Professional Documents
Culture Documents
Chapter 2
Generating and
Exploiting New Entry
Strategies
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Figure 3.1 - Entrepreneurial Strategy:
The Generation and Exploitation of New Entry Opportunities
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Generation of a New Entry Opportunity
• Resources
• Inputs into the production process
• Source of competitive advantage
• Basic building blocks to a firm’s functioning
• Can be combined in different ways
• Provide capacity to achieve superior performance
when they are:
• Valuable
• Rare
• Inimitable
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Generation of a New Entry Opportunity
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Generation of a New Entry Opportunity
• Technological knowledge
• Provides insight into ways to create new knowledge
• Assessing the attractiveness of a new entry
opportunity depends on:
• The level of information
• Willingness to make a decision without perfect
information
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Generation of a New Entry Opportunity
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may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 3-9
Generation of a New Entry Opportunity
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Figure 3.2 - The Decision to Exploit or Not
to Exploit the New Entry Opportunity
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Generation of a New Entry Opportunity
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Figure 3.3- Factors That Influence the Decision
to Enter the Market Now or to Delay Entry
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Entry Strategy for New Entry Exploitation
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Entry Strategy for New Entry Exploitation
• Demand uncertainty: Difficulty in estimating:
• Potential size, growth, and the key dimensions along
which a market will grow
• Technological uncertainty: Difficulty in assessing
whether:
• The technology will perform
• Alternate technologies will emerge and leapfrog over
current technologies
• Adaptation
• Persistence and determination can inhibit the ability to
adapt
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Entry Strategy for New Entry Exploitation
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Entry Strategy for New Entry Exploitation
• Creating a frame of reference for potential customers
• Educating customers through demonstration and
documentation
• Lead time and first-mover (dis)advantages
• Lead time
• Grace period in which the first mover operates in the
industry under conditions of limited competition
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Entry Strategy for New Entry Exploitation
• Lead time can be extended by:
• Building customer loyalties
• Building switching costs
• Protecting product uniqueness
• Securing access to important sources of supply and
distribution
• Switching costs: Must be borne by customers if
they:
• Stop purchasing from the current supplier
• Begin purchasing from new supplier
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Risk Reduction Strategies for
New Entry Exploitation
• Risk
• Probability, and magnitude, of downside loss
• Derived from uncertainties over:
• Market demand
• Technological development
• Actions of competitors
• Strategies to reduce uncertainties
• Market-scope strategies
• Imitation strategies
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Market Scope Strategies
• Scope: Choice about which customer groups
to serve and how to serve them
• Narrow-scope strategy
• Offers small product range to a small number of
customers to satisfy a particular need
• Focuses on:
• Producing customized products
• Localized business operations
• High level craftsmanship
• High-end of the market
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Market Scope Strategies
• Broad-scope strategy
• Offers range of products across different market
segments
• Helps gain better understanding of the whole
market
• Opens the firm up to many different “fronts” of
competition
• Reduces risks associated with market uncertainties
• Increases exposure to competition
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Imitation Strategies
• Copying practices of other
• Advantages
• Help develop skills necessary to be successful in
the industry
• Provide organizational legitimacy
• Reduce costs associated with R&D
• Reduce customer uncertainty over the firm
• Make the new entry look legitimate from day one
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Imitation Strategies
• Types of imitation strategies
• Franchising
• Acquiring a “proven formula” for new entry from a
franchisor
• “Me-too” strategy
• Copying exist products and attempting to build an
advantage through minor variations
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Risk Reduction Strategies for
New Entry Exploitation
• Liabilities of newness
• Negative implications arising from an
organization’s newness
• Arise from:
• Costs in learning new tasks
• Conflict arising from overlap or gaps in responsibilities
• Informal structures of communication
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Risk Reduction Strategies for
New Entry Exploitation
• Assets of newness
• Positive implications arising from an organization’s
newness
• Learning advantage
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