Hanson 6e - PP - Ch04

PART 2:
STRATEGIC ACTIONS:
STRATEGY FORMULATION
Chapter 4
Business-Level Strategy
KNOWLEDGE OBJECTIVES
Define business-level strategy.
Discuss the relationship between customers and business-level

strategies in terms of who, what and how.
Explain the differences among business-level strategies.
Use the five forces of competition model to explain how above-

average returns can be earned through each business-level strategy.
Describe the risks of using each of the business-level strategies.

BUSINESS-LEVEL STRATEGY:
HOW TO COMPETE IN A SPECIFIC INDUSTRY
Definition: An integrated and coordinated set of
commitments and actions a firm uses to gain a competitive
advantage by exploiting core competencies in specific
product markets
• In essence, it constitutes how a firm will compete
• Every firm must form and use a business-level strategy
for each one of its businesses
• Business-level strategy choices matter because long-term
performance is linked to a firm’s strategies
BUSINESS-LEVEL STRATEGY
ONE • A single-product market/single

geographic location firm employs one
business-level strategy and one
BUSINESS-LEVEL corporate-level strategy to identify what
industry the firm will compete in.
STRATEGY
• A diversified firm employs a separate
SEVERAL business-level strategy for each product
market area in which it competes and
BUSINESS-LEVEL one or more corporate-level strategies
dealing with product and/or geographic
STRATEGIES diversity.
CORE COMPETENCIES AND STRATEGY
Resources and superior capabilities that are
Core
competencies sources of competitive advantage over a
firm’s rivals
An integrated and coordinated set of actions

Strategy taken to exploit core competencies and gain
competitive advantage
Providing value to customers and gaining

Business-level
strategy
competitive advantage by exploiting core
competencies in individual product markets
CUSTOMERS: THEIR RELATIONSHIP
TO BUSINESS-LEVEL STRATEGIES
Who will be
served?
KEY ISSUES
in What needs will
BUSINESS- be satisfied?
LEVEL
STRATEGY How will those
needs be satisfied?
CUSTOMERS: THEIR RELATIONSHIP
TO BUSINESS-LEVEL STRATEGIES
REACH
Access and connection
EFFECTIVELY to customers
MANAGING RICHNESS
Depth and detail of two-way flo
RELATIONSHIPS of information between
WITH the firm and customer
CUSTOMERS AFFILIATION
Facilitating useful interactions
with customers
WHO: DETERMINING THE
CUSTOMERS TO SERVE
MARKET SEGMENTATION
A process used to cluster people with similar needs into individual and
identifiable groups
Consumer Industrial
markets markets
THE PURPOSE OF A BUSINESS-LEVEL STRATEGY
• Business-level strategies are intended to create
differences between a firm’s position relative to those
of its rivals.
Positioning
Perform Activities OR Perform Different

Differently Activities
FIGURE 4.1
FIVE BUSINESS-
LEVEL
STRATEGIES
TARGET MARKETS
• seek to use their capabilities to
create value for customers on an
BROAD industry-wide basis, competing in
many customer segments.
• the firm intends to serve the needs

of a narrow customer group,
tailoring its strategy to serving that
NARROW group at the exclusion of others.
COST LEADERSHIP STRATEGY
• An integrated set of actions taken to produce goods
or services with features that are acceptable to
customers at the lowest cost, relative to that of
competitors with features that are acceptable to
customers.
• Products:
– are relatively standardised
– have features acceptable to many customers
– offer the lowest competitive price.
VALUE-CREATING ACTIVITIES FOR
COST LEADERSHIP
RECONFIGURE THE VALUE CHAIN FOR COST ADVANTAGE
• Cost-effective MIS • Monitor suppliers’
• Few management layers performances
• Simplified planning • Link suppliers’ products to
• Consistent policies production processes
• Effective training • Economies of scale
• Easy-to-use manufacturing • Efficient-scale facilities
technologies • Effective delivery schedules
• Investments in technologies • Low-cost transportation
• Finding low-cost raw • Highly trained sales force
materials • Proper pricing
DIFFERENTIATION STRATEGY
Definition: An integrated set of actions taken to produce
goods or services (at an acceptable cost) that customers
perceive as being different in ways that are important to
them
• Focus is on non-standardised products.
• Its an appropriate strategy when customers value
differentiated features more than they value low cost.
• Firms must still be able to produce differentiated
products at competitive costs to reduce upward
pressure on the price that customers pay.
DIFFERENTIATION STRATEGY:
DISTINCTIVE ACTIONS
• Firms seek to be different from competitors on as
many dimensions as possible.
• Differentiation approaches
– Unusual features
– Responsive customer service
• Rapid product innovations
• Technological leadership
• Perceived prestige and status
• Different tastes
• Engineering design and performance
VALUE-CREATING ACTIVITIES FOR
DIFFERENTIATION
RECONFIGURE THE VALUE CHAIN FOR DISTINCTIVENESS
• Highly developed MIS • High-quality replacement
• Emphasis on quality parts
• Worker compensation for • Superior handling of incoming
creativity and productivity raw materials
• Use of subjective • Attractive products
performance measures • Rapid response to customer
• Basic research capability specifications
• Technology • Order-processing procedures
• High-quality raw materials • Customer credit
• Delivery of products • Personal relationships
FOCUSED STRATEGIES
• Definition: an integrated set of actions taken to
produce goods or services that serve the needs of a
particular competitive segment
• Target markets include:
– a particular buyer group (e.g. youths or senior
citizens)
– different segment of a product line (e.g. products
for professional painters or the do-it-yourself
group)
– different geographic market (e.g. northern or
southern Italy by using a foreign subsidiary).
FOCUSED STRATEGIES
• Types of focused strategies:
– Focused cost leadership strategy
– Focused differentiation strategy
• To implement a focus strategy, firms must be able to:
• complete various value chain activities in a
competitively superior manner in order to develop
and sustain a competitive advantage and earn
above-average returns.
FACTORS THAT DRIVE
FOCUSED STRATEGIES
• Large firms may overlook small niches.
• A firm may lack the resources needed to compete in
the broader market.
• A firm is able to serve a narrow market segment more
effectively than its larger industry-wide competitors
can.
• Focusing allows the firm to direct its resources to
certain value chain activities to build competitive
advantage.
FOCUSED COST LEADERSHIP STRATEGY
A firm focuses on a niche market, adding value by

leveraging value chain activities that allow value creation
through the cost leadership strategy.
• Competitive advantage: low cost
• Competitive scope: narrow industry segment

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PART 2:

Discuss the relationship between customers and business-level

Explain the differences among business-level strategies.

Use the five forces of competition model to explain how above-

Describe the risks of using each of the business-level strategies.

ONE • A single-product market/single

An integrated and coordinated set of actions

Providing value to customers and gaining

Perform Activities OR Perform Different

• the firm intends to serve the needs

A firm focuses on a niche market, adding value by

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