TY - JOUR
T1 - Thinking one step ahead
T2 - The use of conjectures in competitor analysis
AU - Amit, Raphael
AU - Domowitz, Ian
AU - Fershtman, Chaim
PY - 1988
Y1 - 1988
N2 - An assessment of opponents' reactions to strategic and functional area policy decisions is shown to require knowledge concerning opponents' beliefs about the firm's behavior. This study introduces a methodology for incorporating such conjectures into the business planning process. It presents an analytical measure for these conjectural variations and discusses several illustrations. Examples of the application of the framework are provided by the Japanese flat glass industry and the U.S. domestic coffee roasting industry. The use of a broad range of conjectural variations in competitor analysis is discussed, and implications for business strategy formulation are highlighted.
AB - An assessment of opponents' reactions to strategic and functional area policy decisions is shown to require knowledge concerning opponents' beliefs about the firm's behavior. This study introduces a methodology for incorporating such conjectures into the business planning process. It presents an analytical measure for these conjectural variations and discusses several illustrations. Examples of the application of the framework are provided by the Japanese flat glass industry and the U.S. domestic coffee roasting industry. The use of a broad range of conjectural variations in competitor analysis is discussed, and implications for business strategy formulation are highlighted.
UR - http://www.scopus.com/inward/record.url?scp=84989103751&partnerID=8YFLogxK
U2 - 10.1002/smj.4250090504
DO - 10.1002/smj.4250090504
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AN - SCOPUS:84989103751
SN - 0143-2095
VL - 9
SP - 431
EP - 442
JO - Strategic Management Journal
JF - Strategic Management Journal
IS - 5
ER -