Global

Marketing
Warren J. Keegan Mark C. Green

Strategic Elements of
Competitive Advantage
Chapter 16

© 2015 by Pearson Education 16-1

 Learning Objectives

• Factors that shape

competition
• Competitive advantage
and key conceptual
frameworks
• Competitive advantage
for nations
• Hypercompetitive
industry
© 2015 by Pearson Education 16-2
 Industry Analysis:
Forces Influencing Competition
• Industry – group of firms that produce
products that are close substitutes for each
other
• Michael Porter
developed a five
forces model on
competition

© 2015 by Pearson Education 16-3

 Porter’s Force 1:
Threat of New Entrants

• New entrants mean downward pressure on

prices and reduced profitability
• Barriers to entry determines the extent of
threat of new industry entrants
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 Threat of New Entrants:
Barriers to Entry
• Economies of Scale
– Refers to the decline in per-unit product costs as the
absolute volume of production per period increases
• Product differentiation
– The extent of a product’s perceived uniqueness
• Capital requirements
– Required investment for manufacturing, R&D,
advertising, field sales and service, etc.
• Switching costs
– Costs related to making a change in suppliers or
products
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Threat of New Entrants:
Barriers to Entry
• Distribution channels
– Are there current distribution channels
available with capacity?
• Government policy
– Are there regulations in place that restrict
competitive entry?
• Cost advantages independent of scale
economies
– Is there access to raw materials, large pool of
low-cost labor, favorable locations, and
government subsidies?
• Competitor response
– How will the market react in anticipation of
increased competition within a given market?

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 Porter’s Force 2:
Threat of Substitute Products
• Availability of substitute products places limits
on the prices market leaders can charge
• High prices induce buyers to switch to the
substitute

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 Porter’s Force 3:
Bargaining Power of Buyers

• Buyers=manufacturers and retailers, not consumers

• Buyers seek to pay the lowest possible price
• Buyers have leverage over suppliers when:
– They purchase in large quantities (enhances supplier
dependence on buyer)
– Suppliers’ products are commodities
– Product represents significant portion of buyer’s costs
– Buyer is willing and able to achieve backward integration

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 Bargaining Power of Buyers
“We do not quibble or argue with anyone’s
right to sing what they want, to print what
they want, and say what they want. But we
reserve the right to sell what we want.”
- Wal-Mart’s response to the accusation that it is
using its financial power to dictate what is
appropriate music and art

© 2015 by Pearson Education 16-9

 Porter’s Force 4:
Bargaining Power of Suppliers
• When suppliers have leverage, they can raise prices
high enough to affect the profitability of their
customers
• Leverage accrues when
– Suppliers are large and few in number
– Supplier’s products are critical inputs, are highly
differentiated, or carry switching costs
– Few substitutes exist
– Suppliers are willing and able to sell product themselves

© 2015 by Pearson Education 16-10

 Porter’s Force 5:
Rivalry Among Competitors
• Refers to all actions taken by firms in the
industry to improve their positions and gain
advantage over each other
– Price competition
– Advertising battles
– Product positioning
– Differentiation

© 2015 by Pearson Education 16-11

 Competitive Advantage
• Achieved when there is a match between a
firm’s distinctive competencies and the factors
critical for success within its industry
• Two ways to achieve competitive advantage
– Generic strategies—four types
– Strategic intent—also four types

© 2015 by Pearson Education 16-12

 Competitive Advantage
“The only way to gain lasting competitive
advantage is to leverage your capabilities
around the world so that the company as a
whole is greater than the sum of its parts.
Being an international company– selling
globally, having global brands or operations
in different countries–isn’t enough.”
- David Witwam, former CEO, Whirlpool

© 2015 by Pearson Education 16-13

 Generic Strategies for
Creating Competitive Advantage

• Broad market strategies

– Cost Leadership—low price
– Product Differentiation—premium price
• Narrow market strategies
– Cost Focus—low price
– Focused Differentiation—premium price

© 2015 by Pearson Education 16-14

 Cost Leadership
• Based on a firm’s position as the industry’s low-cost
producer
• Must construct the most efficient facilities
• Must obtain the largest market share so that its per
unit cost is the lowest in the industry
• Only works if barriers exist that prevent competitors
from achieving the same low costs

© 2015 by Pearson Education 16-15

 Product Differentiation
• Product that has an actual or perceived
uniqueness in a broad market has a
differentiation advantage
• Extremely effective for defending market
position
• Extremely effective for obtaining above-
average financial returns; unique products
command a premium price

© 2015 by Pearson Education 16-16

 Cost Focus
• Firm’s lower cost position enables it to offer a
narrow target market and lower prices than
the competition
• Sustainability is the central issue for this
strategy
– Works if competitors define their target market
more broadly
– Works if competitors cannot define the segment
even more narrowly

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 Focused Differentiation
• The product not only has actual uniqueness
but it also has a very narrow target market
• Results from a better understanding of
customer’s wants and desires
• Ex.: High-end audio equipment

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 The Flagship Firm: The Business
Network with Five Partners

Network Relationship Commercial Relationship

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 The Flagship Firm
• A collection of 5 partners
– Key suppliers do some tasks better than the flagship
(ex.: manufacturing)
– Key customers (ex: car dealers)
– Key consumers (ex: car buyers)
– Selected competitors like global Strategic
Partnerships
– Nonbusiness infrastructure: universities,
governments, trade unions that supply intangibles like
technology and intellectual property

© 2015 by Pearson Education 16-20

 Creating Competitive Advantage via
Strategic Intent
“Few competitive advantages are long lasting. Keeping
score of existing advantages is not the same as
building new advantages. The essence of strategy
lies in creating tomorrow’s competitive advantages
faster than competitors mimic the ones you possess
today. An organization’s capacity to improve
existing skills and learn new ones is the most
defensible competitive advantage of all.”
- Gary Hamel and C.K. Prahalad

© 2015 by Pearson Education 16-21

 Creating Competitive Advantage
via Strategic Intent
• Building layers of advantage
• Searching for loose bricks
• Changing the rules of engagement
• Collaborating

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 Building Layers of Advantage
• A company faces less risk if it has a wide
portfolio of advantages
• Successful companies build portfolios by
establishing layers of advantage on top of one
another
• Illustrates how a company can move along the
value chain to strengthen competitive
advantage

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Searching for Loose Bricks
• Search for opportunities
in the defensive walls of
competitors whose
attention is narrowly
focused
– Focused on a market
segment
– Focused on a geographic
area to the exclusion of
others

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 Changing the Rules
of Engagement
• Refuse to play by the rules set by
industry leaders
• Example Xerox and Canon
– Xerox employed a huge direct
sales force; Canon chose to use
product dealers
– Xerox built a wide range of
copiers; Canon standardized
machines and components
– Xerox leased machines; Canon
sold machines
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 Collaborating
• Use the know-
how developed by
other companies
• Licensing
agreements, joint
ventures, or
partnerships

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 Global Competition and National
Competitive Advantage
• Global competition occurs when a firm takes a global
view of competition and sets about maximizing
profits worldwide
• The effect is beneficial to consumers because prices
generally fall as a result of global competition
• While creating value for consumers, it can destroy
the potential for jobs and profits

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Global Competition and National
Competitive Advantage

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 Factor Conditions
• Human Resources – the quantity of workers
available, skills possessed by those workers, wage
levels, and work ethic
• Physical Resources – the availability, quantity, quality,
and cost of land, water, minerals, and other natural
resources
• Knowledge Resources – the availability within a
nation of a significant population having scientific,
technical, and market-related knowledge

© 2015 by Pearson Education 16-29

Factor Conditions
• Capital Resources – the
availability, amount, cost, and
types of capital available; also
includes savings rate, interest
rates, tax laws, and government
deficit
• Infrastructure Resources – this
includes a nation’s banking,
healthcare, transportation, and
communication systems

© 2015 by Pearson Education 16-30

 Demand Conditions
• Composition of Home Demand – determines
how firms perceive, interpret, and respond to
buyer needs
• Size and Pattern of Growth of Home Demand
– large home markets offer opportunities to
achieve economies of scale and learning in
familiar, comfortable markets

© 2015 by Pearson Education 16-31

 Demand Conditions
• Rapid Home Market Growth – another incentive to
invest in and adopt new technologies faster and build
large, efficient facilities
• Products being pushed or pulled – do a nation’s
people and businesses go abroad and then demand
the nation’s products and services in those second
countries?

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Related and Supporting Industries

• The advantage that a

nation gains by being
home to internationally
competitive industries in
fields that are related to,
or in direct support of,
other industries

© 2015 by Pearson Education 16-33

 Firm Strategy, Structure,
and Rivalry
• Domestic rivalry in a single national market is a
powerful influence on competitive advantage
– The absence of significant domestic rivalry can lead to
complacency in the home firms and eventually cause
them to become noncompetitive in the world markets
Differences in management styles, organizational skills,
and strategic perspectives also create advantages and
disadvantages for firms competing in different types of
industries

© 2015 by Pearson Education 16-34

 Firm Strategy, Structure,
and Rivalry
• Capital markets and attitudes toward investments
are important components of the national
environments
• Chance events are occurrences that are beyond
control; they create major discontinuities
• Government is also an influence on determinants by
virtue of its roles as a consumer, policy maker, and
commerce regulator

© 2015 by Pearson Education 16-35

 Current Issues in
Competitive Advantage
• Today’s business environment, market stability
is undermined by:
– Short product life cycles
– Short product design cycles
– New technologies
– Globalization
• Result is an escalation and acceleration of
competitive forces

© 2015 by Pearson Education 16-36

 Current Issues in
Competitive Advantage
• Hypercompetition is a term used to describe a
dynamic competitive world in which no action
or advantage can be sustained for long
• Competition unfolds in a series of dynamic
strategic interactions in four areas: cost
quality, timing and know-how, and barriers to
entry

© 2015 by Pearson Education 16-37

 Current Issues in
Competitive Advantage

• In today’s world, in order to achieve a

sustainable advantage, companies must seek a
series of unsustainable advantages
• The role of marketing is innovation and the
creation of new markets
• Innovation begins with abandonment of the
old and obsolete

© 2015 by Pearson Education 16-38

 Current Issues in
Competitive Advantage
“I don’t think we’re moving towards a hypercompetitive
world in which there are no trade-offs. We’re probably
moving in the other direction. There are more customer
segments than ever before, more technological options,
more distribution channels. That ought to create lots of
opportunities for unique positions.”
Michael Porter

© 2015 by Pearson Education 16-39

Location of Companies with
Competitive Advantage

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 Looking Ahead to Chapter 17
• Leading, Organizing, and Controlling the
Global Marketing Effort

© 2015 by Pearson Education 16-41