paperboards & Specialty
NMI
Papers Division in November 2002. ITC acquired the paperboard
manufacturing facility of BILT Industrial Packaging Co. Ltd
(BIPCO), near Coimbatore, Tamil Nadu. Paperkraft entered new
categories in the office consumable segment with the launch of
Textliners, Permanent Ink Markers and White Board Markers in
2009.
MS
In 1990, leveraging its agri-sourcing competency, ITC set up
the Agri-Business Division for export of agri-commodities. The
Division is today one of India’s largest exporters. ITC’s unique
and now widely acknowledged e-Choupal initiative began in 2000
with soya farmers in Madhya Pradesh. Now it extends to 10 states
covering over 4 million farmers. ITC’s first rural mall, christened
‘Choupal Saagar’ was inaugurated in August 2004 at Sehore. On
the rural retail front, 24 ‘Choupal Saagars’ are now operational in
the 3 states of Madhya Pradesh, Maharashtra and Uttar Pradesh.
In 2000, ITC forayed into the Greeting, Gifting and Stationery
products business with the launch of Expressions range of
greeting cards. A line of premium range of notebooks under brand
‘Paperkraft’ was launched in 2002. To augment its offering and to
reach a wider student population, the popular range of notebooks
was launched under brand ‘Classmate’ in 2003.
Contd...

for Continuing
Education
FORMULATING CORPORATE LEVEL STRATEGY 187
NOTES
ITC also entered the Lifestyle Retailing business with the Wills
Sport range of international quality relaxed wear for men and
women in 2000. The Wills Lifestyle chain of exclusive stores later
expanded its range to include Wills Classic formal wear (2002) and
Wills Clublife evening wear (2003). ITC also initiated a foray into
the popular segment with its men’s wear brand, John Players in
2002. In 2006, Wills Lifestyle became title partner of the country’s
most premier fashion event - Wills Lifestyle India Fashion Week -
that has gained recognition from buyers and retailers as the single
largest B-2-B platform for the Fashion Design industry. To mark
the occasion, ITC launched a special ‘Celebration Series’, taking
the event forward to consumers.
In 2000, ITC spun off its information technology business into a
wholly owned subsidiary, ITC Infotech India Limited, to more
aggressively pursue emerging opportunities in this area. Today
ITC Infotech is one of India’s fastest growing global IT and IT-
enabled services companies and has established itself as a key
player in offshore outsourcing, providing outsourced IT solutions
and services to leading global customers across key focus verticals:
Manufacturing, BFSI (Banking, Financial Services & Insurance),
CPG&R (Consumer Packaged Goods & Retail), THT (Travel,
Hospitality and Transportation) and Media & Entertainment.
ITC’s foray into the foods segment began in August 2001 with the
introduction of Kitchens of India’s ready-to-eat Indian gourmet
dishes. In 2002, ITC entered the confectionery and staples
segments with the launch of the brands mint-o and Candyman
confectionery and Aashirvaad atta (wheat flour). 2003 witnessed
the introduction of Sunfeast as the Company entered the biscuits
NMI
segment. ITC entered the fast growing branded snacks category
with Bingo in 2007. In eight years, the Foods business has grown
to a significant size with over 200 differentiated products under six
distinctive brands, with an enviable distribution reach, a rapidly
growing market share and a solid market standing.
ITC’s foray into the marketing of Agarbattis (incense sticks)
MS
in 2003, marked the manifestation of its partnership with the
cottage sector. ITC’s popular agarbattis brands include Spriha
and Mangaldeep across a range of fragrances like Rose, Jasmine,
Bouquet, Sandalwood, Madhur, Sambrani and Nagchampa.
ITC introduced Essenza Di Wills, an exclusive range of fine
fragrances and bath & body care products for men and women
in July 2005. Inizio, the signature range under Essenza Di Wills
provides a comprehensive grooming regimen with distinct lines for
men (Inizio Homme) and women (Inizio Femme). Continuing with its
tradition of bringing world class products to Indian consumers, the
Company launched ‘Fiama Di Wills’, a premium range of Shampoos,
Shower Gels and Soaps in September, October and December 2007,
respectively. The Company also launched the ‘Superia’ range of
Soaps and Shampoos in the mass-market segment at select markets
in October 2007 and Vivel De Wills & Vivel range of soaps in February
and Vivel range of shampoos in June 2008.

for Continuing
Education
NOTES

Explain the meaning of corporate strategy formulation
Describe the balanced scorecard: a balanced approach
Know the importance of grand strategies: strategic
alternatives
Discuss the growth/expansion strategy
Assess the diversification strategy
Understand the significance of stability strategy
Explain the retrenchment strategy
Identify the combination strategy
7.1 INTRODUCTION
The results obtained through external and internal analysis provide
the inputs needed by a firm to develop its strategic intent and
strategic mission. Strategic intent shows how resources, capabilities
and core competencies will be leveraged to achieve desired results in
a competitive environment. The mission is used to specify the product
markets and customers a firm intends to serve through various
strategies (at the corporate, business unit and functional level). This
chapter, basically, throws light on corporate strategies that help firms
to leverage their resources and skills to extend their competitive
advantage to new areas of activity.
Corporate strategy is basically concerned with the choice of businesses,
products and markets. It tries to answer certain key questions:
 What businesses the firm should be in, in terms of the range of
products it supplies?
Answer 1: Punjab Tractors is a specialised company which is
involved almost exclusively in the manufacturing of tractors.
Answer 2: Hindustan Lever Ltd. is highly diversified with
interests in soaps, tea, washing powders, detergents, tooth pastes,
shampoo, creams, salt, hair oils etc.
 What should be the optional geographic spread of activities for
a firm?
Answer: In the restaurant business, most firms serve small
local markets, whereas McDonald’s operates in more than one
hundred countries throughout the world.
 What range of vertically linked activities should the firm
encompass?
Answer: Reliance Industries is a key player in each of the products
in the Petrochemical – Fibre intermediate chain (synthetic
textiles, PSF, PFY, PTA MEG).

NOTES
 How the corporate office should manage its group of businesses?
Answer: Corporate strategy spells out the businesses in which the
firm will participate, the markets it will serve and the customer
needs it will satisfy.
Corporate-level strategy, thus, pertains to the organisation as a whole
and the combination of business units and product lines that make
up the corporate entity. It addresses the overall strategy that an
organisation will follow. The process generally involves selecting a
grand strategy and using portfolio strategy approaches to determine
the types of businesses in which the organisation should be engaged.
BALANCED SCORE CARD: A BALANCED

7.2
APPROACH
R S Kaplan and D P Norton came out with a popular, balanced score
card approach in early 90s linking corporate goals with strategic
actions undertaken at the business unit, departmental and individual
level.
The Balanced score-card allows managers to evaluate a firm from

different complementary perspectives.
The arguments run thus:
 A firm can offer superior returns to stockholders if it has a
competitive advantage in its product or service offerings when
compared to its rivals.
 In order to sustain a competitive advantage, a firm must offer
superior value to customers.
 This, in turn, requires development of operations with necessary
capabilities.
 In order to develop the needed operational capabilities, a firm
requires the services of employees having requisite skills,
creativity, diversity and motivations.
Thus, the performance as assessed in one perspective supports
performance in other areas – as given below:
 Financial Perspective: Does the firm offer returns in excess
of the total cost of capital, as suggested by the Economic Value
Added (EVA) model? EVA is the spread between a firm’s return
on invested capital minus its weighted average cost of capital,
multiplied by the amount of capital invested. In other words,
EVA is what is left over after a firm has covered all its factors of
production (operating expenses, overheads, interest, taxes, plus
fair return to shareholders). “To succeed financially, how should
we appear to our shareholders?” is the question to be answered
here.

NOTES
 Customer’s Perspective: Does the firm provide the customer
with superior value in terms of product differentiation, low cost
and quick response?
 Operations Perspective: How effectively and efficiently do the
core processes that produce customer value perform? What
are the most important sources of customer value that need
improvising to offer greater customer value?
 Organisational Perspective: Can the firm adapt to changes in
its environment? Is their workforce committed to shared goals?
Does the organisation learn from its past mistakes? When
confronted with a problem, does it work towards identifying the
root causes or does it start from the beginning?
A properly constructed scorecard helps a firm strike a fine balance
between short-and long-term financial measures; financial and non-
financial measures; internal and external performance perspectives.
A firm’s long-term strategy should take all the above perspectives
into account while trying to match a firm’s internal resources and
capabilities with external opportunities.
As mentioned previously, competitive advantage comes from a firm’s
ability to perform activities (using its unique, durable, specialised,
hard-to-imitate resources and skills etc. while serving the needs of
customers) more effectively than rivals.
Fill in the blanks:

1. Corporate strategy is basically concerned with the choice of
……………………., products and markets.
2. The score-card allows managers to evaluate a firm from
different complementary …………………….
3. Corporate success, depends on how well a firm is able to
extend its ...........................to new areas over a long period of
time.
Which is a better way to link corporate goals with strategic actions –

shareholder value model or the balanced scorecard approach?
Corporate success, ultimately, depends on how well a firm is able

to extend its competitive advantage to new areas over a long period
of time.

NOTES
GRAND STRATEGIES: STRATEGIC

7.3
ALTERNATIVES
Grand strategy is the general plan of major action by which a firm
intends to achieve its long-term goals. It provides basic direction
for the strategic actions of a firm. Most firms begin their operations
as single-business units. Some firms continue to thrive due to their
specialised operations and exclusive focus on a limited business arena.
McDonald’s, for instance, has been able to develop a steadily improved
product line and keep its costs low by focusing on the fast food business
alone. Likewise, Infosys Technologies had exploited the low cost
advantage of software services initially in India and after consolidating
its position is now seeking to extend its business by developing
competencies in new and emerging technologies. Wal-Mart, too, has
benefited primarily from the retailing industry. However, operating
primarily in one industry may make the firm vulnerable to business
cycles. Should the industry attractiveness decline (Software, Telecom
businesses in late 90s) through a permanent decrease in consumer
demand for the firm’s products or competition intensifies from existing
or new competitors, the firm’s performance is likely to suffer. These
limitations can be overcome by operating in different fields through
diversification. “The firm could diversify into related (to exploit its core
strengths) or unrelated businesses (to tap profit opportunities in other
areas). Of course, unrelated diversifications may results in uncertainties
associated with losing touch with the fundamentals of each business
and the difficulty of analysing the numerous disaggregate external
opportunities and threats inherent in unrelated industries” (Wright
et al.). Managers have to be extremely cautious in choosing the various
strategic alternatives aimed at improving customer value.
Fill in the blank:

4. Grand strategy is the general plan of major action by which a
firm intends to achieve its......................................goals.
Diversification is essentially a risk mitigation strategy. Discuss.
Grand strategies fall into four general categories: growth/expansion,

stability, retrenchment and combination.
7.4 GROWTH/EXPANSION STRATEGY

Organisations generally seek growth in sales, market share or some
other measure as a primary objective.

NOTES
When growth becomes a passion and organizations try to seek

sizeable growth, (as against slow and steady growth) it takes the
shape of an expansion strategy.
The firm tries to redefine the business, enter new businesses, that are
related or unrelated or look at its product portfolio more intensely. The
firm can have as many alternatives as it wants by changing the mix of
products, markets and functions. Thus, the growth opportunities may
come internally or externally. Internal growth possibilities may be
exploited through intensification or diversification. External growth
options include mergers, takeovers and joint ventures.
7.4.1 WHEN TO ADOPT A GROWTH STRATEGY?

There are certain inherent limits to corporate growth and a firm
intending to grow beyond a particular limit, should look into the
pros and cons carefully before embarking upon an ambitious growth
strategy. This compels us to examine the issue as to when corporations
should look for a growth strategy:
 Growth must be manageable: It should enable the organisation
to stabilise its operations over a period of time and ensure
profitability. When an organisation achieves stability after a time,
it can pursue growth strategies in the same field or in diversified
fields depending on its strengths.
 Growth must take into account environmental demands: The
limitations imposed by various pieces of legislation (for example
FDI limits in print media, banking etc.) must be carefully looked
into before going ‘all out’. Growth, as a matter of fact, should be
in consonance with environmental demands. An organisation
can grow only to the extent permitted by (all the above factors)
the environment. This, however, requires advance thinking and
careful planning.
 Growth should be the natural choice where the environment
presents several opportunities and special concessions and
incentives are readily available. For example, the government
offers special benefits to small scale industries and industries
set up in backward areas. Whenever such opportunities exist in
the environment, organisations can pursue ‘growth strategies’
diligently.
7.4.2 WHY TO PURSUE GROWTH STRATEGY?

Growth strategies are extremely popular because most managers
tend to equate growth with success. Obviously, a firm that fails to
move ahead may fall behind in the competitive race. The firm that
operates in a dynamic environment must grow in order to survive.
Growth implies greater sales and an opportunity to take advantage

NOTES
of the environmental opportunities. As the firm grows in size and
experience, it gets better at what it is doing and reduces costs and
improves productivity. A growing firm can cover up mistakes and
inefficiencies more easily than can a stable one. There are more
opportunities for advancement, promotion and interesting jobs in
a growing firm. Growth per se is exciting and ego-enhancing for
managers. A corporation tends to be seen as a winner or on the move
by the market place and by potential investors. Growth strategies gain
importance if a firm’s industry is growing quickly and competitors are
engaging in price wars so as to slice out a larger share of the market.
If the firm is not able to find a profitable niche, (for example Anchor
vegetarian toothpaste, triple-refined Dandi Salt) it can not flourish in
a volatile environment. More specifically, the compelling motives for
pursuing growth strategies may be furnished thus:
 To Ensure Survival: In the long run growth is necessary for the
very survival of the organisation, especially when the environment
is turbulent and highly competitive. If the organisation does
not grow, it may by pushed out of the market by new entrants.
Ambassador car, Ideal Jawa, Diner’s Credit Card business, are
the inglorious examples in this regard, where the organisations
failed to take stock of competitive reactions and were eventually
forced out of business.
 To Obtain Scale Economies: Growth is tempting because of
innumerable benefits offered by large scale operations. Fixed
costs could be spread over a large volume of units and the
resultant savings could be recycled into the product and offer
the same at economical rates ensuring continued organisational
success. Great penetration into the market is ensured thereby.
 To Stimulate Talent: Managers and entrepreneurs with a high
degree of achievement and recognition would prefer to work in
companies always on the move rather than companies where
there are limited opportunities to exploit their talents fully. The
stupendous rate of growth achieved by Hero Honda, Infosys,
Wipro in recent years bears ample testimony to this fact.
 To Reach Commanding Heights: Growth ensures market
control. It means prestige and power. It means securing investor
confidence. Companies such as Nestle, Britannia, ITC, HLL etc.
have a high level of reputation in the corporate world owing to
this reason. They are held high and rated as ‘winners’ in the
corporate world owing to their relentless efforts to grow in various
profitable directions. Growth, obviously, brings satisfaction to
employees, investors in particular and innumerable benefits to
society in the form of increased employment, low-price-high-
quality-goods, and so on. Growth allows the organisation to
reach commanding heights in the economy; it can increase its
market share, secure a high degree of control over the market
and influence market behaviour in a significant way.

NOTES
7.4.3 PROBLEMS CREATED BY GROWTH
Growth, however, is not an unmixed blessing. In some firms, as
pointed out previously, growth beyond an optimum limit creates
many problems. According to P.F. Drucker, a business that grows
at an exponential rate, would soon gobble up the world and all its
resources. Growth at a high rate and for an extended period makes
a business exceedingly vulnerable. It makes it all but impossible to
manage it properly. Even from the financial point of view, a growing
company does not offer sound investment opportunities. Sooner or
later the firm runs into tremendous losses, has to write off vast sums,
and become, in effect, unmanageable. It takes years then for such a
firm to recover and establish itself in the market.
7.4.4 HOW TO MANAGE – GROWTH?

It is true that a firm has to grow in order to survive in a competitive
environment. Without this strategy it would be impossible for the
firm to attract, motivate, and hold men of talent and competence on a
permanent basis. However, the desire to grow must be supported by a
rational growth policy, having the following objectives:
 Minimum Growth: The firm, initially, must set its growth targets
both for the short-term and the long-term. It must meet these
targets, of course, without losing its standing (in terms of sales,
margins, market share) in the marketplace. It should be able to
grow in economic performance and economic results. According
to Drucker, growth objectives have to be economic objectives
rather than volume objectives. This requires the company to
slough off its unprofitable lines and concentrate on products that
have growth potential.
 Optimum Growth: The company should be able to strike a happy
balance between risk and return on resources. It should be able
to combine activities, products and business in a useful manner.
Growth should be at least the minimum growth. But it should not
exceed the optimum point. Growth, like any other business policy,
requires objectives, priorities and strategy necessary to exploit
the strengths of the business successfully. More importantly,
growth goals should be rational and grounded in the objective
reality of a business, of its markets, of its technologies, rather
than in financial fantasy.
 Internal Preparation: Growth requires internal preparation. As
pointed out by Drucker “When the opportunity for rapid growth
will come in the life of a company cannot be predicted. But a
company has to be ready. If a company is not ready, opportunity
moves on and knocks at somebody else’s door”. Growth should
be based on the strengths of a company. It requires financial
planning and, above all, requires a human organisation capable
of achieving different and bigger things continuously. However,
the controlling factor in managing growth is management.

NOTES
“For a company to be able to grow, top management must be
willing and able to change itself, its role, its relationship, and its
behaviour”.
Fill in the blanks:

5. When an organisation achieves stability after a time, it can
pursue growth strategies in the same field or in ………………….
depending on its strengths.
6.are extremely popular because most managers
tend to equate growth with success.
Growth for the sake of growth is the ideology of the cancer cell.
Discuss.
7.5 DIVERSIFICATION STRATEGY

A single-product strategy is always a risky one. Because the firm has
staked its survival on a single product (or a small basket of products
like Colgate) the organisation has to work very hard to ensure the
success of that product. If the product is not accepted by the market
(like taking a big call on Indica by TELCO) or is replaced by a new one
(the challenge of Close-Up from HLL to Colgate) the firm will suffer.
Given the risk of a single-product strategy, most large organisations
today operate in several different businesses, industries or markets.
Diversification describes the number of different businesses that an
organisation is engaged in and the extent to which these businesses are
related to one another. Diversification involves entry into fields where
both products and markets are significantly different than those of a
firm’s initial base. Related diversification occurs when a firm expands
into industries similar to its initial business in terms of at least one
major function (when the firm enjoys distinctive competence such as
marketing, distribution, engineering etc). Unrelated diversification
involves expansion into fields that do not share any financial or skill-
based interrelationship with a firm’s initial business.
Diversification is said to minimise risks associated with confining
the business to one or very few products. The company can enter
new lines of business to preempt potential competitors or to gain
superiority over competitors entering the market at an early stage.
It can introduce new products, satisfying a variety of needs. This
helps in consolidating its position in the industry. The company can
put its resources and related capabilities to good effect. The existing
businesses might have saturated a bit and the only way to grow could be
through diversification, exploiting opportunities in the environment.
Diversification, of course, is not a sure bet. Diversification may lead

NOTES
to neglect of old business. The managers may fail to understand the
intricacies of new business as well – because they have entered the field
without full knowledge and adequate preparation. To make matters
worse, competitors may retaliate with full force, adversely impacting
even the existing businesses. To be successful, diversification requires
careful planning and meticulous preparation. The company must
have deep pockets and strong staying power. Building competitive
advantages takes time and involves lot of money. The company must
have relevant core competency in the field that it is trying to look at
now. The chosen field must be attractive and the company should have
capable managers to handle the associated risks in a competent way.
The cost of entry should also be reasonable. To be safe, the company
should screen and pretest the proposals carefully and proceed in a
cautious manner.
7.5.1 RELATED DIVERSIFICATION

Horizontal integration takes place when some firms expand by acquiring
other companies in the same line of business (adding new products
or services to the existing product or service line). Such acquisitions
eliminate competitors and provide the acquiring organisation with
access to new markets. Horizontal integration could come, thus, through
mergers and acquisitions. The purchase of one firm by another firm of
approximately the same size is called a merger. It is called an acquisition
when one of the organisations involved is considerably larger than the
other. Most software companies use the mergers and acquisitions route
to acquire complementary businesses, products or services linked by a
common technology and common customers.
Concentric diversification: It occurs when an organisation diversifies
into a related, but distinct business. With concentric diversification, the
new businesses can be related to existing businesses through products,
markets or technology. The new product is a spin-off from the existing
facilities, products and processes. For example, Philip’s the electronics
major, decided to diversify into related businesses such as cellular
phones, telecommunication equipment, electronic components etc.
to exploit its core advantages in the form of related technology, strong
distribution network etc. IBM has used a concentric diversification
strategy right from 60s onwards. In early 60s IBM concentrated on
the mainframe computer business. Today the company’s products
include small computers, terminals, communication’s equipment, etc.
Concentric diversifications may occur due to factors such as common
distribution channel, marketing skills, common brand name, and
common customers. Organisations such as Philip Moris, Nabisco,
Proctor & Gamble operate multiple businesses related by a common
distribution network (grocery stores) and common marketing skills
(advertising). Disney and Universal rely on strong brand names and
reputations to link their diverse businesses which include movie
studios and theme parks. Pharmaceutical firms such as Cipla, Ranbaxy
sell numerous products to a single set of customers: hospitals, doctors,
patients and drugstores.

NOTES
7.5.2 UNRELATED DIVERSIFICATION
Conglomerate diversification takes place when an organisation
diversifies into areas that are unrelated to its current business. The
decision to diversify into unrelated areas is generally undertaken
by firms in volatile industries that are subject to rapid technological
change. The obvious purpose is to reduce risk. It is also assumed
that by restructuring the portfolio of businesses, the firm would be
in a position to create value. Similarity in products, technology or
marketing knowledge between the two firms is not an issue here,
the acquiring firm simply wants to make an attractive investment.
Unrelated diversification was a very popular strategy in the 1960s
and early 1970s. For example, the ITC’s diversification into edible
oils, hotels, financial services etc. is conglomerate diversification
(likewise NEPC group’s foray into agro foods, textiles, paper, airlines,
wind energy, tea plantations etc; Ballarpur Industries’ unrelated
diversification, into chemicals, nylon fibre, leather etc. in addition
to paper. Essar’s foray into shipping, oil, sponge iron, marine
construction, telecom, power, etc.).
Economic Motives
It is worth noting the principal difference between concentric
and conglomerate diversification here. Concentric diversification
emphasises some commonality in markets, products, or technology,
whereas conglomerate diversification is based on profit considerations
only. The firm thinks that it is able to spot an attractive investment
opportunity faster than the market and commits its resources
accordingly. Of course, it is always open to doubt whether the new
business justifies its acquisition cost. Thus, the selection of attractive
acquisition candidates is largely a matter of managerial judgement.
The basic source of value in a conglomerate is senior management’s
ability to time the market to buy and sell businesses. Consistent
success in such matters, however, cannot be guaranteed. Throughout
the 1990s, not surprisingly, many conglomerates failed to deliver the
goods. Unrelated diversification moves have actually destroyed value
instead of creating it (dyssynergy, in which individual businesses may
actually be worth more on their own rather than when placed under a
larger corporate umbrella with other unrelated units). Conglomerates
have failed in most cases because of various reasons: inadequate focus,
failure to understand the business fully, competitive disadvantage
compared to organisations that use related diversification.
7.5.3 COSTS OF DIVERSIFICATION

Evidently, diversification into related or unrelated areas is not a sure
bet. Problems could surface suddenly from multifarious – known as
well as unknown-factors. Let’s examine these more closely (Pitts and
Lei).
 Cost of Ignorance: Entering a new, unknown field is risky. The
firm does not know the extent of competition. It may fail to read

NOTES
the mind of the consumer properly. Technological developments,
environmental factors may compel the firm to shift gears
continuously. Mistakes might be committed when the firm is
navigating through uncharted waters.
 Cost of Neglect: A company trying to expand through unrelated
diversifications may have to divert its attention from its core
businesses – at least temporarily. First, it must decide the areas
where it wants to operate. Second, if acquisition is the route; it
must identify suitable targets for purchase. Third, top managers
must integrate the new units with the existing businesses. All
these steps would dilute the attention of the firm towards its
own, original business. The costs of ignorance and neglect
might prove to be crippling, especially in a highly competitive
rapidly changing environment. Let’s consider the cases of Indian
companies which have gone out of business, because of hasty,
unrelated diversifications into too many different areas.
7.5.4 WHEN TO DIVERSIFY?

Diversification will be fruitful only when the benefits generated by
diversification outweigh the related costs. To contain costs, the firm
should focus attention on familiar fields and by diversifying internally
rather than by acquisition. In any case, as summarised by Pears and
Robinson, diversification is the most preferred route:
 When the firm intends extraordinary growth in assets, revenues
and profits.
 When the firm wants to counter vulnerability arising out of a
single-product concentration – by creating a large portfolio of
diverse businesses.
 When the environment presents an unusually large number of
exciting opportunities to be exploited by the firm’s resource base.
 When there is great environmental uncertainty, firms embark on
a constant search for new businesses.
 When the firm finds diversification to be more profitable than
intensification.
 When the firm has surplus resources that could be profitability
deployed in new ventures.
 When the firm finds synergy in its existing businesses and the
new ones that it intends to set up.
When diversification is likely to produce fewer benefits than costs,
the firm should turn its attention to restructuring its operations with
a view to enhance shareholder value. The various possibilities in this
connection include:
 Selective Focus: Target carefully selected new segments when
the firm is able to expand its market share quickly even though
the industry in which it operates is on the decline.

NOTES
 Spin-off: Spinning off businesses means selling those units or
parts of a business that no longer contribute to or fit the firm’s
core competence. Spinning off non-core or less related businesses
help produce renewed focus on remaining core operations. It also
helps shareholders capture the full value of assets being used by
management.
Fill in the blanks:

7. Diversification is said to minimise risks associated with
…………………… the business to one or very few products.
8. Horizontal integration takes place when some firms expand by
…………………. other companies in the same line of business.
9. Conglomerate diversification takes place when an organisation
…………… into areas that are unrelated to its current business.
10. Diversification is fruitful only when the benefits generated by
diversification....................... the related costs.
Prepare a presentation on the diversification strategy of Tata Sons

in light of their entry into the aviation industry recently.
7.6 STABILITY STRATEGY

A stability strategy involves maintaining the status quo or growing in
a methodical, but slow, manner. The firm follows a safety-oriented,
status-quo-type strategy without effecting any major changes in its
present operations. The resources are put on existing operations to
achieve moderate, incremental growth. As such, the primary focus
is on current products, markets and functions, maintaining the same
level of effort as at present. Organisations might follow a stability
strategy for a variety of reasons:
 Why rock the boat?: If the company is doing reasonably well,
managers may not like to take the risks or hassles associated
with more aggressive growth.
 Why not stop for a while?: Stability allows the firm to stop
for a while, re-examine what it has already done and proceed
cautiously. An organisation that has stretched its resources
during a period of accelerated growth may want to attain stability
before it attempts further accelerated growth.
 Why to swallow risk?: If managers believe that growth prospects
are low, they may follow a stability strategy with a view to hold
on to their current market share. Stability strategy, is however,
not a ‘do-nothing’ strategy. To maintain current position, the
organisation definitely needs to carry out marginal improvements
in performance in line with changing trends.

NOTES
 Where are the resources?: Introducing new products, entering
new markets, undertaking major organisational changes
- all require huge investments. Where there is an internal
resource constraint, a stability strategy is preferred. If the
organisation’s strategic advantages lie in the current business
and market, it pursues the stability strategy to exploit its
competitive advantages fully.
Limitations
Stability strategies would work only when the firm is doing well
and the environment is not excessively volatile. However, present
day organisations have to grapple with change continually. They
have to operate in highly competitive and turbulent environments.
So strategies of functioning along existing lines would work initially
when the firm is able to carve out a niche for itself but would fail
to work as new firms enter into the market or new developments in
the business environment occur. It is true that future means change
and adjustments to new situations and conditions. But it is better to
indulge in proactive planning through strategic planning systems
rather than living with low profits and low stockholder dividends
year after year. Failure to improve profits over the long term means
corporate death. The corporate graveyard is filled with the corpses of
companies that failed to respond to changes in the environment.
So organisations must practice pro-active planning. They must
practise strategic planning in order to manage change successfully.
The manager who is able to anticipate and prepare for possible
changes in the business work has more control than the manager
who does not plan ahead, and is content with the present set-up and
status quo arrangements. The consequences of taking a short-term
perspective can be severe. Only a few years ago the U.S. auto industry
was the marvel of the world. Textbooks cited it for its examples of good
management practice. But what has happened to the auto industry
during the 1970s? Blinded by its success, it made the biggest mistake
of all—it failed to adapt to the changing requirements and wants of
the market place. Japanese and other foreign auto companies moved
into fill the market void (need for fuel-efficient cars). By the early
1980s General Motors and Ford were losing hundreds of millions of
dollars and Chrysler was fighting off bankruptcy. One of the important
advantages of planning is that it helps a manager or organisation to
affect rather than accept the future. In a competitive environment,
resting on past laurels would prove to be suicidal. No change strategies
force managers to live with wrong products and wrong markets. In
volatile industries, a stability strategy can mean short-run success,
long-run death. In order to progress in an orderly manner, every firm
must employ appropriate growth strategies that help in improving
present as well as future performance in the market place.

NOTES
Fill in the blank:

11. Stability strategies works only when the firm is doing well and
the environment is not excessively ……………………...
In the first decade of the new millennium, Infosys had the second
largest cash reserves worth ` 22,000 crore. Yet it let go several
acquisition opportunities. Was it case of trading caution for
aggression?
7.7 RETRENCHMENT STRATEGY

Retrenchment strategy is a corporate level, defensive strategy followed
by a firm when its performance is disappointing or when its survival
is at stake for a variety of reasons. Economic recessions, production
inefficiencies, and innovative breakthroughs by competitors are only
three causes. Managers choose retrenchment when they think that the
firm is neither competitive enough to succeed through a counter attack
(on market forces affecting its sales negatively) nor nimble enough
(effecting fast changes) to be a fast follower. However, retrenchment
does not mean death knell for every business under attack. Many
healthy companies have faced life – threatening competitive situations
in the past, successfully addressed their weaknesses and restored
themselves.
Retrenchment calls for a radical surgery to cut the ‘extra fat’ – say, laying
off employees, dropping items from a production line, eliminating low-
margin customer groups, avoiding elaborate promotional efforts etc.
Apart from the above cost reductions, retrenchment calls for drastic
steps to improve cash flows through sale of assets. Retrenchment
strategy, as such, is adopted out of necessity, not by deliberate choice.
In actual practice, retrenchment may take one of the following forms:
 Outright sale to another company,
 Leveraged Buy-out (LBO), and
 Spin-off.
Reasons for Divestment

 Strong Focus: Spinning off unviable units may help a firm focus
on its core business more closely and regain the lost ground
quickly.
 Unlock Critical Funds: The firm can sell those assets whose
values have plateaued or declined as a result of ignorance or
neglect.

NOTES
 Invest in Emerging Technologies: Firms can use the cash
generated through spin offs in emerging or future technologies
that better leverage or revitalise their core competencies.
 A Maker of Policy: Sometimes the firm may spin off units in
fields where it has no dominance. If the firm wants to be in the
top slot, it must naturally get out of all those ventures where it is
only a marginal player (like what K.M. Birla did in paper, sugar
and steel – all peripheral businesses in Birla’s kitty).
 From Red to Black: Assets bought at inflated prices might drain
out cash flows, especially if they are funded through debt capital.
Spinning off such assets would help a firm liquidate debts,
improve the cash flow position and recharge its operations in
areas where it has immense strength.
 Unviable Projects: If the business becomes unviable due to stiff
competition or change in government policy it is better to get out
quickly.
Jack Welch the former CEO of GE used retrenchment to great

effect to the extent that he was nicknamed “Neutron Jack”. What
implications does retrenchment have on the employer brand in the
long term? Discuss.
A leveraged buy out occurs when a company’s shareholders are

bought out (hence buyout) by the company’s management and
other private investors using borrowed funds (hence leveraged).
In the last case, the parent company creates a new company, then
distributes its shares to shareholders of the parent.
7.8 TURNAROUND STRATEGIES

A turnaround is designed to reverse a negative trend and bring
the organisation back to normal health and profitability. The basic
purpose of a turnaround is to transform the corporation into a leaner
and more efficient firm. It usually involves getting rid of unprofitable
products, trimming the workforce, pruning distribution outlets, and
finding other useful ways of making the organisation more efficient.
If the turnaround is successful, the organisation may then focus on
growth strategy.
7.8.1 CONDITIONS FOR TURNAROUND STRATEGIES

Firms often lose their grip over markets due to various internal and
external factors. If they have to survive and flourish in a competitive
environment, they have to identify the danger signals quite early and

NOTES
undertake rectificational steps immediately. Such negative trends are
not difficult to trace.
 Continuous cash flow problems.
 Declining profits; lower profit margins.
 Dwindling market share.
 High employee turnover.
 Low morale of employees.
 Underutilisation of capacity.
 Raw material supply problems.
 Rising input prices.
 Strikes and lockouts.
 Increased competition, uncompetitive products or services.
 Recession.
 Mismanagement etc.
7.8.2 ACTION PLANS FOR TURNAROUND

The action plans for achieving a turnaround aim at yielding
immediate results focusing attention on certain key areas like quality
improvement, cost reduction, new product development, rejuvenated
marketing effort etc. Such short-term action plans usually tackle the
following issues:
 Change the leader.
 Change the prices – depending on the elasticity of demand.
 Focus attention on specific customer and specific products.
 Extend the product’s life through product improvements.
 Replace existing products with new ones.
 Focus on ‘power brands’ that are valued, visible and bring in most
of the revenues of the firm; in short, rationalising the products
line.
 Liquidating assets for generating cash.
 Better internal coordination.
 Emphasis on selling, advertising etc.
Fill in the blank:

12. A turnaround is designed to reverse a negative trend and bring
the organisation back to normal health and …………………….

NOTES
In the aftermath of the global meltdown of 2008, Vikram Pandit the

then CEO of Citibank Corporation was credited with the turnaround
of business. Yet his term as CEO was not extended. Are turnaround
strategies mere stopgap adjustments to brave the storm?
7.9 COMBINATION STRATEGIES

Large, diversified organisations generally use a mixture of stability,
expansion or retrenchment strategies either simultaneously (at the
same time in various businesses) or sequentially (at different times
in the same business). For example, growth could be achieved by
an organisation through acquisition of new businesses or divesting
itself of unprofitable ventures. Depending on situational demands,
therefore, an organisation can employ various strategies to survive,
grow and remain profitable.
In recent times, three more strategies have gained popularity namely,
joint ventures, strategic alliances and consortia.
 Joint Ventures: When two or more firms pool resources to
accomplish a task that a firm could not accomplish, or that can
be done more effectively by joining, the result is a joint venture.
Like a merger or acquisition, a joint venture is not a strategy but a
way of implementing a strategy. It helps a firm to undertake giant
projects by spreading risks more efficiently. Examples include,
the joint ventures between Thermax and Babcock and Wilcox;
Maruti Udyog and Suzuki; TELCO and Hitachi Construction
Company etc; in addition the Tata’s, the Birla’s, the Oberoi’s, the
Kirloskar’s and many software giants also have joint ventures
with global partners from outside the country. To be successful,
however, joint venture partners should be willing to share
technology in the real sense, resolve cultural differences clearly
and integrate operations at various locations in a more compact
manner. In any case, “joint ventures often limit the discretion,
control and profit potential of partners, while demanding
managerial attention and other resources that might be directed
toward the firm’s mainstream activities”.
 Strategic Alliances: In a joint venture, the companies involved
take an equity stake in one another. In strategic alliances,
however, the partners contribute their skills and expertise to
a cooperatively conceived and executed project for a specific
period. Partners, during the said period, try to peep into each
other’s know-how and learn from one another. Alliances could
take the shape of a licensing agreement too, where licensor would
transfer his property right over patents, trade marks, technical
know-how etc., to a licensee for a specified time in return for
a royalty, Outsourcing is another useful approach to strategic
alliances that helps firms to gain a competitive advantage

NOTES
(especially in technology intensive fields such as software,
telecommunications, electronics, bio-technology etc.)
 Consortia: Consortia are interlocking relationships between
businesses of an industry. It works more or less like a Japanese
Keiretsu involving upto 50 different firms that are joined around
a large trading company or bank and are coordinated through
interlocking directories and stock exchanges (like Sumitomo,
Mitsui, Mitsubishi, Sanwa).
Fill in the blanks:

13. are interlocking relationships between businesses of an
industry.
14. In a .............. , the companies involved take an equity stake in
one another.
Combination strategies are unpredictable to competitors and hence

better than focus strategies. Discuss.
CORPORATE RESTRUCTURING
7.10
STRATEGY
Corporate restructuring is one of the most complex and fundamental
phenomena that management confronts. Each company has two
opposite strategies from which to choose: to diversify or to refocus
on its core business. While diversifying represents the expansion of
corporate activities, refocus characterises a concentration on its core
business. From this perspective, corporate restructuring is reduction
in diversification.
Corporate restructuring is an episodic exercise, not related to
investments in new plant and machinery which involve a significant
change in one or more of the following:
 Pattern of ownership and control
 Composition of liability
 Asset mix of the firm.
It is a comprehensive process by which a co. can consolidate its
business operations and strengthen its position for achieving the
desired objectives:
 Synergetic
 Competitive
 Successful

NOTES
It involves significant re-orientation, re-organisation or realignment
of assets and liabilities of the organisation through conscious
management action to improve future cash flow stream and to make
more profitable and efficient.
7.10.1 MEANING AND NEED FOR CORPORATE

RESTRUCTURING
Corporate restructuring is the process of redesigning one or more
aspects of a company. The process of reorganising a company may be
implemented due to a number of different factors, such as positioning
the company to be more competitive, survive a currently adverse
economic climate, or poise the corporation to move in an entirely new
direction. Here are some examples of why corporate restructuring
may take place and what it can mean for the company.
Restructuring a corporate entity is often a necessity when the company
has grown to the point that the original structure can no longer
efficiently manage the output and general interests of the company.
For example, a corporate restructuring may call for spinning off some
departments into subsidiaries as a means of creating a more effective
management model as well as taking advantage of tax breaks that
would allow the corporation to divert more revenue to the production
process. In this scenario, the restructuring is seen as a positive sign of
growth of the company and is often welcome by those who wish to see
the corporation gain a larger market share.
Corporate restructuring may also take place as a result of the
acquisition of the company by new owners. The acquisition may be in
the form of a leveraged buyout, a hostile takeover, or a merger of some
type that keeps the company intact as a subsidiary of the controlling
corporation. When the restructuring is due to a hostile takeover,
corporate raiders often implement a dismantling of the company,
selling off properties and other assets in order to make a profit from
the buyout. What remains after this restructuring may be a smaller
entity that can continue to function, albeit not at the level possible
before the takeover took place.
In general, the idea of corporate restructuring is to allow the company
to continue functioning in some manner. Even when corporate
raiders break up the company and leave behind a shell of the original
structure, there is still usually a hope, what remains can function well
enough for a new buyer to purchase the diminished corporation and
return it to profitability.
7.10.2 PURPOSE OF CORPORATE RESTRUCTURING

To enhance the shareholder value, the company should continuously
evaluate its:
 Portfolio of businesses.
 Capital mix, Ownership & Asset arrangements to find
opportunities to increase the shareholder’s value.

NOTES
 To focus on asset utilisation and profitable investment
opportunities.
 To reorganise or divest less profitable or loss making businesses/
products.
 The company can also enhance value through capital
restructuring, it can innovate securities that help to reduce cost
of capital.
7.10.3 CHARACTERISTICS OF CORPORATE

RESTRUCTURING
Following are the basic characteristics of corporate restructuring:
 To improve the company’s Balance sheet, (by selling unprofitable
division from its core business).
 To accomplish staff reduction (by selling/closing of unprofitable
portion)
 Changes in corporate management
 Sale of underutilised assets, such as patents/brands.
 Outsourcing of operations such as payroll and technical support
to a more efficient third party.
 Relocating certain business units like Manufacturing unit to a
cost-effective location.
 Reorganisation of functions such as sales, marketing, and
distribution
 Renegotiation of labour contracts to reduce overhead
 Refinancing of corporate debt to reduce interest payments.
 A major public relations campaign to reposition the co., with
consumers.
7.10.4 CATEGORY OF CORPORATE RESTRUCTURING

Corporate restructuring entails a range of activities including financial
restructuring and organisation restructuring.
Financial Restructuring
Financial restructuring is the reorganisation of the financial assets
and liabilities of a corporation in order to create the most beneficial
financial environment for the company. The process of financial
restructuring is often associated with corporate restructuring, in that
restructuring the general function and composition of the company
is likely to impact the financial health of the corporation. When
completed, this reordering of corporate assets and liabilities can help
the company to remain competitive, even in a depressed economy.
Just about every business goes through a phase of financial
restructuring at one time or another. In some cases, the process of

NOTES
restructuring takes place as a means of allocating resources for a new
marketing campaign or the launch of a new product line. When this
happens, the restructure is often viewed as a sign that the company is
financially stable and has set goals for future growth and expansion.
Need for Financial Restructuring

The process of financial restructuring may be undertaken as a means
of eliminating waste from the operations of the company. For example,
the restructuring effort may find that two divisions or departments of
the company perform related functions and in some cases duplicate
efforts. Rather than continue to use financial resources to fund the
operation of both departments, their efforts are combined. This helps
to reduce costs without impairing the ability of the company to still
achieve the same ends in a timely manner.
In some cases, financial restructuring is a strategy that must take place
in order for the company to continue operations. This is especially
true when sales decline and the corporation no longer generates a
consistent net profit. A financial restructuring may include a review
of the costs associated with each sector of the business and identify
ways to cut costs and increase the net profit. The restructuring may
also call for the reduction or suspension of production facilities that
are obsolete or currently produce goods that are not selling well and
are scheduled to be phased out.
Financial restructuring also take place in response to a drop in sales,
due to a sluggish economy or temporary concerns about the economy
in general. When this happens, the corporation may need to reorder
finances as a means of keeping the company operational through this
rough time. Costs may be cut by combining divisions or departments,
reassigning responsibilities and eliminating personnel, or scaling
back production at various facilities owned by the company. With this
type of corporate restructuring, the focus is on survival in a difficult
market rather than on expanding the company to meet growing
consumer demand.
All businesses must pay attention to matters of finance in order to
remain operational and to also hopefully grow over time. From this
perspective, financial restructuring can be seen as a tool that can
ensure the corporation is making the most efficient use of available
resources and thus generating the highest amount of net profit
possible within the current set economic environment.
Organisational Restructuring
In organisational restructuring, the focus is on management
and internal corporate governance structures. Organisational
restructuring has become a very common practice amongst the firms
in order to match the growing competition of the market. This makes
the firms to change the organisational structure of the company for
the betterment of the business.

NOTES
Need for Organisation Restructuring
 New skills and capabilities are needed to meet current or
expected operational requirements.
 Accountability for results are not clearly communicated and
measurable resulting in subjective and biased performance
appraisals.
 Parts of the organisation are significantly over or under staffed.
 Organisational communications are inconsistent, fragmented,
and inefficient.
 Technology and/or innovation are creating changes in workflow
and production processes.
 Significant staffing increases or decreases are contemplated.
 Personnel retention and turnover is a significant problem.
 Workforce productivity is stagnant or deteriorating.
 Morale is deteriorating.
Some of the most common features of organisational restructures are:
 Regrouping of business: This involves the firms regrouping their
existing business into fewer business units. The management
then handles theses lesser number of compact and strategic
business units in an easier and better way that ensures the
business to earn profit.
 Downsizing: Often companies may need to retrench the surplus
manpower of the business. For that purpose offering Voluntary
Retirement Schemes (VRS) is the most useful tool taken by the
firms for downsizing the business’s workforce.
 Decentralisation: In order to enhance, the organisational
response to the developments in dynamic environment, the
firms go for decentralisation. This involves reducing the layers of
management in the business so that the people at lower hierarchy
are benefited.
 Outsourcing: Outsourcing is another measure of organisational
restructuring that reduces the manpower and transfers the fixed
costs of the company to variable costs.
 Enterprise Resource Planning: Enterprise resource planning is
an integrated management information system that is enterprise-
wide and computer-base. This management system enables the
business management to understand any situation in faster and
better way. The advancement of the information technology
enhances the planning of a business.
 Business Process Engineering: It involves redesigning the
business process so that the business maximises the operation
and value added content of the business while minimising
everything else.

NOTES
 Total Quality Management: The businesses now have started to
realise that an outside certification for the quality of the product
helps to get a good will in the market. Quality improvement is
also necessary to improve the customer service and reduce the
cost of the business.
The perspective of organisational restructuring may be different
for the employees. When a company goes for the organisational
restructuring, it often leads to reducing the manpower and hence
meaning that people are losing their jobs. This may decrease the
morale of employee in a large manner. Hence many firms provide
strategies on career transitioning and outplacement support to their
existing employees for an easy transition to their next job.
Sell-offs
NMI
MS Figure 7.1: Corporate Restructuring Activities
Leveraged Buyout, Hostile Takeover & Merger

Corporate restructuring may take place as a result of the acquisition
of the company by new owners. The acquisition may be in the form
of a leveraged buyout, a hostile takeover, or a merger of some type
that keeps the company intact as a subsidiary of the controlling
corporation.
Hostile Takeover
A hostile takeover is a type of corporate takeover which is carried out
against the wishes of the board of the target company. This unique
type of acquisition does not occur nearly as frequently as friendly

NOTES
takeovers, in which the two companies work together because the
takeover is perceived as beneficial. Hostile takeovers can be traumatic
for the target company, and they can also be risky for the other side,
as the acquiring company may not be able to obtain certain relevant
information about the target company.
Companies are bought and sold on a daily basis. There are two types of
sale agreements. In the first, a merger, two companies come together,
blending their assets, staff, facilities, and so forth. After a merger, the
original companies cease to exist, and a new company arises instead.
In a takeover, a company is purchased by another company. The
purchasing company owns all of the target company’s assets including
company patents, trademarks, and so forth. The original company
may be entirely swallowed up, or may operate semi-independently
under the umbrella of the acquiring company.
Typically, a company which wishes to acquire another company
approaches the target company’s board with an offer. The board
members consider the offer, and then choose to accept or reject it.
The offer will be accepted if the board believes that it will promote the
long term welfare of the company, and it will be rejected if the board
dislike the terms or it feels that a takeover would not be beneficial.
When a company pursues takeover after rejection by a board, it is a
hostile takeover. If a company bypasses the board entirely, it is also
termed a hostile takeover.
Publicly traded companies are at risk of hostile takeover because
opposing companies can purchase large amounts of their stock to
gain a controlling share. In this instance, the company does not have
to respect the feelings of the board because it already essentially owns
and controls the firm. A hostile takeover may also involve tactics like
trying to sweeten the deal for individual board members to get them
to agree.
An acquiring firm takes a risk by attempting a hostile takeover.
Because the target firm is not cooperating, the acquiring firm may
unwittingly take on debts or serious problems, since it does not have
access to all of the information about the company. Many firms also
have trouble getting financing for hostile takeovers, since some banks
are reluctant to lend in these situations.
Merger
A merger occurs when two companies combine to form a single
company. A merger is very similar to an acquisition or takeover, except
that in the case of a merger existing stockholders of both companies
involved retain a shared interest in the new corporation. By contrast,
in an acquisition one company purchases a bulk of a second company’s
stock, creating an uneven balance of ownership in the new combined
company.
The entire merger process is usually kept secret from the general
public, and often from the majority of the employees at the involved

NOTES
companies. Since the majority of merger attempts do not succeed,
and most are kept secret, it is difficult to estimate how many potential
mergers occur in a given year. It is likely that the number is very high,
however, given the amount of successful mergers and the desirability
of mergers for many companies.
A merger may be sought for a number of reasons, some of which are
beneficial to the shareholders, some of which are not. One use of the
merger, for example, is to combine a very profitable company with a
losing company in order to use the losses as a tax write-off to offset
the profits, while expanding the corporation as a whole.
Increasing one’s market share is another major use of the merger,
particularly amongst large corporations. By merging with major
competitors, a company can come to dominate the market they
compete in, giving them a freer hand with regard to pricing and
buyer incentives. This form of merger may cause problems when two
dominating companies merge, as it may trigger litigation regarding
monopoly laws.
Another type of popular merger brings together two companies that
make different, but complementary, products. This may also involve
purchasing a company which controls an asset your company utilises
somewhere in its supply chain. Major manufacturers buying out a
warehousing chain in order to save on warehousing costs, as well
as making a profit directly from the purchased business, is a good
example of this. PayPal’s merger with eBay is another good example,
as it allowed eBay to avoid fees they had been paying, while tying two
complementary products together.
A merger is usually handled by an investment banker, who aids in
transferring ownership of the company through the strategic issuance
and sale of stock. Some have alleged that this relationship causes
some problems, as it provides an incentive for investment banks to
push existing clients towards a merger even in cases where it may not
be beneficial for the stockholders.
Mergers and acquisitions are means by which corporations combine
with each other. Mergers occur when two or more corporations
become one. To protect shareholders, state law provides procedures
for the merger. A vote of the board of directors and then a vote of
the shareholders of both corporations is usually required. Following
a merger, the two corporations cease to exist as separate entities.
In the classic merger, the assets and liabilities of one corporation
are automatically transferred to the other. Shareholders of the
disappearing company become shareholders in the surviving company
or receive compensation for their shares.
Mergers may come as the result of a negotiation between two
corporations interested in combining, or when one or more
corporations “target” another for acquisition. Combinations that
occur with the approval and encouragement of the target company’s
management are called “friendly” mergers; combinations that occur

NOTES
despite opposition from the target company are called “hostile”
mergers or takeovers. In either case, these consolidations can bring
together corporations of roughly the same size and market power, or
corporations of vastly different sizes and market power.
The term “acquisition” is typically used when one company takes
control of another. This can occur through a merger or a number of
other methods, such as purchasing the majority of a company’s stock
or all of its assets. In a purchase of assets, the transaction is one that
must be negotiated with the management of the target company.
Compared to a merger, an acquisition is treated differently for tax
purposes, and the acquiring company does not necessarily assume
the liabilities of the target company.
A “tender offer” is a popular way to purchase a majority of shares
in another company. The acquiring company makes a public offer
to purchase shares from the target company’s shareholders, thus
by passing the target company’s management. In order to induce
the shareholders to sell, or “tender,” their shares, the acquiring
company typically offers a purchase price higher than market value,
often substantially higher. Certain conditions are often placed on
a tender offer, such as requiring the number of shares tendered be
sufficient for the acquiring company to gain control of the target. If
the tender offer is successful and a sufficient percentage of shares are
acquired, control of the target company through the normal methods
of shareholder democracy can be taken and thereafter the target
company’s management replaced. The acquiring company can also
use their control of the target company to bring about a merger of the
two companies.
Often, a successful tender offer is followed by a “cash-out merger.”
The target company (now controlled by the acquiring company) is
merged into the acquiring company, and the remaining shareholders
of the target company have their shares transformed into a right to
receive a certain amount of cash.
Another common merger variation is the “triangular” merger, in
which a subsidiary of the surviving company is created and then
merged with the target. This protects the surviving company from the
liabilities of the target by keeping them within the subsidiary rather
than the parent. A “reverse triangular merger” has the acquiring
company create a subsidiary, which is then merged into the target
company. This form preserves the target company as an ongoing legal
entity, though its control has passed into the hands of the acquirer.
In general, mergers and other types of acquisitions are performed
in the hopes of realising an economic gain. For such a transaction
to be justified, the two firms involved must be worth more together
than they were apart. Some of the potential advantages of mergers
and acquisitions include achieving economies of scale, combining
complementary resources, garnering tax advantages, and eliminating
inefficiencies. Other reasons for considering growth through

NOTES
acquisitions include obtaining proprietary rights to products or
services, increasing market power by purchasing competitors, shoring
up weaknesses in key business areas, penetrating new geographic
regions, or providing managers with new opportunities for career
growth and advancement. Since mergers and acquisitions are so
complex, however, it can be very difficult to evaluate the transaction,
define the associated costs and benefits, and handle the resulting tax
and legal issues.
When a small business owner chooses to merge with or sell out to
another company, it is sometimes called “harvesting” the small
business. In this situation, the transaction is intended to release the
value locked up in the small business for the benefit of its owners and
investors. The impetus for a small business owner to pursue a sale
or merger may involve estate planning, a need to diversify his or her
investments, an inability to finance growth independently, or a simple
need for change. In addition, some small businesses find that the best
way to grow and compete against larger firms is to merge with or
acquire other small businesses.
In principle, the decision to merge with or acquire another firm is a
capital budgeting decision much like any other. But mergers differ
from ordinary investment decisions in at least five ways. First, the
value of a merger may depend on such things as strategic fits that are
difficult to measure. Second, the accounting, tax, and legal aspects
of a merger can be complex. Third, mergers often involve issues of
corporate control and are a means of replacing existing management.
Fourth, mergers obviously affect the value of the firm, but they also
affect the relative value of the stocks and bonds. Finally, mergers are
often “unfriendly.”
Benefits of Mergers and Acquisitions

Merger refers to the process of combination of two companies,
whereby a new company is formed. An acquisition refers to the
process whereby a company simply purchases another company. In
this case there is no new company being formed. Benefits of mergers
and acquisitions are quite a handful.
Mergers and acquisitions generally succeed in generating cost
efficiency through the implementation of economies of scale. It may
also lead to tax gains and can even lead to a revenue enhancement
through market share gain. The principal benefits from mergers and
acquisitions can be listed as increased value generation, increase in
cost efficiency and increase in market share.
Mergers and acquisitions often lead to an increased value generation
for the company. It is expected that the shareholder value of a firm
after mergers or acquisitions would be greater than the sum of
the shareholder values of the parent companies. An increase in
cost efficiency is affected through the procedure of mergers and
acquisitions. This is because mergers and acquisitions lead to
economies of scale. This in turn promotes cost efficiency. As the parent

NOTES
firms amalgamate to form a bigger new firm the scale of operations of
the new firm increases. As output production rises there are chances
that the cost per unit of production will come down.
Demerger
Demergers are situations in which divisions or subsidiaries of parent
companies are split off into their own independent corporations. The
process for a demerger can vary slightly, depending on the reasons
behind the implementation of the split. Generally, the parent company
maintains some degree of financial interest in the newly formed
corporation, although that interest may not be enough to maintain
control of the functionality of the new corporate entity.
A demerger results in the transfer by a company of one or more of its
undertakings to another company. The company whose undertaking
is transferred is called the demerged company and the company
(or the companies) to which the undertaking is transferred is referred
to as the resulting company.
A demerger may take the form of: A spin-off or a split-up.
7.10.5 METHODS OF CORPORATE RESTRUCTURING

 Joint ventures
 Sell off and spin off
 Divestitures
 Equity carve out
 Leveraged Buy Outs (LBO)
 Management buy outs
 Master limited partnerships
 Employee Stock Ownership Plans (ESOP)
Joint Venture
Joint ventures are new enterprises owned by two or more participants.
They are typically formed for special purposes for a limited duration.
It is a combination of subsets of assets contributed by two (or more)
business entities for a specific business purpose and a limited duration.
Each of the venture partners continues to exist as a separate firm, and
the joint venture represents a new business enterprise. It is a contract
to work together for a period of time each participant expects to gain
from the activity but also must make a contribution.
Example: GM-Toyota JV: GM hoped to gain new experience in the
management techniques of the Japanese in building high-quality,
low-cost compact & subcompact cars. Whereas, Toyota was seeking
to learn from the management traditions that had made GE the no.
1 auto producer in the world and in addition to learn how to operate
an auto company in the environment under the conditions in the

NOTES
US, dealing with contractors, suppliers, and workers. DCM group
and Daewoo motors entered in to JV to form DCM Daewoo Ltd. to
manufacture automobiles in India.
Reasons for Forming a Joint Venture

 Build on company’s strengths.
 Spreading costs and risks.
 Improving access to financial resources.
 Economies of scale and advantages of size.
 Access to new technologies and customers.
 Access to innovative managerial practices.
Rational for Joint Ventures

 To augment insufficient financial or technical ability to enter a
particular line or business.
 To share technology and generic management skills in
organisation, planning and control.
 To diversify risk.
 To obtain distribution channels or raw materials supply.
 To achieve economies of scale.
 To extend activities with smaller investment than if done
independently.
 To take advantage of favourable tax treatment or political
incentives (particularly in foreign ventures).
Tax Aspects of Joint Venture

If a corporation contributes a patent technology to a Joint Venture,
the tax consequences may be less than on royalties earned though a
licensing arrangements.
Example: One partner contributes the technology, while another
contributes depreciable facilities. The depreciation offsets the
revenues accruing to the technology. The J.V. may be taxed at a lower
rate than any of its partner & the partners pay a later capital gain tax
on the returns realised by the J.V. if and when it is sold. If the J.V. is
organised as a corporation, only its assets are at risk. The partners
are liable only to the extent of their investment, this is particularly
important in hazardous industries where the risk of workers,
production, or environmental liabilities is high.
Spin-off
Spin-offs are a way to get rid of underperforming or non-core business
divisions that can drag down profits.

NOTES
Process of Spin-off
 The company decides to spin off a business division.
 The parent company files the necessary paperwork with the
Securities and Exchange Board of India (SEBI).
 The spin-off becomes a company of its own and must also file
paperwork with the SEBI.
 Shares in the new company are distributed to parent company
shareholders.
 The spin-off company goes public.
Notice that the spin-off shares are distributed to the parent company
shareholders. There are two reasons why this creates value:
 Parent company shareholders rarely want anything to do with
the new spin-off. After all, it’s an underperforming division
that was cut off to improve the bottom line. As a result, many
new shareholders sell immediately after the new company goes
public.
 Large institutions are often forbidden to hold shares in spin-
offs due to the smaller market capitalisation, increased risk,
or poor financials of the new company. Therefore, many large
institutions automatically sell their shares immediately after the
new company goes public.
Simple supply and demand logic tells us that such large number of
shares on the market will naturally decrease the price, even if it is
not fundamentally justified. It is this temporary mispricing that gives
the enterprising investor an opportunity for profit. There is no money
transaction in spin-off. The transaction is treated as stock dividend
and tax free exchange.
Split-off and Split-up

Split-off: It is a transaction in which some, but not all, parent company
shareholders receive shares in a subsidiary, in return for relinquishing
their parent company’s share. In other words some parent company
shareholders receive the subsidiary’s shares in return for which they
must give up their parent company shares.
Features: A portion of existing shareholders receives stock in a
subsidiary in exchange for parent company stock.
Split-up: It is a transaction in which a company spins off all of its
subsidiaries to its shareholders & ceases to exist.
 The entire firm is broken up in a series of spin-offs.
 The parent no longer exists and
 Only the new offspring survive.

NOTES
In a split-up, a company is split up into two or more independent
companies. As a sequel, the parent company disappears as a corporate
entity and in its place two or more separate companies emerge.
Squeeze-out: The elimination of minority shareholders by controlling
shareholders.
Sell-off
Selling a part or all of the firm by any one of means: sale, liquidation,
spin-off & so on or General term for divestiture of part/all of a firm by
any one of a no. of means: sale, liquidation, spin-off and so on.
Partial Sell-off
 A partial sell-off/slump sale, involves the sale of a business unit
or plant of one firm to another.
 It is the mirror image of a purchase of a business unit or plant.
 From the seller’s perspective, it is a form of contraction; from the
buyer’s point of view it is a form of expansion.
Example: When Coromandal Fertilizers Limited sold its cement
division to India Cement Limited, the size of Coromandal Fertilizers
contracted whereas the size of India Cements Limited expanded.
Motives for Sell-off

 Raising capital.
 Curtailment of losses.
 Strategic realignment.
 Efficiency gain.
Strategic Rationale: Divesting a subsidiary can achieve a variety of
strategic objectives, such as:
 Unlocking hidden value: Establish a public market valuation
for undervalued assets and create a pure-play entity that is
transparent and easier to value.
 Non-diversification: Divest non-core businesses and sharpen
strategic focus when direct sale to a strategic or financial buyer
is either not compelling or not possible.
 Institutional sponsorship: Promote equity research coverage
and ownership by sophisticated institutional investors, either of
which tend to validate SpinCo as a standalone business.
 Public currency: Create a public currency for acquisitions and
stock-based compensation programs.
 Motivating management: Improve performance by better
aligning management incentives with Spin Co’s performance
(using Spin Co’s, rather than Parent Company, stock-based

NOTES
awards), creating direct accountability to public shareholders,
and increasing transparency into management performance.
 Eliminating dissynergies: Reduce bureaucracy and give Spin
Company management complete autonomy.
 Anti-trust: Break up a business in response to anti-trust concerns.
 Corporate defense: Divest “crown jewel” assets to make a hostile
takeover of Parent Company less attractive.
Divestitures
Divesture is a transaction through which a firm sells a portion of its
assets or a division to another company. It involves selling some of the
assets or division for cash or securities to a third party which is an
outsider.
Divestiture is a form of contraction for the selling company means
of expansion for the purchasing company. It represents the sale of a
segment of a company (assets, a product line, a subsidiary) to a third
party for cash and or securities.
Mergers, assets purchase and takeovers lead to expansion in some
way or the other. They are based on the principle of synergy which
says 2 + 2 = 5!, divestiture on the other hand is based on the principle
of “anergy” which says 5 – 3 = 3!
Among the various methods of divestiture, the most important ones
are partial sell-off, demerger (spin-off & split off) and equity carve out.
Some scholars define divestiture rather narrowly as partial sell off
and some scholars define divestiture more broadly to include partial
sell offs, demergers and so on.
Motives for Divestitures

 Change of focus or corporate strategy
 Unit unprofitable can mistake
 Sale to pay off leveraged finance
 Antitrust
 Need cash
 Defend against takeover
 Good price.
Equity Carve Out

A transaction in which a parent firm offers some of a subsidiaries
common stock to the general public, to bring in a cash infusion to
the parent without loss of control. In other words equity carve outs
are those in which some of a subsidiaries shares are offered for a sale
to the general public, bringing an infusion of cash to the parent firm

NOTES
without loss of control. Equity carve out is also a means of reducing
their exposure to a riskier line of business and to boost shareholders
value.
Features of Equity Carve Out

 It is the sale of a minority or majority voting control in a subsidiary
by its parents to outsider investors. These are also referred to as
“split-off IPO’s”.
 A new legal entity is created.
 The equity holders in the new entity need not be the same as the
equity holders in the original seller.
 A new control group is immediately created.
Difference between Spin-off and Equity Carve Outs

 In a spin off, distribution is made pro rata to shareholders of the
parent company as a dividend, a form of non cash payment to
shareholders. In equity carve out; stock of subsidiary is sold to
the public for cash which is received by parent company.
 In a spin off, parent firm no longer has control over subsidiary
assets. In equity carve out, parent sells only a minority interest
in subsidiary and retains control.
Leveraged Buyout
A buyout is a transaction in which a person, group of people, or
organisation buys a company or a controlling share in the stock of
a company. Buyouts great and small occur all over the world on a
daily basis. Buyouts can also be negotiated with people or companies
on the outside. For example, a large candy company might buy out
smaller candy companies with the goal of cornering the market more
effectively and purchasing new brands which it can use to increase
its customer base. Likewise, a company which makes widgets might
decide to buy a company which makes thingamabobs in order to
expand its operations, using an establishing company as a base rather
than trying to start from scratch.
In a leveraged buyout, the company is purchased primarily with
borrowed funds. In fact, as much of 90% of the purchase price can be
borrowed. This can be a risky decision, as the assets of the company
are usually used as collateral, and if the company fails to perform, it
can go bankrupt because the people involved in the buyout will not
be able to service their debt. Leveraged buyouts wax and wane in
popularity depending on economic trends.
The buyers in the buyout gain control of the company’s assets, and also
have the right to use trademarks, service marks, and other registered
copyrights of the company. They can use the company’s name and
reputation, and may opt to retain several key employees who can
make the transition as smooth as possible. However, people in senior

NOTES
management may find that they are not able to keep their jobs because
the purchasing company does not want redundant personnel, and it
wants to get its personnel into key positions to manage the company
in accordance with their business practices.
A leveraged buyout involves transfer of ownership consummated
mainly with debt. While some leveraged buyouts involve a company
in its entirety, most involve a business unit of a company. Often the
business unit is bought out by its management and such a transaction
is called management buyout (MBO). After the buyout, the company
(or the business unit) invariably becomes a private company.
What does debt do?

A leveraged buyout entails considerable dependence on debt.
What does it imply?

Debt has a bracing effect on management, whereas equity tends
to have a soporific influence. Debt spurs management to perform
whereas equity lulls management to relax and take things easy.
Risks and Rewards

The sponsors of a leveraged buyout are lured by the prospect of
wholly (or largely) owning a company or a division thereof, with the
help of substantial debt finance. They assume considerable risks in
the hope of reaping handsome rewards. The success of the entire
operation depends on their ability to improve the performance of the
unit, contain its business risks, exercise cost controls, and liquidate
disposable assets. If they fail to do so, the high fixed financial costs
can jeopardise the venture.
Purpose of Debt Financing for Leveraged Buyout

 The use of debt increases the financial return to the private
equity sponsor.
 The tax shield of the acquisition debt, according to the Modigliani-
Miller theorem with taxes, increases the value of the firm.
Features of Leveraged Buyout

 Low existing debt loads;
 A multi-year history of stable and recurring cash flows;
 Hard assets (property, plant and equipment, inventory,
receivables) that may be used as collateral for lower cost secured
debt;
 The potential for new management to make operational or other
improvements to the firm to boost cash flows;
 Market conditions and perceptions that depress the valuation or
stock price.

NOTES
Example:
 Acquisition of Corus by Tata.
 Kohlberg Kravis Roberts, the New York private equity firm,
has agreed to pay about $900 million to acquire 85 percent of
the Indian software maker Flextronics Software Systems is the
largest leveraged buyout in India.
Management Buyout
In this case, management of the company buys the company, and they
may be joined by employees in the venture. This practice is sometimes
questioned because management can have unfair advantages in
negotiations, and could potentially manipulate the value of the
company in order to bring down the purchase price for themselves.
On the other hand, for employees and management, the possibility of
being able to buy out their employers in the future may serve as an
incentive to make the company strong. It occurs when a company’s
managers buy or acquire a large part of the company. The goal of an
MBO may be to strengthen the managers’ interest in the success of
the company.
Purpose of MBO
From management point of view may be:
 To save their jobs, either if the business has been scheduled
for closure or if an outside purchaser would bring in its own
management team.
 To maximise the financial benefits they receive from the success
they bring to the company by taking the profits for themselves.
 To ward off aggressive buyers.
The goal of an MBO may be to strengthen the manager’s interest in
the success of the company. Key considerations in MBO are fairness to
shareholders price, the future business plan, and legal and tax issues.
Benefits of MBO
 It provides an excellent opportunity for management of
undervalued co’s to realise the intrinsic value of the company.
 Lower agency cost: cost associated with conflict of interest
between owners and managers.
 Source of tax savings: since interest payments are tax deductible,
pushing up gearing rations to fund a management buyout can
provide large tax covers.
Master Limited Partnership

Master Limited Partnership’s are a type of limited partnership
in which the shares are publicly traded. The limited partnership

NOTES
interests are divided into units which are traded as shares of common
stock. Shares of ownership are referred to as units. MLPs generally
operate in the natural resource (petroleum and natural gas extraction
and transportation), financial services, and real estate industries.
The advantage of a Master Limited Partnership is it combines the tax
benefits of a limited partnership (the partnership does not pay taxes
from the profit - the money is only taxed when unit holders receive
distributions) with the liquidity of a publicly traded company.
There are two types of partners in this type of partnership:
 The limited partner is the person or group that provides the
capital to the MLP and receives periodic income distributions
from the Master Limited Partnership’s cash flow.
 The general partner is the party responsible for managing the
Master Limited Partnership’s affairs and receives compensation
that is linked to the performance of the venture.
Employees Stock Option Plan (ESOP)

An Employee Stock Option is a type of defined contribution benefit
plan that buys and holds stock. ESOP is a qualified, defined
contribution, employee benefit plan designed to invest primarily in
the stock of the sponsoring employer. Employee Stock Options are
“qualified” in the sense that the ESOP’s sponsoring company, the
selling shareholder and participants receive various tax benefits.
With an ESOP, employees never buy or hold the stock directly.
Features
 Employee Stock Ownership Plan (ESOP) is an employee benefit
plan.
 The scheme provides employees the ownership of stocks in the
company.
 It is one of the profit sharing plans.
 Employers have the benefit to use the ESOP’s as a tool to fetch
loans from a financial institute.
 It also provides for tax benefits to the employers.
Benefits for the Company

Increased cash flow, tax savings, and increased productivity from
highly motivated workers. The benefit for the employees: is the ability
to share in the company’s success.
How it Works?
 Organisations strategically plan the ESOPs and make
arrangements for the purpose.

NOTES
 They make annual contributions in a special trust set up for
ESOPs.
 An employee is eligible for the ESOP’s only after he/she has
completed 1000 hours within a year of service.
 After completing 10 years of service in an organisation or reaching
the age of 55, an employee should be given the opportunity to
diversify his/her share up to 25% of the total value of ESOP’s.
Fill in the blanks:

15. is a form of contraction for the selling company means
of expansion for the purchasing company.
16. ……… is a qualified, defined contribution, employee benefit
plan designed to invest primarily in the stock of the sponsoring
employer.
Hindustan Motors, the maker of the Ambassador car shut down

recently. Write a 200-words report on prima facie corporate
restructuring of the company.
7.11 SUMMARY
 Corporate-level strategy involves determining in what business
or businesses, the firm expects to compete.
 For companies with a single market or a few closely related
markets, the corporate-level strategy involves developing an
overall strategy.
 Most large corporations, however, have complicated
organisational structures with stand-alone, often unrelated,
business units or divisions, each with different products, markets
and competitors.
 The corporate-level strategy then involves making decisions
on whether to add divisions and product lines to manage the
business’s portfolio of businesses.
 Corporations are responsible for creating value through their
businesses. They do so by managing their portfolio of businesses,
ensuring that the businesses are successful over the long-term,
developing business units, and sometimes ensuring that each
business is compatible with others in the portfolio.
 Restructuring a corporate entity is often a necessity when the
company has grown to the point that the original structure can
no longer efficiently manage the output and general interests of
the company.

NOTES
 Combination Strategy: It is a mixture of stability, expansion or

retrenchment strategies applied simultaneously or sequentially.
 Conglomerates: Firms that practice unrelated diversification.
 Corporate Strategy: It spells out the business in which the
firm will participate, the markets it will serve and the customer
needs it will satisfy.
 Grand Strategy: A general plan of major action by which a
firm intends to achieve its long-term goals.
 Horizontal Integration: It takes place when some firms
expand by a acquiring other companies in the same line of
business (adding new products or services to the existing
product or service line).
 Market Development: It consists of marketing present
products, often with only cosmetic changes, to customers in
related market areas by adding channels of distribution or by
changing the content of advertising or promotion.
 Product Development: It involves the substantial modification
of existing products or the creation of new but related
products that can be marketed to current customers through
established channels.
 Related Diversification: It extends the firm’s distinctive
competence into new industries that are similar to the firm’s
original business (in terms of markets, products or technology).
 Retrenchment Strategy: It is a defensive strategy adopted
as a reaction to operational problems such as internal
mismanagement, surprises caused by competitors, changing
market conditions etc.—involving reduction of any existing
product or service line to improve its performance.
 Spin-off: It means selling those units or parts of a business
that no longer contribute to or fit the firm’s core competence.
 Stability Strategy: It involves maintaining the status quo or
growing in a methodical but slow manner.
 Synergy: An economic effect in which the different parts of
the company contribute a unique source of heightened value
to the firm when managed as a single unified entity.
 Turnover Strategy: A turnaround strategy is designed to
reverse a negative trend and bring the organisation back to
normal health and profitability.
 Unrelated Diversification: It occurs when a firm seeks to enter
new industries without relying on a distinctive competence to
link up business units.
 Vertical Integration: It exists when a firm is producing its
own inputs (backward integration) or owns its own sources of
distribution of outputs (forward integration).

NOTES

1. What is a Balanced Score Card Approach? How it supports the
performance in other areas?
2. Describe the different forms of diversification and give an
example of each.
3. Do you believe that in the current year 2014 large firms will be
more or less diversified than they were in several previous years?
Discuss.
4. Explain the costs of diversification and when firms should
diversify.
5. What do you mean by retrenchment and combination
strategies?
6. Write short notes on:
(a) Stability Strategy
(b) Backward Integration
(c) Forward Integration
7. Distinguish between concentric diversification and conglomerate
diversification as strategic alternatives.
8. Why do organizations need expansion strategy? When they
should adopt a growth strategy? Why it is necessary to pursue
growth? Explain problems created by growth strategy? How
firms manage it?
9. Explain the nature and objectives of a turnaround strategy. What
kind of steps should be undertaken to implement the same?
10. What is Corporate Restructuring Strategy? Discuss the methods
of corporate restructuring.


Balanced Score Card: A 1. businesses
Balanced Approach
2. perspectives
3. competitive advantage
Grand Strategies: Strategic 4. long-term
Alternatives
Growth/Expansion 5. corporate level strategy
Strategy
Contd...

NOTES
6. Growth Strategies
Diversification Strategy 7. confining
8. Acquiring
9. diversifies
10. Outweigh
Stability Strategies 11. volatile
Turnaround Strategies 12. Profitability
Combination Strategies 13. Consortia
14. Joint Venture
Corporate Restructuring 15. Divestiture
Strategy
16. ESOP

1. Refer to 7.2 & 7.5
R S Kaplan and D P Norton came out with a popular, balanced
score card approach in early 90s linking corporate goals with
strategic actions undertaken at the business unit, departmental
and individual level. The score-card allows managers to evaluate
a firm from different complementary perspectives. From the
financial Perspective: Does the firm offer returns in excess of
the total cost of capital, as suggested by the Economic Value
Added (EVA) model? EVA is the spread between a firm’s return
on invested capital minus its weighted average cost of capital,
multiplied by the amount of capital invested. In other words,
EVA is what is left over after a firm has covered all its factors of
production (operating expenses, overheads, interest, taxes, plus
fair return to shareholders). “To succeed financially, how should
we appear to our shareholders?” is the question to be answered
here.
2. Refer to 7.5.1 & 7.5.2
Horizontal integration takes place when some firms expand by
acquiring other companies in the same line of business (adding
new products or services to the existing product or service
line). Concentric diversification occurs when an organisation
diversifies into a related, but distinct business. Conglomerate
diversification takes place when an organisation diversifies into
areas that are unrelated to its current business.
3. Refer to 7.5.1 & 7.5.2
Most software companies use the mergers and acquisitions route
to acquire complementary businesses, products or services linked

NOTES
by a common technology and common customers. The decision
to diversify into unrelated areas is generally undertaken by
firms in volatile industries that are subject to rapid technological
change. The obvious purpose is to reduce risk. It is also assumed
that by restructuring the portfolio of businesses, the firm would
be in a position to create value.
4. Refer to 7.5.3 & 7.5.4
Cost of Ignorance: Entering a new, unknown field is risky.
The firm does not know the extent of competition. It may fail
to read the mind of the consumer properly. Technological
developments, environmental factors may compel the firm to
shift gears continuously. Mistakes might be committed when the
firm is navigating through uncharted waters. Cost of Neglect:
A company trying to expand through unrelated diversifications
may have to divert its attention from its core businesses – at least
temporarily.
5. Refer to 7.7 & 7.9
Retrenchment strategy is a corporate level, defensive strategy
followed by a firm when its performance is disappointing
or when its survival is at stake for a variety of reasons.
Economic recessions, production inefficiencies, and innovative
breakthroughs by competitors are only three causes. Large,
diversified organisations generally use a mixture of stability,
expansion or retrenchment strategies either simultaneously (at
the same time in various businesses) or sequentially (at different
times in the same business). Joint Ventures, Strategic Alliance
and Consortia are used in combination strategies.
6. Refer to 7.6 & 7.10
A stability strategy involves maintaining the status quo or
growing in a methodical, but slow, manner. The firm follows a
safety-oriented, status-quo-type strategy without effecting any
major changes in its present operations. Backward integration
exists when a firm is producing its own inputs and in case of
forward integration, it owns its own sources of distribution of
outputs.
7. Refer to 7.5.1 & 7.5.2
Concentric diversification occurs when an organisation
diversifies into a related, but distinct business. With concentric
diversification, the new businesses can be related to existing
businesses through products, markets or technology. The new
product is a spin-off from the existing facilities, products and
processes. Conglomerate diversification takes place when an
organisation diversifies into areas that are unrelated to its current
business.

NOTES
8. Refer to 7.4,7.4.1,7.4.2,7.4.3 & 7.4.4
Organisations generally seek growth in sales, market share
or some other measure as a primary objective. When growth
becomes a passion and organisations try to seek sizeable growth,
(as against slow and steady growth) it takes the shape of an
expansion strategy. There are certain inherent limits to corporate
growth and a firm intending to grow beyond a particular limit,
should look into the pros and cons carefully before embarking
upon an ambitious growth strategy. This compels us to examine
the issue as to when corporations should look for a growth
strategy. Growth implies greater sales and an opportunity to
take advantage of the environmental opportunities. As the firm
grows in size and experience, it gets better at what it is doing
and reduces costs and improves productivity. A growing firm can
cover up mistakes and inefficiencies more easily than can a stable
one. There are more opportunities for advancement, promotion
and interesting jobs in a growing firm. Growth per se is exciting
and ego-enhancing for managers. A corporation tends to be seen
as a winner or on the move by the market place and by potential
investors.
9. Refer to 7.8, 7.8.1 & 7.8.2
A turnaround is designed to reverse a negative trend and bring
the organisation back to normal health and profitability. The
basic purpose of a turnaround is to transform the corporation
into a leaner and more efficient firm. It usually involves getting
rid of unprofitable products, trimming the workforce, pruning
distribution outlets, and finding other useful ways of making the
organisation more efficient. If the turnaround is successful, the
organisation may then focus on growth strategy. The action plans
for achieving a turnaround aim at yielding immediate results
focusing attention on certain key areas like quality improvement,
cost reduction, new product development, rejuvenated marketing
effort etc.
10. Refer to 7.10, 7.10.1 & 7.10.5
Corporate restructuring is the process of redesigning one or more
aspects of a company. The process of reorganising a company
may be implemented due to a number of different factors, such
as positioning the company to be more competitive, survive a
currently adverse economic climate, or poise the corporation
to move in an entirely new direction. Financial restructuring,
Organizational restructuring, Leveraged Buyout, Hostile
Takeover, Mergers and Demergers are the methods of corporate
restructuring.

NOTES

SUGGESTED READINGS
 A B Ravi, “From Red to Black”, Business India, May 28-June 10,
2001.
 Abir Pal, “This House has Got to Rock”, Business Today, April 6,
2001.
 B Car Valho, “The Complete Man”, Business Today, Oct 6, 2000.
 B Chuganee, “Redefining the Core”, Business India, June
26- July 9, 2000.
 B Chuganee, “Stepping out of Dad’s Suit”, Business India, July
23-August 5, 2001.
 BT-Stern Stewart Study, Business Today, Feb 17, 2002. Where
HLL, WIPRO, Infosys, Reliance, ITC were the biggest weather
creators as per their EVA rankings in 2001 and in 2002 as well,
Business Today, 13-04-2003.
 C C Markides, “Diversification, Restructuring and Economic
Performance”, Strategic Management Journal, Vol 16, 1995.
 E K Sinha, “ITC Bhadrachalam Pages Profits”, Business Today,
Sep 6, 2000.
 G Saloner, et al., Strategic Management, Johnwiley & Sons, New
York, 2001.
 H Q, Neill, Turnaround and Recovery: What Strategy Do You Need?
Long Range Planning, 1986.
 J A Pearce and R B Robinson, Strategic Management, McGraw
Hill, NY, 2000.
E-REFERENCES
 http://www.opm.gov/policy- data- oversight/performance-
management/reference-materials/historical/using-a-balanced-
scorecard-approach-to-measure-performance/
 http://www.slideshare.net/anandsubramaniam/turnaround-
strategies
 http://www.intermerger.eu/transaction-support-sercice/

C H
8
A P T E R
FORMULATING BUSINESS LEVEL STRATEGY
CONTENTS
8.1 Introduction
8.2 Porter’s Competitive Strategies
8.3 Competitive Advantage
8.3.1 Resources and Capabilities
8.3.2 Cost Advantage and Differentiation Advantage
8.3.3 Features of Competitive Advantages
8.4 Competitive Advantage Factors
8.5 How to Build or Acquire Competitive Advantage?
8.6 Acquiring Core Competence
8.7 Low Cost Strategies
8.8 Differentiation Strategies
8.9 Focus Strategies
8.10 Summary

NOTES
ACHIEVING COMPETITIVE ADVANTAGES BY DELL
The AICPA Information Technology Executive Committee

recently visited the Dell Server Production facility in Austin,
Texas to see first-hand how Dell has revolutionised the concept
of Mass Customisation. Dell has recently become the number one
maker of file servers in the US as well as holding the number two
position worldwide. The production process from order to delivery
is managed electronically, which allows Dell to build servers very
efficiently and their customers to know where their server is during
each step of the process.
The production process begins with the customer ordering the

server and individual components (over 50% are ordered via the
Dell website or a customised page created for business customers).
This information is placed in a production queue that breaks out
every component that is to be assembled into the server. The
required inventory is then allotted to the assembly area to make
sure that it is adequately queued. Dell partners with suppliers
to provide them with the production pipeline, so they can have
inventory readily available on the loading docks (that are connected
to the factory floor). This allows Dell to maintain only two hours of
actual inventory on the factory floor.
The detailed specifications and listing of components are then

printed on a ‘traveller’ form, which includes the assigned customer
service tag for the server. The actual production begins with the
chassis, motherboard and memory assembled and moved to the
NMI
‘kit’ area where the various internal components (such as drives,
cards and connectors) are added to the tray. These kits then move
to the assembly area where they are automatically routed to the
next available assembler (the server facility we visited had 80 such
stations with individuals producing between 18 and 26 servers in two
MS
shifts each day). The traveller form then lists each item in the order
to be implemented and the assembler scans the bar code to ‘check’
it off the completed list, so no part can be left out. Remarkably, as the
assembler is building the current server, they are simultaneously
performing primary testing on up to four additional servers they
have built. Dell originally had two individuals assembling each
computer, but found they could increase production 30-40% by
having certified individuals responsible for the entire build. Each
assembler only builds the servers they are certified on (which can
be up to fifteen different models).
During preliminary testing, if a problem is encountered that

cannot be corrected within five minutes; a technician is called by
switching a green light above their work area to red. In turn, if the
technician cannot resolve the issue at the assembly station within
five minutes, it is brought to a special section on the floor where
expert technicians diagnose the problem and direct a solution. IfContd...

for Continuing
Education
FORMULATING BUSINESS LEVEL STRATEGY 233
NOTES
they cannot fix the issue, a new production order is placed and
the inoperable unit is sent to a special laboratory for detailed
diagnostics.
The servers then move down the assembly line and are automatically
stacked into carts holding four units each, which are transferred to
the burn-in area and tested for six to eighteen hours depending on
specifications. If there is specific customer software to be loaded, it
is installed and tested in a special part of the burn-in area. Once a
server has completed testing, it is placed mechanically in a shipping
container to minimise any risk of damage. At the same time, the
‘collateral’ materials that are to be shipped with the server are
assembled by an automated ‘pick’ system, which turns a light on
in front of each item that is to be placed in the shipping container,
again removed by a scanning of the bar code on the item to ensure
everything is included. Then the box passes through a conveyor
system, reaches a centralised shipping area and is delivered to
the client. Though production occurs very quickly, each server is
customised on a mass scale making Dell one of the leaders in the
server market.
Source: www.itpna.com
NMI
MS

for Continuing
Education
NOTES

Describe the Porter’s competitive strategies
Explain the features of competitive advantage
Know how to build or acquire competitive advantage
Define core competence and low cost strategies
Identify the differentiation strategies and focus strategies
8.1 INTRODUCTION
Business level strategy deals with how a particular business competes.
The principal focus is on meeting competition, protecting market
share and earning profit at the business unit level by performing
activities differently, offering superior value to customers. A firm is
able to deliver superior value to customers when it is in a position
to perform an activity that is distinct or different from that of its
competitors. This is popularly defined as competitive advantage.
Competitive advantage implies a distinct and sustainable advantage
over competitors. It is a kind of clear superiority or distinctive
competence in some functions or area over the competitors. The areas
may include finance, marketing, production, human resources, new
product development, research etc. Firms usually build competitive
advantage by initiating certain unique steps that help them gain an
edge over their rivals in attracting customers. These steps would
include offering best customer service, producing at the lowest cost
or focusing efforts on a specific segment or niche of the industry.
A useful approach to formulating business level strategies is based on
Michael Porter’s ‘competitive analysis’ and three general alternative
business strategies that are derived from it.
8.2 PORTER’S COMPETITIVE STRATEGIES

M E Porter studied a number of business organisations and proposed
that business-level strategies are the result of five competitive forces
in the company’s environment. According to him, competitiveness
within an industry is determined by the following new entrants or
new companies within the industry; products that might act as a
substitute for goods or services that companies within the industry
produce; the ability of suppliers to control issues like cost of materials
that companies use to manufacture their products; the bargaining
power that buyers possess within the industry; and the general level
of rivalry or competition among firms within the industry. According
to Porter, buyers, product substitutes, suppliers and potential new
companies within the industry all contribute to the level of rivalry
among industry firms. Understanding the forces that determine
competitiveness within an industry should help managers develop
strategies that will enable individual companies within the industry

NOTES
to be more competitive. Porter suggested three generic strategies that
managers might take up to make organisations more competitive.
 Cost Leadership: Cost leadership is a strategy that focuses
on making an organisation more competitive by producing its
products more cheaply than competitors can. The logic behind
this strategy is that by producing products more cheaply than
competitors, organisations can offer products to customers
at lower prices than the competitors and thereby hope to
increase market share. Nirma Chemicals was able to challenge
the might of Hindustan Lever by pursuing this strategy
aggressively, without, of course, sacrificing quality. For example
Wal-mart, a typical industry cost leader, enjoys a competitive
advantage due to a unique satellite-based distribution system;
it generally keeps store location costs to a minimum by
placing stores on low-cost land outside small to medium-sized
southern towns. Most software companies in India enjoy the
cost advantage in terms of low labour and location costs when
compared to their Western counterparts. It is small wonder
the call centre business has shifted to India (especially to areas
like Noida, Gurgaon) in recent times. A low-cost strategy is not
without risks. To be effective, the company in question should
be the cost leader, not just one of several players. Otherwise, two
or more companies vying for cost leadership can push prices to
unremunerative levels. HLL is facing ‘low-cost competition’ in oil
business from desi brands such as Gemini Gold Winner etc. due
to this reason only. These desi brands have exploited the ‘value
for money’ idea to their advantage playing on the price factor
constantly. The business, therefore, must have a cost advantage
that cannot be easily imitated, and it must stay abreast of new
technologies that can upset cost calculations completely. Further,
managers must still carry out product or service innovations
that are very important to customers, lest competitors, using a
differentiation strategy, woo customers away using product or
service improvements to good effect.
 Differentiation Strategy: It involves attempting to develop
products and services that are viewed as unique in the industry.
Successful differentiation allows the business to charge premium
prices, leading to above average profits. Differentiation can
take many forms – for example, design or brand image (Rolex
Watches, Levi’s Jeans, Pepsi or Coca Cola for brands); technology
(Macintosh stereo components, Honda’s vehicles, Hyster
in lift trucks); customer service (City Bank, HDFC), unique
channels (Tupperware), unique features (Mercedes-Benz, Cross
writing instruments) quality (Xerox in copiers, Rolls Royce).
Differentiation works best when the differentiating factor is both
important to customers and difficult for competitors to imitate. If
buyers are loyal to a company’s brand, a differentiation strategy
can reduce rivalry with competitors. Of course when costs are

NOTES
too high, customers may choose less costly alternatives, even
though they forego some desirable features. Also, customer tastes
and needs can change, so businesses following a differentiation
strategy must carefully evaluate customer’s shifting preferences
from time to time.
 Focus: It is a strategy that emphasises making an organisation
more competitive by targeting a specific regional market,
product line or buyer group. The organisation can use either a
differentiation or low cost approach, but only for a narrow target
market. The logic of this approach is that an organisation that
limits its attention to one or a few market segments can serve
those segments better than organisations that seek to influence
the entire market. For example, products such as Rolls-Royce
automobiles, Titan jewellery watches, Cross pens are designed to
appeal to a narrow segment of the market and serve the same well
rather than trying to cover the whole ground. The important risks
are possibilities that the costs for the focused firm will become
too great relative to those of the less focused one, differentiation
too will become less of an advantage as competitors serving
broader markets embellish their products, and competitors will
begin focusing on a group within the customer population being
served by the firm with the focus strategy.
Porter found that many firms did not consciously pursue one of
these three strategies and were therefore, struck in the middle of the
pack with no strategic advantage. Without a strategic advantage, the
businesses earned below-average profits and therefore, were not in a
position to compete successfully.
Competitive Advantage in Motor Vehicle Industry

Porter argued that in the motor vehicle industry, Toyota became the
overall cost leader. The company is successful in a number of segments
with a full range of cars. Its mission is to remain a low cost producer (like
Maruti). In contrast, General Motors also competes in most segments
of the market but tries to differentiate each of its products with better
styling and innovative features. Hyundai is successful around the
world with four small and medium size cars which it produces at low
cost and prices competitively. BMW and Mercedes offer exclusive
cars for the price-insensitive, quality-conscious customer.
Porter argued that a company cannot achieve superior profitability
if it is ‘struck in the middle’ with no clear strategy for competitive
advantage. Thus, Chrysler came upon hard times because in its Can
business it neither stood out as lowest in cost, highest in perceived
value, or best in serving some market segment.
Cost leadership or differentiation – which one of these two strategies

is Wal-Mart synonymous with? Discuss.

NOTES
Fill in the blank:

1. Buyers, product substitutes, suppliers and potential new
companies within the industry all contribute to the level of
………………… among industry firms.
8.3 COMPETITIVE ADVANTAGE

When a firm sustains profits that exceed the average for its industry,
the firm is said to possess a competitive advantage over its rivals.
The goal of much of business strategy is to achieve a sustainable
Michael Porter identified two basic types of competitive advantage:
 Cost advantage
 Differentiation advantage
A competitive advantage exists when the firm is able to deliver the same
benefits as competitors but at a lower cost (cost advantage), or deliver
benefits that exceed those of competing products (differentiation
advantage). Thus, a competitive advantage enables the firm to create
superior value for its customers and superior profits for itself.
Cost and differentiation advantages are known as positional

advantages since they describe the firm’s position in the industry
as a leader in either cost or differentiation.
A resource-based view emphasises that a firm utilises its resources
and capabilities to create a competitive advantage that ultimately
results in superior value creation. The following diagram combines
the resource-based and positioning views to illustrate the concept of
competitive advantage:
Resources
Distinctive Cost advantage or Value

Competencies differentiation advantage Creation
Capabilities
Figure 8.1: A Model of Competitive Advantage

NOTES
8.3.1 RESOURCES AND CAPABILITIES
According to the resource-based view, in order to develop a
competitive advantage the firm must have resources and capabilities
that are superior to those of its competitors. Without this superiority,
the competitors simply could replicate what the firm was doing and
any advantage quickly would disappear.
Resources are the firm-specific assets useful for creating a cost or
differentiation advantage and that few competitors can acquire easily.
The following are some examples of such resources:
 Patents and trademarks
 Proprietary know-how
 Installed customer base
 Reputation of the firm
 Brand equity
Capabilities refer to the firm’s ability to utilise its resources effectively.

An example of a capability is the ability to bring a product to market
faster than competitors. Such capabilities are embedded in the routines
of the organisation and are not easily documented as procedures and
thus are difficult for competitors to replicate.
8.3.2 COST ADVANTAGE AND DIFFERENTIATION

ADVANTAGE
Competitive advantage is created by using resources and capabilities
to achieve either a lower cost structure or a differentiated product.
A firm positions itself in its industry through its choice of low cost
or differentiation. This decision is a central component of the firm’s
competitive strategy.
Another important decision is how broad or narrow a market segment
to target. Porter formed a matrix using cost advantage, differentiation
advantage, and a broad or narrow focus to identify a set of generic
strategies that the firm can pursue to create and sustain a competitive
advantage.
Value Creation
The firm creates value by performing a series of activities that Porter
identified as the value chain. In addition to the firm’s own value-
creating activities, the firm operates in a value system of vertical
activities including those of upstream suppliers and downstream
channel members.
To achieve a competitive advantage, the firm must perform one or
more value creating activities in a way that creates more overall value

NOTES
than do competitors. Superior value is created through lower costs or
superior benefits to the consumer (differentiation).
8.3.3 FEATURES OF COMPETITIVE ADVANTAGES

 Not Sustainable for Long: It is not always possible for companies
to sustain individual sources of competitive advantage for long
(rivals copy and do everything possible to wipe out the edge
through their own innovations). So, the best way to maintain
leadership is to continually seek new forms of advantage through
constant experimentation, innovative efforts and investments
in the latest technology. According to Kotler, competitive
advantages are not sustainable, but leverage able. A leverage
able advantage is one that a company can use as a spring board to
new advantages, much as Microsoft has leveraged its operating
system to Microsoft Office and then to networking applications.
Therefore, a company that hopes to endure must be in the
business of continuously inventing new advantages.
 Relevant Advantage: In order to implement the chosen strategy,
a firm must have the relevant competitive advantage. To become
a global player, for example, a cement company can buy or take
controlling stakes in competing firms (as in the case of Gujarat
Ambuja Cements). However, unless the company has some
relevant competitive edge over its rivals (in terms of pricing,
transport costs, distribution network, location of units in cement-
deficit states etc) the acquisition strategy may not pay off in the
long run. In the rush to become a major player, a firm, therefore,
should not throw caution to the wind and extend its arms over
the market beyond a point (remember India Cements case in the
Cement industry?).
 Backbone of Strategy: A successful strategy is always built around
the competitive advantage. Without such a distinct advantage,
it is not possible to achieve corporate objectives successfully. It
becomes difficult to outwit competitors. The firm may not be
in a position to price its products in a flexible way. Where there
is a distinct edge, as in the case of Maruti Udyog Limited (for
instance in terms of sales, price advantage, cost advantage owing
to its massive scale of operations, monopoly status in the lower
income segment etc.), the firm could breathe easily by playing on
the price, cost, early bird status, monopoly position, brand image
and a host of other factors. Likewise Bajaj Auto in scooters,
Telco in the heavy vehicles segment have acquired competitive
advantages by building strong entry barriers (scale of operations,
lower costs, etc.).
Fill in the blank:

2. Competitive advantage factors include marketing, finance,
research and development, personnel and ………………

NOTES
How Google has leveraged its competitive advantage in developing

a better search engine as against its competitors? Discuss.
The firm’s resources and capabilities together form its distinctive

competencies. These competencies enable innovation, efficiency,
quality, and customer responsiveness, all of which can be leveraged
to create a cost advantage or a differentiation advantage.
8.4 COMPETITIVE ADVANTAGE FACTORS

Marketing
 Market Standing and Market Share (say Bajaj Auto in sports
bikes, Hero Honda in motor cycles, Reliance Industries in textiles
and petrochemicals, Maruti in small cars).
 Innovations in Marketing (Birla 3M, LG Electronics credit card
operations of Citi Bank).
 Customer Service (Washing machine segment where each player
tries to extend the warranty period by a few months).
 New Product Development (Citi Bank, HDFC Bank, Ranbaxy,
Dr Reddy Labs).
 Price (Maruti Udyog in small cars, Exide Industries in batteries,
Moser Baer in data storage products, Archies in Greeting card
segment, etc.).
 Distribution Channel (Hindustan Lever, Bata India, Britannia
Industries, Asian Paints).
 Personnel Selling or Sales Force Effectiveness (Eureka Forbes
Limited which has achieved unique success in vacuum cleaners
and water purifiers through personnel selling).
 Product in terms of quality, design, technological strength,
differentiation, brand image etc.
Finance
 Assets (asset rich companies like Reliance, TISCo, ONGC, IPCL,
GAIL, IOC, etc.).
 Cash Flows (Infosys, Punjab Tractors, Aurobindo Pharma).
 Profitability (HDFC Bank, Britannia, Ranbaxy, Hindustan
Inks and Resins etc. which have earned fat profits despite the
slowdown).
 Gearing and leverage (Engineers India, NMDC, Castrol, HLL,
Novartis).

NOTES
 Cost consciousness (ability to cut costs and adopt strategies that
help companies improve their input-output ratio: Godrej Foods,
Whirlpool, ITC Agrotech, ACC, Bharat Forge, MRF etc.).
Research and Development

 Research capabilities (Cipla, Dr Reddy Labs, Ranbaxy, Sun
Pharma, Pfizer).
 Research personnel (Dr Reddy Labs, Ranbaxy).
 Number of patents generated (Dr Reddy Labs, Ranbaxy).
 Speed of research efforts, leading to new product launches etc.
Personnel
 Quality of personnel (in terms of latest knowledge, core skills,
critical experience as can be found in people working in Wipro,
Infosys, Satyam, Polaris, Cipla, Dr Reddy Labs etc.).
 Satisfaction of personnel (low attrition rates that characterise
companies which have liberal stock option plans and exciting
security and welfare schemes such as Infosys, Polaris, NIIT etc.).
 Labour costs (most software producers in India).
 Industrial relations (Sundaram Fasteners, Sundaram Clayton).
Production
 Scale of operations (Reliance, BHEL, ONGC, Ranbaxy).
 Capacity utilisation.
 Productivity (Foreign banks).
 Extent of automation (Maruti, Hero Honda).
 Locational benefits (ACC, Gujarat Ambuja).
Write a 200-words report on the competitive advantage factors

behind the success of Domino’s in the QSR (quick service
restaurant) segment.
HOW TO BUILD OR ACQUIRE

8.5
COMPETITIVE ADVANTAGE?
Firms usually build competitive advantage using various strategic
routes such as:
 Innovation: Innovation is a new idea applied to initiating or
improving a product, process or service. Today’s successful
organisations must foster innovations and master the art of
change or they will become candidates for extinction. Victory

NOTES
will go to those organisations that maintain their flexibility,
continually improve their quality, and beat their competition
in the marketplace through a constant stream of innovative
products and services (S P Robbins).
 Integration: Integration could be horizontal (adding one or more
businesses that are similar usually by purchasing such businesses)
or vertical (called as backward integration; here a business grows
by becoming its own supplier). Reliance Industries, Hindustan
Lever Ltd., Nirma, Videocon, India Cements, etc., have followed
this route in order to gain competitive advantage in their
respective areas of business.
 Alliances, Mergers, Acquisitions: During the past 20 months,
Indian software firms have made over 25 overseas acquisitions
and the trend promises to snowball in the coming years.
 Research and Development: Research and development is
responsible for producing unique ideas and methods that will
lead to new and improved products and services. Indian pharma
giants like Ranbaxy, Dr Reddy Laboratories, Aurobindo Pharma,
Cipla are trying to gain significant cost advantages through the
research and development push.
 Entry Barriers: The entry barriers created by Bajaj Auto in two-
wheelers Maruti Udyog Limited in passenger cars, Asian paints
in decorative paints, TELCO in heavy vehicles segment; Thermax
in industrial boilers have helped them remain at the top for a
painfully long time in India. Entry barriers include large size, low
investment, substantial cost advantage, formidable distribution
network, powerful brand etc.
 Benchmarking: It is a way of comparing your own products and
processes against the very best (rivals) in the world. The basic
purpose of benchmarking is to initiate or improve upon the best
practices of other companies. Benchmarking is an important tool
in building competitive advantage. Quite often, benchmarking
could be used by a forward—thinking leader to improve internal
practices and processes and build a sustainable competitive
advantage.
 Value Chain Approach: According to Michael Porter the value
chain approach also helps in identifying and building competitive
advantage. Every firm is a collection of activities that are
performed to design, produce, market, and deliver and support
its product. The value chain identifies nine strategically relevant
activities that create value and cost in a specific business. The
nine value-adding activities consist of five primary activities and
four support activities.
 Strategic Business Unit (SBU) Structure: Firms can also
achieve competitive advantage by dividing their operations into
separate strategic business units.

NOTES
An SBU has three features:
 It is a single business or collection of related businesses that
can be planned separately from the rest of the company.
 It has its own set of competitors.
 It has a manager who is responsible for strategic planning
and performance and who controls most of the factors
affecting profit.
The resources of a firm are allocated to various SBUs based on their
market attractiveness and profit potential. SBUs carry out their own
strategic business planning, remain close to their environment and
profitably exploit new opportunities that come their way.
Building Durable Competitive Advantage: Core Competence

To be successful in the long run, every firm must possess some long-
lasting, unique competitive advantage that can’t be easily imitated by
competitors. The enduring competitive superiority enables the firm
to get ahead easily and emerge as a ‘winner’ on most occasions – at
least till others catch up and bridge the gap in terms of cost leadership
or product differentiation. C K Prahlad and Gary Hamel argued that
it is not the product that is at the root of such a competitive advantage.
Behind the product, there is the core competence, a fundamental,
unique and far reaching strength of the firm.
Once the skills that offer competitive advantage are developed, they
should be exploited. For example, Honda has exploited its skills at
engine design and technology. Core competencies must, however,
be flexible and responsive to changing customer needs. Canon has
developed core competencies in fibre optics, precision mechanics
and microelectronics and these are spread across a wide range of
products such as cameras, calculators, photocopiers and printers.
There is continuous product innovation, keeping pace with market
requirements and customer expectations.
Fill in the blanks:

3. …………………… is a way of comparing your own products
and processes against the very best (rivals) in the world.
4. Value chain approach helps in identifying and
building …………………
Corporate lawsuits against each other to protect respective product

designs are essentially concentrated contests to defend core
competencies. Discuss in light of the Apple-Samsung lawsuits in
US courts.

NOTES
SBUs usually benefit from separate planning efforts, face

competitors with lot of advance preparation and are managed
effectively as profit centres.
8.6 ACQUIRING CORE COMPETENCE

Firms can acquire core competence through heavy investments in
technology, research and development followed by new product
innovations. Hammel and Prahalad (“Corporate Imagination and
Expeditionary Market”, HBR, July-August 91) argued that most
profitable companies are those that create and dominate new
markets, looking for opportunities to further explore key skills and
competencies. New product innovations such as chilled prepared
meals (Marks and Spencer), the compact disc (Philips) and the anti-
lock breaking system for cars (Bosch) took place in companies which
have excellent in-house R&D facilities. (In India, Ranbaxy, Dr Reddy
Labs in pharma; TCs and Infosys in Software; HLL, Nestle, Cadbury
in fast moving consumer goods have a good track record of exploiting
their key research and development skills for achieving consistent
growth. Employees play a key role in acquiring such capabilities.
Leaders have to provide a positive work climate for employees to
develop such crucial skills. The US company 3M is renowned for
its ability to empower employees and produce innovative products
(masking tape, post-it notes etc.); laboratory staff are free to devote
15% of their time on developing ideas. They are allowed to work as
per their own convenience. Technicians are encouraged to talk with
customers; internal networking is fostered.
Focus on One or Two Skills

To gain a fundamental, immutable strength in the long-run, a firm should
focus on one or two core skills, which it should develop. Focus does
not mean restricting the number of businesses the firm can operate. It
only means concentrating on a particular group of customers, a specific
geographic area, or a certain part of the product or service line. The
rationale is that by specialising, the organisation can serve the market
segment more effectively than competitors who try to cover the entire
market. The focus strategy still relies on a low-cost or a differentiation
approach, or perhaps both, to establish a strong position within the
particular market segment or niche. The differentiation within a focus
strategy can occur by tailoring products to the exclusive needs of the
market segment. A cost advantage may be simultaneously possible
because a firm may be able to offer better prices on custom orders
even though another firm may have the cost leadership in serving
the larger-volume requirements of the broader market. Building core
competencies is not easy. It requires a conscious, determined long-
range effort on the part of strategic leaders who seek to strike a happy
balance between objectives, resources, skills and opportunities.

NOTES
Core Competence Model
Core competences are often presented as arising from unique
resources that give rise to distinct capabilities. An expanded version
of this model is given in Figure 8.2. This version suggests that behind
resources is something called attributes; that, as well as unique
resources, core competences are influenced by unique weaknesses;
and that combining intersectoral core competences give rise to a
unique potential societal function.
RESOURCES
Inputs
ATTRIBUTES CORE
CAPABILITIES COMPETENCE FUNCTION
Logistics
Integration Strategic Role
of resources capabilities
WEAKNESSES
Failings
Figure 8.2: Core Competence Strategic Model

The expanded model is the basis for understanding intersectoral
collaborations as initiatives that aim not just to co-ordinate activities
between different organisations with complementary resources but
also to offset weaknesses and produce outcomes that are more than
the sum of the parts. From the societal function point of view, these
collaborations provide an important place for negotiating the social
contract and improving cohesion between disparate parts of society.
Against this backdrop, let’s now examine the three generic strategies
advocated by Porter to make organisations more competitive in a
detailed manner.
Fill in the blank:

5. Firms can acquire core competence through heavy investments
in technology, research and development followed by
new ………………………
Maruti Suzuki has launched a new automatic Gear shift car, Celerio
this year. Is it the right strategy adopted by the company to acquire
core competency in automobile sector? Discuss.
8.7 LOW COST STRATEGIES

Low cost leadership strategies are based on a firm’s ability to offer a
product or service at a lower cost than its rivals. When a firm is able

NOTES
to build a substantial cost advantage over other competitors, it can
pass on the benefits to customers and gain a large market share. Low
cost works because after a certain time all markets mature and the
number of players and their offerings stagger to a very high level.
Buyers in such a market are able to drive down prices to rock bottom
levels where only the low cost producers survive. Low cost producers
are also able to withstand sluggish demand conditions, weather out
business cycles and get ahead of their rivals. Desi brands for example,
in FMCG sector are growing at a respectable level even when other
established players are finding it difficult to stay afloat (example look
at Anchor’s Growth rate of 50 per cent, Gold winners 24%, Gemini’s
40%, Ghadi’s 20% growth rate against HLL’s flat growth rate in many
of its product categories during 2001-03).
Low cost strategies can be used effectively when (a) the market for
the product or service is price sensitive (b) the product or service
is standardised (c) the buyers are powerful enough to extract a
concession from the manufacturer (d) the buyers are not brand-loyal
and are willing to switch from one seller to another based on price
differences and (e) where differentiation is not possible and even
when there is such a possibility – customers do not value it.
A low cost strategy builds competitive advantage through economies
of scale, experience curve effects and other factors to capture a
substantial share of the market.
 Economies of Scale: Large established firms produce, sell and
advertise in greater volume than smaller firms and late entrants.
The substantial volumes that they are able to generate help them
take advantage of economies of scale within many primary and
supporting value-adding activities. More employees are required
to carry out an activity. This, in turn, helps them specialise and
achieve greater productivity. Fixed costs can be spread over a
large volume. The firm can gain from quantity discounts available
on components, inputs and other raw materials. Also, large,
volume players are in a better position to vertically integrate
and make their own inputs at a lower cost. High levels of vertical
integration enable firms to control all of the inputs, supplies, and
equipment required to convert raw material into the final end
product. At the same time firms could also think of buying more
than they make. They can focus effort on these few activities,
which they are best equipped to carry on and get supplies from
others – thereby avoiding large fixed-cost capital investments.
They can also avoid investing in those technologies or production
processes that could become obsolete in a short span of time.
For example Dell Computer does not invest in making chips or
designing software; it simply assembles and distributes personal
computers by buying key components from outside suppliers.
The savings obtained through tight inventory and production
cost control are passed on to buyers.

NOTES
 Experience Curve Effects: The principal source of experience
based cost reduction is learning by organisation members. As
employees repeat activities, they learn how to carry them out more
quickly and accurately. The net effect is continuing improvement
in both productivity and quality as employees’, experience base
expands. Again, as a firm’s engineers become more familiar
with the way a product is manufactured, they can often redesign
components that cause problems in later assembly, reduce the
number of components needed to make the product and substitute
better materials (Pitts and Lei). These changes help in reducing
manufacturing costs and improving the product quality over time.
Increasing experience also helps engineers to bring small but
useful improvements in the way the product is manufactured by
changing the workflow or altering the equipment design.
 Vertical Integration: Extending control over sources of supply
(upstream operations) is vertical integration. High levels of
vertical integration which can be achieved by fairly large firms,
help firms control all of the inputs, supplies and equipment
required to convert raw materials and equipment into finished
products. Firms pursue vertical integration in cases where their
products and technologies tend to remain fairly stable over long
periods. Vertical integration could be an important cost driver in
cases when the firm manufactures components that directly feed
into its final products.
 Location of Activities: The actual location where a value-
added activity is carried out could be an important factor in
determining a firm’s cost advantage. Maruti, for example, works
with key suppliers to build their component factories near its
own assembly plant in Gurgaon. This way it gets the parts it
needs without the costs of holding inventory.
Benefits and Risks of Low-cost Leadership Strategies

Numerous studies have proved that firms with a high market share
enjoy above-average returns over extended periods of time. Customers
are usually reluctant to switch their loyalty to a competing brand
unless that brand has something unique to offer. Low-cost firms can
bring about pricing discipline within the industry also (as other firms
are aware that they cannot carry out a price war with the low cost
leader). The price-cutting power acts as a powerful entry barrier for
firms contemplating entry into industry. Low-cost firms are generally
in a better position to absorb increase in prices of inputs from time to
time and keep the prices of their products somewhat steady.
The cost leadership strategy is not risk free.
 A cost leader has to lock up his resources in fixed assets and
equipment. After investing in such inflexible production and
distribution technologies, it becomes difficult for the firm to
embrace a more innovative technological process. For example

NOTES
when quartz and digital watches became popular during the
late 1970, Timex was so committed to its mechanical watch
and process technology that it could not adapt to technological
change.
 Cost reduction methods can be easily copied by rival firms as cost
advantages in standardised production processes are somewhat
slippery.
 “Firms obsessed with low costs may find themselves ambushed
by competitors talking a different strategy designed to outflank a
dominant industry player.”
 When other firms also enter the industry to reap the benefits,
competition increases to such a level, where they do not hesitate
to take the prices to unremunerative level. Excess capacity build
up coupled with depressing price levels would force many players
to draw the shutters down in the end.
In actual practice many firms have succeeded in achieving dramatic
reductions in operating costs by focusing on those activities in
which the firm, has a cost advantage and outsourcing others, and
by extensively reengineering manufacturing and administrative
processes. Given multiple drivers of relative cost, the cost leadership
strategy requires multiple initiatives at different organisational levels.
Careful examination of existing operations relative to rivals can
indicate cost reduction opportunities by lowering input cost, accessing
scale economies and better utilising capacity. At the same time the firm
must actively seek opportunities for innovation and process design
with a view to exploit new sources of dynamic efficiency (Grant).
Fill in the blank:

6. Low cost leadership strategies are based on a firm’s ability to
offer a product or service at a ………………………… than its
rivals.
A low pricing point offered by companies to customers self-destroys

the industry and makes the customer price sensitive. Discuss.
8.8 DIFFERENTIATION STRATEGIES

The attraction of differentiation over low cost as a basis for competitive
advantage is its potential for sustainability. It is susceptible to being
overturned by changes in the external environment, and it is more
difficult to copy. Differentiation strategies are based on offering
buyers something unique or different that makes the firm’s products
or services distinct from that of its rivals. According to Michael Porter

NOTES
“strategy is about selling yourself apart from the competition. It’s not
just a matter of being better at what you do – it’s a matter of being
different at what you do”.
Differentiation strategies can be pursued by firms when:
 The market is too large to be served by a few firms offering
standardised products/services.
 The customer needs and preferences are too diversified to be
met through standardised products/services.
 The firm is able to charge a premium for an advantage that is
valued by customers.
 The product is such that customer loyalty can be obtained and
sustained (e.g. Chicory blended coffee, Darjeeling tea).
The potential for differentiation in any business is vast. It may
involve physical differentiation of the product, it may be through
complementary services, or it may even be intangible. Differentiation
extends beyond technology, design and marketing to include all
aspects of a firm’s interactions with its customers. Thus, McDonald’s
differentiation advantage within the fast food business depends
not just on the characteristics of the food (physical) it serves or the
associated services (speed of service, cleanliness etc.), but also the
values it projects (intangible) such as happiness and interest in
children. In the end, differentiation is all, about a firm’s responsiveness
to customer requirements where every corporate activity is to be
examined through the customer’s eyes. Will this make it easier for the
customer? Faster? Better? Less Expensive?
Thus, products can be differentiated along any dimension that is
valued by some group of customers. Any competitive advantage must
be seen by customers as a customer advantage (Kotler). For example,
if a company delivers faster than its competitors, this will not be a
customer advantage, if customers do not value speed. Companies,
therefore, must focus attention on building and sustaining customer
advantages through differentiation. Then, they will move closer to the
hearts of customers – who do not hesitate to buy the product again and
again. Firms using this strategy seek to differentiate their products
from rivals goods or services along as many dimensions as possible.
The less the similarity with rivals’ products, the more buffered a firm
is from competition with its rivals.
Benefits and Risks of Differentiation Strategies

Differentiation builds competitive advantage by making customers
more loyal, less price sensitive and less willing to consider other
product alternatives. The firm pursuing a high differentiation strategy
along some key product’s attribute (e.g. fuel efficiency of Hero Honda
Motor Cycles) or buyer need can earmark its own strategic group
within the industry. In such a scenario, destructive price wars can
be avoided. The perceived, superior quantity special appeal enables

NOTES
the firm to hold its ground as far as the pricing strategy is concerned.
Product quality helps the firm build its own reputation and demand
that often gets translated into higher market share as well. Risks
associated with the differentiation strategy include:
 A customer group’s decision that the differences between the
differentiated products and the cost leader’s good or service
(remember the Surf vs. Nirma battle?) is no longer worth a
premium price. As a product becomes more mature, customers
become smarter about what they want, what genuine value is,
and what they are willing to pay. Price premiums become difficult
to justify as customers gain more knowledge about the product”
(See opening case).
 Unless differentiation is based on some unique proprietary
knowledge, skill, expertise or patent, a firm faces the threat of
being outmanoeuvred by rivals, who can stuff the product or
service offering with similar features at a lesser lost.
 Excessive differentiation can seriously affect the competitive
advantage and profitability of firms as “rising operating costs eat
into price premiums that customers are willing to pay”.
Fill in the blanks:

7. The attraction of differentiation over low cost as a basis for
competitive advantage is its potential for …………………………
8. Differentiation builds competitive advantage by making
…………………… more loyal, less price sensitive and less
willing to consider other product alternatives.
9. …............…. builds competitive advantage by making
customers more loyal, less price sensitive and less willing to
consider other product alternatives.
Which of the two is more prudential for a two-wheeler manufacturing

company that operates globally: one product in all markets or many
products in one market? Discuss in light of differentiation strategy.
The important assumption behind differentiation strategies is that

customers are ready to pay a premium price for a product that is
distinct (or at least perceived as such) in some important way like
superior quality special appeal, better service, etc.

NOTES
8.9 FOCUS STRATEGIES

Focus strategies aim to sell goods or services to narrow or specific
target market, niche or segment. The essence of the focus strategy
is the exploitation of a narrow target’s differences from the balance
of the industry. Focus builds competitive advantage through high
specialisation and concentration of resources in a given niche. If a
niche or segment has distinctive and lasting features, then a firm
can develop its own set of entry barriers in much the same way that
large established firms do in broader markets. Nowadays, Internet
is playing a great role in identifying market segments marked with
greater and greater specificity in terms of unique customer needs.
Firms can build focus in one of two ways. Focused cost leadership
and focused differentiation. Through the cost leadership and the
differentiated focus strategies firms serve the needs of a narrow
competitive segment (a buyer group, products segment or geographic
location). This strategy works when firms have the core competencies
required to offer value to a narrow competitive segment that exceeds
the value available from firms serving customers on an industry-wide
basis.
A focused firm can serve the needs of a niche segment through a low
cost or differentiation strategy (a) by identifying gaps not covered by
existing players and (b) by developing superior skills or achieving
superior efficiency while serving such narrow segments. A number
of Indian companies have adopted the focus strategies either on the
basis of lower cost or differentiation quite successfully in recent times:
 Ayur Herbal Brand: The Delhi based D S Narang has carefully
positioned the ‘Ayur’ brand herbal shampoo at the lower end of
the market by pricing it at less than half the price charged by
other players. The 10-year-old Ayur brand is worth more than
` 100 crore now.
 Anchor Toothpaste: Atul Shah found the gap in the
predominantly vegetarian Gujarat and Rajasthan markets
(as far as toothpastes are concerned) and positioned his ‘Anchor’
brand as a vegetarian product (differentiation) and priced it
` 35 (200 gms packet) as against Colgate’s ` 62 (250 gm). Anchor is a
` 150 crore brand now and has grabbed nearly 10% market share
(behind Colgate and HLL) now.
 Ayurvedic Brand: ‘No Marks’: S C Sehgal found that there is
great demand for ayurvedic products in the global markets (after
making a trip to New York, London and Paris in early 90s). He
launched the ‘No marks’ ayurvedic product and began advertising
through Aaj Tak Hindi channel, highlighting the superiority of
ayurvedic product(s). The brand is raking in nearly ` 5 crores in
sales every month.
 ‘T’ Series Cassettes: In early 1980s Gulshan Kumar brought
a revolution in the music cassettes industry by launching the

NOTES
‘T’ series brand at the lower-end of the market. Priced at less
than half the price charged by the market leader HMV, the brand
proved to be a mega-hit with the masses (low cost strategy).
As the above examples clearly show, smaller firms normally avoid
competing with larger firms by targeting small markets of little or no
interest to the larger firms (say the ` 1 sachet market in shampoos
ignored by other players). Of course, it is not always easy to find such
gaps in the broader market, unless one is blessed with creativity, and
ingenuity. Before exploiting such gaps, one should pay attention to
the following:
 Uniqueness: Is the segment, to be created and exploited, unique
in terms of certain key attributes such as age, religion, region,
lifestyle etc?
 Size: Is the segment big enough to offer profitable growth for a
reasonable length of time?
 Ignored by the Big: Is the segment to be pursued ignored by
large firms? Or does not impact their success in any way?
 Resources: Is the firm well equipped (in terms of skills, expertise,
resources) to serve the niche market?
 Superiority: Is it possible for the firm to guard its territory from
rival firms on the strength of its superior service, better customer
relations? Has it got a clear edge over others in building and
sustaining customer loyalty for some time?
The key to nichemanship is specialisation, superior, differentiated
service at a price liked by the customer (the value for money
proposition). In course of time, rival firms may try every trick in the
book to break the hold of the focused firm in a ‘niche’ segment. As a
result, niches can weaken. To survive and flourish in a competitive
market, the firm must continually create new ones. For example after
tasting success through Dandi Salt (` 125 crores brand), Kunvar Ajay
Industries, Suresh Agarwal has gone one step further and entered the
detergent business through another winning brand – Friendly wash
(` 40 crores brand). Next on the cards: Atta and Shampoo brands. The
firm should “stick to its niching”, but not necessarily to its niche. That
is why multiple niching is preferable to single niching. By developing
strength in two or more niches, the firm increases its chances for
survival.
Benefits and Risks of Focus Strategies

The biggest benefit of a focus strategy is that the firm is able to find
a market niche against a larger, broader-line competitor. Through
specialisation and high concentration of its resources in a given area,
the firm is able to serve the requirements of a niche segment better
than others, and insulate itself from the attention of bigger players
in the field. Over time, it is able to improve other sources of value-
adding activities that contribute to cost or differentiation.

NOTES
The biggest risk associated with a focus strategy lies in that the
distinctive tastes and product characteristics may blur over time. This,
in turn, reduces the defensibility of the niche. When the tastes and
preferences of a particular segment are widely known, competitors
may initiate and bring out their own product offerings to capture the
market, (e.g. HLL bringing out the ` 1 Shampoo sachet). The bigger
players may use their technological strength while redefining the
preferences of the niche in a better way.
To survive in a competitive market, firms will need to offer a variety
of value ‘bundles’ or solutions to customers. Exclusive reliance on
any single generic strategy (low cost or differentiation) is quite risky
because it does not endow the firm with a sustained capability to
innovate new sources of value more quickly and more efficiently over
time.
Current research evidence supports moderate diversification in
place of exclusive focus on a narrow segment. According to Harper
and Viguerie, “Companies must branch out into new businesses
to compensate for the declining prospect of creating value in older
ones”. To generate superior shareholder returns firms must strike a
happy balance between focus and diversification.
Fill in the blanks:

10. means concentrating on a particular group
of customers, a specific geographic area, or a certain part of
the product or service line.
11. The biggest benefit of a focus strategy is that the firm is
able to find a .............................. against a larger, broader-line
competitor.
12. Through ................and high concentration of its resources in a
given area, the firm is able to serve the requirements of a niche
segment better than others.
13. Exclusive reliance on any single ……… strategy does not
endow the firm with a sustained capability to innovate new
sources of value more quickly.
Focus strategy helps a company build walls around its niche, but
may find itself restricted by the same walls. Discuss.
8.10 SUMMARY
 According to Porter, buyers, product substitutes, suppliers and
potential new companies within the industry all contribute to
the level of rivalry among industry firms. Understanding the

NOTES
forces that determine competitiveness within an industry should
help managers develop strategies that will enable individual
companies within the industry to be more competitive.
 Porter suggested three generic strategies that managers might
take up to make organisations more competitive. These are –
Cost leadership, differentiation strategy and focus strategy.
 Business level strategy is an integrated and coordinated set of
commitments and actions the firm uses to gain a competitive
advantage by exploiting core competencies in specific product
markets.
 In selecting business level strategy, the firm determines: (a) Who
it will serve, (b) What needs those target customers have that it
will satisfy, (c) How those needs will be satisfied.
 Customer relationships are strengthened by offering them
superior value: (a) Help customers to develop a new competitive
advantage, (b) Enhance the value of existing competitive
advantages.
 When a firm sustains profits that exceed the average for its
industry, the firm is said to possess a competitive advantage over
its rivals. The goal of much of business strategy is to achieve a
sustainable competitive advantage.
 Barriers to Entry: Obstacles to entering an industry. The major

barriers include economies of scale, product differentiation,
capital needs, access to distribution channels, cost leadership,
government policy etc.
 Benchmarking: The process of finding the best available
product features, processes and services and using them as
a standard (benchmark) for improving a company’s own
products, processes and services.
 Competitive Advantage: A superior or distinctive competence
in some function or area relative to the competition.
 Core Competence: It is a unique strength that gives a firm
access to important market segments, offers significant
benefits to customers in the end products and is difficult to
copy.
 Culture: A system of shared values and beliefs that produce
norms of behaviour.
 Differentiation Strategy: A competitive strategy based on
providing buyers with something special or unique that makes
the firm’s product or service distinctive.
Contd...

NOTES
 Focus Strategy: It is a strategy that emphasises making an
organisation more competitive by targeting a specific regional
market, product line or buyer group.
 Innovation: It is a new idea applied to initiating or improving
a process, product or service.
 Leadership: The capacity to secure the cooperation of others
in accomplishing a goal.
 Lower Cost Leadership Strategy: A competitive strategy
based on the firm’s ability to provide products or services at
lower cost than its rivals.
 Niche Marketing: Focusing on sub segments or niches with
distinctive traits that may seek a special combination of
benefits.
 Power: The ability, apart from functional authority or control
over resources or rewards, to influence the behaviour of others.
 Pragmatism: The ability to make things happen and achieve
positive results.
 Product Innovations: A firm’s activities that enhance the
differentiation of its products or services.

1. What is the relationship between a firm’s customers and its
business-level strategy? Why is this relationship important?
2. How is competitive advantage achieved through successful
implementation of the cost leadership strategy?
implementation of the differentiation strategy?
implementation of the focused cost leadership strategy?
5. How competitive advantage is created by a firm? Explain the
factors associated with it.
6. Explain the model of competitive advantage as proposed by M.E.
Porter. Describe its features.
7. How core competency can be built by durable competitive
advantage?
8. White short notes on:
(a) Benchmarking
(b) Core Competence
9. Define ‘Competitive Advantage’. Explain how firms build or
acquire competitive advantage over time. Use examples in
support of your answer.

NOTES
10. What do you mean by differentiation strategy? Explain the
benefits and risks associated with it.


Porter’s Competitive 1. Rivalry
Strategies
Competitive Advantage 2. Production
How to Build or Acquire 3. Benchmarking
Competitive Advantage?
4. Competitive Advantage
Acquiring Core Competence 5. Product Innovations
Low Cost Strategies 6. Lower cost
Differentiation Strategies 7. Sustainability
8. Customers
9. Differentiation
Focus Strategies 10. Focus
11. Market Niche
12. Specialization
13. Generic

1. Refer to 8.1 & 8.2
Business level strategy deals with how a particular business
competes. The principal focus is on meeting competition,
protecting market share and earning profit at the business unit
level by performing activities differently, offering superior value
to customers. A firm is able to deliver superior value to customers
when it is in a position to perform an activity that is distinct or
different from that of its competitors. This is popularly defined as
competitive advantage. Competitive advantage implies a distinct
and sustainable advantage over competitors. It is a kind of clear
superiority or distinctive competence in some functions or area
over the competitors. M E Porter studied a number of business
organisations and proposed that business-level strategies are the
result of five competitive forces in the company’s environment.
According to him, competitiveness within an industry is
determined by the following new entrants or new companies
within the industry; products that might act as a substitute for

NOTES
goods or services that companies within the industry produce;
the ability of suppliers to control issues like cost of materials that
companies use to manufacture their products; the bargaining
power that buyers possess within the industry; and the general
level of rivalry or competition among firms within the industry.
2. Refer to 8.3
Cost leadership is a strategy that focuses on making an
organisation more competitive by producing its products more
cheaply than competitors can. The logic behind this strategy
is that by producing products more cheaply than competitors,
organisations can offer products to customers at lower prices
than the competitors and thereby hope to increase market share.
3. Refer to 8.3
Differentiation Strategy involves attempting to develop products
and services that are viewed as unique in the industry. Successful
differentiation allows the business to charge premium prices,
leading to above average profits.
4. Refer to 8.3
Focus is a strategy that emphasises making an organisation more
competitive by targeting a specific regional market, product line
or buyer group. The organisation can use either a differentiation
or low cost approach, but only for a narrow target market.
The logic of this approach is that an organisation that limits
its attention to one or a few market segments can serve those
segments better than organisations that seek to influence the
entire market.
5. Refer to 8.3.2 & 8.4
Competitive advantage is created by using resources and
capabilities to achieve either a lower cost structure or a
differentiated product. A firm positions itself in its industry
through its choice of low cost or differentiation. This decision is a
central component of the firm’s competitive strategy. Marketing,
Finance, Research & Development, Personnel and Production
are some of the factors of competitive advantage.
6. Refer to 8.3, 8.3.1 & 8.3.3
When a firm sustains profits that exceed the average for its
industry, the firm is said to possess a competitive advantage over
its rivals. The goal of much of business strategy is to achieve a
sustainable competitive advantage. A competitive advantage
exists when the firm is able to deliver the same benefits as
competitors but at a lower cost (cost advantage), or deliver
benefits that exceed those of competing products (differentiation
advantage). Thus, a competitive advantage enables the firm to
create superior value for its customers and superior profits for
itself. According to the resource-based view, in order to develop

NOTES
a competitive advantage the firm must have resources and
capabilities that are superior to those of its competitors. Features
of Competitive Advantages are inability to sustain for long,
relevant advantage and backbone of strategy are the features of
7. Refer to 8.5
To be successful in the long run, every firm must possess some
long-lasting, unique competitive advantage that can’t be easily
imitated by competitors. The enduring competitive superiority
enables the firm to get ahead easily and emerge as a ‘winner’ on
most occasions – at least till others catch up and bridge the gap
in terms of cost leadership or product differentiation.
8. Refer to 8.5 & 8.6
Benchmarking is the process of finding the best available product
features, processes and services and using them as a standard
(benchmark) for improving a company’s own products, processes
and services. Core Competence is a unique strength that gives
a firm access to important market segments, offers significant
benefits to customers in the end products and is difficult to copy.
9. Refer to 8.3 & 8.5
A competitive advantage exists when the firm is able to deliver
the same benefits as competitors but at a lower cost (cost
advantage), or deliver benefits that exceed those of competing
products (differentiation advantage). Firms usually build
competitive advantage using various strategic routes such
as: innovation, integration, alliances, mergers, acquisitions,
research & development, entry barriers, benchmarking, value
chain approach and strategic business unit (SBU) structure.
10. Refer to 8.8
The attraction of differentiation over low cost as a basis for
competitive advantage is its potential for sustainability. It is
susceptible to being overturned by changes in the external
environment, and it is more difficult to copy. Differentiation
strategies are based on offering buyers something unique or
different that makes the firm’s products or services distinct from
that of its rivals. Differentiation builds competitive advantage by
making customers more loyal, less price sensitive and less willing
to consider other product alternatives. The firm pursuing a high
differentiation strategy along some key product’s attribute (e.g.
fuel efficiency of Hero Honda Motor Cycles) or buyer need can
earmark its own strategic group within the industry.

NOTES

SUGGESTED READINGS
 E Mosakowski, “A Resource Based Perspective on the Dynamic
Strategy-Performance Relationship”, Journal of Management,
Vol. 19, 1993.
 G Saloner et al., Strategic Management, John Wiley & Sons, New
York, 2001.
 M H Hitt, R D Ireland and R E Hoskisson, Strategic Management,
South Western Publishing Company, Cincinnati, Ohio, 2001.
 N W C Harper & S P Viguerie, Are you too Focused?, Business
World, 7-10-2002.
 P Kotler, Marketing Management, Pearson, Delhi, 2003.
E-REFERENCES
 http://www.quickmba.com/strategy/competitive-advantage/
 http://toolkit.smallbiz.nsw.gov.au/part/16/80/345
 http://smallbusiness.chron.com/pros- cons- differentiation-
strategy-21452.html

C H
9
A P T E R
ANALYSING RESOURCES AND CAPABILITIES
CONTENTS
9.1 Introduction
9.2 Factor Affecting the Internal Environment
9.3 Resources and Capabilities as Sources of Profit
9.4 Resources of the Firm
9.4.1 Tangible Resources
9.4.2 Intangible Resources
9.4.3 Human Resources
9.5 Organisational Capabilities
9.5.1 Classifying Capabilities
9.5.2 Architecture of Capability
9.6 Appraising Resources and Capabilities
9.6.1 Establishing Competitive Advantage
9.6.2 Sustaining Competitive Advantage
9.6.3 Appropriating the Returns to Competitive Advantage
9.7 Placing Resource and Capability Analysis to Work
9.8 Developing Resources and Capabilities
9.8.1 Relationship between Resources and Capabilities
9.8.2 Replicating Capabilities
9.8.3 Developing New Capabilities
9.8.4 Approaches to Capability Development
9.9 Summary

NOTES
COMPETITIVE STRATEGIES OF ZARA IS INEVITABLE
Zara – the Spanish clothing and accessories retailer founded in

1975, is one of the hottest fashion chains of 21st century, offering
men’s clothing, women’s clothing, cosmetics, complements and
children’s clothing. Since its initial public offering in 2001, Zara’s
parent, Inditex tripled its sales and profits and doubled the
number of stores for its flagship brands. Headquartered in Spain,
Zara is known for its innovations and its stores operate in choicest
locations in Europe, Asia and North America. Described by many
as the most devastating retailer in the world, the company has
rewritten a number of rules in the fashion retailing industry so far
through its novel strategies. Any Zara store typically carries only a
small batch of merchandise, compelling shoppers to visit the stores
frequently. For example, in London, shoppers visit the average
store four times a year, but frequent Zara 17 times annually. Zara
makes about 20,000 items a year which are being released in
phases. The small batch size helps the company catch the changes
in fashion quickly and introduce new models at amazing speed –
thanks to its grip over the supply chain. Every store places orders
twice a week and shipments reach most European stores in about
24 hours’ time. Customers (as well as store employees) thus, are
pretty sure about when shipments will arrive and visit the store
frequently making enquiries. Zara has so far resisted the industry-
wide trend towards transferring fast fashion production to low-cost
countries. By concentrating its production in-house and in Spain,
Zara has developed a super-responsive supply chain. It designs,
NMI
produces and delivers a new garment to its stores in a mere
15 days, something very unusual in the fashion industry, compared
to 6 month industry average. The company also does not believe in
offering its products on discount and when it happens occasionally,
it averages only 15%. Amazing to relate, Zara follows a zero
advertising policy and prefers to invest a percentage of revenues
MS
to opening new stores – 1285 stores all over the world currently
with annual sales of over $10 billion instead. Zara is able to push
competitors to the wall so far due to its ability to design, produce
and deliver fashion garments efficiently and effectively, leveraging
on its unique resource strengths and capabilities.

for Continuing
Education
ANALYSING RESOURCES AND CAPABILITIES 263
NOTES

Appreciate the role of a firm’s resources and capabilities as a
basis for formulating strategy
Identify and appraise the resources and capabilities of a firm
Evaluate the potential for a firm’s resources and capabilities
to confer sustainable competitive advantage
Use the results of resource and capability analysis to
formulate strategies that exploit internal strengths while
defending against internal weaknesses
Identify the means through which a firm can develop its
resources and capabilities
9.1 INTRODUCTION
Strategy is concerned with matching a firm’s resources and capabilities
to the opportunities that arise in the external environment. So far, the
emphasis of the book has been the identification of profit opportunities
in the external environment of the firm. With this chapter, our
emphasis shifts from the interface between strategy and the external
environment towards the interface between strategy and the internal
environment of the firm – more specifically, with the resources and
capabilities of the firm. Increasing emphasis on the role of resources
and capabilities as the basis for strategy is the result of two factors.
First, as firms’ industry environments have become more unstable, so
internal resources and capabilities rather than external market focus
has been viewed as a securer base for formulating strategy. Second,
it has become increasingly apparent that competitive advantage
rather than industry attractiveness is the primary source of superior
profitability.
FACTOR AFFECTING THE INTERNAL

9.2
ENVIRONMENT
Basing Strategy on Resources and Capabilities
During the 1990s, ideas concerning the role of resources and
capabilities as the principal basis for firm strategy and the primary
source of profitability coalesced into what has become known as the
resource-based view of the firm. To understand why the resource-
based view has had a major impact on strategy thinking, let us go
back to the starting point for strategy formulation: typically some
statement of the firm’s identity and purpose (often expressed in a
mission statement). Conventionally, firms have answered the question
“what is our business?” in terms of the market they serve: “who are
our customers?” and “which of their needs are we seeking to serve?”
However, in a world where customer preferences are volatile and

for Continuing
Education
NOTES
the identity of customers and the technologies for serving them are
changing, a market-focused strategy may not provide the stability and
constancy of direction needed to guide strategy over the long term.
When the external environment is in a state of flux, the firm itself,

in terms of its bundle of resources and capabilities, may be a much
more stable basis on which to define its identity.
In general, the greater the rate of change in a firm’s external
environment, the more likely it is that internal resources and
capabilities will provide a secure foundation for long-term strategy.
In fast-moving, technology-based industries, new companies are
built around specific technological capabilities. Motorola, the Texas-
based supplier of wireless telecommunications equipment,
semiconductors, and direct satellite communications, has undergone
many transformations, from being a leading provider of TVs and car
radios to its current focus on telecom equipment. Yet, underlying these
transformations has been a consistent focus on wireless electronics.
NMI
MS
Figure 9.1: Analysing Resources and Capabilities: The Interface
between Strategy and the Firm
The difficulties experienced by established firms in adjusting to
technological change within their own markets are well documented –
in typesetting and in disk drive manufacturing, successive
technological waves have caused market leaders to falter and allowed
new entrants to prosper.
Fill in the blanks:

1. When the external environment is in a state of flux, the firm
itself, in terms of its bundle of resources and capabilities, may
be a much more ................ basis on which to define its identity.
2. In fast-moving, technology-based industries, new companies
are built around specific ............................ capabilities.

NOTES
In a volatile industry marked by disruptive technologies, companies

should focus on building competencies, not just products. Discuss
with example.
RESOURCES AND CAPABILITIES AS

9.3
SOURCES OF PROFIT
Among the two major sources of superior profitability: industry
attractiveness and competitive advantage. Of these, competitive
advantage is the more important. Internationalisation and
deregulation have increased competitive pressure within most
sectors; as a result, few industries (or segments) offer cosy refuges
from vigorous competition. The industry factors account for only a
small proportion of interfirm profit differentials.
Establishing competitive advantage through the development

and deployment of resources and capabilities, rather than seeking
shelter from the storm of competition, has become the primary goal
for strategy.
The distinction between industry attractiveness and competitive
advantage (based on superior resources) as sources of a firm’s
profitability corresponds to economists’ distinction between different
types of profit (or rent). The profits arising from market power are
referred to as monopoly rents; those arising from superior resources
are Ricardian rents, after the 19th-century British economist David
Ricardo. Ricardo showed that, even when the market for wheat was
competitive, fertile land would yield high returns. Ricardian rent
is the return earned by a scare resource over and above the cost of
bringing it into production.
In practice, distinguishing between profit arising from market power
and profit arising from resource superiority is less clear in practice
than in principle. A closer look at Porter’s five forces framework
suggests that industry attractiveness derives ultimately from the
ownership of resources. Barriers to entry, for example, are the result
of patents, brands, distribution channels, learning, or some other
resource possessed by incumbent firms. Similarly, the lack of rivalry
resulting from the dominance of a single firm (monopoly) or a few
firms (oligopoly) is usually based on the concentrated ownership
of key resources such as technology, manufacturing facilities, or
distribution facilities.
The resource-based approach has profound implications for
companies’ strategy formulation. When the primary concern of
strategy was industry selection and positioning, companies tended
to adopt similar strategies. The resource-based view, by contrast,

NOTES
emphasises the uniqueness of each company and suggests that the
key to profitability is not through doing the same as other firms, but
rather through exploiting differences.
Fill in the blanks:

3. Distinguishing between profit arising from market power and
profit arising from ………………….. is less clear in practice
than in principle.
4. The resource-based approach has profound implications for
companies’ …………………..
Write a 200-words report on the attractiveness of the multi-brand

retail industry in India. Justify the entry of Trent into the industry
based on resources.
Establishing competitive advantage involves formulating and

implementing a strategy that exploits the uniqueness of a firm’s
portfolio of resources and capabilities.
9.4 RESOURCES OF THE FIRM

It is important to distinguish between the resources and the
capabilities of the firm: resources are the productive assets owned by
the firm; capabilities are what the firm can do. Individual resources do
not confer competitive advantage, they must work together to create
organisational capability. It is capability that is the essence of superior
performance. Figure 9.2 shows the relationship among resources,
capabilities, and competitive advantage.
Drawing up an inventory of a firm’s resources can be surprisingly
difficult. No such document exists within the accounting or
management information systems of most corporations. The
corporate balance sheet provides a limited view of a firm’s resources –
it comprises mainly financial and physical resources. To take a wider
view of a firm’s resources it is helpful to identify three principal types
of resource: tangible, intangible and human resources.

NOTES
Figure 9.2: Links among Resources, Capabilities and

Competitive Advantage
9.4.1 TANGIBLE RESOURCES

Tangible resources are the easiest to identify and evaluate: financial
resources and physical assets are identified and valued in the firm’s
financial statements. Yet, balance sheets are renowned for their
propensity to obscure strategically relevant information, and to
under- or overvalue assets. Historic cost valuation can provide little
indication of an asset’s market value. Disney’s movie library had a
balance sheet value of $4.6 billion in 2005, based on production cost
less amortisation. Its land assets (including its 28,000 acres in Florida)
were valued at a paltry $1.1 billion.
However, the primary goal of resource analysis is not to value a
company’s assets, but to understand their potential for creating
competitive advantage. Information that British Airways possesses
tangible fixed assets with a book value of £8.2 billion is of little use
in assessing their strategic value. To assess British Airways’ ability
to compete effectively in the world airline industry we need to
know about the composition of these assets, the location of land and
buildings, the types of plane and their age, and so on.
Once we have fuller information on a company’s tangible resources we
explore how we can create additional value from them. This requires
that we address two key questions:
 What opportunities exist for economising on their use? It may
be possible to use fewer resources to support the same level of
business, or to use the existing resources to support a larger
volume of business.
 What are the possibilities for employing existing assets more
profitably?

NOTES
9.4.2 INTANGIBLE RESOURCES
For most companies, intangible resources are more valuable than
tangible resources. Yet, in company financial statements, intangible
resources remain largely invisible – particularly in the US where R&D
is expensed. The exclusion or undervaluation of intangible resources
is a major reason for the large and growing divergence between
companies’ balance sheet valuations (“book values”) and their stock
market valuations (see Table 9.1).
TABLE 9.1: MAJOR COMPANIES WITH THE HIGHEST

MARKET-TO-BOOK RATIOS, DECEMBER 2005
Valuation Valuation
Company Ratio Country Company Ratio Country
Yahoo! Japan 72.0 Japan Coca-Cola 7.8 US
Colgate-Palmolive 20.8 US Diageo 7.4 UK
GlaxoSmithKline 13.4 UK 3M 7.3 US
Anheuser-Busch 12.6 US Nokia 6.7 Finland
eBay 11.2 US Sanofi-Aventis 6.3 France
SAP 10.8 Germany AstraZeneca 5.9 UK
Yahoo! 10.7 US Johnson & 5.7 US
Johnson
SDell Computer
Sumitomo Mitsui 8.8
Financial
10.0 US
Japan
Boeing
Eli Lily
5.7
5.6
US
US
N
MI
Procter & Gamble 8.4
Qualcomm
Schlumberger
Unilever
8.3
8.2
8.1
US
US
US
Neth./UK Altria
Cisco Systems 5.5
Roche Holding 5.5
L’Oreal 5.3
5.2
US
Switz.
France
US
PepsiCo 8.0 US Novartis 5.1 Switz
Note: The table includes companies with the highest market capitalisation as a proportion of
balance sheet net asset value among the top 200 companies of the world with the largest market
capitalisation at the end of 2005.
Among the most important of these undervalued or unvalued

intangible resources are brand names. Table 9.2 shows companies
owning brands valued at $15 billion or more. Brand names and
other trademarks are a form of reputational asset: their value is in
the confidence they instil in customers. This value is reflected in the
price premium that customers are willing to pay for the branded
product over that for an unbranded or unknown brand. Brand value

NOTES
(or “brand equity”) can be estimated by taking the price premium
attributable to a brand, multiplying it by the brand’s annual sales
volume, then calculating the present value of this revenue stream.
The brand valuations in Table 9.2 involve estimating the operating
profits for each brand (after taxation and a capital charge), estimating
the proportion of net operating income attributable to the brand,
and then capitalising these returns. The value of a company’s brands
can be increased by extending the product/market scope over which
the company markets those brands. Philip Morris is an expert at
internationalising its brand franchises.
TABLE 9.2: THE WORLD’S MOST VALUABLE

BRANDS, 2006
Rank Brand Brand value in Change Country

2006, $ billion from 2004 of origin
1 Coca-Cola 67.5 0% USA
2 Microsoft 59.9 −2% USA
3 IBM 53.4 −1% USA
4 GE 47.0 +7% USA
5 Intel 35.6 +6% USA
6 Nokia 26.5 +10% Finland
7 Disney 26.4 −2% USA
8 McDonald’s 26.0 +4% USA
9 Toyota 24.8 +10% Japan
10 Marlboro 21.2 −4% USA
11
12
Mercedes Benz
Citi
I 20.0
20.0
−6%
0%
Germany
USA
N
13 Hewlett-Packard 18.9 −10% USA
14 American Express 18.6 +5% USA
15 Gillette 17.5 +5% USA
16 BMW 17.1 +8% Germany
17
18
19
20
Cisco
Honda
Samsung
M
Louis Vuitton
16.6
16.1
15.8
15.0
+4%
n.a.
+6%
19%
USA
France
Japan
S. Korea
Note: Brand values are calculated as the net present value of future earnings generated by the
brand.
Harley-Davidson’s brand strength has not only permitted the company

to obtain a price premium of about 40% above that of comparable
motorcycles, but also to license its name to the manufacturers of
clothing, coffee mugs, cigarettes, and restaurants. Reputation may be
attached to a company as well as to its brands. Companies depend on
the support from employees, customers, investors, and governments.

NOTES
Harris Interactive shows Johnson & Johnson followed by Coca-Cola,
Google, UPS, and 3M to have the highest “reputation quotients.”
Like reputation, technology is an intangible asset whose value is not
evident from most companies’ balance sheets. Intellectual property –
patents, copyrights, trade secrets, and trademarks – comprise
technological and artistic resources where ownership is defined in
law. Over the past 20 years, companies have become more attentive to
the value of their intellectual property. Texas Instruments was one of
the first companies to begin managing its patent portfolio in order to
maximise its licensing revenues. For some companies, their ownership
of intellectual property is a key source of their market value.
9.4.3 HUMAN RESOURCES

The human resources of the firm are the expertise and effort offered
by its employees. Human resources do not appear on corporate
balance sheets for the simple reason that people are not owned:
they offer their services under employment contracts. Identifying
and appraising the stock of human resources within a firm is
complex and difficult. Human resources are appraised at the time of
recruitment and throughout the period of employment, e.g. through
annual performance reviews. Companies are continually seeking
more effective methods to assess the performance and potential of
their employees. Over the past decade, human resource appraisal
has become far more systematic and sophisticated. Organisations
are relying less on formal qualifications and years of experience and
more on attitude, motivation, learning capacity, and potential for
collaboration. Competency modelling involves identifying the set
of skills, content knowledge, attitudes, and values associated with
superior performers within a particular job category, then assessing
each employee against that profile. The results of such competency
assessments can then be used to identify training needs, make
selections for hiring or promotion, and determine compensation. A
key outcome of systematic assessment has been recognition of the
importance of psychological and social aptitudes in linking technical
and professional abilities to overall job performance. Recent interest in
emotional intelligence reflects growing recognition of the importance
of social and emotional skills and values.
This organisational context as it affects internal collaboration is
determined by a key intangible resource: the culture of the organisation.
The term organisational culture is notoriously ill defined. It relates to
an organisation’s values, traditions, and social norms.
Industry insiders have raised eyebrows in the acquisition of Patni

Computers by Igate Solutions for disharmony in organisational
culture. Do you feel the same? Discuss.

NOTES
Fill in the blanks:

5. Like reputation, technology is an............................ asset whose
value is not evident from most companies’ balance sheets.
6. The human resources of the firm are the expertise and effort
offered by its …………………..
The ability of employees to harmonise their efforts and integrate

their separate skills depends not only on their interpersonal skills
but also the organisational context.
9.5 ORGANISATIONAL CAPABILITIES

Resources are not productive on their own. A brain surgeon is close to
uselesswithoutaradiologist, anaesthetist, nurses, surgical instruments,
imaging equipment, and a host of other resources. To perform a task,
a team of resources must work together. An organisational capability
is a “firm’s capacity to deploy resources for a desired end result.” Just
as an individual may be capable of playing the violin, ice skating, and
speaking Mandarin, so an organisation may possess the capabilities
needed to manufacture widgets, distribute them throughout Latin
America, and hedge the resulting foreign exchange exposure. We use
the terms capability and competence interchangeably.
Our primary interest is in those capabilities that can provide a basis
for competitive advantage. Selznick used distinctive competence
to describe those things that an organisation does particularly well
relative to its competitors. Prahalad and Hamel coined the term core
competences to distinguish those capabilities fundamental to a firm’s
strategy and performance. Core competences, according to Hamel
and Prahalad, are those that:
 Make a disproportionate contribution to ultimate customer
value, or to the efficiency with which that value is delivered, and
 Provide a basis for entering new markets.
Prahalad and Hamel criticise US companies for emphasising product
management over competence management. They compare the
strategic development of Sony and RCA in consumer electronics. Both
companies were failures in the home video market. RCA introduced
its videodisk system, Sony its Betamax videotape system. For RCA,
the failure of its first product marked the end of its venture into home
video systems and heralded a progressive retreat from the consumer
electronics industry. RCA was acquired by GE, which then sold off
the combined consumer electronics division to Thomson of France.
Sony, on the other hand, acknowledged the failure of Betamax,
but continued to develop its capabilities in video technology. This

NOTES
continuous development and upgrading of its video capabilities
resulted in a string of successful video products from camcorders and
digital cameras to the PlayStation game console.
9.5.1 CLASSIFYING CAPABILITIES

To identify a firm’s capabilities, we need to have some basis for
classifying and disaggregating its activities. Two approaches are
commonly used:
 A functional analysis identifies organisational capabilities in
relation to each of the principal functional areas of the firm. Table
9.3 classifies the principal functions of the firm and identifies
organisational capabilities pertaining to each function.
 A value chain analysis separates the activities of the firm into
a sequential chain. Michael Porter’s representation of the value
chain distinguishes between primary activities (those involved
with the transformation of inputs and interface with the
customer) and support activities (see Figure 9.3). Porter’s generic
value chain identifies a few broadly defined activities that can
be disaggregated to provide a more detailed identification of the
firm’s activities (and the capabilities that correspond to each
activity). Thus, marketing might include market research, test
marketing, advertising, promotion, pricing, and dealer relations.
TABLE 9.3: A FUNCTIONAL CLASSIFICATION OF

ORGANISATIONAL CAPABILITIES
Functional area Capability Exemplars

Corporate Financial control Exxon Mobil,
Functions Strategic management of PepsiCo
multiple businesses General Electric,
Strategic innovation Procter & Gamble
Multi-divisional BP, Google
coordination Unilever, Shell
Acquisition management Cisco, Bank of
International management America
Shell, Citigroup
Management Comprehensive, Wal-Mart, Capital
Information integrated MIS network One, Dell Computer
linked to managerial
decision making
Research & Research IBM, Merck
Development Innovative new product 3M, Apple
development Canon, Inditex
Fast-cycle new product (Zara)
development
Contd...

NOTES
Operations Efficiency in volume Briggs & Stratton,

manufacturing YKK
Continuous improvements Toyota, Harley-
in operations Davidson
Flexibility and speed or Four Season Hotels
response
Product Design Design capability Nokia, Apple
Marketing Brand management Computer
Promoting reputation for P&G, Altria
quality Johnson & Johnson
Responsiveness to market MTV, L’Oreal
trends
Sales and Effective sales promotion PepsiCo, Pfizer
Distribution and execution L.L. Bean, Dell
Efficiency and speed of Computer
order processing Amazon.com
Speed of Distribution Singapore Airlines,
Quality and effectiveness Caterpillar
of customer service
NMI
MS
Figure 9.3: Porter’s Value Chain
9.5.2 ARCHITECTURE OF CAPABILITY

Why is 3M so good at developing new products for a variety of home,
office, and medical needs? How is Wal-Mart able to combine relentless
cost focus and high levels of flexibility and adaptability? Why is Toyota
so superior to either Ford or GM in developing new models of car
and launching them globally? We can guess, but the fact remains: we
don’t really know how organisational capabilities are created or why
one company performs a capability more effectively than another. To
begin to understand organisational capabilities, let us look at their
structure.

NOTES
Capability as Routine
Organisational capability requires the expertise of various individuals
to be integrated with capital equipment, technology, and other
resources. But how does this integration occur? Virtually all productive
activities involve teams of people undertaking closely coordinated
actions – typically without detailed direction. Richard Nelson and
Sidney Winter have used the term organisational routines to refer to
these regular and predictable patterns of activity made up of a sequence
of coordinated actions by individuals. Such routines form the basis of
most organisational capabilities. At the manufacturing level, a series
of routines governs the passage of raw materials and components
through the production process to the factory gate. Sales, ordering,
distribution, and customer service activities are similarly organised
through a number of standardised, complementary routines. Even
top management functions comprise routines for monitoring business
unit performance, capital budgeting, and strategic planning.
Like individual skills, organisational routines develop through
learning-by-doing. Just as individual skills become rusty when not
exercised, so it is difficult for organisations to retain coordinated
responses to contingencies that arise only rarely. Hence, there may
be a trade-off between efficiency and flexibility. A limited repertoire
of routines can be performed highly efficiently with near-perfect
coordination. The same organisation may find it extremely difficult to
respond to novel situations.
Routinisation is an essential step in translating directions and
operating practices into capabilities. In every McDonald’s hamburger
restaurant, operating manuals provide precise directions for the
conduct of every activity undertaken, from the placing of the pickle on
the burger to the maintenance of the milk-shake machine. In practice,
the operating manuals are seldom referred to in the course of day-
to-day operations – through continuous repetition, tasks become
routinised.
Hierarchy of Capabilities
Whether we examine capabilities from a functional or value chain
approach, it is evident that broad functions or value chain activities
can be disaggregated into more specialist capabilities performed
by smaller teams of resources. What we observe is a hierarchy of
capabilities where more general, broadly defined capabilities are
formed from the integration of more specialised capabilities. For
example:
 A hospital’s capability in treating heart disease depends on its
integration of capabilities pertaining to a patient’s diagnosis,
physical medicine, cardiovascular surgery, pre- and post-
operative care, as well as capabilities relating to various
administrative and support functions.

NOTES
 Toyota’s manufacturing capability – its system of “lean
production” – integrates capabilities relating to the manufacture
of components and subassemblies, supply-chain management,
production scheduling, assembly, quality control procedures,
systems for managing innovation and continuous improvement,
and inventory control.
Figure 9.4 offers a partial view of the hierarchy of capabilities of a
telecom equipment maker. At the highest level of integration are those
capabilities which integrate across multiple functions. New product
development draws upon a broad range of functional capabilities –
which is why it is so difficult to manage. One solution to the problems
of integrating functional know-how into new product development
is the creation of cross-functional product development teams. The
use of such product development teams (led by a “heavyweight” team
leader) by Toyota, Nissan, and Honda has been a key reason for these
firms’ fast-cycle new product development compared with US and
European car companies.
NMI
MS
Figure 9.4: Hierarchical Nature of Capabilities:
A Manufacturer of PBXs
Fill in the blank:

7. ………………….. is an essential step in translating directions
and operating practices into capabilities.

NOTES
Great companies build competencies using the Great Repetitive

Model. Cite an example of a company that has developed capability
as a routine and write a 200-words report on the same.
APPRAISING RESOURCES AND

9.6
CAPABILITIES
So far, we have established what resources and capabilities are, how
they can provide a long-term focus for a company’s strategy, and
how we can go about identifying them. However, if the focus of this
book is the pursuit of profit, we also need to appraise the potential
for resources and capabilities to earn profits for the company. The
profits that a firm obtains from its resources and capabilities depend
on three factors: their abilities to establish a competitive advantage,
to sustain that competitive advantage, and to appropriate the returns
to that competitive advantage. Each of these depends on a number of
resource characteristics. Figure 9.5 shows the key relationships.
NMI
MS
Figure 9.5: Appraising the Strategic Importance of Resources and
Capabilities
9.6.1 ESTABLISHING COMPETITIVE ADVANTAGE

For a resource or capability to establish a competitive advantage, two
conditions must be present:
Scarcity: If a resource or capability is widely available within the
industry, then it may be essential to compete, but it will not be a

NOTES
sufficient basis for competitive advantage. In oil and gas exploration,
new technologies such as directional drilling and 3-D seismic analysis
are critical to reducing the costs of finding new reserves. However,
these technologies are widely available from oilfield service and IT
companies. As a result, such technologies are “needed to play,” but
they are not sufficient to win.
Relevance: A resource or capability must be relevant to the key
success factors in the market. British coal mines produced some
wonderful brass bands. Unfortunately, musical capabilities did little
to assist the mines in meeting competition from cheap imported coal
and North Sea gas. As retail banking shifts toward automated teller
machines and online transactions, so the retail branch networks of
the banks have become less relevant for customer service.
9.6.2 SUSTAINING COMPETITIVE ADVANTAGE

The profits earned from resources and capabilities depend not just
on their ability to establish competitive advantage, but also on how
long that advantage can be sustained. This depends on whether
resources and capabilities are durable and whether rivals can imitate
the competitive advantage they offer. Resources and capabilities are
imitable if they are transferable or replicable.
Durability: Some resources are more durable than others and, hence,
are a more secure basis for competitive advantage. The increasing
pace of technological change is shortening the useful life span of most
resources including capital equipment and proprietary technologies.
Brands, on the other hand, can show remarkable resilience to time.
Heinz sauces, Kellogg’s’ cereals, Campbell’s soup, Hoover vacuum
cleaners, and Coca-Cola have been market leaders for over a century.
Transferability: The simplest means of acquiring the resources
and capabilities necessary for imitating another firm’s strategy is to
buy them. The ability to buy a resource or capability depends on its
transferability – the extent to which it is mobile between companies.
Some resources, such as finance, raw materials, components, machines
produced by equipment suppliers, and employees with standardised
skills (such as short-order cooks and auditors), are transferable and
can be bought and sold with little difficulty. Some resources are not
easily transferred – either they are entirely firm specific, or their value
depreciates on transfer.
Sources of immobility include:
 Geographical immobility of natural resources, large items of
capital equipment, and some types of employees may make it
difficult for firms to acquire these resources without relocating
themselves.
 Imperfect information regarding the quality and productivity
of resources creates risks for buyers. Such imperfections are
especially important in relation to human resources – hiring

NOTES
decisions are typically based on very little knowledge of how
the new employee will perform. Sellers of resources have better
information about the characteristics of the resources on offer
than potential buyers – this creates a “lemons problem” for
firms seeking to acquire resources. Jay Barney has shown that
different valuations of resources by firms can result in their
either being underpriced or overpriced, giving rise to differences
in profitability between firms.
 Complementarity between resources means that the detachment
of a resource from its “home team” causes it to lose productivity
and value. Thus, if brand reputation is associated with the
company that created it, a change in ownership of the brand
erodes its value. The transfer of the Thinkpad brand of notebook
computers from IBM to Lenovo almost certainly eroded its value.
 Organisational capabilities, because they are based on teams of
resources, are less mobile than individual resources. Even if the
whole team can be transferred (in investment banking it has been
commonplace for whole teams of analysts or M&A specialists to
defect from one bank to another), the dependence of the team on
a wider network of relationships and corporate culture may pose
difficulties for recreating the capability in the new company.
Replicability: If a firm cannot buy a resource or capability, it must
build it. In financial services, most innovations in new derivative
products can be imitated easily by competitors. In retailing too,
competitive advantages that derive from store layout, point-of-sale
technology, charge cards, and extended opening hours can also be
copied easily by competitors.
Less easily replicable are capabilities based on complex
organisational routines. Some capabilities appear simple but prove
difficult to replicate. Just-in-time scheduling and quality circles are
relatively simple techniques used effectively by Japanese companies.
Although neither require advanced manufacturing technologies or
sophisticated information systems, their dependence on high levels
of collaboration through communication and trust meant that many
American and European firms had difficulty implementing them.
Even where replication is possible, incumbent firms may benefit from
the fact that resources and capabilities that have been accumulated
over a long period can only be replicated at disproportionate cost by
would-be imitators. Dierickx and Cool identify two major sources of
incumbency advantage:
 Asset mass efficiencies occur where a strong initial position in
technology, distribution channels, or reputation facilitates the
subsequent accumulation of these resources.
 Time compression diseconomies are the additional costs
incurred by imitators when attempting to accumulate rapidly
a resource or capability. Thus, “crash programs” of R&D and

NOTES
“blitz” advertising campaigns tend to be less productive than
similar expenditures made over a longer period.
9.6.3 APPROPRIATING THE RETURNS TO COMPETITIVE

ADVANTAGE
Who gains the returns generated by superior capabilities? We
should normally expect that such returns accrue to the owner of that
capability. However, ownership is not always clear-cut: capabilities
depend heavily on the skills and efforts of employees – who are not
owned by the firm. For companies dependent on human ingenuity
and know-how, the mobility of key employees represents a constant
threat to their competitive advantage. In investment banks and other
human capital-intensive firms, the struggle between employees and
shareholders to appropriate rents is reminiscent of the war for surplus
value between labour and capital that Marx analysed. The prevalence
of partnerships (rather than joint-stock companies) in professional
service industries (lawyers, accountants, and management
consultants) reflects the desire to avoid conflict between owners and
its human resources.
The less clearly defined are property rights in resources and
capabilities, the greater the importance of relative bargaining
power in determining the division of returns between the firm and
its individual members. In the case of team-based organisational
capabilities, this balance of power between the firm and an individual
employee depends crucially on the relationship between individuals’
skills and organisational routines. The more deeply embedded are
individual skills and knowledge within organisational routines, and
the more they depend on corporate systems and reputation, the
weaker the employee is relative to the firm.
Conversely, the closer an organisational capability is identified with
the expertise of individual employees, and the more effective those
employees are at deploying their bargaining power, the better able
employees are to appropriate rents. If the individual employee’s
contribution to productivity is clearly identifiable, if the employee is
mobile, and if the employee’s skills offer similar productivity to other
firms, the employee is in a strong position to appropriate most of his or
her contribution to the firm’s value added. In recent years investment
banks and consulting companies have emphasised the team-based
nature of their capabilities. In downplaying the role of individual
expertise, they can improve their firm’s potential for appropriating
the returns to their capabilities.
If its rival imitates a company’s capability, should the company

continue to treat it as a basis for competitive advantage? Discuss.

NOTES
PLACING RESOURCE AND CAPABILITY

9.7
ANALYSIS TO WORK
We have covered the principal concepts and frameworks for analysing
resources and capabilities. How do we put this analysis into practice?
Let us discuss the simple, step-by-step approach to how a company
can appraise its resources and capabilities and then use the appraisal
to guide strategy formulation.
Step 1 – Identify the Key Resources and Capabilities

To draw up a list of the firm’s resources and capabilities, we can begin
from outside or inside the firm. From an external focus, we begin with
key success factors. What factors determine why some firms in an
industry are more successful than others and on what resources and
capabilities are these success factors based?
Suppose we are evaluating the resources and capabilities of
Volkswagen AG, the German-based automobile manufacturer. We
can start with key success factors in the world automobile industry:
low-cost production, attractively designed new models embodying the
latest technologies, and the financial strength to weather the cyclicality
and heavy investment requirements of the industry. What capabilities
and resources do these key success factors imply? They would include
manufacturing capabilities, new product development capability,
effective supply chain management, global distribution, brand
strength, scale-efficient plants with up-to-date capital equipment,
a strong balance sheet, and so on. To organise and categorise these
various resources and capabilities, it is helpful to switch to the inside
of VW and look at the company’s value chain, identifying the sequence
of activities from new product development to purchasing, to supply
chain management, to component manufacture, assembly, and right
the way through to dealership support and after-sales service. We can
then look at the resources that underpin the capabilities at each stage
of the value chain.
Step 2 – Appraising Resources and Capabilities

Resources and capabilities need to be appraised against two key
criteria. First is their importance: which resources and capabilities
are most important in conferring sustainable competitive advantage?
Second, where are our strengths and weaknesses as compared with
competitors?
 Assessing Importance: The temptation in assessing which
resources and capabilities are most important is to concentrate on
customer choice criteria. What we must bear in mind, however, is
that our ultimate objective is not to attract customers, but to make
superior profit through establishing a sustainable competitive
advantage. For this purpose we need to look beyond customer
choice to the underlying strategic characteristics of resources
and capabilities. To do this we need to look at the set of appraisal

NOTES
criteria outlined in the previous section “Appraising Resources
and Capabilities.” In the case of VW, many resources and
capabilities are essential to compete in the business, but several
of them are not scarce (for example, total quality management
capability and technologically advanced assembly plants have
become widely diffused within the industry), while others (such
as IT capability and design capability) are outsourced to external
providers – either way, they are “needed to play” but not “needed
to win.” On the other hand, resources such as brand strength and
a global distribution network, and capabilities such as fast-cycle
new product development and global logistics capability, cannot
be easily acquired or internally developed – they are critical to
establishing and sustaining advantage.
 Assessing Relative Strengths: Objectively appraising the
comparative strengths and weaknesses of a company’s resources
and capabilities relative to competitors is difficult. In assessing
their own competencies, organisations frequently fall victim to
past glories, hopes for the future, and their own wishful thinking.
The tendency toward hubris among companies – and their senior
managers – means that business success often sows the seeds of
its own destruction. Among the failed industrial companies in
America and Europe are many whose former success blinded them
to their stagnating capabilities and declining competitiveness:
examples include the cutlery producers of Sheffield, England
and the integrated steel giants of the United States. To identify
and appraise a company’s capabilities, managers must look
both inside and outside. Internal discussion can be valuable in
sharing insights and evidence and building consensus regarding
the organisation’s resource and capability profile. The evidence
of history can be particularly revealing in reviewing instances
where the company has performed well and those where it has
performed poorly: do any patterns appear? Finally, to move the
analysis from the subjective to the objective level, benchmarking
is a powerful tool for quantitative assessment of performance
relative to that of competitors. Benchmarking is “the process
of identifying, understanding, and adapting outstanding
practices from organisations anywhere in the world to help
your organisation improve its performance.” Benchmarking
offers a systematic framework and methodology for identifying
particular functions and processes and then for comparing their
performance with other companies.
Ultimately, appraising resources and capabilities is not about
data, it’s about insight and understanding.
Every organisation has some activity where it excels or has
the potential to excel. For Federal Express, it is a system that
guarantees next-day delivery anywhere within the United States.
For BMW it is the ability to integrate world-class engineering
with design excellence and highly effective marketing. For

NOTES
McDonald’s, it is the ability to supply millions of hamburgers
from thousands of outlets throughout the world, with remarkable
uniformity of quality, customer service, and hygiene. For General
Electric, it is a system of corporate management that reconciles
coordination, innovation, flexibility, and financial discipline in
one of the world’s largest and most diversified corporations. All
these companies are examples of highly successful enterprises.
One reason why they are successful is that they have recognised
what they can do well and have based their strategies on their
strengths. For poor-performing companies, the problem is not
necessarily an absence of distinctive capabilities, but a failure to
recognise what they are and to deploy them effectively.
 Bringing Together Importance and Relative Strength: Putting
together the two criteria – importance and relative strength –
allows us to highlight a company’s key strengths and key
weaknesses. Consider, for example, Volkswagen AG. Dividing
this display into four quadrants allows us to identify those
resources and capabilities that we may regard as key strengths
and those that we may identify as key weaknesses. For example,
our assessment suggests that plant and equipment, engineering
capability, and supply chain management are key strengths of
VW, while distribution (a relatively weak presence in the US and
Japan), new product development (no consistent record of fast-
cycle development of market-winning new models), and financial
management are key weaknesses.
Step 3 – Developing Strategy Implications

How do we exploit our key strengths most effectively? What do
we do about our key weaknesses in terms of both upgrading them
and reducing our vulnerability to them? Finally, what about our
“inconsequential” strengths? Are these really superfluous, or are
there ways in which we can deploy them to greater effect?
 Exploiting Key Strengths: Having identified resources and
capabilities that are important and where our company is strong
relative to competitors, the key task is to formulate our strategy
to ensure that these resources are deployed to the greatest
effect. If engineering is a key strength of VW, then it may wish to
seek differentiation advantage through technical sophistication
and safety features. If VW is effective in managing government
relations and is well positioned in the potential growth markets
of China, Eastern Europe, and Latin America, exploiting this
strength may require developing models that will appeal to these
markets. To the extent that different companies within an industry
have different capability profiles, this implies differentiation
of strategies within the industry. Thus, Toyota’s outstanding
manufacturing capabilities and fast-cycle new product
development, Hyundai’s low-cost manufacturing capability that
derives from its South Korean location and Peugeot’s design flair

NOTES
suggest that each company should be pursuing a distinctively
different strategy.
 Managing Key Weaknesses: What does a company do about
its key weaknesses? It is tempting to think of how companies
can upgrade existing resources and capabilities to correct such
weaknesses. However, converting weakness into strength is likely
to be a long-term task for most companies. In the short to medium
term, a company is likely to be stuck with the resources and
capabilities that it inherits from the previous period. The most
decisive – and often most successful – solution to weaknesses in
key functions is to outsource. Thus, in the automobile industry,
companies have become increasingly selective in the activities
they perform internally. Through clever strategy formulation a
firm may be able to negate the impact of its key weaknesses.
 What about Superfluous Strengths?: What about those resources
and capabilities where a company has particular strengths,
but these don’t appear to be important sources of sustainable
competitive advantage? One response may be to lower the level of
investment from these resources and capabilities. If a retail bank
has a strong, but increasingly underutilised, branch network,
this may be an opportunity to prune its real estate assets and
invest in IT approaches to customer services.
However, in the same way that companies can turn apparent
weaknesses into competitive strengths, so it is possible to develop
innovative strategies that turn apparently inconsequential strengths
into valuable resources and capabilities.
Fill in the blank:

8. Organisational capability requires the expertise of various
individuals to be integrated with ........................... equipment,
technology, and other resources.
DEVELOPING RESOURCES AND

9.8
CAPABILITIES
Conventional approaches to developing resources and capabilities
have emphasised gap analysis – identifying discrepancies between
the current position and the desired future position, then adopting
policies to fill those gaps. Such approaches are of limited value. In
the case of resources, investing in areas of weakness – whether it
is proprietary technology or manufacturing facilities – can be very
expensive and, because of the complex complementarities between
different resources, such investments may deliver limited returns. In
the case of capabilities, because we know little about their structure
or operation, developing them is a hazardous endeavour.

NOTES
9.8.1 RELATIONSHIP BETWEEN RESOURCES AND
CAPABILITIES
Possibly the most difficult problem in developing capabilities is that
we know little about the linkage between resources and capabilities.
In most sports, the relationship between the skills of the individual
players and team performance is weak. In European football (soccer),
teams built with modest expenditures often outplay star-studded,
big-budget teams. In international competitions – the soccer world
cup, Olympic games, and ice hockey world cup – smell, resource-poor
countries often humiliate the preeminent national teams.
Among business firms, we observe the same phenomenon. The firms
that demonstrate the most outstanding capabilities are not necessarily
those with the greatest resource endowments:
 In automobiles, General Motors has four times the output of
Honda and four times the R&D expenditure, yet it is Honda, not
General Motors, that is world leader in power train technology.
 In animated movies, the most successful productions in recent
years were by newcomers Pixar (Toy Story, The Incredibles)
and Aardman Animations (Wallace and Gromit) rather than by
industry giant, Walt Disney.
 In telecom equipment it was the upstart Aircel rather than
industry leaders Vodafone, Airtel, Idea Cellular and Reliance that
established leadership in the new world of package switching.
According to Hamel and Prahalad, it is not the size of a firm’s resource
base that is the primary determinant of capability, but the firm’s ability
to leverage its resources. Resources can be leveraged in the following
ways:
 Concentrating resources through the processes of converging
resources on a few clearly defined and consistent goals; focusing
the efforts of each group, department, and business unit on
individual priorities in a sequential fashion; and targeting those
activities that have the biggest impact on customers’ perceived
value.
 Accumulating resources through mining experience in order
to achieve faster learning, and borrowing from other firms –
accessing their resources and capabilities through alliances,
outsourcing arrangements, and the like.
 Complementing resources involves increasing their
effectiveness through linking them with complementary
resources and capabilities. This may involve blending product
design capabilities with the marketing capabilities needed to
communicate these to the market, and balancing to ensure that
limited resources and capabilities in one area do not hold back
the effectiveness of resources and capabilities in another.

NOTES
 Conserving resources involves utilising resources and
capabilities to the fullest by recycling them through different
products, markets, and product generations; and co-opting
resources through collaborative arrangements with other
companies.
9.8.2 REPLICATING CAPABILITIES

Growing capabilities requires that the firm replicates them internally.
Some of the world’s most successful corporations are those that
have been able to replicate their capabilities in different product and
geographical markets. Ray Kroc’s genius was to take the original
McDonald’s formula and replicate it thousands of times over in
building a global chain of hamburger restaurants. Other leading
service companies – Nike, Reebok, Levis – have built global presence
on the principle that once a capability has been developed, its
replication in another location can be achieved at a low cost.
If routines develop learning-by-doing, and the knowledge that
underpins them is tacit, replication is far from easy. Replication
requires systematisation of the knowledge that underlies the capability
– typically through the formulation of standard operating procedures.
Thus, McDonald’s has distilled its business system into operating
procedures and training manuals that govern the operation and
maintenance of every aspect of its restaurants. This systematisation
presumes that the firm can more fully articulate the processes that
underlie its capabilities. In the case of semiconductor fabrication,
these processes are so complex and the know-how involved so deeply
embedded that the only way that Intel can replicate its production
capabilities is by replicating its lead plant in every detail – a process
called “Copy Exactly.”
9.8.3 DEVELOPING NEW CAPABILITIES

Creating certain resources – a brand or an overseas distribution
network – may be difficult, costly, and time consuming, but at least the
challenge can be comprehended and planned. Creating organisational
capability poses a much higher level of difficulty. If capabilities are
based on routines that develop through practice and learning, what
can the firm do to establish such routines within a limited time period?
We know that capabilities involve teams of resources working together,
but, even with the tools of business process mapping, we typically
have sketchy understanding of how people, machines, technology,
and organisational culture fit together to achieve a particular level of
performance. In the same way that we can only speculate about what
makes Tiger Woods the greatest golfer of our time, we are unable fully
to diagnose how Dell achieves its brilliance at logistics management
or how Electronic Arts has been able to develop video games that
continue to set new standards in complexity, sophistication, and
player involvement.

NOTES
 Capability as a Result of Early Experiences: Organisational
capability is path dependent – a company’s capabilities today
are the result of its history. More importantly, this history will
constrain what capabilities the company can perform in the
future. To understand the origin of a company’s capabilities, a
useful starting point is to study the circumstances that existed
and events that occurred at the time of the company’s founding
and early development. How did Wal-Mart develop its super
efficient system of warehousing and distribution? This system
was not the result of careful planning and design, but of initial
conditions: because of its rural locations, the company was
unable to get reliable distribution from its suppliers, and
so it established its own distribution system. How does one
explain Wal-Mart’s amazing commitment to cost efficiency? Its
management systems are undoubtedly important, but ultimately
it is Wal-Mart’s origins in small-town Arkansas and the values and
personality of its founder, Sam Walton, that sustains its obsession
with efficiency and cost cutting.
 Organisational Capability: Rigid or Dynamic?: These long
periods over which capabilities develop have important
implications for firms’ capacity for change. The more highly
developed a firm’s organisational capabilities are, the narrower
its repertoire and the more difficult it is for the firm to adapt
them to new circumstances. Dorothy Leonard argues that core
capabilities are simultaneously core rigidities – they inhibit firms’
ability to access and develop new capabilities. Nevertheless, some
companies appear to have the capacity to continually upgrade,
extend, and reconfigure their organisational capabilities. David
Teece and his colleagues have referred to dynamic capabilities
as the “firm’s ability to integrate, build, and reconfigure
internal and external competences to address rapidly changing
environments.” There is little consensus in the literature as to
what dynamic capabilities are Eisenhardt and Martin identify
dynamic capabilities as routines that enable a firm to reconfigure
its resources – these include R&D, new product development
and acquisition capabilities. Zollo and Winter define dynamic
capabilities as higher level processes through which the firm
modifies its operating routines.
What is agreed is that dynamic capabilities are far from common. For
most companies highly developed capabilities in existing products and
technologies create barriers to developing capabilities in new products
and new technologies. When adapting to radical change within an
industry, or in exploiting entirely new business opportunities, are new
firms at an advantage or disadvantage to established firms?
It depends on whether the change or the innovation is competence
enhancing or competence destroying. In TV manufacturing, the most
successful new entrants were existing producers of radios – the new

NOTES
technology was compatible with their capabilities. However, in most
new industries, the most successful firms tend to be start-ups rather
than established firms. In personal computers, it was newcomers such
as Dell, Acer and Compaq that emerged as most successful during
the 1990s. Among established firms, relatively few (IBM, Hewlett-
Packard, and Toshiba) went on to significant success. Many others
(e.g., Xerox, GE, Texas Instruments, AT&T, and Olivetti) exited. In
wireless telephony, too, it was start-ups – Vodafone, Idea Cellular,
Reliance – that were more successful than established telephone
companies.
9.8.4 APPROACHES TO CAPABILITY DEVELOPMENT

So, how do companies go about developing new capabilities? Let us
review few approaches commonly utilised.
 Acquiring Capabilities: Mergers and Acquisitions: If new
capabilities can only bedeveloped overlong periods, then acquiring
a company that has already developed the desired capability can
short-circuit the tortuous process of capability development.
In technologically fast-moving environments, established firms
typically use acquisitions as a means of acquiring specific technical
capabilities – Cisco Systems and Microsoft have each benefited
substantially from such acquisitions. Microsoft’s adaptation to
the internet and its entry into video games was achieved through
multiple acquisitions. Each year, Microsoft hosts its VC Summit,
where venture capitalists from all over the world are invited to
marker their companies. However, using acquisitions as a means
of extending a company’s capability base involves major risks.
On its own, acquisition does not achieve the intended goal. Once
the acquisition has been made, the acquiring company must find
a way to integrate the acquiree’s capabilities with its own. All too
often, culture clashes, personality of management systems can
result in the degradation or destruction of the very capabilities
that the acquiring company was seeking.
 Accessing Capabilities: Strategic Alliances: Given the high cost
of acquiring companies, alliances offer a more targeted and
cost effective means to access another company’s capabilities.
A strategic alliance is a cooperative relationship between firms
involving the sharing of resources in pursuit of common goals.
Long-running technical collaboration between HP and Canon
has allowed both firms to enhance their printer technology.
Strategic alliances comprise a wide variety of collaborative
relationships, which include joint research, technology-sharing
arrangements, shared manufacturing, joint marketing and/or
distribution arrangements, and vertical partnerships, to mention
but a few. Alliances may involve formal agreements or they may
be entirely informal; they may or may not involve ownership
links. Alliances may also be for the purpose of acquiring the
partner’s capabilities through organisational learning.

NOTES
 Creating Capabilities: Creating organisational capability
requires, first, acquiring the necessary resources and, second,
integrating these resources. With regard to resource acquisition,
particular attention must be given to organisational culture –
values and behavioural norms are critically important influences
on motivation and collaboration. In general, however, it is
integration that presents the greatest challenge. We know that
capabilities are based on routines – coordinated patterns of
activity – but we know little about how routines are established.
The assumption has been that they “emerge” as a result of
learning-by-doing. Recent research, however, has emphasised on
the role of management in developing organisational capability
through motivation and deliberate learning. Organisational
structure and management systems are of particular importance:
 Capabilities need to be housed within dedicated
organisational units if organisational members are to achieve
high levels of coordination. Thus, product development is
facilitated when undertaken within product development
units rather that through a sequence of “over-the-wall”
transfersfromonefunctionaldepartmenttoanother.Similarly,
capabilities in quality management, change management,
corporate social responsibility customer are all best
developed when organisational units are dedicated to such
activities. Inevitably, aligning organisational structure with
the multiple capabilities creates organisational complexity.
 Organisations need to take systematic approaches to
capability development – the need to create, develop, and
maintain organisational capabilities must be built into the
design of management systems. The literature emphasises
the roles of search, experimentation, and problem solving in
capability development. Systematic approaches to capability
development – including the creation of organisational
routines for defensive and offensive manoeuvres – are central
to the management and coaching of sports teams, but in most
business organisations the heavy emphasis on maintaining
current operations means that limited attention is devoted
to explicit capability development. The management of
motivation and incentives in one area that is relatively well
developed. The literature places heavy emphasis on the role
of strategic intent and performance aspirations in driving
capability development. This has implications for both
leadership and the design of incentives.
Organisations often discover that the organisational structure,
management systems, and culture that support existing capabilities
may be unsuitable for new capabilities. To resolve this problem,
companies may find it easier to develop new capabilities in new
organisational units that are geographically separated from the main
company.

NOTES
Given the complexity and uncertainty of programs to develop new
organisational capabilities, an indirect approach may be preferable.
If we cannot design new capabilities from scratch, but if we know
what types of capabilities are required for different products, then
by pushing the development of particular products we can pull the
development of the capabilities that those products require. For such
an approach to be successful it must be systematic and incremental.
Ultimately, developing organisational capabilities is about building the
know-how of the company, which requires integrating the knowledge
of multiple organisational members. One of the most powerful tools
for managing such process is knowledge management.
Fill in the blanks:

9. Possibly the most difficult problem in developing capabilities is
that we know little about the linkage between ……………………
and capabilities.
10. Growing capabilities requires that the firm …………………..
them internally.
Developing complex capabilities over a significant period of time

requires a sequencing of products, where each stage of the sequence
has specific capability development goals.
9.9 SUMMARY
 Internal environment comprises many features of the firm, but
for the purposes of strategy analysis, the key issue is what the
firm can do. This means looking at the resources of the firm and
the way resources combine to create organisational capabilities.
 Our interest is the potential for resources and capabilities
to establish sustainable competitive advantage. Systematic
appraisal of a company’s resources and capabilities provides the
basis for formulating (or reformulating) strategy. How can the
firm deploy its strengths to maximum advantage? How can it
minimise its vulnerability to its weaknesses? How can it develop
and extend its capabilities to meet the challenges of the future?
 Despite the progress that has been made in the last ten years in
our understanding of resources and capabilities, there is much
that remains unresolved.
 The management systems of most firms devote meticulous
attention to the physical and financial assets that are valued on
their balance sheets; much less attention has been paid to the
critical intangible and human resources of the firm, and even less
to the identification and appraisal of organisational capability.

NOTES
 Most senior managers are now aware of the importance of their
resources and capabilities, but the techniques of identifying,
assessing, and developing them are woefully underdeveloped.
 Competitive Advantage: Superiority gained by a firm when

it can provide the same value as its competitors but at a lower
price, or can charge higher prices by providing greater value
through differentiation. Competitive advantage results from
matching core competencies to the opportunities.
 Internal Environment: Conditions, entities, events, and
factors within an organisation which influence its activities
and choices, particularly the behaviour of the employees.
 Mission Statement: Written declaration of a firm’s core
purpose and focus which normally remain unchanged,
whereas business strategies and practices may frequently be
altered to adapt to the changing circumstances.
 Organisational Capability: Ability and capacity of an
organisation expressed in terms of its (1) Human resources:
their number, quality, skills, and experience, (2) Physical and
material resources: machines, land, buildings, (3) Financial
resources: money and credit, (4) Information resources:
pool of knowledge, databases, and (5) Intellectual resources:
copyrights, designs, patents, etc.
 Replication: Replication requires systematisation of the
knowledge that underlies the capability – typically through
the formulation of standard operating procedures.

1. In recent years Google has expanded from internet search
across a broad range of internet services, including email, photo
management, satellite maps, digital book libraries, blogger
services, and telephony. To what extent has Google’s strategy
focused on its resources and capabilities rather specific customer
needs? What are Google’s principal resources and capabilities?
2. Microsoft’s main capabilities relate to the development and
marketing of complex computer software and its greatest
resource is its huge installed base of its Windows operating
system. Does Microsoft’s entry into video game consoles indicate
that its strategy is becoming divorced from its principal resources
and capabilities?
3. Many companies announce in their corporate communications:
“Our people are our most important resource.” In terms of
Intangible Resources, can employees be considered to be of the
utmost strategic importance?

NOTES
4. Apply the approach outlined in the section “Putting Resource
and Capability Analysis to Work” to your own business school.
Begin by identifying the resources and capabilities relevant
to success in the market for business education, appraise the
resources and capabilities of your school, then make strategy
recommendations regarding such matters as the programs to
be offered and the overall positioning and differentiation of the
school and its offerings.
5. Describe with examples the various types of resources in a firm.
6. How resources and capabilities can be stated as a source of
profit? Explain.
7. How strategy can be based on resource and capabilities? Explain
with a suitable diagram.
8. How organizational capabilities are classified? Discuss.
9. Describe the architecture of organizational capabilities.
10. What do you mean by replicating capabilities? Explain
approaches to capability development.


Factors Affecting the 1. stable
Internal Environment
2. Technological
Resources and Capabilities 3. resource
as Sources of Profit
4. strategy formulation
Resources of the Firm 5. intangible
6. employees
Organisational Capabilities 7. Routinisation
Placing Resource and 8. Capital
Capability Analysis to Work
Developing Resources and 9. Resources
Capabilities
10. replicates

1. Refer to 9.7
To identify the key resources and capabilities, appraising
resources and capabilities and developing strategy implications.

NOTES
2. Refer to 9.8.1
Possibly the most difficult problem in developing capabilities
is that we know little about the linkage between resources and
capabilities. According to Hamel and Prahalad, it is not the
size of a firm’s resource base that is the primary determinant
of capability, but the firm’s ability to leverage its resources.
Resources can be leveraged in the following ways- Concentrating
resources, accumulating resources, complementing resources
and conserving resources.
3. Refer to 9.6.1 & 9.6.2
Yes, employees can be considered as a competitive advantage.
For a resource or capability to establish a competitive advantage,
two conditions must be present-scarcity and relevance. The
profits earned from resources and capabilities depend not just on
their ability to establish competitive advantage, but also on how
long that advantage can be sustained. This depends on whether
resources and capabilities are durable and whether rivals can
imitate the competitive advantage they offer.
4. Refer to 9.7
To identify the key resources and capabilities; appraising
resources and capabilities including assessing importance,
relative strength and bringing together importance and relative
strength; developing strategy implications; developing strategy
implications including exploiting key strengths, managing key
weaknesses and superfluous strengths.
5. Refer to 9.4
Tangible Resources, Intangible resources and Human resources
are examples of various types of resources in a firm.
6. Refer to 9.3
Among the two major sources of superior profitability: industry
attractiveness and competitive advantage. Of these, competitive
advantage is the more important. Internationalisation and
deregulation have increased competitive pressure within most
sectors; as a result, few industries (or segments) offer cosy
refuges from vigorous competition. The industry factors account
for only a small proportion of interfirm profit differentials. The
distinction between industry attractiveness and competitive
advantage (based on superior resources) as sources of a firm’s
profitability corresponds to economists’ distinction between
different types of profit (or rent).
7. Refer to 9.2
Strategies can be based when the firms seeks to answer the
question “what is our business?” in terms of the market they
serve: “who are our customers?” and “which of their needs are
we seeking to serve?”

NOTES
When the external environment is in a state of flux, the firm itself,
in terms of its bundle of resources and capabilities, may be a
much more stable basis on which to define its identity. In general,
the greater the rate of change in a firm’s external environment,
the more likely it is that internal resources and capabilities
will provide a secure foundation for long-term strategy. In fast-
moving, technology-based industries, new companies are built
around specific technological capabilities.
8. Refer to 9.5.1
On the basis of functional analysis and value chain organizational
capabilities are classified.
9. Refer to 9.5.2
The architecture of organizational capabilities are classified as:
Capability as Routine and Hierarchy of capabilities.
10. Refer to 9.8.2 & 9.8.4
Growing capabilities requires that the firm replicates them
internally. Some of the world’s most successful corporations
are those that have been able to replicate their capabilities in
different product and geographical markets. Ray Kroc’s genius
was to take the original McDonald’s formula and replicate it
thousands of times over in building a global chain of hamburger
restaurants. Acquiring capabilities, accessing capabilities and
creating capabilities are some of the approaches to capability
development.

SUGGESTED READINGS
 C.E. Helfat and M. Lieberman, The Birth of Capabilities: Market
Entry and the Importance of Prehistory, Industrial and Corporate
Change 12 (2002): 725–60.
 C. Fombrun, The Value to be Found in Corporate Reputation,
Financial Times Mastering Management Series (December 4,
2000): 8–10.
 E. Lawler, “From Job-Based to Competency-based Organisations,”
Journal of Organisational Behaviour 15 (1994): 3–15; L. Spencer, D.
McClelland, and S. Spencer, Competency Assessment Methods:
History and state of the Art.
 G. Hamel and C. K. Prahalad argue (Harvard Business Review,
May–June 1992: 164–5) that The distinction between competencies
and capabilities is purely semantic.
 G. Hamel and C. K. Prahalad, letter, Harvard Business Review
(May–June 1992): 164–5.

NOTES
E-REFERENCES
 h tt p: //s ma llb us in es s .ch r o n . c o m / i n t ern al- e x t e r n a l-
environmental-factors-affect-business-69474.html
 http://en.wikibooks.org/wiki/Management_Strategy/Analyzing_
Resources_and_Capabilities
 http://www.makeitbusiness.com/keep-sustain-competitive-
advantage/

C H
10 A P T E R
FORMULATING FUNCTIONAL LEVEL STRATEGY
CONTENTS
10.1 Introduction
10.2 Converting Strategy into Action
10.3 Role of Leaders in Functional Level Strategic Management
10.3.1 Looping Strategies with Tactical Tools
10.3.2 Gathering and Sharing Information
10.3.3 Goals
10.3.4 Communication
10.3.5 Accountability and Measuring Processes
10.3.6 Organisational Design
10.3.7 Strategy Alignment
10.3.8 Making it Work
10.4 Structural Design
10.4.1 Functional Structure
10.4.2 Product Divisional Structure
10.5 Information and Control System
10.5.1 Responsibility
10.5.2 Elements of Internal Control
10.5.3 Components of the Control Activity
10.6 Human Resources
10.7 Implementing Global Strategies
10.7.1 Implementing Strategic Plans
10.7.2 Cascading the Plan
10.7.3 Strategy Implementation Issues
10.7.4 Force Field Analysis
10.7.5 Role of Top Management
10.8 Summary

NOTES
EXP STRATEGIC IMPLEMENTATION OF PANASONIC

SYSTEMS
Does your bike fit you to a “t”? Would you like one that does? If you
are willing to pay 20 to 30 percent more than you would pay for a
mass-produced bike, you can get a Panasonic bike manufactured
to exactly match your size, weight and colour preference. You
can even get your bike within three weeks of your order (only
two weeks if you visit Japan). This is accomplished by a process
called the Panasonic Individual Customer System (PICS), which
skilfully employs computers, robots and a small factory workforce
to make one-of-a-kind models at the National Bicycle Industrial
Company factory in Kokubu, Japan. The National Bicycle
Industrial Company (NBIC), a subsidiary of electronics giant
Matsushita, began making the bikes under the Panasonic brand
in 1987. With the introduction of its Personalised Order System
(POS) for the Japanese market (PICS was developed for overseas
sales), the firm gained international attention as a classic example
of mass customisation – producing products to order in lot sizes
of one. The factory itself has 21 employees and a Computer-aided
Design (CAD) system, and is capable of producing any of 8 million
variations on 18 models of racing, road and mountain bikes in 199
colour patterns for virtually any sized person. The PIC system
works in the following way. A customer visits a local Panasonic
bicycle store and is measured on a special frame. The store-
owner then faxes the specifications to the master control room at
the factory. There an operator punches the specifications into a
NMI
minicomputer, which automatically creates a unique blueprint and
produces a bar code (The CAD blueprint takes about three minutes
as opposed to three hours required by company drafts people
prior to computerisation). The barcode is then attached to metal
tubes and gears that ultimately become the customer’s personal
bike. At various stages in the process, line workers access the
MS
customer’s requirement using the barcode label and a scanner. This
information, displayed on a CRT terminal or computer terminal
(CRT is defined as an electronic or electromechanical hardware
device applicable for entering data into and displaying data from
a computer or a computing systems) at each station, is fed directly
to the computer-controlled machines that are part of a local area
computer network. At each step of production, a computer reading
the code knows that each part belongs to a specific bike, and tells
a robot where to weld or tells a painter which pattern to follow.
Despite the use of computers and robots, the process is not highly
automated. Gears are hand-wired, assembly is manual, and the
customer’s name is silk-screened by hand with the touch of an
artisan. The entire manufacturing and assembly time required to
complete a single bike is 150 minutes, and the factory can make
about 60 a day. NBIC’s mass-production factory (which makes
Contd...

for Continuing
Education
FORMULATING FUNCTIONAL LEVEL STRATEGY 297
NOTES
90 percent of its annual production) can make a standard model in

90 minutes. One might ask why a customer must wait two to three
weeks given that it takes less than three hours to make a custom
model. According to the General Manager (Sales), “We could have
made the time shorter, but we want people to feel excited about
waiting for something special.” To provide a more personal touch
to mass customisation, the factory is given the responsibility to
communicate directly with the customer. Immediately after the
factory receives the customer’s order, a personalised computer-
generated drawing of the bicycle is mailed with a note thanking the
customer for choosing the bike. This is followed up with a second
personal note, three months later, inquiring about the customer’s
satisfaction with the bicycle. Finally, a “bicycle birthday card” is
sent to commemorate the first anniversary of the bicycle. NBIC
is now contemplating extending the Panasonic system to all of its
bicycle production, while Matsushita is considering applying the
concept to industrial machinery.
NMI
MS

for Continuing
Education
NOTES

Explain the meaning, definition and significance of functional
level strategy
Know how to transform strategies into actions
Describe the role of leaders in functional level strategic
management
Appreciate the significance of a good structural design in
functional level management
Analyse the significance of channelising and utilising the
information and control system
Enumerate the human resource management in formulating
functional level strategies
Evaluate the implementing global strategies and related
issues
10.1 INTRODUCTION
The functional level of the organisation is the level of the operating
divisions and departments. The strategic issues at the functional
level are related to business processes and the value chain.
Functional level strategies in marketing, finance, operations, human
resources, and Research and Development involve the development
and coordination of resources through which business unit level
strategies can be executed efficiently and effectively. Functional units
of an organisation are involved in higher level strategies by providing
input into the business unit level and corporate level strategy, such
as providing information on resources and capabilities on which the
higher level strategies can be based. Once the higher-level strategy is
developed, the functional units translate it into discrete action-plans
that each department or division must accomplish for the strategy to
succeed. These all precautions will help to avoid failures in strategies
put forward by me in the company and will lead to the success of the
company.
10.2 CONVERTING STRATEGY INTO ACTION

Functional strategies deals with a relatively restricted plan designed
to achieve objectives in a specific functional area, allocation of
resources among different operations within that functional area and
coordination among different functional areas for optimal contribution
to the achievement of business and corporate level objectives.
Functional strategies are concerned with “dealing the right things.”

NOTES
The need for the functional strategy may arise out of a benchmarking
strategy of an organisation where it wants to improve its functional
structure efficient enough to compete with the leader or best
performers in the similar field. If an organisation fails to implement
a good functional strategy, then it would not be able to compete with
its rivals/competitors in the long-run in terms of cost, quality and
performance.
To plan and implement a functional strategy it is pertinent to have a
proper review of the functional structure of an organisation. It is the
functional structure which has to be modernised, updated, renovated
with acquisition of technology, enhancement of core competence and
other requisite factors necessary to remain competitive in efficient
production of products and services, especially bringing credit and
performance to the organisation in time of its excellent quality, better
performance, competitive costs and good benefits.
The business world is facing a crisis in strategy. This is not because
the majority of managers cannot produce a good strategy; most
organisations develop their strategic plans well. The crisis has
occurred because many businesses fail to execute their strategies
effectively. Fortune magazine has repeatedly claimed that 70% of
strategic failures are due to poor execution, not because of a lack of
vision, and that only 10% of well formulated strategies are properly
executed.
In 2006, the Balanced Scorecard Collaborative issued the following
statistics on its website:
 95% of a typical workforce does not understand its organisation’s
strategy
 90% of organisations do not execute their strategy effectively
 86% of executive teams spend less than one hour per month
discussing strategy
 70% of organisations do not link middle management incentives
to strategy
 60% of organisations do not link strategy to budgeting.
To achieve its objectives, an organisation must be able to turn its vision,
mission and core strategies into action. In many organisations, there
is a major disconnect between forming the strategy and executing
it. An ill-executed strategy not only leads to shareholder and board
frustration, but can also cause high executive turnover. Strategy
mapping is a recent development aimed at improving strategy
implementation and execution.
Good functional strategy describes how an organisation plans to use
employee, technological and business processes to meet customer
expectations and shareholder demands. In short, strategy maps allow
organisations to describe and communicate their strategies clearly.

NOTES
Literature on strategic management has tended to concentrate on
what is functional strategy and why companies should adopt it.
Specify an Overriding Objective

The first step is about linking the strategy map to the creation or
reaffirmation of the organisation’s mission, core values and vision. It
must distinguish between the organisation’s overriding objective and
its strategies. Business leaders often confuse objective and strategy,
and believe that satisfied customers, excellent service or being a low-
cost provider form the overriding objective.
However, for profit making organisations, the overriding objective
must be the bottom line. Here are some examples of an overriding
objective:
 Increase the return on capital employed by 6% within three years
 Increase profit margin from 8% to 12% and net cash flow from
five crore rupees to eight crore rupees within five years
 Increase the target share price by 20% by the next reporting date
 Increase total shareholder return relative to benchmark by 10%
within two years.
Value Proposition
If an organisation wants to be a market leader, it must know what its
customers value. Once it has this information, the organisation can
re-focus its efforts to provide value drivers better than its rivals. The
organisation then chooses the value proposition to help it win market
share. It should refer to the three value propositions for competing in
the market:
 Operational excellence (also known as best total cost)
 Product leadership
 Customer intimacy (also referred to as customer solutions).
The purpose of the value proposition stage is to choose one dominant
value proposition and provide breakthrough customer value in it.
Financial Strategies
Organisations need to determine their plans and strategies around
revenues and costs. Financial strategies fall into three main areas:
 Revenue growth
 Productivity
 Asset utilisation.
Every organisation must pay attention to each financial strategy area.
However, the choice of value proposition in step 2 will decide which
one will predominate in step 3.

NOTES
Customer Strategies
Once the financial strategy has been determined, the organisation
needs to make formal plans and strategies. The organisation must
determine and articulate its customer strategies, which can be split
into three main areas:
 Retaining and adding customers
 Increasing revenue per customer
 Reducing cost per customer
Execute through the Internal Perspective Strategies

The organisation must establish the actions that will realise its plans
and strategies to win market share. The organisation must draft a
plan to execute the ‘story’ that has been developed so far.
Plan the Learning and Growth Strategies

Once the financial and customer strategies are established and an
execution plan devised, the organisation will almost certainly find
some gaps in the knowledge, skills and abilities it needs. Companies
develop appropriate learning and growth strategies to fill the gaps.
After it has produced a strategy map at a basic corporate level following
the six steps, organisations can ‘cascade’ it into several lower level
divisional or geographic maps. Functional level strategy could play
a big part in budgetary decision making because each budgetary
measure can be seen in terms of its impact in achieving the strategic
goals of the organisation.
Fill in the blanks:

1. Functional strategies are concerned with dealing the …………
2. To plan and implement a functional strategy it is pertinent to
have a proper review of the .......................... of an organisation.
3. Good functional strategy describes how an organisation plans
to use employee, technological and business processes to meet
customer …………………… and shareholder ……………………
The success of a corporate strategy is based on the execution of the

functional strategy. Discuss.
Linking functional level strategy to budgeting can send an effective

signal to employees as to where initiatives can be best deployed.

NOTES
ROLE OF LEADERS IN FUNCTIONAL

10.3
LEVEL STRATEGIC MANAGEMENT
With the global economic downturn and tighter market competition,
business leaders must develop innovative strategies that will keep
their organisations profitable and in some cases survive.
Today’s leaders must create and execute their strategies with a clear
vision, precise communication, short- and long-term goals and a
step-by-step marketing plan to attract the kind of organisational
buy-in that will turn their ideas into profits.
In order to successfully implement their strategies, CEOs and high-
level executives must gain the support of their organisations.
When leaders and their executive teams take an active role in
implementing strategies, this is a commitment to ensure the ideas or
strategies become part of the organisation. Insightful leaders realise
that for strategies to be successfully integrated into their organisations,
they must align, measure, market and package the strategy to their
business, customers and investment community as they would with
any marketing campaign.
It is vital that communication is consistent and that leaders are
involved in every aspect of the execution phases when putting
innovative plans into action. Goal setting is another important
element of the execution process. Several studies on why CEOs fail
indicate that a main reason is not because of their strategies, but in
their failure to successfully execute them. Below are the steps leaders
must take to effectively align and develop an innovative marketing
campaign that will allow them to successfully execute what they want
to achieve.
10.3.1 LOOPING STRATEGIES WITH TACTICAL TOOLS

Before executing a plan of action, leaders must know how they can
be most effective and creditable within their organisation, how they
personally function as leaders and how they can best influence others
to gain support and commit to their strategies. Leaders must clearly
define and communicate their roles in the implementation process.
For example, if a CEO’s strength lies in dealing face to face with
people, she will not spend time speaking in the form of large groups.
“Strategies must communicate to the organisation where it is heading
and what tactical tools will get them to where they need to go.”
In addition, they must have an awareness of the strengths and
weaknesses of their executive and management teams. This
knowledge will help leaders to establish and appropriately determine
what role each member of the executive and management team must
play in the execution process. A leader must also know the role every

NOTES
department must play, what will be expected, who will be accountable
and what is to be gained. Leaders must align their own talents and
skills with those of their executive and management teams for the
implementation process to be as efficient as possible.
It is also essential to prepare for and examine all the possibilities
for success and failure and what skills, talents and actions will be
needed in any given situation. Leaders, executives and managers
must constantly monitor, evaluate and perform progress checks to
determine if their strategies are on track and to deal with negative
surprises before they turn into critical set backs or derail the strategy.
They must make sure that they are using their talent in the most
effective and productive way possible. Strategies must communicate
to the organisation where it is heading and what tactical tools will get
them to where they need to go.
10.3.2 GATHERING AND SHARING INFORMATION

With the economy and markets changing at warp speed, leaders
must know how to generate a steady flow of reliable information to
help keep track of industry trends, changing customer needs and
product cycles. It is imperative that CEOs and executives take a
hands-on approach to develop sources that will provide a steady flow
of trustworthy information. These sources of information can come
from outside vendors, customers, industry experts and sales people.
When leaders, along with their management teams, have a steady
flow of meaningful information, this will create insights into any
changes that might need to be made to their strategies or execution
plans. Also, by effectively managing information, leaders will be in
a stronger position to identify potential problems or opportunities
before the competition does. They will also be in a better position to
know how to react and take advantage of the situation by creating the
right kind of strategies and execution plans.
10.3.3 GOALS
When leaders only establish one goal of increasing sales or profits,
they are setting themselves up for execution failure. Goal setting
needs to be done by using a step-by-step process that creates clear,
understandable and obtainable short- and long-term objectives that
will produce the best strategy execution results. Leaders who use
their management teams in the goal setting process have a higher
probability that the goals are realistic and obtainable.
By setting short- and long-term execution goals for each division,
leaders will help create ownership between the execution process
and what needs to be accomplished. Also, leaders who incorporate
timetables into their goals will achieve the best results. Each manager
needs to conduct meetings with their teams to obtain feedback and
evaluate the progress being made in reaching their customised goals.

NOTES
Setting the right short- and long-term goals should not be taken lightly
if leaders want to succeed at executing their strategies.
10.3.4 COMMUNICATION
The flow and type of information communicated will play a significant
role in how successful leaders will be in implementing their ideas
throughout their organisations. It is imperative that the person
delivering the messages is well respected and trusted throughout
the company. A mistake that many leaders make is not keeping their
people well informed about issues surrounding what they want to be
accomplished. This is particularly true if the strategy is far reaching.
If workers are not kept informed, they will make up their own messages
and stories in an attempt to fill in the blanks. This can cause the rumour
mill to become the main source of information, causing leaders to lose
control over the facts. Once leaders lose control over what messages are
being communicated, this will have a negative impact on their ability
to execute their strategies. “Leaders must align their own talents and
skills with those of their executive and management teams for the
implementation process to be as efficient as possible.”
When directing communicating to individual departments,
leaders must personalise their messages so that everyone involved
understands how strategies relate to them and what role they play
in accomplishing the desired results. It is imperative to visualise the
final goal. The first step is to establish a message that will not only
communicate what the strategy is meant to accomplish, but will get
others to come together in support of the changes that will be taking
place.
A good example of how important communication is in the execution
process is McDonalds’ strategy message: ‘Plan to Win’. To complement
this message, McDonald’s created five easy-to-understand drivers
that directly related to the main message. These drivers clearly
communicate what steps McDonald’s needed to take for the ‘Plan to
Win’ strategy to be successful. Next, it set a growth strategy, creating
a message of ‘being better and not just bigger’.
The company communicated its strategy message through its annual
report, website, company newsletters, corporate speeches and by
its actions. Today, its customer satisfaction scores are on the rise; in
2008, McDonald’s achieved its sixth consecutive year of comparable
same-store sales growth. Remember, even if a company has the
greatest ideas, best products and brilliant concepts, without the right
messages and communication plan it will be hard to get the kind of
organisational buy-in needed to successfully execute the strategy.
To get maximum performance from department heads and line and
project managers, leaders must put aside any personal agendas—real
or perceived—and monitor how key employees are interpreting and
communicating the goals and objectives to those who report to them.
It is important that everyone is on the same page in the way they are

NOTES
communicating what is expected from their subordinates. In other
words, the organisation must be moving in the same direction and
doing what is necessary to produce the desired results.
10.3.5 ACCOUNTABILITY AND MEASURING PROCESSES

Leaders must put in place systems for how managers will be evaluated
and held accountable for their execution performance. The systems
should include a reward structure and what management practices
are required to obtain such rewards. This information will help
managers and their teams understand what actions will need to be
taken, what will remain the same and what kind of changes will be
required to successfully implement the strategies.
A well-defined plan outlining how success will be measured can
provide clarification to both the organisation and managers on what
direction they need to be headed in. It is important that the process by
which managers will be measured is well defined and easy to interrupt.
Measurement systems can be a tactical tool to create the right kind of
actions, behaviours and focus that will help implement the strategy.
Successful measurements that focus on what is important, what
practices are needed, the strategy itself and how an organisation’s
culture must work will have the best opportunity to succeed. Without
complete clarity, measurements can become counterproductive and
produce results that were not intended.
10.3.6 ORGANISATIONAL DESIGN

“To gain the necessary insights, leaders must conduct in-depth
research within their organisations to find out what has worked in the
past and why.” To gain the necessary insights, leaders must conduct in-
depth research within their organisations to find out what has worked
in the past and why. If an organisation has a global presence, special
care must be taken to ensure the research identifies differences that
might exist from one culture to the next.
Leaders must recognise that making large-scale changes to an
organisation and its culture is not an easy task. This is why leaders
and their teams need to debate and examine what changes are truly
necessary and if they can be done. A number of factors will influence
an organisation’s ability to change and accept new ideas. Such factors
include maturity stage, openness to change, the relationship between
management and workers, the overall design of the organisation, and
its leaders’ skills at implementing change.
10.3.7 STRATEGY ALIGNMENT

It is important that when leaders develop their strategy that it is
aligned to the culture of the company. An example is an organisation
that has a long history of producing high-end, quality products but
in a difficult economy needs to reduce expenses. The culture of the
company is based on pride in the quality of their products. If the leader

NOTES
has a strategy of reducing the cost of their product by 20% and takes
the focus off quality, this might be disruptive to the organisation’s
heritage and culture. It could result in the loss of good employees.
On the other hand, if a leader approaches the same situation by
challenging the organisation to produce the highest quality product
possible at the needed price, this might produce the desired results
without changing the deep history and culture of the organisation.
10.3.8 MAKING IT WORK

Strategy execution is a complex process that cannot be taken lightly.
Every strategy is different and will require a unique execution plan
of action that will align the strategy to the organisation’s culture,
processes and structures. Leaders need to know the depth of their
management teams and align what can be done with what needs to
be done. Leaders who take a hands-on approach exert a higher level
of influence over the execution process and can generate the kind of
organisational buy-in needed to make the strategy take hold.
Fill in the blanks:

4. If workers are not kept ……………………, they will make up
their own messages and stories in an attempt to fill in the
blanks.
5. Leaders must put in place systems for how managers will be
evaluated and held accountable for their ……………………
6. Strategy execution is a complex process that cannot be taken
……………………
Empowerment of functional level employees enhances the success

of functional strategy. Discuss.
It is the responsibility of leaders and their executive teams to set

change priorities and to develop plans to help their organisations
accept and adjust to the desired changes. Also, leaders must know
how every department will be affected and who will be responsible
for getting the right things done.
10.4 STRUCTURAL DESIGN

Functional structure in the Functional level strategy formulation is
most often called structural design. In a functional structure, teams or
groups are created based on common functions in a bottom-up manner.
The result is a set of functional units such as engineering, marketing,

NOTES
finance, human resource etc. that are controlled and coordinated
from the top level management. Functional structure are the most
common type of structural design and have evolved from the concept
of high specialisation, high control framework of manufacturing
organisations tuned towards high efficiency. Functional management
is more technical oriented and less product or business oriented, while
they are skilled in taking decisions in their functional areas, they are
weak in the areas of product business plans, market study and product
release management. If the organisation does have multiple product
lines, then the functional hierarchy at lowest level does get divided
along product lines, thereby creating deeper hierarchies.
Figure 10.1: Structural Design for Functional Level Strategy
10.4.1 FUNCTIONAL STRUCTURE

Functional structures are typically highly hierarchical; hence they
inherit the properties of hierarchical structure.
 Maximises Functional Performance: All the human knowledge,
skills and infrastructure required for a particular functional
activity are consolidated in a single sub-organisation, this
facilitates sharing of valuable expertise by superiors with their
subordinates. The functional units are managed by leaders
who have in-depth knowledge and experience; they are able to
control the unit very effectively. Hence it harvests the potential
of the unit without duplication of scarce resources, maximising
their utilisation.
 Cultivates Specialists: This type of structure promotes career
development of individuals aspiring to be technical specialists of
their field in large organisations. If the organisation has properly
crafted performance management that promotes the visibility
of individual skills, functional structure makes it easier to coach
other and climb the hierarchical ladder.
Weaknesses of Functional Structure

 Restrictive Organisational View: Each functional unit has
expertise in its own field, but lacks broader awareness about the
organisations objectives or even the products. The responsibility
of successfully integrating the organisation lies with few top

NOTES
level executives, at the same time, the organisational structure
limits the capabilities of the functional managers to occupy top
management positions. Thus, even though such organisations
might be effective initially, being controlled by few founding
members, its long term efficiency is doubtful.
 Slow Response: Functional units cannot respond to fast changes
in customer demands or the product since only the top level
management has broad knowledge and the decision making
authority. The management also performs the role of coordinating
tasks across functional units, thus unless a complete plan of
action is not formulated by the managements, little progress can
be made in individual functional units.
 Poor Accountability: Due to weak link between product and
functional units, it is hard to correlate profits of individual
products to the budget and spending of individual units. The
units that offer support to other functional units, like human
resource or IT department, do not contribute directly to the
revenue, yet they are essential components that helps in running
the organisation smoothly.
Most Effective Conditions

 Small/medium size or few products: Functional units are
effective when the organisation has only few products or is small
in size; the drawback of limited view of the entire organisation
gets negligible. One way to test it is to try to restructure the
organisation from a hierarchical to horizontal, if the resulting
structure is not too different, it implies that organisation is
inherently lacking a horizontal dimension.
 Stable external environment: Functional units are effective
when the organisation has routine technologies and there is
less probability of emergence of competitive technology that is
radically different.
10.4.2 PRODUCT DIVISIONAL STRUCTURE

In a divisional structure, the teams are organised in set of divisions,
where each division corresponds to the end product or services
provided by the organisation. Each division has its own set of
functional units like research, manufacturing, marketing etc and is
completely self-contained. A divisional structure is less hierarchical
than functional; it is formed by decomposing the functional structure
along the product lines. Unlike functional management, the divisional
management is more skilled along product business and lesser in core
technical competencies.
Strengths of Divisional Structure

 Clear Accountability: Structuring along the product lines
provides clear correlation between the expense and profit of

NOTES
the individual divisions. The business objectives of the division
can be formulated more objectively and the expectations can be
better agreed.
 Departmental Coordination: An objective accountability leads
to better cohesion within the boundaries of the department; it
creates a win-win situation where teams have mutual benefit in
collaborating with each other.
 Broader Skills Development: Active collaborations between
different specialisations provide employees with opportunities
for learning new skills beyond their own area of expertise. It is
easier to comprehend the dynamics of a product and therefore is
best suited for nurturing general managers in an organisation.
 Unstable Environment: Since each division is product based
and self-reliant, it can respond much quickly to changes in the
external environment.
NMI
MS
Figure 10.2: Divisional Structure
Weaknesses of Divisional Structure

 Resource Duplication: In order to make each division
independent, some of the resources which could have been
shared are rather duplicated. Specialists with particular domain
knowledge cannot be shared across divisional boundaries.
 Inhibits Career Growth of Specialists: While divisional
structures are good for nurturing top level managers, they are
bad for technical specialists. Technical people feel alienated
from their peers in other divisions and have poor exposure to the
developments across the organisations.

NOTES
 Divisional Affiliations: The employees feel more affiliated
towards their own department and would still lack the sense of
being part of a larger organisation, they might know their own
purpose but might not understand how they might related to
organisation’s objectives.
 Difficult Product Integration: When an organisation produces
multiple products which might be used together or are part of a
larger product, the integration task becomes challenging since
there is little coordination between the divisions. The product
management task across different division requires regular sync-
ups but the structure inherently provides little motivation for
the product managers to seek this larger goal. Each divisional
manager is more concerned about delivering his product and
would view the integration as not part of his job or the problem.
Most Effective Conditions

 Very Large Corporations: The divisional structure is most
effective for large corporations that have indeed multiple
products that are poorly interrelated.
 Competitive Environment: The ability to respond rapidly to
the external changes makes divisional structure best suited for
highly competitive external environment.
10.5 INFORMATION AND CONTROL SYSTEM

Information and controls are to be an integral part of any organisation’s
functional level strategies. The information system of the organisation
should be up to date as it should have complete knowledge about the
market trends and its close competitors. With a strong and efficient
information system an organisation and formulate its strategies or
can alter the strategies if any time its need arises. A bad information
system (internal or external) can be a great hurdle in achieving success
or the target of the organisation. Controls consist of all the measures
taken by the organisation for the purposes of:
 Protecting its resources against waste, fraud, and inefficiency;
 Ensuring accuracy and reliability in accounting and operating
data;
 Securing compliance with the policies of the organisation; and
 Evaluating the level of performance in all organisational units of
the organisation.
Controls are simply good business practices.
10.5.1 RESPONSIBILITY
Everyone within the organisation has some role in controls. The
roles vary depending upon the level of responsibility and the nature
of involvement by the individual. The Board of President and senior

NOTES
executives establish the presence of integrity, ethics, competence
and a positive control environment. The department heads have
oversight responsibility for controls within their units. Managers and
supervisory personnel are responsible for executing control policies
and procedures at the detail level within their specific unit. Each
individual within a unit is to be cognizant of proper internal control
procedures associated with their specific job responsibilities.
The internal audit role is to examine the adequacy and effectiveness
of the company internal controls and make recommendations where
control improvements are needed. Since internal auditing is to remain
independent and objective, the internal audit office does not have the
primary responsibility for establishing or maintaining internal controls.
10.5.2 ELEMENTS OF INTERNAL CONTROL

Internal control systems operate at different levels of effectiveness.
Determining whether a particular internal control system is effective
is a judgement resulting from an assessment of whether the five
components – Control Environment, Risk Assessment, Control
Activities, Information and Communication and Monitoring – are
present and functioning. Effective controls provide reasonable
assurance regarding the accomplishment of established objectives.
Control Environment: The control environment, as established by
the organisation’s administration, sets the tone of the organisation and
influences the control consciousness of its people. Managers of each
department, area or activity establish a local control environment.
This is the foundation for all other components of internal control,
providing discipline and structure. Control environment factors
include:
 Integrity and ethical values;
 The commitment to competence;
 Leadership philosophy and operating style;
 The way management assigns authority and responsibility, and
organises and develops its people;
 Policies and procedures.
Risk Assessment: Every entity faces a variety of risks from external
and internal sources that must be assessed. A precondition to risk
assessment is establishment of objectives, linked at different levels
and internally consistent. Risk assessment is the identification and
analysis of relevant risks to achievement of the objectives, forming
a basis for determining how the risks should be managed. Because
economics, regulatory and operating conditions will continue to
change, mechanisms are needed to identify and deal with the special
risks associated with change.
Objectives must be established before Managers can identify and
take necessary steps to manage risks. Operations objectives relate to

NOTES
effectiveness and efficiency of the operations, including performance
and financial goals and safeguarding resources against loss. Financial
reporting objectives pertain to the preparation of reliable published
financial statements, including prevention of fraudulent financial
reporting. Compliance objectives pertain to laws and regulations
which establish minimum standards of behaviour.
The process of identifying and analysing risk is an ongoing process
and is a critical component of an effective internal control system.
Attention must be focused on risks at all levels and necessary actions
must be taken to manage. Risks can pertain to internal and external
factors. After risks have been identified they must be evaluated.
Managing change requires a constant assessment of risk and the
impact on internal controls. Economic, industry and regulatory
environments change and entities’ activities evolve. Mechanisms are
needed to identify and react to changing conditions.
Control Activities: Control activities are the policies and procedures
that help ensure management directives are carried out. They help
ensure that necessary actions are taken to address risks to achievement
of the entity’s objectives. Control activities occur throughout the
organisation, at all levels, and in all functions. They include a range
of activities as diverse as approvals, authorisations, verifications,
reconciliations, reviews of operating performance, security of assets
and segregation of duties. Control activities usually involve two
elements: a policy establishing what should be done and procedures
to effect the policy. All policies must be implemented thoughtfully,
conscientiously and consistently.
Information and Communication: Pertinent information must be
identified, captured and communicated in a form and time frame
that enables people to carry out their responsibilities. Effective
communication must occur in a broad sense, flowing down, across
and up the organisation. All personnel must receive a clear message
from top management that control responsibilities must be taken
seriously. They must understand their own role in the internal control
system, as well as how individual activities relate to the work of others.
They must have a means of communicating significant information
upstream.
Monitoring: Control systems need to be monitored – a process that
assesses the quality of the system’s performance over time. Ongoing
monitoring occurs in the ordinary course of operations, and includes
regular management and supervisory activities, and other actions
personnel take in performing their duties that assess the quality of
internal control system performance.
The scope and frequency of separate evaluations depend primarily
on an assessment of risks and the effectiveness of ongoing monitoring
procedures. Internal control deficiencies should be reported upstream,
with serious matters reported immediately to top administration and
governing boards.

NOTES
Control systems change over time. The way controls are applied may
evolve. Once effective procedures can become less effective due to
the arrival of new personnel, varying effectiveness of training and
supervision, time and resources constraints, or additional pressures.
Furthermore, circumstances for which the internal control system was
originally designed also may change. Because of changing conditions,
management needs to determine whether the internal control system
continues to be relevant and able to address new risks.
10.5.3 COMPONENTS OF THE CONTROL ACTIVITY

 Internal controls rely on the principle of checks and balances in
the workplace.
 Personnel need to be competent and trustworthy, with clearly
established lines of authority and responsibility documented in
written job descriptions and procedures manuals. Organisational
charts provide a visual presentation of lines of authority and
periodic updates of job descriptions ensures that employees are
aware of the duties they are expected to perform.
 Authorisation procedures need to include a thorough review of
supporting information to verify the propriety and validity of
transactions. Approval authority is to be commensurate with the
nature and significance of the transactions and in compliance
with organisation’s policy.
 Segregation of duties reduce the likelihood of errors and
irregularities. An individual is not to have responsibility for more
than one of the three transaction components: authorisation,
custody, and record keeping. When the work of one employee is
checked by another, and when the responsibility for custody for
assets is separate from the responsibility for maintaining the records
relating to those assets, there is appropriate segregation of duties.
This helps detect errors in a timely manner and deter improper
activities; and at the same time, it should be devised to prompt
operational efficiency and allow for effective communications.
 Physical restrictions are the most important type of protective
measures for safeguarding company assets, processes and data.
 Documentation and record retention is to provide reasonable
assurance that all information and transactions of value are
accurately recorded and retained. Records are to be maintained
and controlled in accordance with the established retention
period and properly disposed of in accordance with established
procedures.
 Monitoring operations is essential to verify that controls are
operating properly. Reconciliations, confirmations, and exception
reports can provide this type of information.

NOTES
Fill in the blanks:

7. Information and ………………… are an integral part of any
organisation’s functional level strategies.
8. Internal control systems operate at different levels of ………….
9. Objectives must be established before Managers can identify
and take necessary steps to ……………………
Enlightened democracy in the organisation on need to know basis

strengthens the control system. Discuss.
The effectiveness of the internal controls are enhanced through

the reviews performed and recommendations made by internal
auditing.
10.6 HUMAN RESOURCES

Human resource management strategies, as with the other functional
areas, occur at the corporate, business, and functional levels. Human
resource activities are primarily executed at the functional level
because that is where the workers are.
At the functional level, human resource management includes
translating corporate and business unit strategies into specific
functional activities. These include setting functional goals, analysing
N
strengths and weaknesses, determining distinctive competencies
and competitive advantages, and developing, evaluating, and
communicating functional plans within the organisation. Major
activities of human resources include planning for future human
resource needs, recruiting personnel, placing people in new jobs,
compensating them, evaluating their performance, training them,
developing them into more efficient employees, and enhancing their
work environment.
The most effective strategy for any organisation, and particularly large
organisations and their business units, is to develop commitment
among employees to the organisation and to the job. Many
organisations consider human resources to be their most important
asset and competitive strategic advantage.
In today’s global marketplace, to attract and retain competent
employees, human resource managers must consider a variety of
progressive working conditions and benefits, including customised
fringe benefits, child day care and flexible work hours (four-day

NOTES
weeks). Also, high performance requires appropriate reward systems
to encourage and promote team-work.
In the past, during growth periods, companies were often able to retain
employees through temporary downturns, a paternalistic strategy
which created a loyal workforce that worked hard with little turnover.
Today’s strategies of downsizing, restructuring, outsourcing, and so
on have resulted in a reduction of corporate loyalty.
Human resource systems provide support to top management for
implementing the organisational strategy by providing the people,
skills, and systems to facilitate and reinforce the behaviour required.
Matching the organisation’s human assets with its strategy can require
changing the individuals assigned to a job or changing the behaviour
of the individuals in their positions. It is the task of human resource
management to provide the means to do either. This is done through
systems for planning, staffing, appraisal, compensation and rewards.
Human resource planning integrates functional plans and activities
into strategic plans in a manner consistent with the organisation’s
business plans. Human resource planning includes resource planning
and forecasting, career management, work scheduling and job design.
The contributions of human resource management to strategic
planning include knowledge of the corporate culture in assessing the
feasibility of the strategy. Knowledge of the organisation’s available
skills as well as skills obtainable in outside labour markets facilitates
assessing the costs ofthe alternatives. Human resource planning greatly
enhances environmental scanning by providing external information
on education trends, labour markets, laws, and regulations, as well as
internal information on productivity, absenteeism, turnover, and other
people’s problems. Assessing future needs involves both quantitative
forecasting and qualitative forecasting.
Staffing consists of recruiting, selection, and placement of persons
with the appropriate competencies. Staffing involves matching
the position with the best functional background depending on
the strategic direction desired, and identifying individuals that fit
the job requirements. Among the factors to be considered are the
overall framework of the organisation’s global philosophy, including
ethnocentrism, polycentricism, regiocentrism and geocentricism.
Because the optimum source of talent for the future of any
organisation is found in its present employees, the staffing aspect of
human resource management includes training and development to
develop new skills and behaviours that will be needed in the future
for strategic implementation. Such activities range from managerial
training in cultural values to teaching employees new skills based
on new technologies, and include cultivating cultural sensitivity
for international assignments. In addition to training, employee
development must include individual career path planning aimed at
aligning employee aspirations and capabilities with the organisation’s
goals.

NOTES
Appraisal and reward systems tell the organisation’s members what
is important, therefore providing reinforcement for the proper
behaviour. It is essential that the relevant behaviour is well defined and
accurately measured, and the criteria used to appraise performance
must reflect strategic goals and plans. Executive compensation must
be in sync with strategic direction. Accordingly, a compensation
plan should define proper performance behaviour, measure results,
and tie compensation to performance. The focus of compensation
plans should be on organisational strategy; accordingly, multi-year
evaluations encourage a long term perspective.
Compensation arrangements are becoming more complex and include
not only pay, but other benefits as well. These benefits can often attract
and retain qualified individuals to fill key positions. The appraisal and
reward system also involves performance management and control
aspects, including: employee outplacement assistance, personnel
policy, and program evaluation. Human resource management also
includes handling labour relations, collective bargaining process, and
labour-management cooperation.
Fill in the blank:

10. At the functional level, human resource management includes
……………………
Decisions should be taken at the point where the company meets

the customer. Discuss.
10.7 IMPLEMENTING GLOBAL STRATEGIES

The main role of a CEO’s is to communicate a vision and to guide
strategic planning. Clarity and consistent communication, from
mapping desired outcomes to designing performance measures, seem
to be essential to success. Successful leaders have often engaged
their teams by simply telling the story of their shared vision, and
publicly celebrating large and small wins, such as the achievement of
milestones. To ensure that the vision is shared, teams need to know
that they can test the theory, voice opinions, challenge premises, and
suggest alternatives without fear of reprimand.
Implementing strategic plans may require leaders who lead through
inspiration and coaching rather than command and control.
Recognising and rewarding success, inspiring, and modelling
behaviours is more likely to result in true commitment than use of
authority, which can lead to passive resistance and hidden rebellion.

NOTES
10.7.1 IMPLEMENTING STRATEGIC PLANS
Once strategies have been agreed on, the next step is implementation;
this is where most failures occur. It is not uncommon for strategic plans
to be drawn up annually, and to have no impact on the organisation
as a whole. A common method of implementation is hoopla–a total
communication effort. This can involve slogans, posters, events,
memos, videos, Web sites, etc. A critical success factor is whether
the entire senior team appears to buy into the strategy, and models
appropriate behaviours. Success appears to be more likely if the CEO,
or a very visible leader, is also a champion of the strategy.
Strategic measurement can help in implementing the strategic plan.
Appropriate measures show the strategy is important to the leaders,
provide motivation, and allow for follow-through and sustained
attention. By acting as operational definitions of the plan, measures
can increase the focus of the strategy, aligning the workforce around
specific issues. The results can include faster changes (both in strategic
implementation, and in everyday work); greater accountability
(since responsibilities are clarified by strategic measurement,
people are naturally more accountable); and better communication
of responsibilities (because the measures show what each group’s
primary responsibility is), which may reduce duplication of effort.
Creating a strategic map (or causal business model) helps identify focal
points; it shows the theory of the business in easily understood terms,
showing the cause and effect linkages between key components. It
can be a focal point for communicating the vision and mission, and the
plan for achieving desired goals. If tested through statistical-linkage
analysis, the map also allows the organisation to leverage resources
on the primary drivers of success.
The senior team can create a strategic map (or theory of the business)
by identifying and mapping the critical few ingredients that will drive
overall performance. This can be tested (sometimes immediately, with
existing data) through a variety of statistical techniques; regression
analysis is frequently used, because it is fairly robust and requires
relatively small data sets.
This map can lead to an instrument panel covering a few areas that
are of critical importance. The panel does not include all of the areas
an organisation measures, rather the few that the top team can use to
guide decisions, knowing that greater detail is available if they need
to drill down for more intense examination. These critical few are
typically within six strategic performance areas: financial, customer/
market, operations, environment (which includes key stakeholders),
people, and partners/suppliers. Each area may have three or four
focal points; for example, the people category may include leadership,
common values, and innovation.
Once the strategic map is defined, organisations must create measures
for each focal point. The first step is to create these measures at an
organisational level. Once these are defined, each functional area
should identify how they contribute to the overall measures, and then

NOTES
define measures of their own. Ideally, this process cascades downward
through the organisation until each individual is linked with the
strategy and understands the goals and outcomes they are responsible
for and how their individual success will be measured and rewarded.
Good performance measures identify the critical focus points for an
organisation, and reward their successful achievement. When used to
guide an organisation, performance measures can be a competitive
advantage because they drive alignment and common purpose
across an organisation, focusing everyone’s best efforts at the desired
goal. But defining measures can be tricky. Teams must continue to
ask themselves, “If we were to measure performance this way, what
behaviour would that motivate?” For example, if the desired outcome
is world-class customer service, measuring the volume of calls handled
by representatives could drive the opposite behaviour.
10.7.2 CASCADING THE PLAN

In larger organisations, cascading the strategic plan and associated
measures can be essential to everyday implementation. To a degree,
hoopla, celebrations, events, and so on can drive down the message,
but in many organisations, particularly those without extremely
charismatic leaders, this is not sufficient.
Cascading is often where the implementation breaks down. For
example, only sixteen percent of the respondents in a 1999 Metrus
Group survey believed that associates at all levels of their company
could describe the strategy. In a 1998 national survey of Quality
Progress readers, cascading was often noted as being a serious
problem in implementing strategic measurement systems.
Organisations have found it to be helpful to ask each functional area
to identify how they contribute to achieving the overall strategic
plan (“functional area” designating whatever natural units exist
in the organisation-functions, geographies, business units, etc.).
Armed with the strategic map, operational definitions and the overall
organisational strategic performance measures, each functional
area creates their own map of success and defines their own specific
performance measures. They can follow the model outlined above
starting with their own SWOT analysis.
Example: In the 1990s, Sears cascaded its strategic plan to all of its
stores through local store strategy sessions involving all employees.
The plan was shown graphically by a strategy map, and reinforced
through actions such as the sale of financial businesses such as
Allstate. Online performance measures helped store managers to
gain feedback on their own performance, and also let them share best
practices with other managers.
Functional area leaders may be more successful using a cascade
team to add input and take the message forward to others in the
area. Developing ambassadors or process champions throughout the
organisation to support and promote the plan and its implementation
can also enhance the chances of success. These champions may be

NOTES
candidates for participation on the design or cascade teams, and
should be involved in the stakeholder review process.
10.7.3 STRATEGY IMPLEMENTATION ISSUES

Strategy implementation almost always involves the introduction
of change to an organisation. Managers may spend months, even
years, evaluating alternatives and selecting a strategy. Frequently this
strategy is then announced to the organisation with the expectation
that organisation members will automatically see why the alternative
is the best one and will begin immediate implementation. When a
strategic change is poorly introduced, managers may actually spend
more time implementing changes resulting from the new strategy
than was spent in selecting it. Strategy implementation involves
both macro-organisational issues (e.g., technology, reward systems,
decision processes, and structure), and micro-organisational issues
(e.g., organisation culture and resistance to change).
Macro-organisational Issues of Strategy Implementation

Macro-organisational issues are large-scale, system-wide issues that
affect many people within the organisation. Galbraith and Kazanjian
argue that there are several major internal subsystems of the
organisation that must be coordinated to successfully implement a new
organisation strategy. These subsystems include technology, reward
systems, decision processes, and structure. As with any system, the
subsystems are interrelated, and changing one may impact others.
Technology can be defined as the knowledge, tools, equipment, and
work methods used by an organisation in providing its goods and
services. The technology employed must fit the selected strategy for it
to be successfully implemented. Companies planning to differentiate
their product on the basis of quality must take steps to assure that
the technology is in place to produce superior quality products or
services. This may entail tighter quality control or state-of-the-art
equipment. Firms pursuing a low-cost strategy may take steps to
automate as a means of reducing labour costs. Similarly, they might
use older equipment to minimise the immediate expenditure of funds
for new equipment.
Reward systems or incentive plans include bonuses and other financial
incentives, recognition, and other intangible rewards such as feelings
of accomplishment and challenge. Reward systems can be effective
tools for motivating individuals to support strategy implementation
efforts. Commonly used reward systems include stock options, salary
raises, promotions, praise, recognition, increased job autonomy, and
awards based on successful strategy implementation. These rewards
can be made available only to managers or spread among employees
throughout the organisation. Profit sharing and gain sharing are
sometimes used at divisional or departmental levels to more closely
link the rewards to performance.

NOTES
Questions and problems will undoubtedly occur as part of
implementation. Decisions pertaining to resource allocations, job
responsibilities, and priorities are just some of the decisions that
cannot be completely planned until implementation begins. Decision
processes help the organisation make mid-course adjustments to
keep the implementation on target.
Organisational structure is the formal pattern of interactions and
coordination developed to link individuals to their jobs and jobs to
departments. It also involves the interactions between individuals
and departments within the organisation. Current research supports
the idea that strategies may be more successful when supported with
structure consistent with the new strategic direction. For example,
departmentalisations on the basis of customers will likely help
implement the development and marketing of new products that
appeal to a specific customer segment and could be particularly useful
in implementing a strategy of differentiation or focus. A functional
organisational structure tends to have lower overhead and allows for
more efficient utilisation of specialists, and might be more consistent
with a low-cost strategy.
Micro-organisational Issues of Strategy Implementation

Micro-organisational issues pertain to the behaviour of individuals
within the organisation and how individual actors in the larger
organisation will view strategy implementation. Implementation
can be studied by looking at the impact organisation culture and
resistance to change has on employee acceptance and motivation to
implement the new strategy.
Peters and Waterman focused attention on the role of culture in
strategic management. Organisational culture is more than emotional
rhetoric; the culture of an organisation develops over a period of time
is influenced by the values, actions and, beliefs of individuals at all
levels of the organisation.
Persons involved in choosing a strategy often have access to volumes
of information and research reports about the need for change in
strategies. They also have time to analyse and evaluate this information.
What many managers fail to realise is that the information that
may make one strategic alternative an obvious choice is not readily
available to the individual employees who will be involved in the
day-to-day implementation of the chosen strategy. These employees
are often comfortable with the old way of doing things and see no
need to change. The result is that management sees the employee as
resisting change.
Employees generally do not regard their response to change as
either positive or negative. An employee’s response to change is
simply behaviour that makes sense from the employee’s perspective.
Managers need to look beyond what they see as resistance and attempt
to understand the employee’s frame of reference and why they may
see the change as undesirable.

NOTES
10.7.4 FORCE FIELD ANALYSIS
One technique for evaluating forces operating in a change situation
is force field analysis. This technique uses a concept from physics to
examine the forces for and against change. The length of each arrow
as shown in Table 10.1 represents the relative strength of each force
for and against change. An equilibrium point is reached when the sum
of each set of forces is equal. Movement requires that forces for the
change exceed forces resisting the change. Reducing resisting forces
is usually seen as preferable to increasing supporting forces, as the
former will likely reduce tension and the degree of conflict.
This model is useful for identifying and evaluating the relative power
of forces for and against change. It is a useful way of visualising salient
forces and may allow management to better assess the probable
direction and speed of movement in implementing new strategies.
Forces for change can come from outside the organisation or from
within. External forces for change may result from socio-cultural
factors, government regulations, international developments,
technological changes, and entry or exit of competitors. Internal
forces for change come from within the organisation and may include
changes in market share, rising production costs, changing financial
conditions, new product development, and so on.
Similarly, forces resisting change may result from external or internal
sources. Common external pressures opposing change are contractual
commitments to other businesses (suppliers, union), obligations to
customers and investors, and government regulations of the firm
or industry. Internal forces resisting change are usually abundant;
limited organisational resources (money, equipment, personnel) is
usually one of the first reasons offered as to why change cannot be
implemented. Labour agreements limit the ability of management to
transfer and, sometimes, terminate employees. Organisation culture
may also limit the ability of a firm to change strategy.
The total elimination of resistance to change is unlikely because
there will almost always remain some uncertainty associated with a
change. Techniques that have the potential to reduce resistance to
change when implementing new strategies include participation,
education, group pressure, management support, negotiation, co-
optation and coercion.
TABLE 10.1: FORCES OPERATING IN STRATEGY
CHANGE
Forces for Change Forces Resisting Change

External External
Socio cultural changes Prior commitments
Government regulations Obligations to consumers
Contd...

NOTES
Competitive pressures Government regulations

Internal Internal
Changes in market share Limited resources
Changing rates of return
Production economies Organisation culture
Participation is probably the most universally recommended
technique for reducing resistance to change. Allowing affected
employees to participate in both the planning and implementation
of change can contribute to greater identification with the need for
and understanding of the goals of the new strategy. Participation
in implementation also helps to counteract the disruption in
communication flows, which often accompanies implementation of a
change. But participation has sometimes been overused. Participation
does not guarantee acceptance of the new strategy, and employees
do not always want to participate. Furthermore, participation is often
time consuming and can take too long when rapid change is needed.
Another way to overcome resistance to implementing a new
strategy is to educate employees about the strategy both before and
during implementation. Education involves supplying people with
information required to understand the need for change. Education
can also be used to make the organisation more receptive to the
need for the change. Furthermore, information provided during the
implementation of a change can be used to build support for a strategy
that is succeeding or to redirect efforts in implementing a strategy
that is not meeting expectations.
Group pressure is based on the assumption that individual attitudes
are the result of a social matrix of co-workers, friends, family, and
other reference groups. Thus, a group may be able to persuade
reluctant individuals to support a new strategy. Group members
also may serve as a support system aiding others when problems are
encountered during implementation. However, the use of a group to
introduce change requires that the group be supportive of the change.
A cohesive group that is opposed to the change limits the ability of
management to persuade employees that a new strategy is desirable.
Management can take steps employees will view as being supportive
during the implementation of a change. Management may extend the
employees time to gradually accept the idea of change, alter behaviour
patterns, and learn new skills. Support might also take the form of
new training programs, or simply providing an outlet for discussing
employee concerns.
Negotiation is useful if a few important resistors can be identified,
perhaps through force field analysis. It may be possible to offer
incentives to resistors to gain their support. Early retirement is
frequently used to speed implementation when resistance is coming
from employees nearing retirement age.

NOTES
Co-optation is similar to negotiation in that a leader or key resistor
is given an important role in the implementation in exchange for
supporting a change. Manipulation involves the selective use of
information or events to influence others. Such techniques may be
relatively quick and inexpensive; however, employees who feel they
were tricked into not resisting, not treated equitably, or misled may be
highly resistant to subsequent change efforts. Distrust of management
is often the result of previous manipulation.
Coercion is often used to overcome resistance. It may be explicit
(resistance may be met with termination) or implicit (resistance may
influence a promotion decision). Coercion may also result in the
removal of resistors through either transfer or termination. Coercion
often leads to resentment and increased conflict. However, when
quick implementation of a change is needed or when a change will be
unpopular regardless of how it is implemented, some managers feel
coercion may be as good as most alternatives and faster than many
others.
10.7.5 ROLE OF TOP MANAGEMENT

Top management is essential to the effective implementation of
strategic change. Top management provides a role model for other
managers to use in assessing the salient environmental variables,
their relationship to the organisation, and the appropriateness of
the organisation’s response to these variables. Top management also
shapes the perceived relationships among organisation components.
Top management is largely responsible for the determination of
organisation structure (e.g., information flow, decision-making
processes, and job assignments). Management must also recognise
the existing organisation culture and learn to work within or change
its parameters. Top management is also responsible for the design
and control of the organisation’s reward and incentive systems.
Finally, top management is involved in the design of information systems
for the organisation. In this role, managers influence the environmental
variables most likely to receive attention in the organisation. They must
also make certain that information concerning these key variables
is available to affected managers. Top-level managers must also
provide accurate and timely feedback concerning the organisation’s
performance and the performance of individual business units
within the organisation. Organisation members need information to
maintain a realistic view of their performance, the performance of the
organisation, and the organisation’s relationship to the environment.
The top management is responsible for clearing any “mist on the

screen”. Discuss.

NOTES
10.8 SUMMARY
 Functional-level strategies are concerned with coordinating the
functional areas of the organisation (marketing, finance, human
resources, production, research and development, etc.) so that
each functional area upholds and contributes to individual
business-level strategies and the overall corporate-level strategy.
 Functional strategies are primarily concerned with:
(a) Efficiently utilising specialists within the functional area.
(b) Integrating activities within the functional area (e.g.,
coordinating advertising, promotion, and marketing research
in marketing; or purchasing, inventory control, and shipping in
production/operations). (c) Assuring that functional strategies
mesh with business-level strategies and the overall corporate-
level strategy.
 Functional strategies are frequently concerned with appropriate
timing. For example, advertising for a new product could be
expected to begin sixty days prior to shipment of the first product.
Production could then start thirty days before shipping begins.
Raw materials, for instance, may require that orders are placed
at least two weeks before production is to start. Thus, functional
strategies have a shorter time orientation than either business-
level or corporate-level strategies.
 Accountability is also easiest to establish with functional
strategies because results of actions occur sooner and are more
easily attributed to the function than is possible at other levels of
strategy. Lower-level managers are most directly involved with
the implementation of functional strategies.
 Strategies for an organisation may be categorised by the level of
the organisation addressed by the strategy.
 Corporate-level strategies involve top management and address
issues of concern to the entire organisation.
 Business-level strategies deal with major business units or
divisions of the corporate portfolio. Business-level strategies are
generally developed by upper and middle-level managers and are
intended to help the organisation achieve its corporate strategies.
 Functional strategies address problems commonly faced by
lower-level managers and deal with strategies for the major
organisational functions (e.g., marketing, finance, production)
considered relevant for achieving the business strategies and
supporting the corporate-level strategy.
 Market definition is thus the domain of corporate-level strategy,
market navigation the domain of business-level strategy, and
support of business and corporate-level strategy by individual,
but integrated, functional level strategies.

NOTES
 Ethnocentrism: Belief in the superiority of one’s own ethnic

group.
 Geocentricism: Relating to, measured from, or with respect to
the centre of the earth.
 Newsletter: A printed report giving news or information of
interest to a special group.
 Polycentrism: Having many centres, especially of authority or
control.
 Strategy: The art or skill of using stratagems in endeavours
such as politics and business.

1. Explain the importance of formulating functional level strategy.
2. What is the role of leaders in formulating functional level
strategy?
3. What is significance of a good structural design?
4. What is significance of information and control system in
functional level strategy formulation?
5. How human resources are crucial in formulating the functional
level strategy?
6. What precautions should be taken while implementing the global
strategies?
7. How cascading the strategic plan gets implemented?
8. How strategic plans are implemented?
9. Explain the elements of internal control.
10. What is the role of top management in implementing global
strategies?

Converting Strategy into 1. right things

Action
2. functional structure
3. expectations, demands
Contd...

NOTES
Role of Leaders in 4. informed

Functional Level Strategic
Management
5. execution performance
6. Lightly
Information and Control 7. controls

System
8. effectiveness
9. manage risks
Human Resources 10. functional activities

1. Refer to 10.4.1
Maximises Functional Performance: All the human knowledge,
skills & infrastructure required for a particular functional activity
are consolidated in a single sub-organisation, this facilitates
sharing of valuable expertise by superiors with their subordinates.
The functional units are managed by leaders who have in-depth
knowledge and experience; they are able to control the unit very
effectively. Hence it harvests the potential of the unit without
duplication of scarce resources, maximising their utilisation.
Cultivates Specialists: This type of structure promotes career
development of individuals aspiring to be technical specialists of
their field in large organisations. If the organisation has properly
crafted performance management that promotes the visibility
of individual skills, functional structure makes it easier to coach
other and climb the hierarchical ladder.
2. Refer to 10.3, 10.3.1,10.3.2,10.3.3,10.3.4,10.3.5,10.3.6,10.3.7 & 10.3.8
Role of Leaders in functional level of strategic management
involves looping strategies with tactical tools, gathering and
sharing information, goals, communication, accountability and
measuring processes, organizational design, strategy alignment
and making it work.
3. Refer to 10.4
Functional structure in the Functional level strategy formulation
is most often called as structural design. In a functional structure,
teams or groups are created based on common functions in a
bottom-up manner. The result is a set of functional units such
as engineering, marketing, finance, human resource etc. that are
controlled and coordinated from the top level management.

NOTES
4. Refer to 10.5
Information and controls are to be an integral part of any
organisation’s functional level strategies. The information system
of the organisation should be up to date as it should have complete
knowledge about the market trends and its close competitors.
With a strong and efficient information system an organisation
and formulate its strategies or can alter the strategies if any time
its need arises.
5. Refer to 10.6
Human resource activities are primarily executed at the
functional level because that is where the workers are.
At the functional level, human resource management includes
functional activities. These include setting functional goals,
analysing strengths and weaknesses, determining distinctive
competencies and competitive advantages, and developing,
evaluating, and communicating functional plans within the
organisation. Major activities of human resources include
planning for future human resource needs, recruiting personnel,
placing people in new jobs, compensating them, evaluating
their performance, training them, developing them into more
efficient employees, and enhancing their work environment.The
most effective strategy for any organisation, and particularly
large organisations and their business units, is to develop
commitment among employees to the organisation and to the
job. Many organisations consider human resources to be their
most important asset and competitive strategic advantage.
6. Refer to 10.7.3 & 10.7.4
In macro-organizational issues of strategy implementation , firms
which pursue a low-cost strategy may take steps to automate
as a means of reducing labour costs. Similarly, they might use
older equipment to minimise the immediate expenditure of
funds for new equipment. Reward systems or incentive plans
include bonuses and other financial incentives, recognition, and
other intangible rewards such as feelings of accomplishment
and challenge. Reward systems can be effective tools for
motivating individuals to support strategy implementation
efforts. In micro-organizational issues of implementation of
strategies, implementation can be studied by looking at the
impact organisation culture and resistance to change has
on employee acceptance and motivation to implement the
new strategy. Managers need to look beyond what they see as
resistance and attempt to understand the employee’s frame
of reference and why they may see the change as undesirable.
Techniques that have the potential to reduce resistance to
change when implementing new strategies include participation,

NOTES
education, group pressure, management support, negotiation,
co-optation and coercion.
7. Refer to 10.7.2
Organisations have found it to be helpful to ask each functional
area to identify how they contribute to achieving the overall
strategic plan (“functional area” designating whatever natural
units exist in the organisation-functions, geographies, business
units, etc.). Armed with the strategic map, operational definitions
and the overall organisational strategic performance measures,
each functional area creates their own map of success and defines
their own specific performance measures. They can follow the
model outlined above starting with their own SWOT analysis.
Functional area leaders may be more successful using a cascade
team to add input and take the message forward to others in the
area. Developing ambassadors or process champions throughout
the organisation to support and promote the plan and its
implementation can also enhance the chances of success. These
champions may be candidates for participation on the design or
cascade teams, and should be involved in the stakeholder review
process.
8. Refer to 10.7.1
Strategic plans get implemented with a total communication
effort, strategic measurement by creating a strategic map (or
casual business model) which helps to identify focal points and
by creating measures for each focal point.
9. Refer to 10.5.2
Internal control systems operate at different levels of
effectiveness. Determining whether a particular internal control
system is effective is a judgement resulting from an assessment
of whether the five components – Control Environment, Risk
Assessment, Control Activities, Information and Communication
and Monitoring – are present and functioning. Effective controls
provide reasonable assurance regarding the accomplishment of
established objectives.
10. Refer to 10.7.5
Top management is essential to the effective implementation of
strategic change. Top management provides a role model for other
managers to use in assessing the salient environmental variables,
their relationship to the organisation, and the appropriateness of
the organisation’s response to these variables. Top management
also shapes the perceived relationships among organisation
components.
Top management is largely responsible for the determination of
organisation structure (e.g., information flow, decision-making
processes, and job assignments).

NOTES
SUGGESTED READINGS FOR

10.11
REFERENCE
SUGGESTED READINGS
 D F Harvey, Business Policy and Strategic Management, Charles
E Merill, Columbus, 1982.
 F R David, Strategic Management, Prentice Hall, N J 1997.
 G A Steiner, J B Miner and E R Gay, Management Policy and
Strategy, Macmillan, New York, 1982.
 R McGlasham and T Singleton, Strategic Management, Merrill
Publishing Co., Ohio 1987.
 S P Robbins, Organisation Theory, Prentice Hall, N J, 1999.
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 http:/ /smallbusiness. chron.com/f unctional - structure -
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 http://smallbusiness.chron.com/advantages-disadvantages-
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 http:// s mallbus iness . chron. com/ four- types - s trategic-
control-14720.html

C H
11 A P T E R
CORPORATE GOALS AND STRATEGIC GAP
CONTENTS
11.1 Introduction
11.2 Corporate Goals
11.3 Strategic Gap
11.3.1 Management-Induced Gaps
11.3.2 Process-Induced Gaps
11.3.3 Technology System-Induced Gaps
11.4 Porter’s Generic Strategies
11.5 Summary

NOTES
APPLE, ALIENWARE AND GATEWAY COMPUTER: SUBTLE

DIFFERENCES BETWEEN CORPORATE GOALS AND
CORPORATE STRATEGIES
In the following section, we look at three corporations of the

computing device industry to observe subtle difference in corporate
goals and corporate strategies of the three companies.
Apple: Apple has pursued a Differentiation strategy. They

manufacture almost all the components themselves even if there
is a cheaper alternative, which could be out-sourced. This includes
the operating system called Mac OSX instead of Windows, which
the other manufacturers use. They invest a lot of money in design,
brand image (For example, placing retail stores on premium high
streets) trying to differentiate themselves from the competition by
creating a “Mac” experience or way of life. This allows them to
charge high premiums for their product, meaning that even though
they sell less volume, they are still extremely profitable. Apple is
also great at innovating and adapting to its market, for example,
it used to manufacture its own processors but eventually the cost
became greater than the value placed on it by the customers, so it
switched to Intel manufactured chips.
Alienware is a comparatively small company that sells performance

gaming computers. It has successfully focused its strategy at a very
small segment of the market with very high premiums. Alienware
sells some laptops upwards of $5000; in contrast Dell laptops can
be bought for $400, more than 10x cheaper. Alienware outsources
NMI
top of the range components from chip manufacturers (in the same
way, Dell do their outsourcing) and assembles them in their own
distinctly designed cases. In fact, Dell’s and Alienware’s strategy are
similar in many respects, no retail stores, customised production,
online orders. The difference between them is that Alienware
MS
has decided to focus on the gaming niche, which is considerably
smaller than Dell’s scope.
Gateway Computer Corporation was one of the first modern home

computer manufacturers, founded in 1985. However, in the recent
years it has failed to form a competitive advantage and would be
classified by Porter as “Stuck in the Middle”. While the computer
market was still in the early stages, there was room for Gateway to
succeed, however as the market has matured Gateway have been
unable to sustain their advantage. Therefore, it has been pushed
out of the market by stronger competition and has performed badly
in the recent years. In fact, in October 2007, Gateway declared
bankruptcy and was bought by a rival computer manufacturer
(Acer).

for Continuing
Education
CORPORATE GOALS AND STRATEGIC GAP 333
NOTES

Identify the meaning and definition of corporate goals
Explain the meaning of strategic gap and how it hinders the
achievement of corporate goal
Enumerate the significance of Porter’s generic strategies
and its utilisation in achieving the corporate goal
11.1 INTRODUCTION
Strategic planning is a great start. But on paper it is just an idea;
it needs to be put into action. The projects created because of the
strategic planning phase need to be managed closely. Implementation
planning assists individuals and organisations with creating plans,
putting them into action, and getting results. In order to activate
strategies and projects effectively, it is important to employ an
implementation plan that maintains goals and achieves desired end
results.
11.2 CORPORATE GOALS

Companies require strategies to guide how to achieve objectives
and how to pursue the company’s mission. Strategy-making is all
about how – how to reach performance targets, how to outcompete
rivals, how to achieve sustainable competitive advantage, how to
strengthen the enterprise’s long-term business position, how to make
management’s strategic vision for the company a reality. A strategy is
needed for the company as a whole, for each business the company
is in, and for each functional piece of each business — Research
and Development, purchasing, sales and marketing, finance, human
resources and so on.
A corporate goal is an observable and measurable end result having

one or more objectives to be achieved within a more or less fixed
timeframe.
The strategy making spotlight however needs to be kept trained on
the important facets of management’s game plan for running the
enterprise – those actions that determine what market position the
company is trying to stake out and that underpin whether the company
will succeed. Strategy is inherently action oriented; it concerns what
to do, when to do it and who should be involved. Unless there is
action, unless something happens, unless somebody does something,
strategy thinking and planning simply go to waste and, in the end,
amount to nothing.

for Continuing
Education
NOTES
For most of the organisations, profitability is the main goal. Maximising
shareholder value, risk, and other goals include high productivity,
good organisational leadership, high morale, good organisational
reputation, high organisational efficiency, profit maximisation,
organisational stability, value to local community, and service to
public.
Fill in the blanks:

1. Companies require ………………… to guide how to achieve
objectives and how to pursue the company’s mission.
2. Strategy is inherently ………………… oriented; it concerns
what to do, when to do it and who should be involved.
3. For most of the organisations, ..........................is the main goal.
Goals of the company are the starting point of the journey in

strategic management. Discuss.
Strategies are plans, big plans, and important plans. They show the
general direction in which the organisation would achieve its goals.
Strategies emerge from goals.
11.3 STRATEGIC GAP

Long-term goals and detailed, short-term budgets, with nothing to link
the two together. Does this organisation sound familiar? Whatever
the answer, most business professionals understand that achieving a
long-term goal requires a series of logical, achievable, sequential steps.
Organisations cannot rely on chance or luck. Yet the steps that lead
from where a business is today to where it wants to be – its objectives –
often are missing. If an organisation is not getting its goals, it simply
means that it has strategic gap and there might be some loop holes in
framing or execution of the strategic plans. Following paragraphs will
discuss about different types of strategic gaps.
Strategic Gap depends upon forecasting technique in which

the difference between the desired performance levels and the
extrapolated results of the current performance levels is measured
and examined. This measurement indicates what needs to be
done and what resources are required to achieve the goals of an
organisation’s strategy.

NOTES
11.3.1 MANAGEMENT-INDUCED GAPS
Management can cause a gap between strategy and execution
through both action and inaction. Four main ways management
causes this gap include failure to secure support for the plan, failure
to communicate the strategy, failure to adhere to the plan, and failure
to adapt to significant changes.
Failure to Secure Plan Support

The senior management team must develop a strategic plan with
objectives, goals, strategies, and tactics that everyone supports. If
people do not accept and support the plan, they are unlikely to put
in the right amount of effort to make it succeed. Their allocation
of resources may be counterproductive to implementing strategic
initiatives, while their management time is diverted into seeking out
factors that will justify their position. This misplaced time and effort
will lead to a gap, which could prevent the execution of the plan.
To achieve buy-in, management must create a corporate culture and
a set of values that support the vision and guide employees’ decisions
and behaviour. Employees must have the opportunity to provide
feedback regarding their ability to implement strategy. Not listening
to their views, not addressing – and resolving – conflicts and major
differences of opinion, and not building learning culture – one that
tracks and learns from its own successes, failures, and mistakes – will
result in strategies that are unrealistic and cannot be implemented.
This situation leads to the strategy gap.
Failure to Communicate the Strategy

Operational managers and their employees are typically the people
within an organisation who implement strategy. They need to know
how the strategy affects them. Yet according to research by Kaplan
and Norton, creators of the Balanced Scorecard, “less than 5 per cent
of the typical workforce understands their organisation’s strategy.”
Without a clear idea of what the strategy, vision, and direction of the
organisation are, they are unlikely to act in ways that will result in
effective implementation of the corporate plan.
Communication of strategy is vital in all management processes.
When budgeting, employees need to see the tactical plans and related
targets that affect them so they can modify their behaviour accordingly.
During the year, they need to assess how well they are carrying out
those tactics and the progress they are making toward strategic goals.
When forecasting, employees need to know when their activities are
unlikely to achieve their KPIs and, hence, their strategic goals so they
can act early to bring the tactical plan back on target. Technology
clearly has a role to play in facilitating this communication. Failure
to effectively communicate strategy and how well or poorly it is being
implemented will result in the strategy gap.

NOTES
Failure to Adhere to the Plan
As the year progresses, many organisations make decisions reactively
rather than strategically. Often the cause is the reporting of results
based on a purely financial view of the organisation, such as on the
chart of accounts by cost centre, rather than by a strategic and tactical
view. As a result, operational managers focus on financial variances
that do not relate to the specific strategic initiatives outlined in the
plan. To put things back on track, the accounts become the target of
any decision rather than the agreed-on action plans, which may have
long been forgotten.
Test this for yourself. In your current reporting pack, how many of the
reports tie actual and forecast results back to the strategies outlined
in the strategic plan? The reports may monitor the goals, but how
many of them actually monitor KPIs by tactic? Without this link,
organisations are likely to act and react in ways that are divorced
from the strategic plan, which results in the strategy gap.
Failure to Adapt to Significant Changes

The reality of today’s business environment is that it continually
changes. Strategic plans are built on a set of assumptions, such as
market growth, production capability, and competitor actions. If
these assumptions change, it is unlikely that the plan will still hold
true. Following the attacks of September 11, 2001, for example, most
organisations found themselves in an economy that was substantially
different from the one that existed when they planned earlier in the
year. Continuing to follow a plan when the basic assumptions on
which it was founded have changed makes no sense. Unless plans are
modified to reflect changes to these assumptions, the result will be
the strategy gap.
Some of the biggest corporate scandals have occurred in companies

that are over obsessed with financialisation. What are the demerits
of linking corporate goals to financial results?
11.3.2 PROCESS-INDUCED GAPS

The traditional processes an organisation uses to implement and
monitor strategy are the second set of strategy gap causes. Once a
strategic plan has been researched and created, what happens next?
How is the plan translated into action? How are the organisation’s
assets allocated to the various strategic initiatives? How is progress
monitored and the success or failure of tactics measured? For most
organisations, the key tool used to implement strategy is the annual
budget, while the processes of actual reporting and forecasting are
used to monitor achievement. But the way in which these processes
are approached can lead to the strategy gap.

NOTES
Lack of Strategic Focus
The objective of any process will determine what gets measured,
by whom, and how far in the future. It may seem obvious that the
budget should support the implementation of strategy. After all, the
purpose of this tool is to control how resources are allocated, which
in turn affects what an organisation accomplishes. It also may seem
obvious that one of the roles of reporting would be to monitor strategic
progress. Unfortunately, there is very little evidence to support that
these processes actually achieve this. Instead of being focused on
long-term business health, traditional planning and budgeting are
internally driven and focused on current-year profits.
In a survey conducted by Comshare, Incorporated, participants said
that there is typically a gap between the strategic plan and the budget
created to support it. The budget tends to be financially focused
with emphasis on the chart of accounts by cost centre, while the
strategic plan tends to be behaviourally focused on strategies and
tactics. The result is that budget holders, operational managers, and
senior executives are often unaware of how strategic initiatives affect
the operating plan or whether resources have even been allocated.
Without this linkage, the budget becomes a pure numbers exercise,
allowing the strategy gap to emerge. As a result, the budgeting and
planning processes actually become barriers to strategy deployment.
The same is also true when it comes to reporting actual results and
forecasting future performance. For many organisations, reporting
of actuals takes the form of a simple income and expense statement
by department, based on the chart of accounts. The reason reporting
takes this form is mainly because the general ledger holds income
and expense items, and these systems are used to generate the
reports. However, strategic plans, which are typically action based
and measure activity, do not fit easily within the rigid account and
cost centre structure of a general ledger, and so the focus is lost. As
a result, there is no direction or logical connection in the budgeting
and reporting processes for budget holders to adapt their behaviour
to achieving strategic goals.
Calendar Based
For most organisations, budgeting is an annual process that follows
the strategic plan, and it is a process that just takes too long. Hackett
Best Practices reports that a typical organisation takes over four
months to complete a budget cycle. Organisations with an annual
budget must try to predict events that are 16 months away, which
is unrealistic and leads to the strategy gap. According to Hackett, in
today’s fast-paced business environment, planning should be treated
as a continuous exercise in operational decision making, resource
allocation, and performance management.
Yet nearly half of organisations treat planning and budgeting as a
strictly fiscal and annual exercise that leaves them unprepared to

NOTES
deal with sudden change. Similarly, Hackett found that 74 per cent of
organisations wait until the end of the month to issue reports. Doing so
delays the opportunity to deal with important emerging trends, which
could be vital to the effective implementation of strategy. Interestingly,
most organisations have the data; it is their processes and tools that let
them down. What is required is a planning, budgeting, and reporting
process that is triggered by change, not by the date on a calendar.
Financially Focused
An organisation’s financial results are the outcome of its strategy
implementation or lack of strategy implementation. Although some
financial measures, such as investments and expenses, will be
used in implementing a tactical plan, many of the measures will be
nonfinancial. Indeed, the long-term viability of an organisation may
well rest on the success of nonfinancial measures such as product
reliability, customer satisfaction, organisational learning, and the
efficiency of the internal processes. The adoption of methodologies
like the Balanced Scorecard can ensure that organisations achieve the
correct balance of measures that will be needed to achieve corporate
objectives. The general ledger by itself will not be able to supply all
the data required. As already mentioned, the chart of accounts is
a transactional view of an organisation. The reliance on this view
cannot support the planning and monitoring of strategy and will lead
to the strategy gap.
Internally Focused
Consider an organisation that sets and achieves a revenue budget
that reflects a growth of 10 per cent year on year. Is this achievement
a good result? Is it a good result if the general ledger confirms that
the goal was achieved while staying within the cost budget? What if
the goal was built on the assumption that the market was due to grow
at 5 per cent, when, if fact, it grew at 15 per cent? In this case, market
share was lost rather than gained.
In most organisations today, reports compare the performance of the
organisation with the budget, not with competitors and the market.
Strategy is nearly always based on a combined internal and external
view that includes market and competitor assumptions.
To ensure that strategy is being implemented, actual reporting needs
to compare performance by strategic initiative and to check that any
external assumptions made while planning still hold true. Without
this strategic external view, decisions will be based on a view of
performance that is too narrowly focused, and the strategy gap will
develop.
Lack of Realistic Forecasting

Although business conditions can change rapidly, many surprises that
affect organisational performance can be predicted using available

NOTES
data and technologies. By predicting future performance from
plans based on the current and perceived business environment,
contingencies drawn up in advance can be selected or corrections to
the existing plan can be made to avoid or exploit the impact of any
variances. The ability to recognise and exploit changing business
conditions is the driving force behind rolling forecasts—which also
deliver the benefit of reducing or eliminating the annual budget
process. According to Hackett Best Practices research, however, only
23 per cent of organisations make use of this proven best practice.
When forecasting, many organisations once again focus solely on
financial results, such as how much revenue will be generated and
what the associated costs will be. As with planning, effective forecasting
requires modifying and developing plans to achieve strategic goals.
In some circumstances, such as when assumptions have changed,
strategic goals may have to be reset. Forecasting involves two steps:
 Predicting the likely future performance based on current
knowledge.
 Evaluating or selecting alternative plans to change the predicted
outcome.
To predict future performance, the natural life cycle of an organisation’s
products and services should be taken into account. This consideration
must take place bottom up; that is, each product and service must be
analysed individually.
Once a forecast has been generated, it can be used as the basis for
“what if” analysis, the process of evaluating alternative scenarios. The
aim is to evaluate what changes are required to the tactical plan to
achieve the strategic goals. As with budgeting, this evaluation needs
to be done by strategic initiative. The result will be the predicted
income statement.
Other Factors
Two other factors that can contribute to the strategy gap are more
attributable to organisational behaviour than to the processes
themselves; nevertheless, they need to be taken into account when
designing a solution. The first factor is a lack of accountability and
commitment to the budgeting process. Budgeting is often a game in
which budget holders inflate costs and suppress revenues because
they expect senior management to demand reduced costs and
increased revenues during a second budget pass. In addition, when
a budget is handed down to budget holders without giving them a
chance for input, budget holders feel free to miss their targets. After
all, it was not their budget. This game playing produces unrealistic
budgets, an absence of accountability, and a lack of commitment to
the final plan. The result will be the strategy gap.
The second factor is wrongly focused incentive plans. Budget
holders and management often are paid on their ability to meet or

NOTES
beat the budget. This fact will affect their decisions when it comes to
planning and reporting their performance and does little to help with
the implementation of strategy. In some cases, it will actively work
against the implementation of strategy. Hackett found that when
management motivation was linked to strategy rather than to the
annual plan, budgeting cycles were reduced and managers were less
afraid of taking risks.
How does forecasting help a company de-risk its business model?

Discuss.
Organisations that reduce the forecasting process to a simple

extrapolation into the future will reap unrealistic and misleading
predictions. They will be unable to modify behaviour effectively to
achieve strategic goals, which will result in the strategy gap.
11.3.3 TECHNOLOGY SYSTEM-INDUCED GAPS

The third area that causes the strategy gap involves the traditional
systems used to support the planning, budgeting, forecasting, and
reporting processes. Issues include fragmented systems and misplaced
dependence on Enterprise Resource Planning (ERP).
Fragmented Systems
In most organisations, planning, budgeting, forecasting, and reporting
are treated as separate, disconnected processes and supported by
different technology solutions. In fact, these processes are all part of
the much larger process of strategy implementation. The following
analogy illustrates why this separation does not make sense. The
journey that a business takes over time is like traveling down a road.
The road curves and changes direction, and its exact route often are
hidden from view. In the same way, business direction continually
varies because of changing customer requirements, competitors’
actions, or other occurrences in the business environment.
On this journey, the business objective rests on the horizon. This
objective, based on current circumstances and assumptions, is the
planned destination for the organisation. It serves as a beacon, guiding
the organisation’s actions and decisions. The journey is divided into
a number of shorter segments, each of which the organisation will
arrive at over time, allowing the organisation to gauge its progress.
To reach the point on the horizon, the traveller outlines a route. This
plan identifies the main roads to be travelled and the major cities
the traveller will pass through en route to the final destination. In
the same way, strategic plans outline the route an organisation will
travel to reach its objective. The journey may take months or years to

NOTES
complete. The key roads are analogous to the strategic plan’s tactics
that must be performed to achieve the objective. Cities are analogous
to key performance indicators that will tell the organisation if the
tactics have been completed and if it is on target for success.
Continuing, the traveller may plan in greater detail the portions of the
journey to be attempted in the near future. The plan may include the
names of townships, descriptions of landmarks, and locations of road
junctions. These are vital indicators. Without them, the traveller may
go in the wrong direction without realising it until much later. The
budget is like that detailed plan outlining the organisation’s immediate
route. It is very much linked to the strategic plan but contains far
more detail. With the budget, the business assigns money, people, and
assets to the initiatives that will keep the organisation on course to
reach its objective. Monitoring progress relative to the detailed plan
is a vital activity because it shows the organisation whether it is on
target. Past performance is of interest, but it actually does little to help
the business navigate the road ahead. On the journey, organisations
will come up against unexpected diversions, such as construction
(activities that are not yet implemented), accidents (activities that are
having an adverse impact on performance), and heavy traffic (intense
competition for the same customers). These diversions will cause
delays and can even lead to dead ends unless the organisation can
avoid them. Similarly, organisations may come across new roads (new
business opportunities) that were not on the map when the journey
started. They may discover that taking advantage of these roads can
enable them to reach their destination sooner than anticipated.
Finally, like directional signs and mile markers, the forecast tells
an organisation whether it is heading in the intended direction and
where it will end up unless it takes immediate action. The enterprise
must monitor position and make adjustments constantly. Occasionally
it may need to make a major detour – sometimes even heading in
what seems to be the wrong direction – to achieve its final objective.
By taking note of the signs – the projected forecasts – and using
judgment based on experience, business leaders can make intelligent
adjustments to the plan. These adjustments will not be just a once-a-
year activity. They may become necessary at any time to keep on track
toward the intended destination.
Strategic planning, budgeting, forecasting, and monitoring actual
are all part of the same process—moving an organisation toward
its objective. Together, they are essential components in the
implementation and execution of strategy. When performed in
isolation, however, they provide little value.
Quite often, managers are asked to budget using systems that do not
allow them to see the strategic plan or latest forecast. It is like asking
someone to drive down the road with only partial sight, no map, and
no idea of the final destination. To drive performance, the company
needs to see the whole travel plan: objective, strategic plan, forecast,
actuals and budget. These elements are all part of the same process.

NOTES
This journey, or performance management process, is continuous.
Markets and competitors do not remain motionless to accommodate
an organisation’s annual planning process. Traveling down this road
smoothly and staying on course, like driving a car, requires regular,
small adjustments.
Unfortunately, the traditional systems that support planning,
budgeting, forecasting, and reporting are inflexible. Each component
is isolated from the others. In addition, often each piece of the
process is supported by a different technology than the others,
causing integration problems. For example, the strategic plan may
be presented as a text document; the budget may be prepared in a
spread sheet; actual results may be reported in the general ledger;
and analyses may be performed using an Online Analytical Processing
(OLAP) tool. These systems are completely disjointed, manually
intensive, and error-prone. As a result, they help create the strategy
gap. In addition, these systems tend to suffer from other problems
that also create gaps:
 Difficult to change: Most existing management systems do not
allow changes to be made easily. Altering structures, accounts,
and basic assumptions so that management can quickly see the
impact of change is complex and time consuming. Sadly, most
systems are nothing short of glorified adding machines – and
they do not even do this very well.
 Reporting problems: Systems tend to report from one
perspective – usually accounts down the page, and time and
version across the page, with each page representing a cost
centre. Viewing data by product, turnover, geography, or any other
business perspective – such as strategy and tactic – is extremely
difficult. In addition, many systems require a great deal of effort to
disseminate actuals, the latest forecast, and strategy information
throughout the organisation. These difficulties prevent the
detailed analysis of budgets, forecasts, and actual results in
context and can result in the approval of unrealistic plans.
 File management issue: Many organisations still rely on spread
sheets for preparing budgets and reporting results. While spread
sheets are great personal productivity tools, they are a nightmare
when used as a corporate planning and reporting system. In
addition to flexibility and reporting problems already discussed,
spread sheets and many other file-based systems also incur
version control and other problems because multiple files have
to be maintained, relinked, and then redistributed. Apart from
the time and error-prone nature of this task, you can never be
sure that users are now using the right version.
Misplaced Dependence on Enterprise Resource Planning

A second system-induced gap can be caused by the reliance some
organisations have placed on their Enterprise Resource Planning (ERP)

NOTES
systems to implement strategy. At first glance, such reliance seems
logical. Before ERP, the processes that made up the supply chain –
order entry, inventory management, billing, accounts receivable, and
others – were separate functions supported by multiple stand-alone
systems, often running on multiple technologies. Each part of the
process could be owned by a different department or operating unit.
The problems these systems generated are similar to those
encountered with today’s planning, budgeting and reporting systems:
 Expensive in terms of both time (maintenance) and money
(hardware and software, personnel). Software had to be
maintained on individual desktops. Information Technology (IT)
staff had to learn multiple technologies. If the system had been
created in-house by a person who then left the company, the
organisation had a big problem.
 Data integrity and version control issues. Changes in one system
were not automatically reflected in other systems, data often
had to be rekeyed, and data were shared by transferring files.
Many departments multiplied by many files equalled trouble.
Organisations could never be certain that the information they
were basing decisions on was accurate and up to date.
 Organisations could not easily see what was happening across
the enterprise, making it difficult to implement corporate
strategy, measure its success, and make informed decisions.
Enterprise resource planning was hailed as the solution because
it integrated the supply chain processes and supporting systems.
The ERP systems increased the efficiency and speed of these
operations.
Because ERP systems appear to hold most of the actual data in a
centralised database, organisations today are looking to these systems
to solve their planning, budgeting, and reporting problems. Many
organisations are also trying to leverage their huge investments
in ERP implementations to get a return. Given that, many ERP
vendors are now offering “integrated” planning, budgeting, and
reporting applications on top of ERP, this initially seems an attractive
solution. The problem, however, is that ERP is the wrong vehicle for
implementing strategic plans just as a farm tractor is the wrong vehicle
for taking a family on vacation. Gartner, the Stamford, Connecticut-
based research firm, reports that “[a]lthough ERP systems have largely
addressed the needs of transactional users, they have not been able
to address the needs of strategic and operational users.” The main
reasons given are the complexity of these systems for users and their
closed architectures, which make it difficult to integrate non-ERP data.
All enterprise resource planning systems are focused on transactions,
not on strategy. This very issue is the reason why today’s traditional
planning, budgeting, forecasting, and reporting systems fail.
Implementing a strategic plan requires the dissemination of goals,
objectives, strategies, and tactics. Planners must be able to evaluate

NOTES
the impact of economic drivers, forecast trends, and predict the impact
of competitors. Senior management needs the ability to analyse
alternative operating structures, investments, and divestments.
Implementing strategy is about management effectiveness. The two
are different and require different tools and processes.
Fill in the blanks:

4. Management can cause a gap between strategy and execution
through both action and …………………
5. Operational managers and their employees are the people
within an organisation who.......................... strategy.
6. Communication of strategy is vital in all management
…………………
7. Failure to effectively communicate strategy and how well or
poorly it is being implemented will result in the …………………
8. Budgeting is an annual process that follows the ......................... ,
and it is a process that just takes too long.
9. An organisation’s ......................... results are the outcome of its
strategy implementation or lack of strategy implementation.
10. The traditional systems that support planning, budgeting,
forecasting, and reporting are …………………
Centralisation of information systems and databases enhance the

ease of budgeting, reporting and planning. Discuss.
Enterprise resource planning was not designed to deliver these

capabilities. It is focused on operational efficiency.
11.4 PORTER’S GENERIC STRATEGIES

This has been discussed in chapter 2 in detail.
Choosing the Right Generic Strategy

Your choice of which generic strategy to pursue underpins every other
strategic decision you make, so it’s worth spending time to get it right.
But you do need to make a decision: Porter specifically warns against
trying to “hedge your bets” by following more than one strategy.
One of the most important reasons why this is wise advice is that the
things you need to do to make each type of strategy work appeal to
different types of people. Cost Leadership requires a very detailed

NOTES
internal focus on processes. Differentiation, on the other hand,
demands an outward-facing, highly creative approach. So, when you
come to choose which of the three generic strategies is for you, it’s
vital that you take your organisation’s competencies and strengths
into account. Use the following steps to help you choose.
Step 1: For each generic strategy, carry out a SWOT analysis of your
strengths and weaknesses, and the opportunities and threats you
would face, if you adopted that strategy. Having done this, it may be
clear that your organisation is unlikely to be able to make a success of
some of the generic strategies.
Step 2: Use Five Forces Analysis to understand the nature of the
industry you are in.
Step 3: Compare the SWOT analyses of the viable strategic options
with the results of your Five Forces analysis. For each strategic option,
ask yourself how you could use that strategy to:
 Reduce or manage supplier power.
 Reduce or manage buyer/customer power.
 Come out on top of the competitive rivalry.
 Reduce or eliminate the threat of substitution.
 Reduce or eliminate the threat of new entry.
Select the generic strategy that gives you the strongest set of options.
Porter’s Generic Strategies offer a great starting point for strategic
decision making. Once you’ve made your basic choice, though, there
are still many strategic options available. Bowman’s Strategy Clock
helps you think at the next level of details, in that it splits Porter’s
options into eight sub-strategies.
Key Points
According to Porter’s Generic Strategies model, there are three basic
strategic options available to organisations for gaining competitive
advantage. These are: Cost Leadership, Differentiation and Focus.
Organisations that achieve Cost Leadership can benefit either by
gaining market share through lowering prices (whilst maintaining
profitability,) or by maintaining average prices and therefore
increasing profits. All of this is achieved by reducing costs to a level
below those of the organisation’s competitors. Companies that pursue
a Differentiation strategy win market share by offering unique
features that are valued by their customers. Focus strategies involve
achieving Cost Leadership or Differentiation within niche markets in
ways that are not available to more broadly-focused players.
Differentiation offers a stronger base for sustainability than cost

leadership. Discuss.

NOTES
Fill in the blanks:

11. Cost Leadership requires a very ………….. internal focus on
processes.
12. Differentiation, on the other hand, demands an outward-
facing, highly ................... approach.
13. Porter’s Generic Strategies offer a great starting point for
……………. decision making.
11.5 SUMMARY
 Goals describe a future end-state – desired outcome that is
supportive of the mission and vision.
 Shapes the way ahead in actionable terms.
 Best applied where there are clear choices about the future.
 Puts strategic focus into the organisation – specific
ownership of the goal should be assigned to someone within
the organisation.
 May not work well where things are changing fast – goals
tend to be long-term for environments that have limited
choices about the future.
 Cascade from the top of the Strategic Plan – Mission, Vision,
Guiding Principles.
 Broad participation in the development of goals: Consensus from
above – buy-in at the execution level. Should drive higher levels
of performance and close a critical performance gap.
 The world’s best Strategic Plan will fail if it is not adequately
resourced through the budgeting process.
 Strategic Plans cannot succeed without people, time, money, and
other key resources. Aligning resources validates that initiatives
and action plans comprising the strategic plan support the
strategic objectives.
 Strategic Gap: Forecasting technique in which the difference

between the desired performance levels and the extrapolated
results of the current performance levels is measured and
examined. This measurement indicates what needs to be done
and what resources are required to achieve the goals of an
organisation’s strategy.
 Corporate Goal: A corporate goal is an observable and
measurable end result having one or more objectives to be
achieved within a more or less fixed timeframe.
Contd...

NOTES
 Management-Induced Gaps: Management can cause a gap
between strategy and execution through both action and
inaction. Four main ways management causes this gap include
failure to secure support for the plan, failure to communicate
the strategy, failure to adhere to the plan, and failure to adapt
to significant changes.
 Process-Induced Gaps: The traditional processes an
organization uses to implement and monitor are the process-
induced gaps. It involves lack of strategic focus, calendar
based budget cycle, financially focused, internally focused,
lack of realistic forecasting, other factors such as lack of
accountability and commitment to the budgeting process;
wrongly focused incentive plans.
 Technology-Induced Gaps: The strategy gap which involves
the traditional systems that are used to support the planning,
budgeting, forecasting, and reporting processes. Issues include
fragmented systems and misplaced dependence on Enterprise
Resource Planning (ERP).
 Focus Strategies: Focus strategies involve achieving Cost
Leadership or Differentiation within niche markets in ways
that are not available to more broadly-focused players.

1. What are corporate goals?
2. How do strategic gaps hinder the achievement of corporate
goals?
3. How many types of strategic gaps are there in the organisation?
4. How the Porter’s generic strategies are significant in overcoming
the strategic gap?
5. Differentiate between Cost Leadership and Differentiation.
6. Explain Management-Induced Gaps leading to Strategic Gap.
7. Explain Process-Induced Gaps leading to Strategic Gap.
8. Explain Technology System-Induced Gaps leading to Strategic
Gap.
9. How to choose the right Generic Strategies?
10. What are the three basic strategic options available to
organisations for gaining competitive advantage? Describe them
briefly.

NOTES


Corporate Goals 1. strategies
2. action
3. profitability
Strategic Gap 4. inaction
5. implement
6. processes
7. strategic gap
8. strategic plan
9. financial
10. inflexible
Porter’s Generic Strategies 11. detailed
12. creative
13. strategic

1. Refer to 11.2
A corporate goal is an observable and measurable end result
having one or more objectives to be achieved within a more or
less fixed timeframe. Companies require strategies to guide how
to achieve objectives and how to pursue the company’s mission.
Strategy-making is all about how– how to reach performance
targets, how to outcompete rivals, how to achieve sustainable
competitive advantage, how to strengthen the enterprise’s long-
term business position, how to make management’s strategic
vision for the company a reality.
2. Refer to 11.3,11.3.1,11.3.2 & 11.3.3
Strategic gaps hinder the achievement of corporate goals
through management induced gaps, process-induced gaps and
technology system-induced gaps.
3. Refer to 11.3.1,11.3.2 & 11.3.3
Three strategic gaps – management induced gaps, process-
induced gaps and technology system-induced gaps.
4. Refer to 11.4
Porter’s generic strategies are significant in overcoming the
strategic gap by using SWOT Analysis and Use of Five Forces
Model and their comparison of the results obtained helps to
select the best generic option.

NOTES
5. Refer to 11.4
Organisations that achieve Cost Leadership can benefit either by
gaining market share through lowering prices (whilst maintaining
profitability) or by maintaining average prices and therefore
increasing profits. All of this is achieved by reducing costs to a
level below those of the organisation’s competitors. Companies
that pursue a Differentiation strategy win market share by
offering unique features that are valued by their customers.
6. Refer to 11.3.1
Management can cause a gap between strategy and execution
through both action and inaction. Four main ways management
causes this gap include failure to secure support for the plan,
failure to communicate the strategy, failure to adhere to the plan,
and failure to adapt to significant changes.
7. Refer to 11.3.2
The traditional processes an organisation uses to implement
and monitor strategy are the second set of strategy gap causes.
Once a strategic plan has been researched and created, what
happens next? How is the plan translated into action? How
are the organisation’s assets allocated to the various strategic
initiatives? How is progress monitored and the success or failure
of tactics measured? For most organisations, the key tool used to
implement strategy is the annual budget, while the processes of
actual reporting and forecasting are used to monitor achievement.
But the way in which these processes are approached can lead to
the strategy gap.
8. Refer to 11.3.3
The third area that causes the strategy gap involves the traditional
systems used to support the planning, budgeting, forecasting,
and reporting processes. Issues include fragmented systems and
misplaced dependence on Enterprise Resource Planning (ERP).
9. Refer to 11.4
By performing SWOT analysis, Use Five Forces Analysis to
understand the nature of the industry you are in. Compare the
SWOT analyses of the viable strategic options with the results of
your Five Forces analysis. Select the generic strategy that gives
you the strongest set of options.
10. Refer to 11.4
Cost Leadership, Differentiation and Focus strategies are the
three basic strategic options available to organisations for gaining

NOTES

SUGGESTED READINGS
 Baker Associates, Strategic Sustainability Assessment of the
Nottingham-Derby Green Belt in the East Midlands Region, Final
Report, Nottingham, EMRLGA, 1999.
 Elson, M.J., Mendham, N and S. Walker, Countryside Benefits
from Developers Contributions, A Report to the Countryside
Agency, School of Planning, Oxford Brookes University, 1999.
 Hampshire County Council, Strategic and Local Gaps, Winchester,
HCC, 1998.
 Monitoring Statement on Strategic Gaps in West Sussex, Chichester,
WSCC.
 VSP Rao, V Hari Krishna, Strategic Management: Text and Cases,
Excel Books, India, 2003.
E-REFERENCES
 http://yourbusiness.azcentral.com/examples - corporate-
goals-14839.html
 http://cdn.ttgtmedia.com/searchSAP/downloads/Mastering_SAP.
pdf
 http://www.mindtools.com/pages/article/newSTR_82.htm

C H
12 A P T E R
MANAGING INTERNAL ORGANISATION FOR

STRATEGY IMPLEMENTATION
CONTENTS
12.1 Introduction
12.2 Issues in Strategy Implementation
12.2.1 Implementing Strategy
12.2.2 Resource Allocation
12.3 Strategy-Structure Relationship
12.3.1 Functional Structure
12.3.2 Features of Functional Structure
12.3.3 Advantages of Functional Structure
12.3.4 Limitations of Functional Structure
12.4 Divisionalisation: Product and Geographic Forms
12.4.1 Product Departmentation
12.4.2 Geographic Divisionalisation
12.5 Strategic Business Units (SBUs)
12.6 Project Organisation
12.6.1 Nature of Project Management
12.6.2 Advantages
12.6.3 Problems
12.7 Matrix Organisation Structure
12.7.1 Key Matrix Roles
12.7.2 Strengths
12.7.3 Weaknesses
12.8 New Design Options
12.8.1 Team Structure
12.8.2 Virtual Organisation
12.8.3 Globalization
12.9 Factors Influencing Organisation Structure
12.9.1 Size and Structure
Contd...

NOTES
12.9.2 Technology and Structure
12.9.3 Environment and Structure
12.9.4 People and Structure
12.10 Structure and Strategy Implementation
12.11 Summary

for Continuing
Education
MANAGING INTERNAL ORGANISATION FOR STRATEGY
NOTES
PHENOMENAN OF NIKE’S GEOGRAPHIC

DIVISIONALIZATION
Nike, the largest and most profitable sports shoe manufacturer

in the world have developed a complex network structure to
produce its shoes. Nike’s product design and research function —
the fulcrum around which all other activities revolve — is located
in Beaverton, Oregon. Nike’s designers come out with novel,
fascinating shoe designs in sport shoes from here. Almost all other
functions involved in producing and marketing its sports shoes are
outsourced to companies around the world. Nike has established a
profitable relationship with suppliers, distributors and customers
over the years relying on outsourcing partners, with a view to
remain focused on what it knows best. It designs the shoe but
contracts manufacturing, marketing and other functional activities
to other organisations. Coordination is achieved by standardisation
of the product range.
When the designers finish their work, they relay all the blueprints
for the new products electronically to Nike’s network of suppliers
and manufacturers in Southeast Asia. For example, instructions
for the design of a new sole may be sent to a supplier in Taiwan,
and instructions for the leather uppers to a supplier in Malaysia.
These suppliers then produce the new shoe parts, which are then
sent for final assembly to a manufacturer in China with whom Nike
has established an alliance. From China, these shoes are shipped
to distributors throughout the globe, and are marketed in each
country by an organisation with which Nike formed some kind of
NMI
alliance such as a long-term contract.
Southeast Asia is the preferred location because of low wages

prevailing over there. Skilled hands are cheaply available and
Nike is able to save a lot of money through outsourcing contracts.
Indonesian workers were stitching together shoes in hot, noisy
MS
factories for only 80 cents a day or about $ 18 per month. Workers
in Vietnam and China fared better since they were earning $ 160 a
day. Nike’s billionaire CEO, Phil Knight had to face a lot of criticism
for paying such miserable salaries to workers in underdeveloped
nations. This of course, compelled the company to review its labour
practices all over the world later on, revising wages by about
30 per cent.
If any network partners are not able to meet Nike’s quality

standards, they are replaced with new partners easily. This way
Nike is able to remain small and flexible. Nike has rules and
procedures specifying the required quality of input materials, the
nature of the manufacturing process, and the required quality of
the finished product. Nike constantly monitors production and
sales information from its network by means of a sophisticated
global computer system.

for Continuing
Education
NOTES

Explain the issues in strategy implementation
Describe the procedure of activating strategy
Explain the significance of resource allocation
Discuss the strategy-structure relationship
Explain the functional structure
Discuss the meaning and significance of divisionalisation
Explain the strategic business units
Discuss project organisation and its meaning
Explain the matrix organisation structure and its significance
Discuss the new design options
Identify the factors influencing organisation structure
Explain the structure and strategy implementation
12.1 INTRODUCTION
Strategy implementation is a crucial issue because any strategy is as
good as the effort behind it to move it forward. Successful strategy
implementation requires support, discipline, motivation and hard
work from all managers and employees. More importantly, it requires
a suitable organisation structure to translate ideas into concrete
action plans. In spite of having all these supporting elements, strategy
implementation, on most occasions proves to be a tricky job. Creating
a ‘fit’ between a firm’s goals and its other activities proves to be a
tough exercise. Multifarious reasons could be cited in support of this
statement. Strategy is dependent on many variables—internal as well
as external—and to compound the problem further there are countless,
interrelated change factors that could upset managerial calculations
overnight. Because change factors interrelate, changing only one
or two things seldom brings any significant overall organisational
change. There are certainly no magic bullets to assist managers in
bringing about organisational change either automatically or slowly.
Given the complexities inherent in organisational change and strategy
implementation, it is easy to find why efforts at both so often fail.
The Mckinsey Company, a well-known management consultancy firm
in the United States, towards the end of 1970s was asked to find a
solution to this knotty issue. The researchers Peters and Waterman
found after examining America’s best run companies that the problem
in strategy lay in its implementation and structure was only one lever
in the hands of management. The other levers were systems, staff,
style, skills and superordinate goals. A strategy is usually successful
when the other S’s in the 7-S framework fit into or support the strategy.
 Strategy: A set of decisions and actions aimed at gaining a
sustainable competitive advantage.

MANAGING INTERNAL ORGANISATION FOR STRATEGY IMPLEMENTATION 355
NOTES
 Structure: The organisation chart and associated information
that shows who reports to whom and how tasks are both divided
and integrated.
 Systems: The flow of activities involved in the daily operation of
a business, including its core processes and its support systems.
 Style: How managers collectively spend their time and attention
and how they use symbolic behaviour. How management acts is
more important than what management says.
 Staff: How companies develop employees and shape basic values.
 Shared Values: Commonly held beliefs, mindsets and assumptions
that shape how an organisation behaves–its corporate culture.
 Skills: An organisation’s dominant capabilities and competencies.
NMI
MS
Figure 12.1: 7-S Framework
The 7-S framework highlights the importance of some interrelated

and interconnected factors within the organisation and their role in
successful implementation of strategy.
The successful implementation of a strategy depends on the right
alignment of all the seven-Ss. “When the seven-Ss are in good
alignment, an organisation is poised and energised to excuse strategy
to the best of its ability”. Of course, there is no starting point or
implied order of preference in the shape of the diagram. It is also not
very obvious which of the seven factors would be the driving force in
changing an organisation at a point of time.

NOTES
Fill in the blanks:

1. Successful strategy implementation requires support,
discipline, motivation and hard work from all managers and
……………………
2. The successful implementation of a strategy depends on the
right .......................... of all the seven-Ss.
The principal job of strategists then is to achieve a good fit among

the Seven Ss by making necessary alterations from time to time.
12.2 ISSUES IN STRATEGY IMPLEMENTATION

The successful implementation of strategy requires an effective
organisation. People working within a firm should know how their
actions interrelate with the actions of others to support and execute
the firm’s strategy. Without a structural framework, the roles of
management and employees can’t be drawn-up clearly—leading to
confusion, duplication of efforts and chaos at various levels.
Apart from a sound organisation structure, the services of talented
and capable leaders are also required to translate corporate vision
into a concrete reality. The principal task of leaders then would be
to see that the various elements of an organisation fit together and
make logical sense. In the race to get ahead, of course, they should not
sacrifice ethical and social values.
Functional plans and policies need to be formulated carefully and
implemented with active support from employees at various levels.
These should help employees find solutions to several operational
issues that need to be resolved on a day-to-day basis.
The political factors than come in the way of effective implementation
of strategies should also be understood properly. Every attempt should
be made to remove the irritants first before minor problems turn into
major emergencies later.
12.2.1 IMPLEMENTING STRATEGY

There is no guarantee that a well-designed strategy is likely to be
approved and implemented automatically. The strategic leader must,
therefore, defend the strategy from every angle, communicate how
the strategy when implemented would benefit the whole organisation
and secure the wholehearted support of employees working at various
levels. To keep things on track, he can list out priorities, programme
implementation process, budgets, etc. on paper so that nothing is left
to chance.

NOTES
While giving a concrete shape to the strategy, he should also take
note of regulatory mechanisms that govern business activity and see
that everything is in order. Some of the important things to be kept in
mind are listed below:
 Formation of a company: This must be in line with provisions
of the Companies Act, 1956, covering issues such as formation
of a company, its registration, obtaining suitable licenses before
commencing operations, raising funds from various sources in
accordance with the provisions of SEBI Act, 1992.
 Operations of a company: The company must compete in a fair
way and earn the profits through legally blessed routes only
observing the (a) provisions of competition law; (b) Import/export
restrictions, (c) FERA regulations (FEMA Regulations, 2000);
(d) Patent, trademark, copyright (Indian Patents Act, 1995, the
Trade and Merchandise Marks Act, 1958, the Copyrights Act,
1957 etc.) stipulations; (e) Labour Laws (regarding employment of
women, children, payment of wages, providing welfare amenities,
keeping healthy industrial relations etc.); (f) Environmental
protection (the Environment Protection Act 1986), (g) Pollution
control requirements; (h) Consumer protection measures etc.
 Winding up operations: Even when the company decides to
get out of a venture/business, the rules of the game need to be
followed scrupulously (whether in offering golden handshake to
employees or asking all the employees to quit in one go).
After the institutionalisation of strategy in the above manner, action
plans could be formulated. These are basically functional level
strategies undertaken at the departmental level and usually deal with
operational aspects of a strategy. The action plans, however, must
try to translate the overall strategic plan in letter and spirit without
any deviations. Issues like who will do what, what kind of support
is required at various stages, what kind of privatise have to be fixed
while implementing active plans, how does a particular active plan
contribute to the broad objectives of the strategy etc. must also be
carefully looked into. Once the action plans are ready, the strategist
must resolve issues relating to allocation of scarce resources over the
entire organisation.
12.2.2 RESOURCE ALLOCATION

While implementing strategies, the scarce resources of a firm
(financial, physical, human, technological) need to be allocated
carefully, according to a plan. In this regard, one can follow a top-
down or a bottom-up approach. In a top-down, approach resources
are allocated through a process of segregation down to the operating
levels. The Board of Directors, Managing Directors and other
members of top management typically decide the requirements of
each subunit and distribute resources accordingly. In the bottom- up
approach, resources are distributed after a process of aggregation

NOTES
from the operating level. A mix of these two may also find favour in
fairly large, multi-plant organisations.
Means of Resource Allocation

There are several ways of allocating resources in a systematic way,
namely:
 Strategic budget: Keeping the assumptions made before the
formulation of a budget, divisional heads (SBUs) and functional
managers focus their efforts on allocating funds, through an
interactive exercise—taking the opinions of all those who matter
most. The external influences and their likely impact and the
internal capabilities of a firm are also kept mind in this joint
budgeting effort (hence, the name strategic budget).
 Capital budget: The primary purpose of a capital budget is to
maximise the long-term profitability of a firm while deploying
resources. Various techniques like internal rate of return,
payback period, and net present value are used to find where a
rupee invested would earn maximum returns.
 Performance budget: Here the basic purpose is to focus attention
on the work to be carried out, services to be rendered rather than
things to be spent for or acquired. It concentrates attention on
physical aspects of achievement. Here, there is not only a work
plan but also a work plan in terms of work done. It takes a systems
view of activities trying to associate the inputs of the expenditure
with the output of accomplishment in terms of services, benefits
etc.
 Zero-based budget: The key element of ZBB is future-objective
orientation of past objectives. Instead of taking the last year’s
budgets and adjusting them for finding out the future level of
activity and preparation of budget there from, ZBB forces
managers to review the current, on-going objectives and
operations. ZBB is, therefore, a type of budgets that requires
managers to re-justify the past objectives, projects, and budget
and to set priorities for the future. The essential idea budget that
differentiates ZBB from traditional budgeting is that it requires
managers to justify their budget request in detail from scratch,
without any reference to the level of previous appropriations. It
tantamount to recalculation of all organisational activities to see
which should be eliminated, funded at a reduced level, funded at
the current level or increased finances must be provided.
ZBB process runs into the following cardinal sequence of steps:
 Decision package: Each discrete department activity and
programme is broken down into a decision package.
Decision package summarises the scope of work,
requirements, anticipated benefits, time schedule, and
expected consequences if the element is not performed, etc.

NOTES
Thus, decision package provides a running commentary of
all the activities in a particular project.
 Ranking: Each decision package is ranked against packages
for other proposed projects or activities, and the projects that
are running (operating) currently. Decision packages are
ranked according to their benefits to the total organisation
during the budget period.
 Resource allocation: The above ranking leads to
‘organisation-wide’ list of prioritised and priced out decision
packages built from zero-base or ground up. Resources are
then allocated to the packages according to the preferential
rank in the organisation. When properly executed, the zero-
base budgeting provides an opportunity for the managers
to carefully examine, evaluate and prioritise each
organisational activity and see whether modification,
continuance or termination is feasible.
Problems in Resource Allocation

Resource allocation, in actual practice, is not an easy job. Strategists
should prioritise tasks that require maximum attention initially
taking political relations, overall objections, external influences etc.,
into account. Each department may fight for garnering a maximum
share of the scarce resources that are available-leading to destructive
conflict and bitter personality clashes. External influences such
as government regulations, shareholder preferences for higher
dividends, credit restrictions imposed by financial institutions also
affect the process of resource allocation considerably. To avoid trouble
at a later stage, strategists need to prioritise everything and decide
budgetary allocations in the initial stages. Many ‘budget battles’ could
be avoided if targets, resource sharing, prioritisation and midway
revisions etc., are decided in an atmosphere of close cooperation
and participation, especially at departmental and divisional levels.
Allocating resources to specific divisions and departments alone
does not mean successful strategy implementation. There are other
troublesome issues to be looked into more closely. After resolving the
knotty issues concerning resource allocation, the strategists should
look for a suitable organisation structure for implementing strategies.
Fill in the blanks:

3. The successful implementation of strategy requires an effective
…………………
4. While implementing strategies, the scarce resources of a firm
need to be ...................... carefully, according to a plan.
5. The primary purpose of a capital budget is to ……………………
the long term profitability of a firm while deploying resources.

NOTES
What are the differences between a zero-based budget and

performance-based budget? Discuss.
12.3 STRATEGY-STRUCTURE RELATIONSHIP

A suitable organisation structure is essential to implement strategies
and achieve stated goals. According to Classical Organisation
Theorists (Fayol, Taylor, Webber), the manager generally determines
the work activities to get the job done, writes job descriptions, puts
people into groups and assigns them to superiors. He then fixes goals
and deadlines and establishes standards of performance. Operations
are then controlled through a reporting system. The whole structure
takes the shape of a pyramid. Thus, the term ‘organisation structure’
describes the framework of an organisation in which individual effort
is coordinated. It is nothing but a chart of relationships.
To be effective, the basic structure is governed by a set of rules and
regulations, reward-punishment systems, information networks,
control procedures etc. The structural components are generally
designed, keeping the requirements of organisational members
in mind, (where they are encouraged to take up the assigned jobs,
meet the expectations of superiors, earn the rewards and keep the
organisation going). Structure, thus, is a means to an end and not
an end in itself. It is there to facilitate the smooth translation of
organisational plans, strategies and policies into concrete action.
Without a proper fit between strategy and structure, there will be
chaos and confusion in the organisation. Various parts do not move
in harmony. Delays, duplications and waste motions may occur with
frustrating regularity. It may ultimately lead to improper use of
facilities and failure to achieve goals. Research evidence also suggests
that structure follows strategy.
Generally speaking, organisations perform more effectively when
they implement strategy with the most appropriate structure, while
evaluating whether an organisation is properly structured and stuffed
to meet the requirements of the strategy, the following questions need
a careful analysis:
Checklist for determining appropriateness of organisational structure:
 Is the structure compatible with the corporate profile and the
corporate strategy?
 At the corporate level, is the structure compatible with the
outputs of the firm’s business units?
 Are there too few or too many hierarchical levels at either the
corporate or business unit level of analysis?
 Does the structure promote coordination among its parts?

NOTES
 Does the structure allow for appropriate centralisation or
decentralisation of authority?
 Does the structure permit the appropriate grouping of activities?
It is, more or less, agreed now that changes in strategy lead to changes
in organisational structure. Structure should be designed to facilitate
the strategic pursuit of a firm and, therefore, follows strategy. Without
a strategy or reasons for being (mission), structure is not important
(David). Institutionalising a strategy definitely requires a strategy-
structure fit. Functional structure is useful when the firm begins
operations at a single site. The emphasis here is on increasing
volumes. As business expands, the firm begins to perform the same
function in different locations. Such geographical dispersal of activity
calls for inter-unit coordination. Vertical integration is the next
growth strategy. Firms operate within the same industry but carry out
additional functions. In the final phase, according to Alfred Chandler,
firms indulge in product diversification – resulting in a large, multi-
divisional structure. Current research indicates that the greater the
diversity among the businesses in multi business firms, the greater is
the necessary degree of decentralisation and self-containment. Four
important guidelines can be advanced in this regard: (Pearce and
Robinson).
 A single product firm or single dominant business firm (where
one business accounts for 70-95% of sales) should employ a
functional structure.
 A firm in several lines of business that are somehow related
should employ a multi-divisional structure.
 A firm in several unrelated lines of business should be organised
into Strategic Business Units (SBUs).
 Early achievement of a strategy-structure fit can be a competitive
advantage.
While trying to relate the structure to strategy, managers have a wide
choice based on how authority relationships are prescribed, how
departments are created etc. The design choices basically revolve
around the following types: the functional structure, the divisional
structure, the profit and matrix forms, the emerging structures like
teams, virtual teams and boundary-less organisations etc.
12.3.1 FUNCTIONAL STRUCTURE

In the functional structure, activities are grouped together by common
function. Each functional unit has a dissimilar set of duties and
responsibilities. In a university, functional structure would mean a
set of departments like marketing, management, business economics,
finance, etc. Thus, similar and related occupational specialities are
grouped together. Functional structure tries to incorporate the
positive aspects of specialisation.

NOTES
The functional structure is a natural evolution of the simple

structure as the organization grows and direct control becomes
difficult or inefficient.
12.3.2 FEATURES OF FUNCTIONAL STRUCTURE

Functional structures are characterised by specialisation of function,
sub-goal emphasis, line staff division, functional relationship and
centralisation and decentralisation:
NMI
Figure 12.2: Features of Functional Structure
12.3.3 ADVANTAGES OF FUNCTIONAL STRUCTURE

 Clarity: Functional design has the great advantage of clarity.
Everybody has a ‘home’. Everybody understands his own task.
As a result, functional structures bring order and clarity to

MS
organisational activities.
Economies of scale within function: It provides economy of scale
within functions. It reduces duplication and waste. For example,
the total floor space shared by several products in functional
organisation leading to economy of operations.
 Specialisation: Each departmental manager is concerned with
only one kind of work and can concentrate all his energies upon
it with minimum diversion. Specialisation being built into the
organisation brings about competitive advantage for the firm. By
putting its limited resources into one specialised activity, ‘even
the small company can compete with the giant corporation on
quantity, delivery and price’.
 Coordination: Coordination within functions is easy. Centralised
decision-making ensures unity of performance.

NOTES
 In-depth skill development: The functional structure also
promotes skill development of employees. Employees are exposed
to a range of functional activities within their departments
allowing them to embody their outstanding skills in every activity
of the company.
 Suitability: The functional type of organisation is best for
small to medium sized organisation producing one or a few
products where the dominant competitive issue and goals of the
organisation emphasise functional specialisation, efficiency and
quality. In fact, Fayol’s model for functional structure was a coal-
mining company where there was only one product, demanding
simple, mechanical operations. The operations were more or less
standardised.
12.3.4 LIMITATIONS OF FUNCTIONAL STRUCTURE

The weaknesses of the functional structure, unfortunately, are
legendary as the following list indicates:
 Effort focus: Every functional manager considers his function
the most important one and develops a narrow dimension of the
organisation. He becomes so enamoured with his own specialty
that he forgets the organisation’s overall goals. In his anxiety to
achieve departmental goals, he may try to subordinate the welfare
of the other functions. ‘The lust for aggrandisement on the part
of each function is the price paid for the laudable desire of each
manager to do a good job.’ Again, functional specialisation may
lead to extremely narrow, dull and boring jobs in the organisation
with routine technologies. Functional structure also contributes
to a short-term perspective on the part of specialists.
 Poor decision-making: No one except the man at the top sees
the entire picture of business. Consequently, decisions are easily
misunderstood and poorly executed. Questions like ‘who is
right?’, ‘who has scored better?’ force organisational participants
into a tug-of-war.
 Sub-unit conflicts: As the functional organisation balloons to a
reasonable size, boundaries are erected between departments.
The structure turns out to be a ‘Berlin Wall Building’.
Coordination among departments becomes a tough exercise. No
one functional group is completely responsible for performance.
As a result, tendencies like buck-passing, sidetracking of issues,
etc., develop. Overlapping authority and divided responsibility
adds to the confusion and chaos prevailing. Accountability
suffers. If functional structure is employed, important projects
may suffer for lack of focused coordinated attention.
 Managerial vacuum: Emphasis on functional skill makes a man
unfit for top management post requiring a broad perspective
on the organisation’s activities. Functional structure does not
prepare people for tomorrow, for it has no position in which a

NOTES
functional head can learn and prepare to handle complexities
inherent in the chief executive’s position. In course of time, a
chronic shortage of top management generalists may be felt.
The weaknesses of the functional structure are legendary. As
the functional organisation grows in size, it ‘rapidly becomes an
organisation of misunderstandings, feuds, empires and Berlin Wall
Building.’ It soon requires elaborate, expensive clumsy management
crutches, coordinators, committees, meetings, troubleshooters,
special dispatchers which waste everybody’s time without, as a
rule, solving much! The problem of coordination between functions
becomes more difficult. The administrative distance between top
management and functional department grows. Divisionalisation or
product organisation structure helps in relieving this position.
Fill in the blanks:

6. A suitable organisation structure is essential to …………………
strategies and achieve stated goals.
7. Changes in strategy lead to changes in organisational …………
8. Functional structure is useful when the firm begins operations
at a ………………………
9. Functional structure tries to incorporate the ………………….
aspects of specialisation.
What are the pitfalls of a functional structure? Discuss.
DIVISIONALISATION: PRODUCT AND

12.4
GEOGRAPHIC FORMS
Divisionalisation is the process of dividing the large functional
pyramids into smaller, flexible administrative units. It is essentially
designed to foster independent and self-contained units. It creates a
set of essentially autonomous ‘little companies’ in terms of product
or geography. It is particularly adaptable to the large and complex
modern organisation.
12.4.1 PRODUCT DEPARTMENTATION

Product or commodity departmentation is particularly adaptable
to tremendously large, complex and multiproduct organisations.
Product departmentation calls for division of organisation work
on product basis. The large functional units in the organisation
are divided into smaller units, each grouped in terms of product
manufactured and sold. Product departmentation increases emphasis
on product development, it helps in orderly and even development

NOTES
of products. Those products, which need to be carefully nursed and
skilfully developed, will receive prompt and improved attention.
Other products whose life is over may be discontinued. In response to
changing conditions, products can be developed, added or dropped.
Figure 12.3: Working of Product Departmentation
Features of Product Departmentation

Product departmentation is characterised by the following:


NMI
Product departmentation focuses on results and performance
than on means. The product structure is organised, basically,
according to organisational outputs.
Product structures involve dismemberment of the monolithic
functional organisation into autonomous units. Within each

MS
of these units lies another organisational form and it’s almost
always of the functional type.
The divisional head is responsible for performance and holds
complete strategic and operating decision-making authority.
The organisation is split into product divisions, each of which is
responsible for its own profit or loss.
 In addition to providing for a central headquarters,
divisionalisation helps in promoting decentralisation in a fruitful
way. It facilitates a wide span of control at the top leading to a flat
organisation structure. It frees the top management for the top
management tasks.
 It is usually adopted by a multiproduct enterprise whose basic
aim is to expand and diversify its products having distinct
manufacturing and marketing features.

NOTES
Merits
The resources of one complete administrative unit are deployed on the
product. All the activities for a single project or purpose are brought
under one manager. It is easy to fix accountability. Procedures and
systems can be standardised, leading to better integration across
different specialities. The different units like marketing, sales,
engineering, finance and personnel are dedicated to the interests of
one or a few related products. All this increases emphasis on product
development, market exploitation, etc. Further, autonomous units
enable a manager to acquire a broad range of experience, the individual
responsibility and independence forces him to face challenges and
run an entire company with its frustrations and satisfactions. Thus,
divisionalised form serves as an excellent vehicle for training and
development of general managers. Managers know what they are
doing and can direct themselves toward the performance of the
whole, instead of becoming prisoners of their own work, effort and
skill. Divisionalised form, further, allows for a wide span of control.
It focuses the vision and efforts of managers directly on business
performance and results. The divisions have the responsiveness,
the accountability and the benefits of specialisation and are able to
process information as if they were organisations unto themselves.
Non-Profitable lines are not allowed to be carried on the backs of the
profitable ones. Whenever necessary the autonomous units can be
lopped off with minimal effect on the entire organisation.
Limitations
Divisionalisation tends to create additional departments and divisions
leading to duplication of effort. The overhead costs of the product
division multiply. There is little incentive to promote cooperation
among divisions. Conflicts are created as divisions and headquarters
argue about where to locate support services. Often, it is difficult
to draw a clear distinction between different units and settle the
priorities. A tremendous amount of managerial time and energy is
wasted on adjudicating disputes between them with reference to
scarce inputs, etc. The smallest adjustment between departments
becomes a trial of strength or a matter of prestige and honour. The
rivalry and territorial protectionism by the individual divisions can
make coordination by headquarters extremely difficult. Further, the
autonomy of divisional manager is exercised within limits and this
breed’s resentment as divisional heads feel that authority is inadequate
to meet the challenges. Divisionalisation makes high human demands
on self-discipline, on mutual toleration, on subordinating one’s self
interest. High-quality managers possessing these exceptional qualities
are rarely available.
12.4.2 GEOGRAPHIC DIVISIONALISATION

Geographic divisionalisation sets up separate regional units, each
self-sufficient in manufacturing, marketing, etc., to cater to the needs

NOTES
of local markets. As organisations grow, they divide their activities
among branches, regional offices or other facilities from the main
centre of their operations. To develop an appropriate sales campaign,
to exploit the latent advantages available in a region or a good
customer service programme, organisations draw a territorial fence
around their operations. Sometimes, the nature of the product also
demands geographical fencing, for example, dairy products, candies,
drinks, etc. In such cases, territorial allotment leads to intensive
exploitation of markets. These days geographic departmentation is
also adopted to avoid the congestion of large urban centres, as well as
the problems of recruiting and utilising labour.
Fill in the blanks:

10. Product departmentation calls for division of organisation
work on ................................. basis.
11. Geographic .......................... sets up separate regional units,
each self-sufficient in manufacturing, marketing, etc., to cater
to the needs of local markets.
Cite some important features of the organisational structure of

Al Qaeda that posed a challenge to military forces fighting it in the
war against terrorism.
12.5 STRATEGIC BUSINESS UNITS (SBUs)

The SBU structure is an extension of the divisional structure. In its
most extreme form, the SBU operates as a separate autonomous
organisation and may periodically send profits to the corporate
parent. Each unit will have a clearly defined strategy, based on its
capabilities and overall organisational needs.
Figure 12.4: SBU Structure
Advantages
 Improves coordination between divisions with similar strategic
concerns and product/market environments.

NOTES
 Tightens the strategic management and control of large, diverse
business enterprises.
 Facilitates distinct and in-depth business planning at the
corporate and business levels.
 Channels accountability to distinct business units.
Disadvantages
 Places another layer of management between the divisions and
the corporate management.
 Unhealthy completion for corporate resources.
 The role of the group vice president can be difficult to define.
 Defining the degree of autonomy for the group vice presidents
and division managers can be difficult.
The SBU’s autonomy will decrease if profits are lower than the
parent expects. The parent may impose controls at various levels to
ward off risks arising out of independent operations at a different
location.
In what way is an SBU structure different from one that is based on

core competencies?
12.6 PROJECT ORGANISATION

The project structure is an effective way of focusing all of the
necessary talent and organisation resources for a given period on a
specific project goal. The best talent is pooled to achieve a specific and
complex undertaking within time, cost and /or quality parameters. It
permits large doses of information and activity to be managed without
overloading the hierarchical structure. The organisation can continue
to focus on its routine activities without interruption. It allows the
main organisation to proceed normally while providing concentrated
attention to a new project.
The project structure is quite similar to product organisation. Project
structures usually have limited life whereas product structures are
created to deal with profitable products having a long life. The project
structure can also be distinguished from the matrix organisation
(the terms are interchangeably employed these days). The project
employees’ in the matrix structure are only lent to the project
managers for a specific purpose, rather than being purely responsible
only to the project manager for some period of time.

NOTES
Figure 12.5: Project Organisation and Its Structure
12.6.1 NATURE OF PROJECT MANAGEMENT

Project manager: Project management calls for the appointment of a
project manager who is responsible for the completion of the project.
The project manager makes sure that the project does not get lost
in the shuffle of organisational activities. He specifies what is to be
done, when it is to be completed, and how much of the resources are
required. In turn, the functional managers decide who in their units
will perform the task and how it will be done. The project manager is
a unifying agent and a focal point for the project activities.
Team members: The project involves members from various
functional departments or from outside. Team members report
directly to the project manager. Membership is temporary. The size of
the group may change with the different phases of the work. As soon
as the project is completed, team members go to another project.
Project authority: A project possesses a vertical as well as a horizontal
dimension. It cuts across the normal organisation structure. A project
manager is expected to work with various functional managers
by seeking their support through persuasive bargaining. He must
convince them that they should help the project by lending its
manager the support needed to finish the undertaking within the
time. In reality, the project managers face an ‘authority gap’. They
do not have authority to promote or reward their personnel. They
lack complete authority over the team and possess what is known as
‘project authority’. Further, in a project structure, the role perceptions
are unclear and lack specificity. The relationship of project manager
with functional heads is quite ambiguous. His authority is more fluid
than in a stable organisation composed of line and staff relationships
only. The project manager is expected to accomplish goals by working
not only with the functional groups of the company but also with
outside organisations. ‘The total project organisation has no discrete
boundaries; it is a complex structure that facilitates the coordination
and integration of many project activities.’

NOTES
12.6.2 ADVANTAGES
 Project management allows maximum use of specialised
knowledge, which is available to all projects on an equal basis.
Knowledge and experience can be transferred from one project
to another.
 Project people have a functional home when they are no longer
required on a given project. In between, they are provided with
stimulating opportunities to participate in the decision process.
 The project structure reduces environmental complexity. It
facilitates rapid collection and processing of new information.
 Project structures are one way of promoting and maintaining
organisational flexibility. Through projects, specialisation
required to achieve a goal is brought together for as long as
necessary, but no longer.
12.6.3 PROBLEMS
 Project structure creates feelings of insecurity and uncertainty
among members. Their relationship with functional members is
unclear. Dual loyalty creates anxiety and tension.
 The project structure is an ad hoc arrangement, having a
limited life. Once the project is completed, the project team is
disbanded. In other words, the project manager and project staff
work themselves out of a job. Some people feel lost without a
permanent department with which they can identify. Security for
such people is threatened when it appears that the organisation’s
only commitment to them is a temporary project. They fear that
completion of the project will mean the end of their job. This can
encourage project slowdowns.
 The project management violates the principle of unity of
command. Role prescriptions are unclear. The relationship
between functional managers and the project manager is not
defined properly leading to ambiguity and conflict.
 The project structure creates insecurity and fear of unemployment
as the project nears completion. Members may even create work
to avoid dangers of being laid off.
 Contacts with the mainstream of organisational life are severed.
Members may be bypassed when opportunities arise in their
fields leading to career advancement.
 Project manager has to perform a tightrope walk: he must build the
team straightaway, obtain cooperation from other departments,
battle to meet the schedule, grapple with cost figures and decide
things quickly. Decisions to sacrifice time for cost, cost for quality
or quality for time are common in most projects and the project
manager must be able to make them without panicking.

NOTES
 The project organisation creates an authority gap for project
managers where responsibility outweighs authority. Most
projects are not self-sufficient. They need support from various
quarters. Top management can easily jeopardise the projects’
success by lack of awareness. Functional cooperation may be
difficult to obtain. All such factors seriously hamper the project
performance.
Can a project structure enhance the efficiency of PPP (public

private partnership on infrastructure projects?
Fill in the blanks:

12. Project management allows maximum use of specialised
knowledge which is available to all projects on an ……………….
basis.
13. The...........makes sure that the project does not get lost in the
shuffle of organisational activities.
14. usually have limited life whereas product structures
are created to deal with profitable products having a long life.
15. A ........... is expected to work with various functional managers
by seeking their support through persuasive bargaining.
16. The.............. is an effective way of focusing all of the necessary
talent and organisation resources for a given period on a
specific project goal.
12.7 MATRIX ORGANISATION STRUCTURE

In the matrix structure, project managers are assigned to a variety
of projects — rather than a single one — whose activities cut across
traditional departments. Matrix structure is simply an extension
of the project management concept. The matrix breaks the unity
of command concept. The classical principle ‘one man one boss’ is
violated. The normal vertical hierarchy is ‘overplayed’ by a form of
lateral influence. The matrix legitimates lateral chains of influence.
At any given time, a number of project managers direct the activities
of a number of projects, while the functional heads allocate their
resources to meet the requirements of these various projects.
Project managers have authority over project employees relative to
the projects’ goals. Decisions such as promotion, salary increases,
employee performance appraisal typically remain a part of the
functional manager’s responsibility.

NOTES
12.7.1 KEY MATRIX ROLES
 Top leadership: The top leader holds the balance of power.
He must be willing to delegate decisions. He must emphasise
direct contact and group problem solving at lower levels so as to
promote effective communication throughout the organisation.
He must also see that the power balance is maintained properly.
 Matrix bosses: Matrix bosses have authority over project
employees relative to projects’ goals. They share subordinates
in common with other bosses. They do not have full control over
subordinates. The functional head’s responsibilities pertain to
functional rules and standards. The project manager acts as
an integrator. He is required to achieve the specific project by
balancing time, cost and performance. Matrix bosses must also
be willing to face one another on disagreements. Managing
highly competent professional employees demands a great deal
of time, patience, and skill from project heads.
 Two-boss managers/matrix subordinates: Matrix subordinates
are often confronted with an agonising choice. He must confront
senior managers on conflicting demands and reach joint
decisions with them. Just like a child adjusting to conflicting
demands from two parents, he is expected to move along with
both managers smoothly. In such dual assignments, as indicated
by Friedlander there is commonly a lack of jurisdictional clarity.
The dual reporting relationship and assignments can cause role
ambiguity, concerns for career development and weakening of
ties with professional reference groups for employees.
12.7.2 STRENGTHS
Many people have sung the praises of matrix organisation forms, from
time to time. In fact, matrix form attempts to achieve the benefits of
both the functional organisation and the product organisation:
 Efficiency: A matrix form permits efficient utilisation of
resources, especially manpower. Resources can be freely
allocated across different products. It facilitates the efficient
allocation of specialists. Specialised knowledge is available to
all products/projects on an equal basis. Further, knowledge and
experience can be transferred from one project to another. Each
project can share the specialised resource with other units,
rather than duplicating it to provide independent coverage for
each. ‘If a project demands half an astrophysicist, it does not
need to support a whole one half occupied.’ It allows the pooling
and sharing to specialised resources across products in a natural,
routine way.
 Flexibility: Matrix forms encourage constant interaction among
project unit and functional department members. The direct and
frequent contact between different specialities in the matrix can
make for better communication and more flexibility. Information

NOTES
permeates the organisation and reaches those people who
need to take account of it. Quick decisions can be taken and
the organisation can encounter the changing and uncertain
environment in a better way.
 Technical excellence: Matrix structures ensure the maintenance
of high technical standards. They facilitate high quality and
innovative solutions to technical problems. Frequent interactions
among project unit and functional department members
encourage cross fertilisation of ideas. Each specialist is forced to
listen, understand and respond to the views of the other.
 Balance: Matrix structure is a way of balancing customer’s need
for project completion and cost control with the organisation’s
need for economic cooperation and development of technical
capability for the future. ‘A better balance between time, cost and
performance can be obtained through the built in checks and
balances and the continuous negotiations carried on between the
project and functional organisations.’ Further, matrix reduces
bureau-pathologies. The dual lines of authority reduce tendencies
of departmental managers to become so busy protecting their
little worlds that goals become displaced.
 Freeing top management: Matrix structure permits decision-
making at lower levels. Since many decisions are made at lower
levels, the top management has more time to interact with the
environment. The top management need not bury itself in endless
daily routine; it can concentrate more on long range planning.
Matrix structure facilitates a rapid managerial response to
changing market and technical requirements.
 Motivation: Traditional organisation structures are based
on the assumption that position level equals contribution
and contribution equals rewards. In other words, the higher
the individual in the organisation, the more authority he
has, the greater the knowledge he possesses; the more he
contributes, and the more he should be rewarded. In many
organisations, this holds good even today. A 60-year-old full-
time professor receives a fat salary of ` 50,000 per month for
teaching Organisation Theory to post-graduate students while
a 25-year-old lecturer receives only ` 15,000 p.m. for teaching
another section of the same course in the university. The reward
structure will be more frustrating in case we assume that the
young scholar had just published two brilliant research papers
while the older one had produced nothing in years. Fortunately,
in matrix structures more emphasis is placed on the authority of
knowledge than the position of an individual in the organisational
hierarchy. Membership of the team is based on special knowledge
for given aspects of the work. As a result, lower level people
can have a greater say in important decisions. The opportunity
to participate in important decisions fosters higher levels of
motivation and commitment.

NOTES
 Development: A matrix structure helps employees to develop and
grow. It enlarges their experience and broadens their outlook. It
exposes them to a wider arena full of challenges. The process of
job rotation helps them to learn something of other specialities;
auditors will learn about marketing, engineers develop knowledge
of financial matters and accountants learn about quality control.
A matrix structure gives persons of high potential an excellent
means of demonstrating their capabilities and make a name for
themselves (employees can acquire either functional or general
management skills depending on their interests). It provides a
stimulating atmosphere more in line with the democratic norms
preferred by scientific and professional employees.
12.7.3 WEAKNESSES
A matrix structure is far from being a cure-all for the embarrassments,
expenses and delays that plague even the best-managed organisations.
They are seen as ‘hurried improvisations’ rather than as ‘thought-
through transformations’. In fact, matrix organisations carry two
diametrically opposed sets of costs and benefits.
 Power struggles: Matrix fosters power struggles between
product and functional managers. Unfortunately, both functional
and product managers share the same set of resources leading
to unhealthy competition. Each manager tries to safeguard his
undisputed control over a given sphere of operations by building
protective walls. For example, functional managers form
coalitions to undermine the power of project specialists. Matrix
intensifies defensive behaviour and hostile attitudes between
managers. It is a sure recipe for personal conflict.
 Stress: Matrix organisations can be stressful places to work in. As
pointed out by R.L. Kahn, et al., stress at work arises from three
factors: role conflict, role ambiguity and role overload. The use
of matrix means use of dual command. Managers often end up
jockeying for power and influence. “The individuals are subjected
to conflicting and confusing expectations from others. The
subordinate becomes a political football of the ‘two superpowers’
in the organisation.” Members of project teams possess only de
facto decision-making power. As a result, important decisions
are vetoed by superiors in preference to decisions based on
individual power and influence. In such ambiguous situations,
accountability becomes unclear. Role overload arises because
of too many demands placed on an individual. An employee is
expected to shoulder normal operating responsibilities as usual
and also find time to participate in endless meetings and tedious
discussions. Additional demands arise from these discussions
leading to an increase in overall workload. Confusion exists over
who reports to whom. The comfort of bureaucracy’s predictability
is replaced by growing insecurity and stress.

NOTES
 Costs: The matrix organisation incurs great administrative costs
than a conventional hierarchy. In an attempt to cover themselves
against blame, managers try to put everything in writing. The
dual chain of command turns the matrix structure into another
form of anarchy. It increases the management costs to double.
The decision-making process is slowed down. Members have
to spend far more time at meetings and discussions than doing
work. More information has to be processed through written
reports.
 Balance: It is rather difficult to strike a stable balance between
project and functional authority. ‘The two kinds of influence are
negatively correlated. The more successful lateral collaboration is
achieved at a given level, the greater are the stresses up through the
vertical hierarchy, with more senior managers resentful of being
bypassed. And conversely, the better the vertical relationships
in the line hierarchy, the more likely the lateral activities are to
suffer from boundary disputes and communication blocks.’
Fill in the blanks:

17. In the................ , project managers are assigned to a variety of
projects — rather than a single one.
18. The ................... breaks the unity of command concept.
19. Matrix forms encourage constant interaction among project
unit and ……..…….
Discuss the demerits of a matrix structure.
In the matrix structure, the authority of the project manager is

generally greater than that given under the more traditional project
management concept. There is usually a more equal division of
authority between project managers and functional line managers.
12.8 NEW DESIGN OPTIONS

To compete effectively, managers have been experimenting with
various design options, especially after the 80s. Let’s briefly explain
these options in the ensuring sections.
12.8.1 TEAM STRUCTURE

The term ‘team structure’ refers to the use of teams as a central
device to coordinate work activities. The bureaucratic structure is

NOTES
not suitable for most of today’s dynamic organisations. Employees
with diverse skills and experience are required to work together
(as teams) to successfully complete complex projects. As such
traditional work areas have given way to more of a team effort,
building and capitalising on the various skills and backgrounds that
each member brings to the team. Team members have a commitment,
purpose, establish specific goals and have the leadership and structure
to provide focus and direction. They are held responsible – individually
and jointly – for results. They rely on each other and develop healthy
interpersonal relations based on trust. They exchange information,
resources, feelings and thoughts freely and openly. The point is that
teams do go beyond traditional formal work groups by having a
collective synergistic (the whole is greater than the sum of its parts)
effect. The basis of these work teams, then, is driven by the tasks at
hand. Involving employees gives them an opportunity to focus on the
job goals. The freedom that they enjoy empowers them to develop the
means to achieve the desired ends.
12.8.2 VIRTUAL ORGANISATION

The virtual organisation is a small core organisation that outsources
major business functions. Dell Computer, for instance, owns no plants
and merely assembles computers from outsourced parts. The core
functions generally reflect the strengths of the virtual organisation-
it can be designing, marketing, distribution, etc. The core group
consists of a small group of executives overseeing activities that are
undertaken in-house and coordinating relationships with outside
organisations that carry out work on behalf of the virtual organisation.
Most of the time of executives is spent in developing and coordinating
links with outside suppliers through computer networks. The major
advantages of the virtual structure are its flexibility. For instance, it
allows someone with an innovative idea and little money – like Dell
Computer – to successfully compete with giant outfits such as IBM.
12.8.3 GLOBALIZATION
It is an organisation that seeks to eliminate the chain of command,
have limitless spans of control, and replace departments with
empowered teams. Let’s explain these briefly. In a boundaryless
organisation, the vertical lines of hierarchy are eliminated. The
pyramidal shape is decimated and a flat organisation structure takes
its place. Functional departments are replaced by cross-functional
teams. A cross-functional team consists of employees from the same
hierarchical level but from different work areas, who come together
to accomplish a task. The attempt is to turn every employee into a
kind of a generalist by putting him in various teams to improve his
skills, experience and ability to get along with others. To this end, the
organisation rotates people into and out of different functional areas.
Lateral transfers are also routinely carried out.

NOTES
Fill in the blanks:

20. …………… seeks to eliminate the chain of command, have
limitless spans of control, and replace departments with
empowered teams.
21. The.............. is a small core organisation that outsources major
business functions.
FACTORS INFLUENCING ORGANISATION

12.9
STRUCTURE
There is no particular type of organisation structure that is best suited
for all enterprises. Even two firms, competing in the same industry
with a similar set of products, technologies, and markets, may find
that a structure that works for one firm may need some modification
in another. The issue depends on several contingency factors such as
size, technology, environment, people etc.
12.9.1 SIZE AND STRUCTURE

There is considerable evidence that an organisation’s size is a
significant influence on structure. For example, consider this scenario:
As an organisation adds more employees, there is more specialisation
and horizontal differentiation. To facilitate coordination, more
managers are needed. This increases vertical differentiation. The
increase in complexity makes it more difficult for top management to
directly oversee what is going on throughout the organisation. Direct
surveillance therefore is, supplemented by formalised rules and
regulations. Finally, with top management further removed from the
operating level, it makes it increasingly difficult for senior executives
to makes rapid and informative decisions. Decision-making is likely
to become more decentralised. The result is that, as the organisation
expands in size by adding more employees, it becomes a decentralised
bureaucracy.
12.9.2 TECHNOLOGY AND STRUCTURE

Technology is another important variable in the design of organisation
structure. To achieve satisfactory performance, managers must design
an organisation with the proper mix of technology, structure and
human behaviour. Technology, in simple terms, is the organisation’s
transformation process. It is the combination of skills, equipment
and relevant technical knowledge needed to bring about desired
transformation in materials, information and people. Technology
looks at how the inputs are transferred to outputs. Broadly speaking,
it is the application of knowledge to perform work.

NOTES
Contingency theories of technology have advanced the following
propositions:
 The type of technology in the organisation influences the type
of organisation structure that should be used. If the type of
structure fits the type of technology, the organisation will be
more successful.
 Different departments and divisions of the organisation use
different technologies. Therefore, the structure of these sub-
units should vary, depending upon the type of technology they
employ. Not all sub-units have to be structured similarly.
 Different types of coordination and control systems are
appropriate for different types of technology.
In short, organisational technology moderates the relationship
between organisation design and organisational effectiveness. The fit
between the type of organisation structure and the type of technology
influences how effective the organisation can be.
12.9.3 ENVIRONMENT AND STRUCTURE

The term ‘environment’ refers to those factors external to the
organisation that influence the effectiveness of the firm’s day-to-day
operations and its long-term growth. Factors such as economic
conditions, changes in market conditions, advances in technology, legal
and political conditions all come within the purview of environment.
Contingency theories of environment have advanced three
propositions, all quite similar to those of contingency theories of
technology. These propositions are:
 The type of environment of the organisation influences the type
of organisation structure, which should be used. If the type of
structure fits the type of environment, the organisation will be
more successful.
 Different departments and divisions of the organisation have
to respond to different environments. Therefore, the structures
of these sub-units should vary, depending upon the types of
environments they face. Not all sub-units have to be structured
similarly.
 Organisations should vary the strategies they use to adapt to their
environments, depending upon how hostile their environment is.
12.9.4 PEOPLE AND STRUCTURE

A major influence on organisation structure is the “stock” of personnel
employed at the enterprise. The attitudes, aspirations, experiences
and roles of organisation members are also related to the structure
of the organisation. It is, therefore, necessary to consider the forces
affecting a subordinate’s behaviour and performance. The desire
for independence, for assuming responsibility for facing challenging

NOTES
jobs, achieving something worthwhile will greatly influence the
organisation structure. Organisations try to accommodate the
psychological needs of employees adequately, the structure selected
should provide meaningful opportunities for members to learn
and develop continuously. Several organisations have already
experimented with such innovations like MBO, job enlargement, job
enrichment, managerial grid etc., in an attempt to provide a more
rewarding environment for their employees.
Choosing the right structure, in any case, is very important because
switching from one structure to another is a costly and time-consuming
exercise. It is as difficult as moving and relocating the Red Fort in
Delhi. Senior management, therefore, needs to identify a structure
that best fits and accommodates the firm’s strategy.
Fill in the blank:

22. As an organisation adds more employees, there is more
specialisation and.............. differentiation.
STRUCTURE AND STRATEGY

12.10
IMPLEMENTATION
Strategies remain useless ‘academic exercises’ unless they are
effectively implemented. This requires proper communication of
plans, strategies and policies to various functional/divisional units;
enlisting the support of people involved in the process; proper
guidance and support of top management; an appropriate structure
and climate suitable to carry out the assigned tasks; allocation of
resources over competing alternatives with a view to maximise
return and establishment of appropriate control points to see that
what has been planned is achieved effectively and efficiently. Strategy
implementation, thus, includes the various management activities
that are necessary to put the strategy in motion, institute strategic
controls that monitor progress, and ultimately achieve organisational
goals.
Of course, no single structure is appropriate for implementing all
strategies. Each firm, therefore, has to choose a suitable structure
that best fits and accommodates its own strategy. Structural choices
have to the made carefully because switching from one structure to
another is a time-consuming and costly exercise.
Strategic Implementation: Expert’s Views

 Steiner and Miner: “The implementation of policies and
strategies is concerned with the design and management of
systems to achieve the best integration of people, structures,
processes and resources in reaching organisational purposes.”

NOTES
 Glueck: “Strategic implementation is the assignment or
reassignment of corporate and SBU leaders to match the strategy.
The leaders will communicate the strategy to the employees.
Implementation also involves the development of functional
policies about the organisation structure and climate to support
the strategy and help achieve organisational objectives”.
 Harvey: “Implementation involves actually executing the
strategic game plan. This includes setting policies, designing the
organisation structure, and developing a corporate culture to
enable the attainment of organisational objectives.”
Successful implementation demands cooperation from all functional
and divisional managers in an organisation. To this end, they must
exchange notes freely, share resources in a spirit of give and take,
take all people along with them, monitor progress continuously, put
everything on track and achieve results in a smooth way. All this
calls for exceptional communication and motivational skills that
help leaders to unite various powerful coalitions in an organisation
effectively.
Fill in the blanks:

23. According to Glueck .............is the assignment or reassignment
of corporate and SBU leaders to match the strategy.
24. Successful implementation demands ……………… from all
functional and divisional managers in an organisation.
12.11 SUMMARY
 This chapter focuses attention on the ingredients of effective
strategy implementation, i.e. building the right kind of
organisation that can support a chosen strategy.
 Successful strategy implementation requires support, discipline,
motivation and hard work from all managers and employees. It
demands a suitable organisation structure to translate ideas into
concrete action plans.
 This chapter basically focuses on the management of internal
organisation for strategy implementation successfully.
 Divisionalisation is the process of dividing the large functional
pyramids into smaller, flexible administrative units. It is
essentially designed to foster independent and self-contained
units. It creates a set of essentially autonomous ‘little companies’
in terms of product or geography. It is particularly adaptable to
the large and complex modern organisation.
 Strategies remain useless ‘academic exercises’ unless they are
effectively implemented. This requires proper communication

NOTES
of plans, strategies and policies to various functional/divisional
units; enlisting the support of people involved in the process;
proper guidance and support of top management; an appropriate
structure and climate suitable to carry out the assigned tasks;
allocation of resources over competing alternatives with a view
to maximise return and establishment of appropriate control
points to see that what has been planned is achieved effectively
and efficiently.
 Organisation Structure: The framework in which the

organisation defines how tasks are divided, resources are
deployed and departments are coordinated.
 Organising: The deployment of organisational resources to
achieve strategic goals.
 Decentralisation: The location of decision authority near
lower organisational levels.
 Departmentation: The process of grouping jobs according to
some logical arrangement.
 Functional Departmentation: The grouping of positions into
departments based on similar skills, expertise and resource
use.
 Product Departmentation: Grouping activities around
products or product groups.
 Tall Structure: A structure that has many hierarchical levels
and narrow spans of control.
 Flat Structure: A structure that has a broad span of control
and relatively few hierarchical levels.
 Matrix Structure: A structure that superimposes a horizontal
set of divisional reporting relationships onto a hierarchical
functional structure.

1. What do you mean by strategy implementation? What are the
important issues involved in it?
2. “Resource allocation is one of the important processes in
an organisation”. Explain. What are the bases for resource
allocation?
3. How are strategies implemented?
4. How does strategy affect structure?
5. Explain the problems in resource allocation.

NOTES
6. Outline the advantages and disadvantages of the following
structural forms:
(a) Functional Structure
(b) Product Structure
(c) Project Structure
(d) Matrix Structure
7. What new design options managers have been experimenting
with in order to compete effectively with other organizations?
Explain in detail.
8. Would you recommend a divisional structure by geographic area,
product, customer or process for a medium sized bank in your
local area? Why?
9. Why do large companies follow the divisional structure of
organisations? Do you think this structural form is superior to
that of a functional form?
10. Explain the factors influencing Organization Structure.


Introduction 1. Employees
2. alignment
Issues in Strategy 3. organization
Implementation
4. allocated
5. maximize
Strategy-Structure 6. implement
Relationship
7. structure
8. single site
9. positive
Divisionalization: Product 10. product
and Geographic Forms
11. Divisionalization
Project Organisation 12. equal
13. Project manager
14. Project structures
15. project manager
16. project structure
Contd...

NOTES
Matrix Organisation 17. matrix structure

Structure
18. matrix structure
19. functional department
members
New Design Options 20. Boundaryless organization
21. virtual organisation
Factors Influencing 22. Horizontal
Organisation Structure
Structure and Strategy 23. Strategic Implementation
Implementation
24. cooperation

1. Refer to 12.1 & 12.2
Strategy implementation is a crucial issue because any
strategy is as good as the effort behind it to move it forward.
Successful strategy implementation requires support, discipline,
motivation and hard work from all managers and employees.
More importantly, it requires a suitable organisation structure
to translate ideas into concrete action plans. The successful
implementation of strategy requires an effective organisation.
People working within a firm should know how their actions
interrelate with the actions of others to support and execute
the firm’s strategy. Functional plans and policies need to be
formulated carefully and implemented with active support from
employees at various levels. These should help employees find
solutions to several operational issues that need to be resolved on
a day-to-day basis. The political factors than come in the way of
effective implementation of strategies should also be understood
properly. Every attempt should be made to remove the irritants
first before minor problems turn into major emergencies later.
Implementing Strategy and Resource allocation are important
issues involved in it.
2. Refer to 12.2.2
Strategic budget, Capital budget, Performance budget and Zero-
based budget are the bases for resource allocation.
3. Refer to 12.2.1
There is no guarantee that a well-designed strategy is likely
to be approved and implemented automatically. The strategic
leader must, therefore, defend the strategy from every angle,
communicate how the strategy when implemented would
benefit the whole organisation and secure the wholehearted
support of employees working at various levels. To keep things
on track, he can list out priorities, programme implementation

NOTES
process, budgets, etc. on paper so that nothing is left to chance.
Formation of a company, operations of a company and winding
up of operations are the ways of strategy implementation.
4. Refer to 12.3
Strategy affects the structure when there is not a proper fit
between strategy and structure due to which there will be chaos
and confusion in the organisation. Various parts do not move in
harmony. Delays, duplications and waste motions may occur with
frustrating regularity. It may ultimately lead to improper use of
facilities and failure to achieve goals.
5. Refer to 12.2.2
Resource allocation, in actual practice, is not an easy job.
Strategists should prioritise tasks that require maximum
attention initially taking political relations, overall objections,
external influences etc., into account. Each department may fight
for garnering a maximum share of the scarce resources that are
available-leading to destructive conflict and bitter personality
clashes. External influences such as government regulations,
shareholder preferences for higher dividends, credit restrictions
imposed by financial institutions also affect the process of
resource allocation considerably.
6. (a) Refer to 12.3.3 & 12.3.4
Clarity, Economies of Scale within function, specialization,
coordination, in-depth skill development, suitability are
advantages of functional structure. Effort focus, poor-decision
making, sub-unit conflicts, managerial vacuum are disadvantages
of functional structure.
(b) Refer to 12.4.1
The resources of one complete administrative unit are
deployed on the product. All the activities for a single project
or purpose are brought under one manager. It is easy to fix
accountability. Procedures and systems can be standardised,
leading to better integration across different specialities. The
different units like marketing, sales, engineering, finance and
personnel are dedicated to the interests of one or a few related
products. All this increases emphasis on product development,
market exploitation, etc. are advantages of product structure.
Divisionalisation tends to create additional departments and
divisions leading to duplication of effort. The overhead costs of
the product division multiply. There is little incentive to promote
cooperation among divisions. Conflicts are created as divisions
and headquarters argue about where to locate support services.
These are disadvantages of product structure.

NOTES
(c) Refer to 12.6.2 & 12.6.3
Project people have a functional home when they are no longer
required on a given project. In between, they are provided with
stimulating opportunities to participate in the decision process.
The project structure reduces environmental complexity. It
facilitates rapid collection and processing of new information.
These are advantages of project structure. Project structure
creates feelings of insecurity and uncertainty among members.
Their relationship with functional members is unclear. Dual
loyalty creates anxiety and tension. The project management
violates the principle of unity of command. Role prescriptions
are unclear. The relationship between functional managers and
the project manager is not defined properly leading to ambiguity
and conflict. These are disadvantages of project structure.
(d) Refer to 12.7.2 & 12.7.3
Efficiency, Flexibility, Technical excellence, balance between
customers need for project completion and cost control,
freeing top management by delegating decision-making at
lower levels, motivation, development are advantages of matrix
structure. Power struggles, stress, greater administrative costs
and imbalance between project and functional authority are
disadvantages of matrix structure.
7. Refer to 12.8, 12.8.2 & 12.8.3
The term ‘team structure’ refers to the use of teams as a central
device to coordinate work activities. Virtual organization and
Globalization are two design options which managers have been
experimenting with in order to compete effectively.
8. Refer to 12.4.1 & 12.4.2
Product departmentation increases emphasis on product
development, it helps in orderly and even development of
products. Those products, which need to be carefully nursed and
skilfully developed, will receive prompt and improved attention.
Other products whose life is over may be discontinued. As
organisations grow, they divide their activities among branches,
regional offices or other facilities from the main centre of their
operations. To develop an appropriate sales campaign, to exploit
the latent advantages available in a region or a good customer
service programme, organisations draw a territorial fence
around their operations. Sometimes, the nature of the product
also demands geographical fencing, for example, dairy products,
candies, drinks, etc.
9. Refer to 12.4, 12.4.1 & 12.4.2
Divisionalisation is the process of dividing the large
functional pyramids into smaller, flexible administrative
units. It is essentially designed to foster independent and

NOTES
self-contained units. It creates a set of essentially autonomous
‘little companies’ in terms of product or geography. It is particularly
adaptable to the large and complex modern organisation.
10. Refer to 12.9,12.9.1,12.9.2,12.9.3 & 12.9.4
Size and Structure, Technology and Structure, Environment
and Structure, People and Structure are the factors influencing
organization structures.
SUGGESTED READINGS FOR

12.14
REFERENCE
SUGGESTED READINGS
 G A Steiner, J B Miner and E R Gay, Management Policy and
Strategy, Macmillan, New York, 1982.
 D F Harvey, Business Policy and Strategic Management, Charles
E Merill, Columbus, 1982.
 W F Glueck, and L.R. Jauch, Business Policy and Strategic
Management, McGraw Hill, New York, 1984; T J Peters and R H
Waterman, In Search of Excellence, Harper & Row, New York,
1982.
 J R Galbraith, Matrix Organisation Design, Business Horizons,
Feb 1971.
 S P Robbins, Organisation Theory, Prentice Hall, N J, 1999.
E-REFERENCES
 http://www.wiley.com/college/man/schermerhorn38755X/
student/ch08/chreview_s_08d.html
 http: / / ed u c a ti o n - por t a l . com/ academy/ l es s o n/ m atr ix -
organizational-structure-advantages-disadvantages-examples.
html
 http://www.slideshare.net/jhullu/new-design-options

C H
13 A P T E R
CASE STUDIES
CONTENTS
Case Study 1: Chapter 1 Strategic Thinking: The McDonald’s Way
Case Study 2: Chapter 2 Prof. Dhar: Strategy for Commercial Success of
his Invention
Case Study 3: Chapter 3 DuPont
Case Study 4: Chapter 4 Maruti Suzuki India Ltd
Case Study 5: Chapter 5 Lakshmi Machine Works Ltd
Case Study 6: Chapter 6 Bharat Petroleum Corporation Ltd
Case Study 7: Chapter 7 Starbucks Coffee Company Expanding into India
Case Study 8: Chapter 8 Symantec’s Strategy
Case Study 9: Chapter 9 Human Resources
Case Study 10: Chapter 10 Organisation Design
Case Study 11: Chapter 11 Aftermath of a Tragedy
Case Study 12: Chapter 12 Differential Toxicity of Particle Constituents

CASE STUDY 1: CHAPTER 1

NOTES
STRATEGIC THINKING: THE MCDONALD’S WAY

McDonald’s opened the second fast food restaurant near Kremlim
(in Russia) in 1993. It used to serve burgers and fries to almost
50,000 people daily in its restaurant on Pushkin square. Despite that
volume, the company earned little profit because the prices were
pretty low. A Beeg Mac in Moscow, for example, is the cheapest in
the world costing slightly more than $1 (compared to almost $2 in
USA) or around 1,100 rubles. Food and drink at the Russian outlets
are sold for rubles daily.
To best employ the billions of rubles that poured in daily, McDonald’s
branched out into real estate. The dollar rents from office space in
the Kremlin tower – badly needed by foreign outfits working in
Russia – would let McDonald’s earn an overall profit, even if selling
burgers does not give the chain much. The tower is owned jointly
by McDonald’s and the Moscow City Council. Big corporate giants
like Coca-Cola, Toyota and American Express have already moved
into the $15 million McDonald’s tower.
The tower is, in a way, the answer to critics who predicted that
McDonald’s could not operate in Russia at Western standards. It
took nearly 14 years for the company to get approval from Russian
authorities. A third outlet opened in August 93. Now, over 98 percent
of ingredients come from Russian sources. The meat, potatoes and
other ingredients come from local firms and are processed at Mc
Complex near Moscow. Quality checks are quite high (40 quality
control checks made on every piece of meat) – keeping in tune with
its overall global standards. To keep costs low, it buys pickles and
NMI
minced onions from local people. It sells milk and bread in Moscow
grocery shops and exports goods purchased through roubles for
resale in the West. Overall, it offers little more than burgers, fries,
drinks and dessert. Despite all these cost-cutting measures, a
simple lunch at McDonald’s costs around 1,000 roubles and that
MS
is a big bite for Russians whose monthly salaries average 25,000
roubles.
McDonald’s experiment in Russia never got off the ground due to
several reasons:
 Politics is uncertain, the economy is weak, inflation is severe,
bribery is universal and Russian service is rotten. It took nearly
12 years for the company to convince Moscow officials about
its ability to get along with the cultural practices of Russia and
set up shop over there. The company immediately built what
is known as McComplex to supply high quality food products
throughout Russia.
 In early 90s, the Soviet Union got dissolved, an unsuccessful
coup was attempted against Gorbachev and impeachment
proceedings were brought against Russian President Yeltsin.
Contd...

for Continuing
Education
CASE STUDIES 389
NOTES
All the while, McDonald’s kept serving hamburgers, without

paying bribes. McDonald’s staying power in Russia is a
testimony to long-term, strategic thinking.
On January 31, 1990, a ribbon-cutting ceremony kicked off the
grand opening of the first restaurant, located in Moscow’s Pushkin
Square. It was the world’s largest McDonald’s, with 28 cash
registers and enough seating for 700 customers, and people lined
up down the block to get their first taste of the famous ‘Big Mak’
because Russian people weren’t accustomed to eating finger food.
However, there was a bit of confusion; after pondering his Big Mak
for some time, one man reportedly ate it with a spoon, while others
took their sandwiches apart and ate them layer by layer! Despite
the cultural hurdles, McDonald’s served 30,000 customers on that
first day of business, with half of all the sales going to the Soviet
Children’s Fund, a national organisation that helps children. Since
then, McDonald’s has grown to more than 240 restaurants in more
than 50 Russian cities — giving employment to over 25,000 people
and serving over 2 billion customers.
1. Explain the strategy adopted by McDonald has to strengthen

their position in Russian market.
2. Analyze the above case study in your own words and
prepare a detailed note on it.
NMI
MS

for Continuing
Education

NOTES
PROF. DHAR: STRATEGY FOR COMMERCIAL SUCCESS OF

HIS INVENTION
Prof. Dhar, a physicist teaching at the Delhi University, told us he
has finally developed a low-cost alternative to the traditional vision-
correcting glasses. The dynamic new product also does away with
the need for a vision test, a visit to the optician or an expensive
prescription. According to Prof. Dhar, the lenses for these glasses
are made from pairs of transparent membranes. Basically, they
will be made of Mylar, an inexpensive plastic made by DuPont. The
spectacle frame will contain a colourless silicone fluid, in two circular
“focus adjusters.” The power of the lenses can be adjusted by twirling
the adjusters which injects the silicone fluid through a tiny hole in
the frame. A thinner lens that reduces magnification can correct
farsightedness and a thicker lens that increases magnification can
correct near-sightedness. The consumer can focus each eye himself
and then seal off the adjusters by sealing the hole. The glasses will
now be ready for use!
Prof. Dhar has spent 13 years working on his invention and wants
to position the product as a low cost alternative to the more
expensive traditional glasses that require optician visits and
prescriptions. Third world countries should be a major market for
these glasses. Here the need for basic vision correction is pressing
(among middle-aged and older people) but there are few eye-care
facilities. Also, a large section of the population cannot afford the
more expensive traditional glasses. Lack of correct vision can take
years off a person’s working life especially in skilled professions
NMI
like tailoring, handlooms, carpet weaving and carpentry etc.
The adjustable glasses are superior to traditional ones as they are
personalised by the buyer himself by using the adjusters. Thus,
they can be sold as a regular consumer product. They are also
cheaper, costing 100 per piece. One of the limitations of these new
MS
glasses, though, is that they cannot correct astigmatism, which
is caused by an irregular curvature of the eye lens. Market trials
in Africa have been encouraging. Prof. Dhar has put together a
management team that is currently working on making this project
a commercial success.
1. How does Prof. Dhar want to help the Indian customers

with their invention?
2. What kind of strategy can be adopted by Prof. Dhar to get
commercial success of his invention in domestic as well as
global market?

NOTES
DUPONT
DuPont’s nylon provides a classic story of new-use expansion.

Every time nylon became a mature product, DuPont found a new
use. Nylon was first used in parachutes, then as a fibre for women’s
stockings; later, as a major material in women’s blouses and men’s
shirts; still later it entered automobile tyres, seat upholstery and
carpeting. The recent discovery that the use of aspirin may lower
the incidence of heart attacks is expected to boost sales in the
analgesic market tremendously (Another discovery that drinking
tea boosts the body’s defences against infection and tea actually
contains a substance that might be turned into a drug to protect
against disease is likely to boost sales of tea throughout the globe).
1. How did new expansion policies help DuPont to gain

success in their business?
2. What kind of expansion strategy was adopted by DuPont to
get commercial success of their diversified business?
NMI
MS


NOTES
MARUTI SUZUKI INDIA LTD

Core competencies of an organisation can be simply defined as a
set of qualities, which are unique to a particular organisation that
cannot be easily imitated by its competitors. Core competencies
are factors which give competitive advantage to the organisation
in its chosen market. Core competencies may be of various types -
technical expertise, relationship with customers, employees’
dedication, manufacturing process, etc. An analysis of the Maruti
Suzuki India Ltd. shows three core competencies: Strong Customer
Base and Brand Image, Well Developed Sales and Service Network
throughout India and Very Strong Knowledge of Indian Market. A
detailed study of these core competencies shows how each of these
core values can improve the company’s competitive advantage.
Strong Customer Base and Brand Image
The MSIL has a market share of about 55% in the Indian passenger
car segment and is the largest manufacturer of small cars in India.
The company have been voted as first by Indian customers for
level of customer service and customer satisfaction. The company
manufactures affordable small cars which serve the needs of an
average Indian customer faithfully and hence have a strong brand
image as the common man’s car in India, which an average Indian
customer identifies with. Such a strong brand image and huge
customer base can sustain the position of the company as the
market leader in the Indian small car segment.
Well Developed Sales and Service Network throughout India
NMI
The Maruti Suzuki India has a strong dealership network
comprising more than 450 cities across India and a huge service
network of more 2,750 franchises of service outlets spreading about
1,300 cities throughout India. Such a widely distributed sales and
service network can help the company to relate with its customers
across India, also facilitates bargaining power with suppliers and
MS
increases profitability.
Very Strong Knowledge of Indian Market
The Maruti Suzuki India has a strong knowledge of the Indian
market which has helped them to grow their sales and market
share in India.
1. How core competencies of MSIL are explained in above

case?
2. What kind of strategy can be adopted by MSIL to get
commercial success of car business in domestic as well as
global market?

NOTES
LAKSHMI MACHINE WORKS LTD

The Coimbatore based, Lakshmi Machine Works Ltd. (LMW),
established in 1962, is one of the three companies in the world
making the entire range of spinning and weaving machinery and
the largest textile machine manufacturer in India. In 1996, it had a
turnover of about ` 600 crore in the ` 1,500 crore-textile machinery
market in India. LMW had a fairly steady and fast growth. Its sales
increased from ` 322 crore in 91-92 to ` 600 crore in 95-96 and the
net profits increased from about ` 44 crore to ` 52 crore during the
same period. On an average, more than 90 per cent of the profits
were ploughed back so that its reserves soared from about ` 52
crore in 1991-92 to ` 176 crore in 1995-96. The assets of the company,
historically valued at ` 450 crore, was estimated to be around ` 1,000
crore in current prices in 1996. LMW, which had a nearly zero debt
position in 1994-95, had a debt of ` 56 crore in 1995-96, necessitated
by its expansion and modernisation plans involving a total outlay
of ` 250 crore. LMW’s capacity was expanded by 40 per cent and a
new foundry was established to meet its requirements of casting. It
also invested ` 60 crore in a big iron manufacturing unit to supply
iron and steel for the company and promoted units to ensure
steady supply of components at reasonable prices. LMW had also
diversified into unrelated businesses such as agro-business like
oil palm-cultivation and floriculture (investment: ` 11 crore) and
granite (investment: over ` 8 crore)
LMW have had no dearth of orders and its order books used to be
full for the next two or three years. Even in 1996-97 when there
was recession it had orders worth more than ` 2,000 crore. As the
NMI
company took 10 per cent of the value of the order as interest free
advance it did not have to seek other sources for its working capital.
Because of the heavy order position, it took 18 to 24 months to
deliver a machine after order was placed with it. The management
planned to bring the delivery time to about 12 months.
MS
The liberalisation has thrown up a number of threats and challenges
for LMW. The competitive environment has been fast changing.
The liberalisation of foreign investment facilitated the entry of
several foreign firms via the joint venture route or the increase
in their stake in the existing ventures. Rieter Machine Works of
Switzerland, who was LMW’s technology supplier and who held
13% equity in LMW, set up a 100 per cent subsidiary in India in 1995.
Technology agreements between Rieter and LMW for some of the
machines had already expired but not renewed and the remaining
ones were not expected to stretch further beyond the expiry of
the agreements. In the new business environment, foreign firms
would not be willing to part with their latest technology without a
controlling or significant stake in the business.
Contd...

NOTES
LMW has set up a full-fledged R&D centre with the aim of

developing its own technology and has increased the allocations
for R&D. The machines of the foreign firms, priced high, cater to
the upper segment of the market. There are textile firms which
use both LMW machinery and that of the foreign firms. The
machines of the foreign firms are generally used for production
for the quality conscious foreign markets. Although the size of the
quality segment is small now, the intensification of competition in
the international market for textile items following the phase out
of MFA as per the Urgency Round Agreement and the expansion
of the premium quality market segment in India are expected to
expand the demand for high quality machines.
One of the important threats faced by the LMW has been the import
of second hand machinery, available at 50 to 60 per cent of the price
of new ones, the customs duty on such machines having cut from
25 to 10 per cent. Although the prices of new machines imported
are 20 to 30 per cent higher than the domestic ones, the delivery
time in respect of them is only 2 to 3 months, compared to 18 to 24
months in the case of LMW.
In 1998-99, the textile industry being under recession, the LMW
faced some serious problems. Most of the spinning mills opted to
postpone their delivery schedules, although they had placed orders
by advance payments. Only some mills confirmed their willingness
to take delivery (and even some of them have been reported to
have gone back on their promise). Yet, LMW had orders worth
` 1,250 crore in hand, which would take at least 18 months to
complete the execution on its enhanced capacity. Since most of the
NMI
textile machinery is tailor-made for each customer, late changes
in delivery schedules cause serious problems. LMW’s inventory of
finished goods in June 98 was reported to be at around ` 90 crore
compared to average monthly inventory of ` 20 crore in 1996-97,
whereas there was not a single machine in stock until the previous
MS
year end. In 1997-98, net profit amounted to nearly ` 25 crore
(about 10 per cent increase over the previous year) on a turnover of
about ` 514 crore. The LMW script (face value ` 100), which ruled
at about ` 12,000 in April 1996 crashed to nearly ` 5,000 in the next
year and tumbled further about ` 1,500 in 1998 but improved to
over ` 2,000 in same year.
1. Make a SWOT analysis of LMW.

2. Suggest measures to overcome the problems faced in the
recessionary situation.
3. Analyze the above case study in your own words and
prepare a detailed note on it.

for Continuing
Education
NOTES
BHARAT PETROLEUM CORPORATION LTD

Burmah Oil Refineries Ltd. was incorporated in 1952 as a joint
venture between Burmah Oil Company, UK and Shell Petroleum
Company by an agreement with the Indian Government to set up
a refinery at Mahul in Mumbai, which went on stream in 1957. In
1976 the Indian Government nationalised the petroleum industry
and acquired 100% equity in Burmah Oil Refineries and named
it Bharat Refineries Ltd. The name was later changed to Bharat
Petroleum Corporation Ltd. (BPCL) in 1977.
BPCL was an integrated refining and marketing company. It
markets a diverse range of products from petrochemicals, solvents,
specialty lubricants, aviation fuel and LPG. The Mahul refinery had
a capacity of 6 million tons per annum and it operated at 127% of
the capacity in the year ending March 2000. It also had an installed
capacity of 98000 MT of benzene, 17600 MT of Toluene, 90000
MT of lubricants and 10950 MT of sulphur. It was the first Indian
industrial unit to obtain ISO 9002 and ISO 14001 certification and
the only Indian Refinery (and one of the 34 refineries worldwide)
to achieve a Level 7 on the International Safety Rating System
(ISRS).
BPCL’s retail network was the third largest in the country with
around 4,500 retail outlets (petrol pumps/gas stations), around
950 dealerships for kerosene and light diesel oil, and 1200 LPG
distributors. It had 22 LPG bottling plants, 3 lube blending and
filling plants, 6 port installations, 13 aviation service stations,
67 company operated depots and 23 dispatch units. It completed a
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250 km long cross-country pipeline between Mumbai and Manmad
in March 1998. It had a market share of around 22% in petroleum
products and 20% in LPG. In 2000, the total sales grossed over
36,000 crore of rupees and 18.86 million tons of petroleum products.
Industrial customers contributed to 27% of sales, LPG 7%, aviation
fuel 3% and lubricants 0.5% of the total sales. The refinery and the
MS
marketing infrastructure are considered the best in the industry
and most efficient.
Designing the New Structure
There was a clear consensus among the change management team,
top management team and the consultants that the functional
structure would not be able to sustain initiatives taken to create the
customer centric organisation. The obvious solution was to create
customer centric Strategic Business Units (SBUs). The change
management team with assistance of the consultants considered
various options. The redesign process took about a month. The
CMD was personally involved in this. To prevent any interference
from day to day activities he officially took leave and presented
himself as a resource person. The change team discussed the
various choices in structure with all the stakeholders. There were
Contd...

for Continuing
Education
NOTES
apprehensions among senior managers regarding the new structure

and no consensus emerged on the new structure. Politicking and
power plays were observed, with each function trying to retain
the existing status in terms of power and control. Finally the
CMD personally called for a meeting of the functional heads and
other senior managers. Asking the group to discuss, negotiate and
come with a concrete solution acceptable to everyone, he locked
the room and waited outside. Finally a design was approved that
was acceptable to all. The final structure was not the optimum
structure as envisioned by the change team but one acceptable to
all the members of the top management team.
Implementation
The new structure was rolled out in phased manner to ensure
effective implementation. The new structure was first implemented
in the LPG SBU. Based on the experience, the new design was
implemented across the organisation with necessary modifications.
Further, in each of the proposed SBUs specific regions were
identified and the new structure was implemented to verify the
smooth functioning before full implementation.
Organisational Structure
The older structure was functionally organised. There were mainly
four functions (refineries, marketing, finance and personnel) each
headed by an executive director reporting to the CMD. Other
support departments like corporate affairs, legal, audit, vigilance,
coordination and company secretary were directly under the CMD.
The Director refinery was in charge of refinery, corporate planning,
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JV refineries and special projects. Other than corporate finance
and marketing finance EDP was also under the Director finance.
In marketing, there were different departments for retail, industry,
LPG, lubricants and aviation segments. Corporate communication
was also under Director marketing. The whole of India was divided
MS
into four regions and further into 22 divisions. Each region was
headed by a Regional Manager who was in charge of all activities
within the region and reported to the Director marketing. Each
region had a manager in charge of each of regional personnel,
regional engineering, regional industrial customers, regional
retail, and regional finance. Regional LPG was under regional
industrial customers. The division was the responsibility of the
Divisional Manager reporting to the Regional Manager. He had a
manager each for sales, operations and engineering. Each of these
was responsible for sales, depots and engineering respectively for
all the customer segments. Across the marketing function, except
for the corporate departments (LPG, industrial customer, etc.)
specifically looking after a customer segment, every individual
and role is focused on multiple customer segments. For example
any strategy addressing the industrial customers originates from
the Corporate Department (Industrial Customer), goes via the
Contd...

CASE STUDIES 397
NOTES
Director Marketing, Regional Manager, Divisional Manager to the

Sales Officer. All of them are responsible for multiple customer
segments like retail, LPG, industrial, etc. and deal with different
classes of customers. Hence, there was very low customer
awareness in terms of the unique needs of the different customer
segments, with no single individual at the operational level having
clarity on any single customer segment. Moreover, the marketing
strategy was formulated by people who were far from the customer
with very low understanding of the customer they were targeting.
The implementers were responsible for diverse customers with a
low understanding of the logic of these strategies meant for each
customer segment. Thus, the old structure had created a bottleneck
between the strategy formulators and implementers in terms of the
regional structure, and between the field staff and the corporate
offices and refinery. Activities of a business process are spread
out across different functions and levels of hierarchy, engaging
many individuals. There was a long chain of non-value adding
linkages between any two activities targeting a business/customer.
For example, when an industrial customer gives a special order of
lubes to the sales officer, the corporate lubes purchases the base oil,
plant blends it, S&D packs it and the sales officer sells it. The Sales
Officer would communicate the order to the Divisional Manager,
who passes it on to the Regional Manager. Then the order would be
routed to the Corporate Lubes for processing. Everyone involved
in the activities of this process belong to different functions and
hierarchy levels. This long chain of communication had led to a
lack of customer orientation, low awareness of customer needs and
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expectations and slow response.
New SBU Structure
The new structure was focused on the business processes and
the customer. The new structure at the top management level
is the same. Five SBUs – Retail, Lubes, Industry/Commercial,
MS
LPG and Aviation are customer-centred SBUs and come under
the director (marketing). The sixth SBU, Refinery along with
two new departments IT & Supply Chain and R&D are under
the director (refineries). Each SBU would have its own HR, IS,
finance, logistics, sales, engineering, etc. The number of layers in
the organisation was reduced to four from six or seven. The major
change is the introduction of the territories covering a smaller
geographical area and focusing on specific customer segments. In
retail SBU the new structure had 66 territories reporting to the
four regional offices, whereas in the earlier structure there were
only 22 divisions which catered to all segments. In other SBUs
the regional office was removed and territories were designed to
directly report to the SBU heads. Each territory team leader was
responsible for sales in the territory only for a specific product.
The territory structure was designed to enable the field staff to
focus on specific customer segments. Authority was also delegated
Contd...

NOTES
down the hierarchy and decision making pushed to the lowest

possible levels. Decisions earlier taken at the regional level were
taken now at the territory level. Further authority was delegated
to the role and not the hierarchy level. Administrative offices have
been moved to supply locations that consist of 125 terminals for
main fuels and 35 LPG bottling ones. In LPG SBU head office
there are only nine personnel and across the territories even
managers at senior positions have been forced to get business. The
new design incorporated recalibration of roles and responsibilities
and redeployment of more than two thousand people (around one
fifth of total employee strength) across the organisation. It created
new roles at the front effectively using redundant manpower to
increase customer interface and interaction. Since the corporate
and support functions are now located within the SBUs the
new design included lateral linkage mechanisms. Governance
Councils, Process Councils, and Task forces (to address specific
organisational issues) were the mechanisms for integrating the
different parts of the organisation.
Some salient features of new structure were:
 Highly empowered work force
 Decentralised decision making
 De-linking of authority from hierarchical levels
 Orientation towards internal and external customers
 Regular market research and customer surveys
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 Conscious brand building efforts
Addressing the participants of a Top Management Program at IIM
Ahmedabad Mr Sundararajan stated “One can be prepared to face
the tiger but we will never know how one will behave unless one
faces the tiger. I feel we are prepared for full deregulation but we
will know how much only when it becomes a reality.”
1.
2.
MS
Prepare a detailed note on the SBU structure for BPCL.
Suggest measures to prepare and formulate the SBU
structure for BPCL.

for Continuing
Education
NOTES
STARBUCKS COFFEE COMPANY EXPANDING INTO INDIA

Current Situation
Starbucks is a provider of high-end coffee products and more
importantly, a relaxed experience. Starbucks as it is known today
was purchased in 1987 and has seen tremendous amounts of
growth over the years. The company is known globally and does
business internationally, although it’s headquartered in the United
States. Starbucks has historically had a differentiation strategy,
with prices comparably high and uniquely high-quality products,
service and environment for the consumer. This differentiation
strategy is used with a horizontal growth strategy internationally.
Starbucks currently has a market expansion strategy focused
around Asia, and has recently seen both problems and great sales
figures arise from this market in China and Japan. The objective
of this strategic campaign is to capitalise on the highly dense Asian
market, with its high population and growing wealth. In 2002,
Starbucks announced that it intended on breaking into the Indian
market, however has failed to do so four years later. The problem
facing Starbucks right now is whether or not to expand into India
and if the company were to expand, how it would go about doing
so. If Starbucks does decide to expand into India with a promising
strategy, there is still the problem of finding a suitable partner
currently in India to form a partnership with. Environmental
scanning involves the external factor analysis and the external
opportunities and threats that face Starbucks. These will later
be addressed in terms of how they can be taken advantage of or
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avoided. The opportunities that Starbucks may take advantage
of are the Indian interest in Western brands, the geographic
popularity of coffee, the characteristics of the Indian population,
and the market for the product. Threats to Starbucks include the
obesity and obesity-related disease rate in India, the beverage
habits in India, barriers to entry, the conflict seen within global
MS
policies, and established competition. The internal factor analysis
shows the internal strengths and weaknesses that Starbucks has
and will either use to an advantage or try to minimise. Starbucks’
strengths include its strong company mission, vision and values,
the company’s brand awareness, the experience Starbucks has in
expanding into global markets, high buying power and high quality
products. Weaknesses of Starbucks include the lack of a presence
in India, which is a highly populated country, Starbucks’ premium
priced products, small product breadth and the company’s
corporate structure. These external and internal factors are then
combined in the strategic factor analysis show the most influential
factors of a company’s environment. The internal factors chosen
by a weighted score include the experience in expanding into
global markets, the strong company mission, vision and values,
the small product breadth and the premium priced products.
Contd...

for Continuing
Education
NOTES
The external factors chosen based on a weighted score include the

Indian population, the geographic popularity of coffee, established
competition and beverage habits in India. These factors are also
given a time range in regard to when they affect the company, such
as Starbucks’ experience in expanding into global markets will
help them in the long run rather than immediately in the short run.
These important factors of the environment are then used in a
TOWS Matrix to show different business strategies that can be
used based on these factors. One SO strategy that can be used is
to examine past successful global expansions in Starbucks’ history
and imitate the methods used there and the lessons learned in
these countries. An example of a ST strategy is to acquire the best
Indian ingredients for local Indian tea for use in Indian Starbucks.
One WO strategy within the TOWS Matrix is to increase product
breadth by adding more varieties of coffee, beverages, snacks, etc.
This is more likely to appeal to a broader range of the population
and will make it easier for Starbucks to penetrate into the Indian
market. A WT strategy that Starbucks may wish to use is to set
a price penetration strategy when first expanding into India. It
has been stated that Starbucks will adjust its prices for India, but
these prices should be lower than the competitors’ in order to gain
immediate customers.
Recommendation
It is recommended that Starbucks expand into India immediately,
as to avoid letting its current competition expand. Starbucks
cannot carry over its same business operations as it had in other
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countries however, and must instead adapt and change as it did
in Japan. Recommendations for the expansion of Starbucks into
India include: Contact Pantaloons Retail in regards to forming
a partnership in India. This possible partner has over 100 stores
in Indian cities, where the target market of Starbucks lives. The
partner also owns Big Bazaar, Food Bazaar, and Pantaloons, which
MS
have comparably high sales and would be good start-off locations
for Starbucks outlets. The group has revenues of $10.73 billion, as
of 2005. Advertise heavily in urban areas. This is where Starbucks’
target market lives, so this should be where the Starbucks’ brand
is recognised the most. Use the challenges faced when expanding
into China and Japan as examples to adapt quickly to the customer
need. Certain needs can be met to satisfy the new customer base
while still maintaining the same vision, mission and values. Adjust
Starbucks positioning to reflect its differentiation strategy. The
local competition already has a dominating amount of market share
and provides the service in India that Starbucks is known for in the
U.S., only better than Starbucks does. Instead of being known as
the place to get gourmet coffee in India, position Starbucks to be
the place to relax in style with a coffee. Continuously analyse the
competition’s expansion methods.
Contd...

CASE STUDIES 401
NOTES
Starbucks has vast experience expanding and can capitalise on any

mistakes made by the competition. Consider expanding product
breadth in the future to include a larger variety of tea-based
products, primarily iced teas, and preferably using Indian-grown
ingredients. This larger product line should also include spices
that may mix well with tea, coffee or other Starbucks products. It is
believed that if Starbucks uses this strategy with these guidelines,
then it will be able to effectively expand into India.
Strategy Implementation Plan
Starbucks must contact Pantaloons Retail to form a partnership
with this company. In doing so, Starbucks will have its foot in the
door in India. Pantaloons Retail also operates several chains of retail
stores, which Starbucks could set up small outlets inside of, or in
cooperation with. It is also likely that the experience this partner
has with the food industry (Food Bazaar) in India will be beneficial
to the initial Starbucks development team. It can only be assumed
through the company’s current fiscal situation and its projected
sales that Pantaloons Retail has high brand name recognition and a
good reputation in its field, which is essential in a partnership with
Starbucks. Starbucks will be implementing a market expansion
strategy, focused around horizontal growth through differentiation.
Action Plan
CEO, Howard Schultz, must contact CEO of Pantaloons Retail
about forming a partnership in India. This is the first step in
forming a partnership with the firm, so this action must be
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taken immediately. In three months, plans for the installation of
Starbucks outlets in Pantaloons Retail owned centres must be
underway. If partnership is agreed upon, nine months is the cut-off
date in which one Starbucks outlet is to begin construction within
a Pantaloons Retail store. As a precaution, Howard Schultz should
remain in contact with another possible partner, the K Raheja
MS
Group. Operations managers should inquire with third party
manufactures in India about the local supply of raw materials,
and focusing on acquiring locally grown ingredients for spices
and teas. This action must start immediately, at least six months
prior to the first opening of a Starbucks branch in Mumbai, India.
The CEO will be directly responsible for overseeing the timeliness
and effectiveness of this action. This is expected to lower variable
costs due to non-international shipping, with a contingency plan
of shipping raw materials from Starbucks’ prior roasting facility
in Kent. An international advertising team will be sent to Mumbai,
India, two months prior to the installation of the new Starbucks
branch to ensure proper advertisements are in place for the
incoming store. This team will stay abroad for one year until a
localised advertising team can be trained in India. The CMO will
be responsible for overseeing the timeliness and effectiveness
Contd...

NOTES
of this team. This action is in an attempt to increase sales, but

requires a high rate of fixed costs in terms of advertising expenses
and salaries. The contingency plan for this action is to hire a local
advertising consultant firm located in India. This may drastically
modify the general message of the marketing mix of Starbucks in
India, and may be more expensive, but may be more effective in
reaching the target audience due to cultural familiarity.
Evaluation and Control
Starbucks encountered several problems when expanding into
China and Japan, which need to be avoided when expanding into
India.
Japan: Starbucks locations too close in proximity, Lacked enough
food options for Japanese culture, No-smoking policy conflicts with
Japanese societal habits, High rent, High cost of labour Starbucks
didn’t have a roasting facility in Japan.
China: Many opposed a Western coffee chain in China - traditionally
a tea country and dominance of instant coffee intense competition.
These concerns will be assessed and adjusted if needed, every
quarter, using the balanced scorecard approach as follows:
 Financial: How are Starbucks sales figures progressing
compared to the projected sales for the year in India? Are
any locations of Starbucks gaining/losing profitability? Is this
due to close proximity to another Starbucks? Is Starbucks
in India keeping up with the growing market trends towards
coffee in India? If not, compare to competition and instant
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coffee manufacturers. How does the contribution margin of
Starbucks in India compare to other international markets?
Is there a higher fixed cost/variable cost rate that needs to be
allocated for and if need be, used to readjust pricing?
 Customer: Conduct in-store surveys bi-annually to get
MS
customer feedback and suggestions. This will give insight
into any problems like lack of variety in food or problems
with Starbucks policy like the no-smoking policy. Conduct
geographical surveys to see if any region is less likely to
have Starbucks consumers in it. This may be due to cultural
opinions towards Western business expansion.
 Internal Business Perspective: Examine weak points within
the new Starbucks outlets in India on an individual basis. Are
there any outlets that do not reflect the differentiation strategy
used by Starbucks? How can this be adjusted?
 Innovation and Learning: Are sales and brand awareness
increasing at a rate in India that would warrant further
expansion? Are there opportunities that are not being taken
advantage of? After these evaluations are assessed, control
Contd...

CASE STUDIES 403
NOTES
can be implemented on an organisational level. After every

financial quarter, these factors must be recognised and
adjusted to maximise Starbucks’ market expansion growth
strategy and ensure a solid future for Starbucks in India.
1. Prepare a SWOT Analysis and TOWS Analysis for Starbucks

for Indian market scenario.
2. Suggest measures and strategy for Starbucks for successful
expansion in Indian market.
NMI
MS


NOTES
THE CASE OF GLAMOUR POSITIONING
Lyrix was an acquisition that made MAS limited proud, no doubt.
And its Managing Director, Shrishti Tandon, 44, was rather enjoying
the business of marketing a 60-year-old brand with such awesome
credentials. As a pioneer of sunglasses designed to block ultraviolet
and other harsh rays, the brand had proven its eyecare expertise
before it was adopted as a standard accessory by film stars, at first
as a shield against glare (their natural defences having weakened
by hours of arclight exposure), and then as part of their offscreen
persona. Slowly but surely, Lyrix became so well associated with
glamour and fame that it became a fashion statement. And so it
continued.
Of late, however, it was floundering a bit. And Tandon was worried.
Market growth was not the issue: it was doing double digits. The
trouble was that it was no longer the only big name around. In just
about a year, fresh competition had lowered Lyrix’s marketshare
from 55 to 50 per cent. The brand was doing particularly badly with
female buyers. Its classic design, for example, was seen as rather
too masculine, too functional and too under-stylised. The hot new
shades from the Italian fashion houses, on the other hand, were all
the rage on college campuses.
Uday Agarwal, 34, Marketing Manager, MAS, thought it was time
to rethink the brand’s strategy, starting with the product portfolio.
“Fashionable metro consumers are asking for and willing to pay
for the latest international styles,” said Agarwal, “Their media
exposure to global glamour has risen exponentially, and everyone
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wants to be ‘with it’.”
“But we have some of the latest styles,” objected Tandon, “and
they’re being endorsed by some of the coolest celebrities.”
Agarwal wasn’t impressed. “Our last few promotions, even with
cricket celebs, weren’t runaway successes though,” he countered,
MS
aware that Tandon had seen the sales charts. “I think we have to
question our earlier assumption that rising fashion consciousness
will work in our favour.”
“Don’t go just by the upper-crust,” said Tandon, “this is a vast
country, and we still have half the market.”
“Half, and falling,” said Agarwal, gloomily. “Besides, with multiple
ownership rising, the upper-end matters a lot.”
Tandon paused for a moment’s thought. The days that the brand
advertised itself as a UV ray filter were long past, and for most
of the 1990s, the thrust had been to raise volumes by expanding
distribution (to B and even C class towns), containing prices within
the Rs 1,000-2,000 band, and appealing to the fashion aspirant.
The brand, thus, had been portrayed as an accessory for the cool,
Contd...

NOTES
confident individual who was not afraid to be him or her self. The
emphasis was on the classic model. Over-styling, it was reckoned,
would’ve put this consumer off. In the past two years, Lyrix had
used an edgy TV campaign to give itself a more yuppie image. But
the product range remained the same, with a few additions here
and there. So it was natural, Tandon was willing to concede, that
Lyrix was seen by youngsters as a serious brand for the 35-plus.
“I feel that youngsters want sleek and snazzy designs that stand
out,” said Agarwal, “the kind that make a statement not just by
virtue of being sunshades, but by giving a distinct look to the face.”
Tandon nodded unconsciously. Was the market changing
faster than she’d noticed? It was true that the entire shopping
environment had got spruced up, of late, with glitzy malls opening
up. Merchandising standards had risen sharply. Indian film stars
had turned trendy even by international reckoning. And the typical
youngster did not want to be typical any more. Blending in was
out, standing out was in.
And the droolworthy sunshades displayed at the spiffy new
superstores, Tandon realised, were not Lyrix pairs, but a clutch of
other imported brands. Yet, volume growth was important to her,
and here, a major part of the battle was tackling the unorganised
sector-the Lyrix counterfeits that damaged people’s eyes but
continued to attract people with their throwaway prices.
“Uday,” said the managing director, “I appreciate your worries
about the top-end, but there’s a bigger picture to work on. Staving
off the fakes is our leadership responsibility. And for that, I think
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we need to re-emphasise the eye-care attributes of the brand.”
Agarwal was alarmed. “Abandon the glamour positioning?” he
asked, his eyebrows raised high.
“I didn’t say that,” replied Tandon, aware that the lifestyle motive
MS
was still stronger than the ray-protection motive. “And don’t give
me that Jim Carrey look from ‘The Truman Show’-you know that
the brand has a lot of science behind the starry sex appeal.”
“Yeah, sure,” admitted Agarwal, “we must do whatever is
strategically necessary.”
“Good,” said Tandon. “Now why don’t you work out the potential
sales boost we can get from attacking the fakes? Income levels
have risen at lower socio-economic levels as well, and we may
get bigger volumes here, than by worrying about Pavretti, Milano
and other highfalutin labels. Besides, we must never alienate the
lifelong Lyrix loyalist-who has expectations of the brand on various
rational and emotional levels.”
Agarwal felt his gut churn. Would this spell the end of his new
marketing proposal, he wondered.
Contd...

NOTES
Tandon continued. “We need to address both the hip and the health
market ,” she said, “that’s what Lyrix’s brand heritage is all about-
you know that.”
Agarwal sighed. And then spoke. “Oh, I’d thought we could turn
our product lines a little more lyrical, go all out for the hip college
campuses and then adopt music as a brand theme. I found this
interesting number by a band called Timbukthree...” He snapped
on his pocket player for a demo. ‘Am doing alright, gettin’ good
grades, the future’s so bright, gotta wear shades ...’ went the chorus,
sounding appropriately collegiate. “It’s an ‘80s track, so I think the
core consumer would also go for it,” he said, hopefully.
Tandon said nothing.
1. How should Lyrix reposition its brand to beat competition?

2. How can Lyrix differentiate itself as a premium brand?
3. What course of action would give Lyrix a hipper, younger
spin, while allowing it to keep its ‘establishment’ credentials
intact?
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MS

NOTES
HUMAN RESOURCES
The president has called a meeting to get your feedback on Jack,
a department manager. Jack is what some people call “from the
old school” of management. He is gruff, bossy, and often shows an
“it’s my way or the highway” attitude. Jack is about five years from
retirement.
Jack has a high turnover rate in his department. There have
been several complaints on company surveys about him from
his department and from outside his department. People have
commented on the fact that Jack is “rude” during meetings and
doesn’t let others contribute. There are times when he has belittled
people in meetings and in the hallway. He also talks about his staff
“critically” or “negatively” to other managers.
But Jack also is a brilliantly talented person who adds a vast
amount of needed knowledge and experience to the company. He
is extremely dedicated to the company and lets people know this
by his arrival each day at 6:30 a.m. and his departure at 6:00 p.m.
He has been with the company for 32 years and he reports directly
to the president.
Jack has gone to the HR department and complained that the
people his supervisors hire are not a good fit for the company. The
new employees don’t listen and they have a poor work ethic. Jack
feels that HR should do a better job screening people.
1.
2. NMI
What suggestions do you have for the president on how to
coach Jack and develop a personal improvement plan?
What areas would you suggest be first on Jack’s improvement
plan?
MS


NOTES
ORGANISATION DESIGN
Matt owns 10 mobile phone shops located across Northern Ireland.
Although each outlet trades under the same name, Chatz, they
are all very different. This is because Matt has always allowed the
manager within each shop to have complete control over their
respective outlet. Therefore, each of the stores has its own unique
character in terms of store layout, presentation and location. They
stock different brands of mobile phone and accessories and buy
from different suppliers. Each of the stores is promoted locally.
Whilst this approach has served the business well in the past, Matt
is planning to appoint a Purchasing Manager to take responsibility
for stock purchases for all outlets. Increasing levels of competition
from national supermarkets and changes in consumer tastes have
convinced Matt to centralise the decision-making process within
Chatz. It is anticipated that many of the current responsibilities
undertaken by store managers will be transferred to Head Office
within the next 3 months. In considering the appointment of
a Purchasing Manager, Matt is conscious of the need to widen
the ‘span of control’ that this individual would have, to include
supervisory duties related to successful management of stocks
and the warehouse operations. Matt owns 10 mobile phone shops
located across Northern Ireland. Although each outlet trades
under the same name, Chatz, they are all very different. This is
because Matt has always allowed the manager within each shop to
have complete control over their respective outlet. Therefore, each
of the stores has its own unique character in terms of store layout,
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presentation and location. They stock different brands of mobile
phone and accessories and buy from different suppliers. Each of
the stores is promoted locally.
MS
1. Explain what is meant by ‘organizational design’.
2. Explain two ways in which Matt could design the
organization structure of Chatz.

NOTES
AFTERMATH OF A TRAGEDY
Shortly after midnight, on December 3, 1984, outside Bhopal, India,
a cloud of deadly methyl isocyanate gas leaked from a pesticide
plant, owned by the Indian subsidiary of Union Carbide. The
choking gas covered the town, quickly killing hundreds – including
many children, who were less resistant to the gas than adults – and
forcing Bhopal’s 6,70,000 inhabitants to flee in panic. By the end
of the week, more than 2,000 people had died from inhaling the
gas, and 150,000 more had to be hospitalised for respiratory and
eye damage, making Bhopal’s ‘night of death’ the worst industrial
disaster in history. Images of stunned families burying or burning
their relatives and blaming Union Carbide for their agony were
broadcast worldwide.
There were immediate repercussions for Union Carbide and for
the chemical industry as well. The Indian government accused the
plant management of failing to take adequate safety precautions and
indicated that it held the parent company ultimately responsible.
Lawsuits brought by American lawyers on behalf of the victims
asked for billions of dollars in compensatory and punitive damages
and threatened to send the company into bankruptcy. Union
Carbide’s stock price plummeted; it halted production of methyl
isocyanate at its West Virginia plant that produced the chemical in
the United States.
Officials in the United States and India called for increased
regulation and inspection of chemical processing plants. Many
US localities considered passing “right-to-know” laws that would
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require chemical companies to provide detailed information about
hazardous materials to the employees who make them and to
residents living near the plants. Several companies countered with
voluntary right-to-know programmes to head off public sentiment
for government regulation. In the wake of protests against Union
Carbide in other parts of the world, some multinational corporations
MS
claimed that the Bhopal disaster had chilled the international
climate for US business.
Union Carbide, which had earned an above-average record on
industrial safety over the decade preceding the disaster, appeared
paralysed by the magnitude of Bhopal’s suffering. Corporate
Chairman, Warren Anderson, rushed to India to inspect the site
and was briefly arrested by Indian authorities. Union Carbide’s
one lakh employees observed a moment of silence for the dead and
injured; many donated money for disaster relief. Top management
spent sleepless nights grappling with the company’s crushing
problems and its uncertain future. Morale at the company was
low; production at many plants temporarily dropped. However,
while expressing profound sympathy for the Bhopal victims and
promising to make a fair restitution, Union Carbide maintained
its essential innocence. “There’s no criminal responsibility here,”
Contd...

NOTES
said Anderson. Shortly after midnight, on December 3, 1984,

outside Bhopal, India, a cloud of deadly methyl isocyanate gas
leaked from a pesticide plant, owned by the Indian subsidiary of
Union Carbide. The choking gas covered the town, quickly killing
hundreds – including many children, who were less resistant to
the gas than adults – and forcing Bhopal’s 6,70,000 inhabitants to
flee in panic. By the end of the week, more than 2,000 people had
died from inhaling the gas, and 150,000 more had to be hospitalised
for respiratory and eye damage, making Bhopal’s ‘night of death’
the worst industrial disaster in history. Images of stunned families
burying or burning their relatives and blaming Union Carbide for
their agony were broadcast worldwide.
There were immediate repercussions for Union Carbide and for
the chemical industry as well. The Indian government accused the
plant management of failing to take adequate safety precautions and
indicated that it held the parent company ultimately responsible.
Lawsuits brought by American lawyers on behalf of the victims
asked for billions of dollars in compensatory and punitive damages
and threatened to send the company into bankruptcy. Union
Carbide’s stock price plummeted; it halted production of methyl
isocyanate at its West Virginia plant that produced the chemical in
the United States.
1. What are the key issues in this case?

2. What do you think the long-term effects of the disaster will
NMI
be on the company?
MS

for Continuing
Education
NOTES
DIFFERENTIAL TOXICITY OF PARTICLE

CONSTITUENTS
For regulatory analyses and other risk assessments addressing
PM, it is important to know whether different particle constituents
have different levels of toxicity, as control strategies may target
some particle constituents but not others. This question has been
looked at extensively by the EPA and others, with the conclusion
that the literature was not yet sufficient to develop constituent-
specific concentration-response functions. As discussed in our
recent publication, the literature could be insufficient because of a
lack of relevant studies, or because the studies had methodological
limitations or substantial variability in approaches that makes it
challenging to synthesize the literature.
Our analysis was conducted in two stages. In the first stage, we
formally examined and synthesized the published epidemiological
literature to determine if it provided the information necessary
for a risk assessment application. Specifically, we searched
for studies that provided estimates for four major particle
constituents of regulatory interest (sulfate, nitrate, elemental
carbon, organic carbon), as derived from multi-constituent
models. Concentrations of particle constituents may be correlated
with one another and multiple constituents influence health
outcomes, so models that only include individual constituents
could provide biased concentration-response functions. We also
considered it important to calculate the probability that one
constituent was more toxic than another, rather than simply
NMI
giving central estimates or confidence intervals that do not allow
for comparisons between constituents. Risk assessments require
uncertainty characterization, but assumptions that estimates
were uncorrelated with one another could be unfounded.
In the second stage, we conducted a new epidemiological
investigation, with the primary objective depending in part
MS
on the results of the first stage of our analysis. If the literature
synthesis provided robust and interpretable concentration-
response functions for all constituents, then the epidemiological
investigation would examine the difference between estimates
from a literature meta-analysis and a large multi-city investigation.
This would help address questions about the importance of
methodological choices in the literature or the possibility of
publication bias. If the literature synthesis found significant
methodological concerns with the published literature, then we
would design and implement a new epidemiological investigation
with the objective of yielding all of the requisite information for
a multi-constituent risk assessment application. In our literature
synthesis, we first reviewed the abstracts of 1,338 articles that
addressed PM and health, identifying 65 epidemiological studies
evaluating at least one of the four particle constituents of interest.
Contd...

for Continuing
Education
NOTES
Focusing on a subset of 42 published studies that provided adequate

information to generate concentration-response functions for at
least one constituent, we determined that the evidence base did
not meet the criteria described above. Specifically, only eight of
the 42 studies provided quantitative effect estimates for all four
constituents, and most studies reported effect estimates for single-
constituent models or implemented multiconstituent models but
did not report quantitative findings for all constituents. No study
provided information necessary to quantify the probability that a
given constituent was more toxic than another constituent or to
determine correlations among effect estimates. To be clear, this did
not imply that these were fundamentally flawed epidemiological
studies, but rather that they were not designed to give inputs to
specific types of risk assessment applications. Stated another way,
most of these epidemiological studies were trying to determine
which particle constituents were most strongly associated with
health outcomes of interest, not what the concentration-response
functions for all constituents might be. Our new epidemiological
study was therefore intended to provide all of the information that
would be needed for risk assessment but was not available from
a synthesis of the published literature. Specifically, we applied
identical methods to hospital admissions data from 119 counties
in the US, yielding county-level estimates that could be readily
aggregated at the regional or national level. We incorporated all
four constituents into multi-constituent models. We explicitly
reported central estimates and confidence intervals for all four
constituents, along with the correlations between each pair
NMI
of beta coefficients, which would allow for uncertainties to be
appropriately incorporated into multi-constituent risk assessments.
We used the joint posterior distribution of the health effects of
the four constituents, coupled with the posterior distribution
of their covariance matrix, to estimate the probability that each
constituent was more toxic than each other constituent. This
MS
provides quantitative insight regarding whether the evidence was
sufficient to infer differential toxicity values or whether identical
values could be utilized. We were also able to use these outputs
to determine probability distributions of ratios of toxicity values,
given that risk assessment studies have incorporated such ratios
into previous differential toxicity analyses without consideration of
the likely degree of uncertainty.
The specific findings from our new epidemiological investigation
are reported elsewhere, but in general, our analytical approach
provided information that would allow for risk assessments
incorporating differential toxicity to be conducted, which would
have been Challenging from the published literature. For example,
we found high probabilities (> 0.99) that elemental carbon had
greater toxicity per unit concentrations than other particle
constituents for Cardiovascular hospital admissions, with weaker
Contd...

CASE STUDIES 413
NOTES
evidence of differential toxicity for respiratory hospital admissions.

We also found that multiple beta coefficients were significantly
correlated with one another (e.g., correlation coefficient of –0.71
between elemental carbon and organic carbon for cardiovascular
hospital admissions), information that would not have been
available from a literature synthesis. We therefore concluded that if
epidemiological investigations were designed with risk assessment
applications in mind, synthesis and application of published
findings would be less uncertain. The methods we applied would
generalize to a variety of multistressor epidemiological studies in
which exposures may be correlated due to common sources or
activity patterns.
1. How analysis is conducted?

2. According to this chapter the case study is based on which
topic?
NMI
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STRATEGIC MANAGEMENT

COURSE DESIGN COMMITTEE

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CHAPTER NO. CHAPTER NAME PAGE NO.

1 Introduction to Strategic Management 01

2 Models of Strategic Management 39

3 Strategic Management in Global Environment 65

5 Industry Analysis 111

6 Strategic Management Process 161

7 Formulating Corporate Level Strategy 185

8 Formulating Business Level Strategy 231

9 Analysing Resources and Capabilities 261

10 Formulating Functional Level Strategy 295

11 Corporate Goals and Strategic Gap 331

12 Managing Internal Organisation for Strategy 351

13 Case Studies 387

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Introduction to Strategic Management: Definition of Strategic Management, Nature of

Strategic Management in Global Environment: Need for Globalization, Different Types

Competitive Analysis: Competitor Analysis Framework, Rivalry Analysis, Competitive

Strategic Management Process: Purposes of Strategic Management Process, Steps involved

Formulating Corporate-Level Strategy: Balanced Score Card: A Balanced Approach, Grand

Formulating Business Level Strategy: Porter’s Competitive Strategies, Competitive

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Managing Internal Organization for Strategy Implementation: Issues in Strategy

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INTRODUCTION TO STRATEGIC MANAGEMENT

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RISE AND DOWNFALL OF KODAK

Eastman Kodak revolutionised the photography industry by

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Adding salt to its injuries, due to fierce competition, the digital

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After studying this chapter, you should be able to:

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“Strategic management consists of the analysis, decisions, and

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Fill in the blanks:

Select an FMCG company of your choice. Collect data on new

1.3 NATURE OF STRATEGIC MANAGEMENT

Strategic management involves elements geared toward a firm’s

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Fill in the blank:

Some conflicts may result in defining the content of strategy such

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Fill in the blank:

1.5 NEED FOR STRATEGIC MANAGEMENT

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Fill in the blank:

1.6 STRATEGIC MANAGEMENT PROCESS

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TABLE 1.1: STEPS INVOLVED IN THE STRATEGIC

Elements Questions Description

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