Chapter 7

Robinson and Pearce II. Strategic Management : Formulation,

Implementation, and Control. Chicago, IL: R. D. Irwin,

Inc. 2011

Values, Long-Term Objectives, and

Strategies
Prepared By
Dr. Farid Aly Shosha
Associate Professor of Business
Administration

1
 Learning Objectives
-Discuss Values and long-term corporate
objectives.
-Describe the five qualities of long-term corporate
objectives that make them especially useful to
strategic managers.
-Explain the generic strategies of low-cost
leadership, differentiation, and focus.
-Discuss the importance of the value disciplines.
-List, describe, evaluate, and give examples of the 15
grand strategies that decision makers use as building
blocks in forming their company’s competitive plan.
-Understand the creation of sets of long-term objectives
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and grand strategies options.
*Corporate Values represent ideal
principles that will be adopted by
the organization.
*Values could be classified into:
-Political Values
-Social Values
-Theoretical and Scientific Values
- Religious Values
-Economic Values
-Beauty Values 3
*Values Examples:
-Customer orientation
-Transparency
-Equity and Fairness
-Distinguished Quality
-Social orientation
-Green Products
-No discrimination
-Innovation
-Continuous Improvement
-All Stakeholders Orientation (Customers,
Government, Stockholders, Employees, and
Society)
-?????? 4
Stakeholders identification are Inputs to the Development of
Corporate vision, mission, and values

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Steps to Incorporate Stakeholders:
1. Identification of stakeholders
2. Understanding stakeholders’
specific claims vis-à-vis the firm
3. Reconciliation of these claims
and assignment of priorities
4. Coordination of the claims with
other elements of the company
mission

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 Long-term objectives
are defined as the result a firm seeks to achieve
over a specified period, typically five years.
Seven common long-term objectives are discussed:
profitability, productivity, competitive position,
employee development, employee relations,
technological leadership, and public responsibility.
These, or any other long-term objectives, should be
flexible, measurable over time, motivating, suitable,
and understandable.

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Long-Term Objectives
 Short-run profit maximization is rarely the best
approach to achieving sustained corporate growth
and profitability
 Types of Long Term Objectives:
 Profitability – Productivity
 Competitive Position – Employee development
 Employee Relations –
 Tech Leadership – Public
Responsibility

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 Usage Frequencies of Long Term Objectives
(N = 82)
 Profitability 89%
 Growth 82
 Market Share 66
 Social Responsibility 65
 Employee Welfare 62
 Product/Service Quality 60
 R&D 54
 Diversification 51
 Efficiency 50
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Qualities of Long-Term Objectives
Acceptable

Achievable Flexible
Criteria used
in preparing
Understandable objectives Measurable

Suitable Motivating
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 Long-Term Objectives
could have seven areas:
-Profitability
-Productivity
-Competitive Position
-Employee Development
-Employee Relations
-Technological Leadership
-Public Responsibility
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Qualities of Long-Term
Objectives:
*SMART: Specific, Measurable,
Attainable, Realistic, Timely
*Flexible
Measurable
Motivating
Suitable
Understandable
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The Balanced Scorecard= The
STAKEHOLDERS’ PERSPECTIVE
1. The balanced scorecard is a set of measures
that are directly linked to the company’s
strategy.
a) Developed by Robert S. Kaplan and David P.
Norton, it directs a company to link its own
long-term strategy with tangible goals and
actions.
b) The scorecard allows managers to evaluate the
company from four perspectives: financial
performance, customer knowledge, internal
business processes, and learning and growth.
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14
 Joel Ross and Michael Kami

“Quote”

McGraw-Hill/Irwin Copyright 2001 by The McGraw-Hill Companies, Inc. All rights reserved.©
What is Strategy?
 A company’s strategy consists of the set of competitive
moves and business approaches that management is
employing to run the company
 Strategy is management’s “game plan” to
 Attract and please customers

 Stake out a market position

 Conduct operations

 Compete successfully

 Achieve organizational objectives

Why Are Strategies Needed?
To proactively To mold the
shape how a independent actions
company’s and decisions of
business will managers and
be conducted employees into a
coordinated,
company-wide game
plan
Crafting a Strategy
 Strategy involves determining whether to
 Concentrate on a single business or several
businesses (diversification)
 Cater to a broad range of customers or
focus on a particular niche
 Develop a wide or narrow product line
 Pursue a competitive advantage based on
 Low cost or
 Product superiority or
 Unique organizational capabilities
Crafting a Strategy
 Involves deciding how to
 Respond to changing
buyer preferences Our strategy
 Respond to new market will be . . .
conditions
 Grow the business over
the long-term
 Achieve performance
targets
 Outcompete rivals
 A Company’s Strategy is Partly Planned and Partly
Reactive

Company
Experiences,
Know-how,
Resource Actual
Strengths and Compan
Weaknesses, y
and Strategy
Competitive
Capabilities
The Hows That Define a Firm's Strategy
 How to grow the business
 How to please customers
Strategy
 How to outcompete rivals is HOW
to . . .
 How to respond to changing
market conditions
 How to manage each functional piece of the business
and develop needed organizational capabilities
 How to achieve strategic and financial objectives
A grand strategy is a master long-term plan that provides basic
direction for major actions directed toward achieving long-term
business objectives. .
1. Grand strategies, often called master or business strategies,
provide basic direction for strategic actions.
a) They are the basis of coordinated and sustained efforts
directed toward achieving long-term business objectives.
2. The purpose of this section is twofold: (1) to list, describe,
and discuss 15 grand strategies that strategic managers should
consider and (2) to present approaches to the selection of an
optimal grand strategy from the available alternatives.
3. Grand strategies indicate the time period over which long-
rang objectives are to be achieved.
a) Thus, a grand strategy can be defined as a comprehensive
general approach that guides a firm’s major actions.
Grand strategies are defined as comprehensive approaches
guiding the major actions designed to achieve long-term
objectives. 22
Fifteen grand strategy options are
discussed: concentrated growth,
market development, product
development, innovation, horizontal
integration, vertical integration,
concentric diversification,
conglomerate diversification,
turnaround, divestiture, liquidation,
bankruptcy, joint ventures, strategic
alliances, and consortia. 23
Understanding a Company’s Strategy -- What to
Look For
Actions to diversify Actions to outcompete rivals

Actions to strengthen Responses to

resources & changing external
capabilities circumstances
Pattern
of Actions
How functional Actions to alter
That Define
activities are geographic
managed Strategy coverage
Efforts to pursue Actions to merge or
new opportunities or acquire rival companies
defend against threats
Actions to form strategic
alliances and collaborative
partnerships
Generic Strategies

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Forces Driving Industry Competition
Potential
entrants
Threat of new
entrants
Bargaining power Industry Bargaining power
of suppliers competitors of buyers

Suppliers Buyers
Rivalry Among
Existing Firms
Threat of substitute
products or services

Substitutes
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Generic Strategies
 A long-term or grand strategy
must be based on a core idea
about how the firm can best
compete in the marketplace. The
popular term for this core idea is
generic strategy.

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Fig. 5.1: The Five Generic Competitive Strategies
Generic Strategies

Low-cost
leadership

Differentiation Focus

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3 Generic Strategies
1. Striving for overall low-cost leadership in
the industry.
2.Striving to create and market unique
products for varied customer groups
through differentiation.
3.Striving to have special appeal to one or
more groups of consumers or industrial
buyers, focusing on their cost or
differentiation concerns

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Low-Cost Leadership
 Low-cost producers usually excel at cost reductions
and efficiencies
 They maximize economies of scale, implement cost-
cutting technologies, stress reductions in overhead
and in administrative expenses, and use volume
sales techniques to propel themselves up the
earning curve
 A low-cost leader is able to use its cost advantage
to charge lower prices or to enjoy higher profit
margins

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Differentiation
 Strategies dependent on differentiation are
designed to appeal to customers with a special
sensitivity for a particular product attribute
 By stressing the attribute above other product
qualities, the firm attempts to build customer
loyalty
 Often such loyalty translates into a firm’s ability
to charge a premium price for its product
 The product attribute also can be the marketing
channels through which it is delivered, its image
for excellence, the features it includes, and its
service network
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Focus
 A focus strategy, whether anchored in a low-cost
base or a differentiation base, attempts to attend
to the needs of a particular market segment
 A firm pursuing a focus strategy is willing to
service isolated geographic areas; to satisfy the
needs of customers with special financing,
inventory, or servicing problems; or to tailor the
product to the somewhat unique demands of the
small- to medium-sized customer
 The focusing firms profit from their willingness
to serve otherwise ignored or underappreciated
customer segments
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Requirements for Generic Competitive
Strategies
Generic Commonly Required Skills Common Organizational Requirements
and Resources
Strategy
Overall • Sustained capital investment and access to • Tight cost control
capital • Frequent, detailed control reports
cost • Process engineering skills • Structured organization and
• Intense supervision of labor
leadershi • Products designed for ease in manufacture
responsibilities
• Incentives based on meeting strict
p • Low-cost distribution system quantitative targets

• Strong marketing abilities • Strong coordination among functions in R&D,

• Product engineering product development, and marketing
Different • Creative flare • Subjective measurement and incentives instead of
• Strong of skills quantitative measures
ia-tion • Strong cooperation from channels • Amenities to attract highly skilled labor, scientists,
or creative people

• Combination of acapability in basic research

• Corporate reputation for quality or technological
Focus leadership
• Unique combination of the bove policies directed
at the particular strategic target
• Combination of above policies directed at
the regular strategic target
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 Risks of the Generic Strategies
Risks of Cost Leadership Risks of Differentiation Risks of Focus

Cost of leadership is Differentiation is not Focus strategy is

not sustained sustained imitated
• Competitors imitate
•Competitors imitate Target segment
• Bases for becomes unattractive
•Technology changes differentiation • Structure erodes
•Other bases for cost become less
important to buyers • Demand disappears
leadership erode Broadly targeted
Proximity in competitors
Cost proximity is lost
differentiation is lost overwhelm segment
Differentiation
• Segment’s
Cost focusers achieve focusers achieve
differences from
even lower cost in greater differentiation
in segments others narrow
segments • Advantages of
broad line increase35
Types of Grand Strategies
Conglomerate
Concentrated Growth
Diversification
Market Development Turnaround

Product Development Divestiture

Innovation Liquidation

Horizontal Integration Bankruptcy

Vertical Integration Joint Ventures

Concentric Diversification Strategic Alliances

Consortia
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Concentrated Growth
 Concentrated growth directs
its resources to the profitable
growth of a single product, in a
single market, with a single
dominant technology

37
Market Development
 Market development commonly ranks second
only to concentration as the least costly and least
risky of the 15 grand strategies
 It consists of marketing present products, often
with only cosmetic modifications, to customers
in related market areas by adding channels of
distribution or by changing the content of
advertising or promotion
 Frequently, changes in media selection,
promotional appeals, and distribution are used
to initiate this approach
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Product Development

 Product development
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
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Innovation
 These companies seek to reap the initially high
profits associated with customer acceptance of a
new or greatly improved product
 Then, rather than face stiffening competition as
the basis of profitability shifts from innovation
to production or marketing competence, they
search for other original or novel ideas
 The underlying rationale of the grand strategy of
innovation is to create a new product life cycle
and thereby make similar existing products
obsolete
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Horizontal Integration
 When a firm’s long-term strategy is based
on growth through the acquisition of one
or more similar firms operating at the
same stage of the production-marketing
chain, its grand strategy is called
horizontal integration
 Such acquisitions eliminate competitors
and provide the acquiring firm with access
to new markets
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Vertical Integration
 When a firm’s grand strategy is to acquire
firms that supply it with inputs (such as
raw materials) or are customers for its
outputs (such as warehouses for finished
products), vertical integration is
involved
 The main reason for backward integration
is the desire to increase the dependability
of the supply or quality of the raw
materials used as production inputs
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Vertical and Horizontal Integration

43
Concentric Diversification
 Concentric diversification involves the
acquisition of businesses that are related to the
acquiring firm in terms of technology, markets,
or products
 With this grand strategy, the selected new
businesses possess a high degree of
compatibility with the firm’s current businesses
 The ideal concentric diversification occurs when
the combined company profits increase the
strengths and opportunities and decrease the
weaknesses and exposure to risk
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Conglomerate Diversification
 Occasionally a firm, particularly a very large
one, plans acquire a business because it
represents the most promising investment
opportunity available. This grand strategy
is commonly known as conglomerate
diversification.
 The principal concern of the acquiring
firm is the profit pattern of the venture
 Unlike concentric diversification,
conglomerate diversification gives little
concern to creating product-market
synergy with existing businesses
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Turnaround
The firm finds itself with declining profits
 Among the reasons are economic recessions,
production inefficiencies, and innovative
breakthroughs by competitors
 Strategic managers often believe the firm can
survive and eventually recover if a concerted
effort is made over a period of a few years to
fortify its distinctive competences. This is
turnaround.
 Two forms of retrenchment:
 Cost reduction
 Asset reduction

46
Elements of Turnaround
 A turnarrepresents absolute and relative-to-industry
declining performance of a sufficient magnitude to
warrant explicit turnaround actions
 The immediacy of the resulting threat to company
survival is known as situation severity
 Turnaround responses among successful firms typically
include two stages of strategic activities: retrenchment
and the recovery response
 The primary causes of the turnaround situation have
been associated with the second phase of the
turnaround process, the recovery response
 ound situation

47
Divestiture
 A divestiture strategy involves the sale
of a firm or a major component of a firm
 When retrenchment fails to accomplish
the desired turnaround, or when a
nonintegrated business activity achieves
an unusually high market value, strategic
managers often decide to sell the firm
 Reasons for divestiture vary

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Liquidation
 When liquidation is the grand
strategy, the firm typically is sold
in parts, only occasionally as a
whole—but for its tangible asset
value and not as a going concern
 Planned liquidation can be
worthwhile

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Bankruptcy : Two notable types of bankruptcy

 Liquidation bankruptcy—agreeing to a
complete distribution of firm assets to
creditors, most of whom receive a small
fraction of the amount they are owed
 Reorganization bankruptcy—the
managers believe the firm can remain
viable through reorganization

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Joint Ventures
 Occasionally two or more capable firms lack
a necessary component for success in a
particular competitive environment
 The solution is a set of joint ventures, which
are commercial companies (children)
created and operated for the benefit of the
co-owners (parents)
 The joint venture extends the supplier-
consumer relationship and has strategic
advantages for both partners

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Strategic Alliances
 Strategic alliances are distinguished
from joint ventures because the
companies involved do not take an
equity position in one another
 In some instances, strategic alliances
are synonymous with licensing
agreements
 Outsourcing arrangements vary

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Group Exercise
For your Case Company:
1. Are there examples of rivals
that more closely follow CL,
Diff, and Focus?
2. Provide 5 different company
examples (hypothetical is ok)
of rivals deploying one of the
named grand strategies.
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