Chapter 07 - Long-Term Objectives and Strategies

Chapter 7

Long-Term Objectives and Strategies

Chapter Summary

Before we learn how strategic decisions are made, it is important to understand the two principal components of any
strategic choice; namely, long-term objectives and the grand strategy. The purpose of this chapter is to convey that
understanding.

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.

Grand strategies are defined as comprehensive approaches guiding the major actions designed to achieve long-term
objectives. 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.

Learning Objectives

1. Discuss seven different topics for long-term corporate objectives.

2. Describe the five qualities of long-term corporate objectives that make them especially useful to strategic
managers.
3. Explain the generic strategies of low-cost leadership, differentiation, and focus.
4. Discuss the importance of the value disciplines.
5. 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.
6. Understand the creation of sets of long-term objectives and grand strategies options.

Lecture Outline

I. Long-Term Objectives

A. Strategic managers recognize that short-run profit maximization is rarely the best approach to achieving
sustained corporate growth and profitability.

1. An often repeated adage states that if impoverished people are given food, they will eat it and remain
impoverished, whereas if they are given seeds and tools and shown how to grow crops, they will be able
to improve their condition permanently. A parallel choice confronts strategic decision makers:

a) Should they eat the seeds to improve the near-term profit picture and make large dividend
payments through cost-saving measures such as laying off workers during periods of slack
demand, selling off inventories, or cutting back on research and development?

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b) Or should they sow the seeds in the effort to reap long-term rewards by reinvesting profits in
growth opportunities, committing resources to employee training, or increasing advertising
expenditures?

2. For most strategic managers, the solution is clear—distribute a small amount of profit now but sow most
of it to increase the likelihood of a long-term supply. This is the most frequently used rationale in
selecting objectives.

3. To achieve long-term prosperity, strategic planners commonly establish long-term objectives in seven
areas:

a) Profitability

(1) The ability of any firm to operate in the long run depends on attaining an acceptable level
of profits.
(2) Strategically managed firms characteristically have a profit objective, usually expressed in
earnings per share or return on equity.

b) Productivity

(1) Strategic managers constantly try to increase the productivity of their systems.
(2) Firms that can improve the input-output relationship normally increase profitability.
(3) Thus, firms almost always state an objective for productivity.
(4) Commonly used productivity objectives are the number of items produced or the number
of services rendered per unit of input.
(5) However, productivity objectives sometimes are stated in terms of desired cost decreases.

c) Competitive Position

(1) One measure of corporate success is relative dominance in the marketplace.

(2) Larger firms commonly establish an objective in terms of competitive position, often using
total sales or market share as measures of their competitive position.

d) Employee Development

(1) Employees value education and training, in part because they lead to increased
compensation and job security.
(2) Providing such opportunities often increases productivity and decreases turnover.
(3) Therefore, strategic decision makers frequently include an employee development
objective in their long-range plans.

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e) Employee Relations

(1) Whether or not they are bound by union contracts, firms actively seek good employee
relations.
(2) In fact, proactive steps in anticipation of employee needs and expectations are
characteristic of strategic managers.
(3) Strategic managers believe that productivity is linked to employee loyalty and to
appreciation of mangers’ interest in employee welfare.
(4) They, therefore, set objectives to improve employee relations.
(5) Among the outgrowths of such objectives are safety programs, worker representation of
management committees, and employee stock option plans.

f) Technological Leadership

(1) Firms must decide whether to lead or follow in the marketplace.

(2) Either approach can be successful, but each requires a different strategic posture.
(3) Therefore, many firms state an objective with regard to technological leadership.

g) Public Responsibility

(1) Managers recognize their responsibilities to their customers and to society at large.
(2) In fact, many firms seek to exceed government requirements.

B. Qualities of Long-Term Objectives

1. There are five criteria that should be used in preparing long-term objectives: flexible, measurable over
time, motivating, suitable, and understandable.

a) Flexible

(1) Objectives should be adaptable to unforeseen or extraordinary changes in the firm’s

competitive or environmental forecasts.
(2) Unfortunately, such flexibility usually is increased at the expense of specificity.
(3) One way of providing flexibility while minimizing its negative effects is to allow for
adjustments in the level, rather than the nature, of objectives.

b) Measurable

(1) Objectives must clearly and concretely state what will be achieved and when it will be
achieved.
(2) Thus, objectives should be measurable over time.

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c) Motivating

(1) People are most productive when objectives are set at a motivating level—one high enough
to challenge but not so high as to frustrate or so low as to be easily attained.
(2) The problem is that individuals and groups differ in their perceptions of what is high
enough.
(3) A broad objective that challenges one group frustrates another and minimally interests a
third.
(4) One valuable recommendation is that objectives be tailored to specific groups.
(5) Developing such objectives requires time and effort, but objectives of this kind are more
likely to motivate.
(6) Objectives must also be achievable

d) Suitable

(1) Objectives must be suited to the broad aims of the firm, which are expressed in its mission
statement.
(2) Each objective should be a step toward the attainment of overall goals.
(3) In fact, objectives that are inconsistent with the company mission can subvert the firm’s
aims.

e) Understandable

(1) Strategic managers at all levels must understand what is to be achieved.

(2) They also must understand the major criteria by which their performance will be evaluated.
(3) Thus, objectives must be so stated that they are as understandable to the recipient as they
are to the giver.

C. The Balanced Scorecard

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.

2. The balanced scorecard, as shown in Exhibit 7.1, The Balanced Scorecard, contains a concise
definition of the company’s vision and strategy.

a) Surrounding the vision and strategy are four additional boxes, each box contains the objectives,
measures, targets, and initiatives for one of the four perspectives:

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(1) The box at the top of Exhibit 7.1 represents the financial perspective, and answers the question
“To succeed financially, how should we appear to our shareholders?”
(2) The box to the right represents the internal business process perspective and addresses the
question “To satisfy our shareholders and customers, what business processes must we
excel at?”
(3) The learning and growth box at the bottom of the exhibit answer the question “To achieve
our vision, how will we sustain our ability to change and improve?”
(4) The box at the left reflects the customer perspective, and responds to the question, “To
achieve our vision, how should we appear to our customers?”

b) All of the boxes are connected by arrows to illustrate that the objectives and measures of the
four perspectives are linked by cause-and-effect relationships that lead to the successful
implementation of the strategy.

c) Achieving one perspective’s targets should lead to desired improvements in the next
perspective, and so on, until the company’s performance increases overall.

3. A properly constructed scorecard is balanced between short-and long-term measures, financial and
nonfinancial measures, and internal and external performance perspectives.

4. The balanced scorecard is a management system that can be used at the central organizing framework
for key managerial processes.

D. Generic Strategies

1. Many planning experts believe that the general philosophy of doing business declared by the firm in
the mission statement must be translated into a holistic statement of the firm’s strategic orientation
before it can be further defined in terms of a specific long-term strategy.

a) In other words, a long-term or grand strategy must be based on a core idea about how the firm
can best compete in the marketplace.
b) The popular term for this core idea is generic strategy.
c) From a scheme developed by Michael Porter, many planners believe that any long-term strategy
should derive from a firm’s attempt to seek a competitive advantage based on one of three
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.

d) Advocates of generic strategies believe that each of these options can produce above average
returns for a firm in an industry. They are successful for very different reasons.

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2. Low-Cost Leadership

a) Low-cost leaders depend on some fairly unique capabilities to achieve and sustain their low-cost
position.

(1) Low-cost producers usually excel at cost reductions and efficiencies.

(2) 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.

b) A low-cost leader is able to use its cost advantage to charge lower prices or to enjoy higher
profit margins.

(1) By doing so, the firm effectively can defend itself in price wars, attack competitors on
price to gain market share, or, if already dominant in the industry, simply benefit from
exceptional returns.

c) In the wake of the tremendous successes of such low-cost leaders as Wal-Mart and Target, only
a rare few companies can ignore the mandate to reduce cost.

(1) Yet, doing so without compromising the key attributes of a company’s products or services
is a difficult challenge.

3. Differentiation

a) Strategies dependent on differentiation are designed to appeal to customers with a special

sensitivity for a particular product attribute.

(1) By stressing the attribute above other product qualities, the firm attempts to build customer
loyalty.
(2) Often such loyalty translates into a firm’s ability to charge a premium price for its product.

b) The product attribute also can be the marketing channels through which it is delivered, its image
for excellence, the features it includes, and the service network that supports it.

(1) As a result of the importance of these attributes, competitors often face “perceptual”
barriers to entry when customers of a successfully differentiated firm fail to see largely
identical products as being interchangeable.

4. Focus

a) 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.

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(1) Likely segments are those that are ignored by marketing appeals to easily accessible
markets, to the “typical” customer, or to customers with common applications for the
product.
(2) 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.
(3) The focusing firms profit from their willingness to serve otherwise ignored or
underappreciated customer segments.
(4) The classic example is cable television. An entire industry was born because of a
willingness of cable firms to serve isolated rural locations that were ignored by traditional
television services.

b) While each of the generic strategies enables a firm to maximize certain competitive advantages,
each one also exposes the firm to a number of competitive risks.

II. The Value Disciplines

A. Operational excellence refers to providing customers with convenient and reliable products or services at
competitive prices.

1. Customer intimacy involves offerings tailored to match the demands of identified niches.

a) Product leadership, the third discipline, involves offering customers leading-edge products and
services that make rivals’ goods obsolete.

2. Companies that specialize in one of these disciplines, while simultaneously meeting industry
standards in the other two, gain a sustainable lead in their markets.

a) This lead is derived from the firm’s focus on one discipline, aligning all aspects of operations
with it.
b) Having decided on the value that must be conveyed to customers, firms understand more clearly
what must be done to attain the desired results.
c) After transforming their organizations to focus on one discipline, companies can concentrate on
smaller adjustments to produce incremental value.
d) To match this advantage, less focused companies require larger changes than the tweaking that
discipline leaders need.

B. Operational Excellence

1. Operational excellence is a specific strategic approach to the production and delivery of products and
services.

a) A company that follows this strategy attempts to lead its industry in price and convenience by
pursuing a focus on lean and efficient operations.

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(1) Companies that employ operational excellence work to minimize costs by reducing
overhead, eliminating intermediate production steps, reducing transaction costs, and
optimizing business processes across functional and organizational boundaries.
(2) The focus is on delivering products or services to customers at competitive prices with
minimal inconvenience.

b) Firms that implement the strategy of operational excellence typically restructure their delivery
processes to focus on efficiency and reliability, and use state-of-the-art information systems that
emphasize integration and low-cost transactions.

2. Customer Intimacy

a) Companies that implement a strategy of customer intimacy continually tailor and shape products
and services to fit an increasingly refined definition of the customer.

(1) Companies excelling in customer intimacy combine detailed customer knowledge with
operational flexibility.
(2) They respond quickly to almost any need, from customizing a product to fulfilling special
requests to create customer loyalty.

b) Customer-intimate companies are willing to spend money now to build customer loyalty for the
long term, considering each customer’s lifetime value to the company, not the profit of any
single transaction.

(1) Consequently, employees in customer-intimate companies go to great lengths to ensure

customer satisfaction with low regard for initial cost.

c) Companies engaged in customer intimacy understand the difference between the profitability of
a single transaction and the profitability of a lifetime relationship with a single customer.

(1) The company’s profitability depends in part on its maintaining a system that differentiates
quickly and accurately the degree of service that customers require and the revenues their
patronage is likely to generate.
(2) Firms using this approach recognize that not every customer is equally profitable.

d) Businesses that select a customer intimacy strategy have decided to stress flexibility and
responsiveness.

(1) They collect and analyze data from many sources.

(2) Their organizational structure emphasizes empowerment of employees close to customers.
(3) Additionally, hiring and training programs stress the creative decision-making skills
required to meet individual customer needs.
(4) Management systems recognize and utilize such concepts as customer lifetime value, and
norms among employees are consistent with a “have it your way” mind set.

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3. Product Leadership

a) Companies that pursue the discipline of product leadership strive to produce a continuous state
of state-of-the-art products and services.

(1) Three challenges must be met to attain that goal.

(2) Creativity is the first challenge.
(3) Creativity is recognizing and embracing ideas usually originating outside the company.
(4) Second, innovative companies must commercialize ideas quickly.
(5) Thus, their business and management processes need to be engineered for speed.
(6) Product leaders relentlessly pursue new solutions to problems.
(7) Finally, firms utilizing this discipline prefer to release their own improvements rather than
wait for competitors to enter.
(8) Consequently, product leaders do not stop for self-congratulation; they focus on continual
improvement.

b) Like other product leaders, Johnson & Johnson creates and maintains an environment that
encourages employees to share ideas.

(1) Additionally, product leaders continually scan the environment for new-product or service
possibilities and rush to capitalize them.
(2) Product leaders also avoid bureaucracy because it slows down commercialization of their
ideas.
(3) In a product leadership company, a wrong decision is often less damaging than one made
late.
(4) As a result, managers make decisions quickly, their companies encouraging them to decide
today and implement tomorrow.
(5) Product leaders continually look for new methods to shorten their cycle times.

c) The strength of product leaders lies in reacting to situations as they occur.

d) Product leaders act as their own competition.

(1) These firms continually make the products and services they have created obsolete.
(2) Product leaders believe that if they do not develop a successor, a competitor will.

III. Grand Strategies

A. 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.

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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-range 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.

4. The 15 principal grand strategies are 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.

a) Any one of these strategies could serve as the basis for achieving the major long-term objectives
of a single firm.
b) But a firm involved with multiple industries, businesses, product lines, or customer groups—as
many firms are—usually combines several grand strategies.
c) For clarity, each of the principal grand strategies is described independently in this section, with
examples to indicate some of its relative strengths and weaknesses.

B. Concentrated Growth

1. Many of the firms that fell victim to merger mania were once mistakenly convinced that the best way
to achieve their objectives was to pursue unrelated diversification in the search for financial
opportunity and synergy.

a) Concentrated growth is the strategy of the firm that directs its resources to the profitable
growth of a dominant product, in a dominant market, with a dominant technology.
b) The main rationale for this approach, sometimes called a market penetration strategy, is that by
thoroughly developing and exploiting its expertise in a narrowly defined competitive arena, the
company achieves superiority over competitors that try to master a greater number of product
and market combinations.

2. Rationale for Superior Performance

a) Concentrated growth strategies lead to enhanced performance.

(1) The ability to assess market needs, knowledge of buyer behavior, customer price
sensitivity, and effectiveness of promotion are characteristics of a concentrated growth
strategy.
(2) Such core capabilities are a more important determinant of competitive market success
than are the environmental forces faced by the firm.

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(3) The high success rates of new products also are tied to avoiding situations that require
undeveloped skills, such as serving new customers and markets, acquiring new technology,
building new channels, developing new promotional abilities, and facing new competition.

b) A major misconception about the concentrated growth strategy is that the firm practicing it will
settle for little or no growth.

(1) This is certainly not true for a firm that correctly utilizes the strategy.
(2) A firm employing concentrated growth grows by building on its competences, and it
achieves a competitive edge by concentrating in the product-market segment it knows best.
(3) A firm employing this strategy is aiming for the growth and results from increased
productivity, better coverage of its actual product-market segment, and more efficient use
of its technology.

3. Conditions That Favor Concentrated Growth

a) Specific conditions in the firm’s environment are favorable to the concentrated growth strategy.

(1) The first is a condition in which the firm’s industry is resistant to major technological
advancements.
(2) This is usually the case in the late growth and maturity stages of the product life cycle and
in product markets where product demand is stable and industry barriers, such as
capitalization, are high.

b) An especially favorable market condition is one in which the firm’s targeted markets are not
product saturated.

(1) Markets with competitive gaps leave the firm with alternatives for growth, other than
taking market share away from competitors.

c) A third condition that favors concentrated growth exists when the firm’s product markets are
sufficiently distinctive to dissuade competitors in adjacent product markets from trying to
invade the firm’s segment.
d) A fourth favorable condition exists when the firm’s inputs are stable in price and quantity and
are available in the amounts and at the times needed.
e) The pursuit of concentrated growth is also favored by a stable market—a market without the
seasonal or cyclical swings that would encourage a firm to diversify.
f) A firm also can grow while concentrating, if it enjoys competitive advantages based on efficient
production or distribution channels.

(1) These advantages enable the firm to formulate advantageous pricing policies.
(2) More efficient production methods and better handling of distribution also enable the firm
to achieve greater economies of scale or, in conjunction with marketing, result in a product
that is differentiated in the mind set of the consumer.

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(3) Exhibit 7.2, Top Strategist, profiles BNSF’s CEO Matthew Rose’s pursuit of a
concentrated growth strategy.

g) Finally, the success of market generalists creates conditions favorable to concentrated growth.

(1) While generalists succeed by using universal appeals, they avoid making special appeals to
particular groups of customers.
(2) The net result is that many small pockets are left open in the markets dominated by the
generalists, and that specialists emerge and thrive in these pockets.

4. Risk and Rewards of Concentrated Growth

a) Under stable conditions, concentrated growth poses lower risk than any other grand strategy;
but, in a changing environment, a firm committed to concentrated growth faces high risks.

(1) The greatest risk is that concentrating in a single product market makes a firm particularly
vulnerable to changes in that segment.
(2) Slowed growth in this segment would jeopardize the firm because its investment,
competitive edge, and technology are deeply entrenched in a specific offering.
(3) It is difficult for the firm to attempt sudden changes if its product is threatened by near-
term obsolescence, a faltering market, new substitutes, or changes in technology or
customer needs.

b) The concentrating firm’s entrenchment in a specific industry makes it particularly susceptible to

changes in the economic environment of that industry.
c) Entrenchment in a specific product market tends to make a concentrating firm more adept than
competitors at detecting new trends.

(1) However, any failure of such a firm to properly forecast major changes in its industry can
result in extraordinary losses.

d) A firm pursuing a concentrated growth strategy is vulnerable also to the high opportunity costs
that result from remaining in a specific product market and ignoring other options that could
employ the firm’s resources more profitably.

(1) Overcommitment to a specific technology and product market can hinder a firm’s ability to
enter a new or growing product market that offers more attractive cost-benefit trade-offs.

5. Concentrated Growth is Often the Most Viable Option

a) The limited additional resources necessary to implement concentrated growth, coupled with the
limited risk involved, also make this strategy desirable for a firm with limited funds.

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b) The firm that chooses a concentrated growth strategy directs its resources to the profitable
growth of a narrowly defined product and market, focusing on a dominant technology.

(1) Firms that remain within their chosen product market are able to extract the most from
their technology and market knowledge and, thus, are able to minimize the risk associated
with unrelated diversification.
(2) The success of a concentration strategy is founded on the firm’s use of superior insights
into its technology, product, and customer to obtain a sustainable competitive advantage.
(3) Superior performance on these aspects of corporate strategy has been shown to have a
substantial positive effect on market success.

c) A grand strategy of concentrated growth allows for a considerable range of action.

(1) Broadly speaking, the firm can attempt to capture a larger market share by increasing the
usage rates of present customers, by attracting competitors’ customers, or by selling to
nonusers.
(2) In turn, each of these options suggests more specific options, some of which are listed in
the top section of Exhibit 7.3, Specific Options under the Grand Strategies of
Concentration, Market Development, and Product Development.

d) When strategic managers forecast that their current products and their markets will not provide
the basis for achieving the company mission, they have two options that involve moderate costs
and risk: market development and product development.

C. Market Development

1. Market development commonly ranks second only to concentration as the least costly and least
risky of the 15 grand strategies.

a) 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.
b) Several specific market development approaches are listed in Exhibit 7.3.
c) Thus, as suggested by the figure, firms that open branch offices in new cities, states, or
countries are practicing market development.
d) Likewise, firms are practicing market development if they switch from advertising in trade
publications to advertising in newspapers or if they add jobbers to supplement their mail-order
sales efforts.

2. Market development allows firms to leverage some of its traditional strengths by identifying new
uses for existing products and new demographically, psychographically, or geographically defined
markets.

a) Frequently, changes in media selection, promotional appeals, and distribution signal the
implementation of this strategy.

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b) Exhibit 7.4, Top Strategist, describes how, under the leadership of CEO Muhtar Kent, Coca-
Cola implemented advertising and public relations initiatives to develop its market share among
the Hispanic population in North America.

D. Product Development

1. 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.

a) The product development strategy often is adopted either to prolong the life cycle of current
products or to take advantage of a favorite reputation or brand name.
b) The idea is to attract satisfied customers to new products as a result of their positive experience
with the firm’s initial offering.
c) The bottom section in Exhibit 7.3 lists some of the options available to firms undertaking
product development.

2. The product development strategy is based on the penetration of existing markets by incorporating
product modifications into existing items or by developing new products with a clear connection to
the existing product line.

E. Innovation

1. In many industries, it has become increasingly risky not to innovate.

a) As a result, some firms find it profitable to make innovation their grand strategy.
b) They seek to reap the initially high profits associated with customer acceptance of a new or
greatly improved product.
c) 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.
d) The underlying rationale of the grand strategy of innovation is to create a new product life cycle
and thereby make similar existing products obsolete.
e) Thus, this strategy differs from the product development strategy of extending an existing
product’s life cycle.

2. While most growth-oriented firms appreciate the need to be innovative, few firms use it as their
fundamental way of relating to their markets.

3. Few innovative ideas prove profitable because the research, development, and pre-marketing costs of
converting a promising idea into a profitable product are extremely high.

a) A study by the Booz Allen & Hamilton management research department provides some
understanding of the risks.

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b) As shown in Exhibit 7.5, Decay of New Product Ideas (51 Companies), Booz Allen &
Hamilton found that less than 2 percent of the innovative projects initially considered by 51
companies eventually reached the marketplace.
c) Specifically, out of every 58 new product ideas, only 12 pass an initial screening test that finds
them compatible with the firm’s mission and long-term objective, only 7 remain after an
evaluation of their potential, and only 3 survive development attempts.
d) Of the three survivors, two appear to have profit potential after test marketing and only one is
commercially successful.

F. Horizontal Integration

1. 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.

2. Such acquisitions eliminate competitors and provide the acquiring firm with access to new markets.

3. The attractions of a horizontal acquisition strategy are many and varied. However, every benefit
provides the parent firm with critical resources that it needs to improve overall profitability.

4. Exhibit 7.6, Strategy in Action, profiles the horizontal integration strategy of Aon Benfield.

G. Vertical Integration

1. 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.

2. Exhibit 7.7, Vertical and Horizontal Integration, depicts both horizontal and vertical integration.

a) The principal attractions of a horizontal integration grand strategy are readily apparent.
b) The acquiring firm is able to greatly expand its operations, thereby achieving greater market
share, improving economies of scale, and increasing the efficiency of capital use.
c) In addition, these benefits are achieved with only moderately increased risk, since the success of
the expansion is principally dependent on proven abilities.

3. The reasons for choosing a vertical integration grand strategy are more varied and sometimes less
obvious.

a) 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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b) That desire is particularly grate when the number of suppliers is small and the number of
competitors is large.
c) In this situation, the vertically integrating firm can better control its costs and, thereby, improve
the profit margin of the expanded production-marketing system.
d) Forward integration is a preferred grand strategy if great advantages accrue stable production.
e) A firm can increase the predictability of demand for its output though forward integration, that
is, through ownership of the next stage of its production-marketing chain.

4. Some increased risks are associated with both types of integration.

a) For horizontally integrated firms, the risks stem from increased commitment to one type of
business.
b) For vertically integrated firms, the risks result from the firm’s expansion into areas requiring
strategic managers to broaden the base of their competences and to assume additional
responsibilities.

H. Concentric Diversification

1. Concentric diversification involves the acquisition of businesses that are related to the acquiring
firm in terms of technology, markets, or products.

a) With this grand strategy, the selected new businesses possess a high degree of compatibility
with the firm’s current businesses.
b) The ideal concentric diversification occurs when the combined company profits increase the
strengths and opportunities and decrease the weaknesses and exposure to risk.
c) Thus, the acquiring firm searches for new businesses whose products, markets, distribution
channels, technologies, and resource requirements are similar to but not identical with its own,
whose acquisition results in synergies but not complete interdependence.

I. Conglomerate Diversification

1. Occasionally a firm, particularly a very large one, plans acquire a business because it represents the
most promising investment opportunity available.

a) This grand strategy is commonly known as conglomerate diversification.

(1) The principal concern, and often the sole concern, of the acquiring firm is the profit pattern
of the venture.
(2) Unlike concentric diversification, conglomerate diversification gives little concern to
creating product-market synergy with existing businesses.

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b) The principal difference between the two types of diversification is that concentric
diversification emphasizes some commonality in markets, products, or technology, whereas
conglomerate diversification is based principally on profit considerations.

c) Several of the grand strategies discussed above, including concentric and conglomerate
diversification and horizontal and vertical integration, often involve the purchase or acquisition
of one firm by another.

(1) It is important to know that the majority of such acquisitions fail to produce the desired
results for the companies involved.

2. Motivation for Diversification

a) Grand strategies involving either concentric conglomerate diversification represent distinctive

departures from a firm’s existing base of operations, typically the acquisition or internal
generation (spin-off) of a separate business with synergistic possibilities counterbalancing the
strengths and weaknesses of the two businesses.

(1) Diversifications occasionally are undertaken as unrelated investments, because of their

high profit potential and their otherwise minimal resource demands.

b) Regardless of the approach taken, the motivations of the acquiring firms are the same:

(1) Increase the firm’s stock value. In the past, mergers often have led to increases in the stock
price or the price-earnings ratio.
(2) Increase the growth rate of the firm.
(3) Make an investment that represents better use of funds than plowing them into internal
growth.
(4) Improve the stability of earnings and sales by acquiring firms whose earnings and sales
complement the firm’s peaks and valleys.
(5) Balance or fill out the product line.
(6) Diversify the product line when the life cycle of current products has peaked.
(7) Acquire needed resource quickly.
(8) Achieve tax savings by purchasing a firm whose tax losses will offset current or future
earnings.
(9) Increase efficiency and profitability, especially if there is synergy between the acquiring
firm and the acquired firm.

J. Turnaround

1. For any one of a large number of reasons, a firm can find itself with declining profits.

a) Among these reasons are economic recessions, production inefficiencies, and innovative
breakthroughs by competitors.

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b) In may cases, strategic managers believe that such a firm can survive and eventually recover if a
concerted effort is made over a period of a few years to fortify its distinctive competences.
c) This grand strategy is known as turnaround.
d) It typically is begun through one of two forms of retrenchment, employed singly or in
combination:

(1) Cost reduction

(2) Asset reduction

2. Interestingly, the turnaround most commonly associated with this approach is in management
positions.

a) In a study of 58 large firms, researches Shendel, Patton, and Riggs found that turnaround almost
always was associated with changes in top management.
b) Bringing in new managers was believed to introduce needed new perspectives on the firm’s
situation, to raise employee morale, and to facilitate drastic actions, such as deep budget cuts in
established programs.

3. Strategic management research provides evidence that the firms that have used a turnaround strategy
have successfully confronted decline.

a) The research findings have been assimilated and used as the building blocks for a model of the
turnaround process shown in Exhibit 7.8, Strategy in Action, A Model of the Turnaround
Process.

4. The model begins with a depiction of external and internal factors as causes of a firm’s performance
downturn.

a) When these factors continue to detrimentally impact the firm, its financial health is threatened.
b) Unchecked decline places the firm in a turnaround situation.

5. A turnaround situation represents absolute and relative-to-industry declining performance of a

sufficient magnitude to warrant explicit turnaround actions.

a) Turnaround situations may be the result of years of gradual slowdown or months of sharp
decline.
b) In either case, the recovery phase of the turnaround process is likely to be more successful in
accomplishing turnaround when it is preceded by planned retrenchment that results in the
achievement of near-term financial stabilization.
c) For a declining firm, stabilizing operations and restoring profitability almost always entail strict
cost reduction followed by a shrinking back to those segments of the business that have the best
prospects of attractive profit margins.

6. The immediacy of the resulting threat to company survival posed by the turnaround situation is
known as situation severity.

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a) Severity is the governing factor in estimating the speed with which the retrenchment response
will be formulated and activated.
b) When severity is low, a firm has some financial cushion.
c) Stability may be achieved through cost retrenchment alone.
d) When turnaround situation severity is high, a firm must immediately stabilize the decline or
bankruptcy is imminent.
e) Cost reductions must be supplemented with more drastic asset reduction measures.
f) Assets targeted for divestiture are those determined to be underproductive.
g) In contrast, more productive resources are protected from cuts and represent critical elements of
the future core business plan of the company.

7. Turnaround responses among successful firms typically include two stages of strategic activities:
retrenchment and the recovery response.

a) Retrenchment consists of cost-cutting and asset-reducing activities.

b) The primary objective of the retrenchment phase is to stabilize the firm’s financial condition.
c) Situation severity has been associated with retrenchment responses among successful
turnaround firms.
d) Firms in danger of bankruptcy or failure attempt to halt decline through cost and asset
reductions.
e) Firms in less severe situations have achieved stability merely through cost retrenchment.
f) However, in either case, for firms facing declining financial performance, the key to successful
turnaround rests in the effective and efficient management of the retrenchment process.

8. The primary causes of the turnaround situation have been associated with the second phase of the
turnaround process, the recovery response.

a) For firms that declined primarily as a result of external problems, turnaround most often has
been achieved through creative new entrepreneurial strategies.
b) For firms that declined primarily as a result of internal problems, turnaround has been most
frequently achieved through efficiency strategies (see Exhibit 7.9, Strategy in Action for an
example).
c) Recovery is achieved when economic measures indicate that the firm has regained its
predownturn levels of performance.

K. Divestiture

1. A divestiture strategy involves the sale of a firm or a major component of a firm.

2. 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.

a) However, because the intent is to find a buyer willing to pay a premium above the value of a
going concern’s fixed assets, the term marketing for sale is often more appropriate.

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b) Prospective buyers must be convinced that because of their skills and resources or because of
the firm’s synergy with their existing businesses, they will be able to profit from the acquisition.

3. The reasons for divestiture vary.

a) They often arise because of partial mismatches between the acquired firm and the parent
corporation.
b) Some of the mismatched parts cannot be integrated into the corporation’s mainstream activities
and, thus, must be spun off.
c) A second reason is corporate financial needs.
d) Sometimes the cash flow of financial stability of the corporation as a whole can be greatly
improved if businesses with high market value can be sacrificed.
e) The result can be a balancing of equity with long-term risks or of long-term debt payments to
optimize the cost of capital.
f) A third, less frequent reason for divestiture is government antitrust action when a firm is
believed to monopolize or unfairly dominate a particular market.

L. Liquidation

1. 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.

a) In selecting liquidation, the owners and strategic managers of a firm are admitting failure and
recognize that this action is likely to result in great hardships to themselves and their
employees.
b) For these reasons, liquidation usually is seen as the least attractive of the grand strategies.
c) As a long-term strategy, however, it minimizes the losses of all the firm’s stockholders.
d) Faced with bankruptcy, the liquidating firm usually tries to develop a planned and orderly
system that will result in the greatest possible return and cash conversion as the firm slowly
relinquishes its market share (see Exhibit 7.10, Strategy in Action, for the case of Circuit
City).

2. Planned liquidation can be worthwhile.

M. Bankruptcy

1. Business failures are playing an increasingly important role in the American economy.

a) In an average week, more than 300 companies fail.

(1) More than 75 percent of these financially desperate firms file for a liquidation bankruptcy
—they agree to a complete distribution of their assets to creditors, most of whom receive a
small fraction of the amount they are owed.

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(2) Liquidation is what the layperson views as bankruptcy: The business cannot pay its debts,
so it must close its doors.
(3) Investors lose their money, employees lose their jobs, and managers lose their credibility.
(4) In owner-managed firms, company and personal bankruptcy commonly go hand in hand.

b) The other 25 percent of these firms refuse to surrender until one final option is exhausted.

(1) Choosing a strategy to recapture its viability, such a company asks the courts for a
reorganization bankruptcy.
(2) The firm attempts to persuade its creditors to temporarily freeze their claims while it
undertakes to reorganize and rebuild the company’s operations more profitably.
(3) The appeal of a reorganization bankruptcy is based on the company’s ability to convince
creditors that it can succeed in the marketplace by implementing a new strategic plan, and
that when the plan produces profits, the firm will be able to repay its creditors, perhaps in
full.
(4) In other words, the company offers its creditors a carefully designed alternative to forcing
an immediate, but fractional, repayment of its financial obligations.
(5) The option of reorganization bankruptcy offers maximum repayment of debt at some
specified future time if a new strategic plan is successful.

2. The Bankruptcy Situation

a) Imagine that your firm’s financial reports have shown an unabated decline in revenue for seven
quarters.
b) Expenses have increased rapidly, and it is becoming difficult, and at times not possible, to pay
bills as they become due.
c) Suppliers are concerned about shipping goods without first receiving payment, and some have
refused to ship without advance payment in cash.
d) Customers are requiring assurances that future orders will be delivered and some are beginning
to buy from competitors.
e) Employees are listening seriously to rumors of financial problems and a higher than normal
number have accepted other employment.
f) What can be done? What strategy can be initiated to protect the company and resolve the
financial problems in the short term?

3. Chapter 7: The Harshest Resolution

a) If the judgment of the owners of a business is that its decline cannot be reversed, and the
business cannot be sold as a going concern, then the alternative that is in the best interest of all
may be a liquidation bankruptcy, also known as Chapter 7 of the Bankruptcy Code.

(1) The court appoints a trustee, who collects the property of the company, reduces it to cash,
and distributes the proceeds proportionally to creditors on a pro rata basis as expeditiously
as possible.

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(2) Since all assets are sold to pay outstanding debt, a liquidation bankruptcy terminates a
business.
(3) This type of filing is critically important to sole proprietors or partnerships.
(4) Their owners are personally liable for all business debts not covered by the sale of the
business assets unless they can secure a Chapter 7 bankruptcy, which will allow them to
cancel any debt in excess of exempt assets.
(5) Although they will be left with little personal property, the liquidated debtor is discharged
from paying the remaining debt.

b) The shareholders of corporations are not liable for corporate debt and any debt existing after
corporate assets are liquidated is absorbed by creditors.

(1) Corporate shareholders may simply terminate operations and walk away without liability
to remaining creditors.
(2) However, filing a Chapter 7 proceeding will provide for an orderly and fair distribution of
assets to creditors and thereby may reduce the negative impact of the business failure.

4. Chapter 11: A Conditional Second Chance

a) A proactive alternative for the endangered company is reorganization bankruptcy.

(1) Chosen for the right reasons, and implemented in the right way, reorganization bankruptcy
can provide a financially, strategically, and ethically sound basis on which to advance the
interests of all the firm’s stakeholders.

b) A thorough and objective analysis of the company may support the idea of its continuing
operations if excessive debt can be reduced and new strategic initiatives can be undertaken.

(1) If the realistic possibility of long-term survival exists, a reorganization under Chapter 11
of the Bankruptcy Code can provide the opportunity.
(2) Reorganization allows a business debtor to restructure its debts and, with the agreement of
creditors and approval of the court, to continue as a viable business.
(3) Creditors involved in Chapter 11 actions often receive less than the total debt due to them
but far more than would be available from liquidation.

c) A Chapter 11 bankruptcy can provide time and protection to the debtor firm (which we call the
Company) to reorganize and use future earnings to pay creditors.

(1) The Company may restructure debts, close unprofitable divisions or stores, renegotiate
labor contracts, reduce its workforce, or propose other actions that could create a profitable
business.

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(2) If the plan is accepted by creditors, the Company will be given another chance to avoid
liquidation and emerge from the bankruptcy proceedings rehabilitated.

5. Seeking Protection of the Bankruptcy Court

a) If creditors file lawsuits or schedule judicial sales to enforce liens, the Company will need to
seek the protection of the Bankruptcy Court.

(1) Filing a bankruptcy petition will invoke the protection of the court to provide sufficient
time to work out a reorganization that was not achievable voluntarily.
(2) If reorganization is not possible, a Chapter 7 proceeding will allow for the fair and orderly
dissolution of the business.

b) If Chapter 11 proceeding is the required course of action, the Company must determine what the
reorganized business will look like, if such a structure can be achieved, and how it will be
accomplished while maintaining operations during the bankruptcy proceeding.

(1) Will sufficient cash be available to pay for the proceedings and reorganization?
(2) Will customers continue to do business with the Company or seek other more secure
businesses with which to deal?
(3) Will key personnel stay on or look for more secure employment?
(4) Which operations should be discontinued or reduced?

6. Emerging from Bankruptcy

a) Bankruptcy is only the first step toward recovery for a firm.

(1) Many questions should be answered.

(2) How did the business get to the point at which the extreme action of bankruptcy was
necessary?
(3) Were warning signs overlooked?
(4) Was the competitive environment understood?
(5) Did pride or fear prevent objective analysis?
(6) Did the business have the people and resources to succeed?
(7) Was the strategic plan well designed and implemented?
(8) Did financial problems result from unforeseen and unforeseeable problems or from bad
management decisions?

b) Commitments to “try harder,” “listen more carefully to the customer,” and “be more efficient”
are important but insufficient grounds to inspire stakeholder confidence.

(1) A recovery strategy must be developed to delineate how the company will compete more
successfully in the future.

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c) An assessment of the bankruptcy situation requires executives to consider the causes of the
Company’s decline and the severity of the problem it now faces.

(1) Investors must decide whether the management team that governed the company’s
operations during the downturn can return the firm to a position of success.
(2) Creditors must believe that the company’s turn can return the firm to a position of success.
(3) Creditors must believe that the company’s managers have learned how to prevent a
recurrence of the observed and similar problems.
(4) Alternatively, they must have faith that the company’s competencies can be sufficiently
augmented by key substitutions to the management team, with strong support in decision
making from a board of directors and consultants, to restore the firm’s competitive
strength.

d) The 12 grand strategies discussed above, used singly and much more often in combinations,
represent the traditional alternatives used by firms in the U.S.

(1) Recently, three new grand types have gained in popularity (thus totaling the 15 grand
strategies discussed); all fit under the broad category of corporate combinations.
(2) Although they do not fit the criterion by which executives retain a high degree of control
over their operations, these grand strategies deserve special attention and consideration
especially by companies that operate in global, dynamic, and technologically driven
industries.
(3) These three newly popularized grand strategies are joint ventures, strategic alliances, and
consortia.

N. Joint Ventures

1. Occasionally two or more capable firms lack a necessary component for success in a particular
competitive environment.

a) The solution is a set of joint ventures, which are commercial companies (children) created and
operated for the benefit of the co-owners (parents).

2. The particular form of joint ventures discussed above (oil example) is joint ownership.

a) In recent years, it has become increasingly appealing for domestic firms to join foreign firms by
means of this form.

3. The joint venture extends the supplier-consumer relationship and has strategic advantages for both
partners.

4. It should be noted that strategic managers understandably are wary of joint ventures.

a) Admittedly, joint ventures present new opportunities with risks that can be shared.

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b) On the other hand, joint ventures often limit the discretion, control, and profit potential of
partners, while demanding managerial attention and other resources that might be directed
toward the firm’s mainstream activities.
c) Nevertheless, increasing globalization in many industries may require greater consideration of
the joint venture approach, if historically national firms are to remain viable.

O. Strategic Alliances

1. Strategic alliances are distinguishable from joint ventures because the companies involved do not
take an equity position in one another.

a) In many instances, strategic alliances are partnerships that exist for a defined period during
which partners contribute their skills and expertise to a cooperative project.
b) For example, one partner provides manufacturing capabilities while a second partner provides
marketing expertise.
c) Many times, such alliances are undertaken because the partners want to develop in-house
capabilities to supplant the partner when the contractual arrangement between them reaches its
termination date.
d) Such relationships are tricky because, in a sense, the partners are attempting to “steal” each
other’s know-how.

2. In other instances, strategic alliances are synonymous with licensing agreements.

a) Licensing involves the transfer of some industrial property right from the U.S. licensor to a
motivated licensee in a foreign country.
b) Most tend to be patents, trademarks, or technical know-how that are granted to the licensee for a
specified time in return for a royalty and for avoiding tariffs or import quotas.

3. Another licensing strategy open to U.S. firms is to contract the manufacturing of its product line to a
foreign company to exploit local comparative advantages in technology, materials, or labor.

4. Service and franchise-based firms have long engaged in licensing arrangements with foreign
distributors as a way to enter new markets with standardized products that can benefit from
marketing economies.

5. Outsourcing is a basic approach to strategic alliances that enables firms to gain a competitive
advantage.

a) Significant changes within many segments of American business continue to encourage the use
of outsourcing practices.
b) Within the health care arena, an industry survey recorded 67 percent of hospitals using provider
outsourcing for at least one department within their organization.
c) Services such as information systems, reimbursement, and risk and physician practice
management are outsourced by 51 percent of the hospitals that use outsourcing.

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6. Another successful application of outsourcing is found in human resources.

a) A survey of human resource executives revealed 85 percent have personal experience leading an
outsourcing effort within their organization.
b) In addition, it was found that two-thirds of pension departments have outsourced at least one
human resource function.

P. Consortia, Keiretsus, and Chaebols

1. Consortia are defined as large interlocking relationships between businesses of an industry. In Japan
such consortia are known as keiretsus, in South Korea as chaebols.
2. In Europe, consortia projects are increasing in number and in success rates.

3. A Japanese keiretsu is an undertaking involving up to 50 different firms that are joined around a
large trading company or bank and are coordinated through interlocking directories and stock
exchanges.

a) It is designed to use industry coordination to minimize risks of competition, in part through cost
sharing and increased economies of scale.
4. A South Korean chaebol resembles a consortium or keiretsu except that they are typically financed
through government banking groups and largely are run by professional managers trained by
participating firms expressly for the job.

IV. Selection of Long-Term Objectives and Grand Strategy Sets

A. At first glance, the strategic management model, which provides the framework for study throughout this
book, seems to suggest that strategic choice decision making leads to the sequential selection of long-term
objectives and grand strategies.

1. In fact, however, strategic choice is the simultaneous selection of long-range objectives and grand
strategies.

2. When strategic planners study their opportunities, they try to determine which are most likely to
result in achieving various long-range objectives.

3. Almost simultaneously, they try to forecast whether an available grand strategy can take advantage of
preferred opportunities so the tentative objectives can be met.

4. In essence, then, three distinct but highly interdependent choices are being made at one time.

5. Several triads, or sets, of possible decisions are usually considered.

B. A simplified example of this process is shown in Strategy-in-Action Exhibit 7.11, A Profile of Strategic
Choice Options.

1. These options stem from three interactive opportunities.

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2. Because each of these interactive opportunities can be approached through different grand strategies
—for options 1 and 2, the grand strategies are horizontal integration and market development—each
offers the potential for achieving long-range objectives to varying degrees.

3. Thus, a firm rarely can make a strategic choice only on the basis of its preferred opportunities, long-
range objectives, or grand strategy.

4. Instead, these three elements must be considered simultaneously, because only in combination do
they constitute a strategic choice.

C. In an actual decision situation, the strategic choice would be complicated by a wider variety of interactive
opportunities, feasible company objectives, promising grand strategy options, and evaluative criteria.

1. Nevertheless, Strategy-in-Action Exhibit 7.11 does partially reflect the nature and complexity of the
process by which long-term objectives and grand strategies are selected.

D. In the next chapter, the strategic choice process will be fully explained.

1. However, knowledge of long-term objectives and grand strategies is essential to understanding that
process.

V. Sequence of Objectives and Strategy Selection

A. The selection of long-range objectives and grand strategies involves simultaneous, rather than sequential,
decisions.

1. While it is true that objectives are needed to prevent the firm’s direction and progress from being
determined by random forces, it is equally true that objectives can be achieved only if strategies are
implemented.

2. In fact, long-term objectives and grand strategies are so interdependent that some business
consultants do not distinguish between them.

3. Long-term objectives and grand strategies are still combined under the heading of company strategy
in most of the popular business literature and in the thinking of most practicing objectives.

B. However, the distinction has merit.

1. Objectives indicate what strategic managers want but provide few insights about how they will be
achieved.

2. Conversely, strategies indicate what types of actions will be taken but do not define what ends will
be pursued or what criteria will serve as constraints in refining the strategic plan.

C. Does it matter whether strategic decisions are made to achieve objectives or to satisfy constraints?

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1. No, because constraints are themselves objectives.

2. The constraint of increased inventory capacity is a desire (an objective), not a certainty.

3. Likewise, the constraint of an increase in the sales force does not ensure that the increase will be
achieved, given such factors as other company priorities, labor market conditions, and the firm’s profit
performance.

D. The process of combining long-term objectives and grand strategies produces a

business model. Creating an effective model requires a clear understanding of how the firm will generate
profits and the strategic actions it must take to succeed over the long-term.

1. Adrian Slywotzky and David Morrison identified 22 business models. The

authors suggest that the two most productive questions asked of executives are: (1) what is our
business model? (2) how do we make a profit?

2. The following are the suggested business models:

a. Customer development/customer solutions profit model

b. Product pyramid profit model
c. Multicomponent system profit model
d. Switchboard profit model
e. Time profit model
f. Blockbuster profit model
g. Profit multiplier model
h. Entrepreneurial profit model
i. Specialization profit model
j. Installed base profit model
k. De facto standard profit model

Questions for Discussion

1. Identify firms in the business community nearest to your college or university that you believe are using each
of the 15 grand strategies discussed in this chapter.

Depending on the area the student comes from, there may or may not be examples of firms pursuing each of the
15 grand strategy options. For example, students living in small cities may not get examples of firms pursuing,
perhaps, conglomerate diversification. Most common strategies would be concentrated growth, market
development, and product development.

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2. Identify firms in your business community that appear to rely principally on 1 of the 15 grand strategies.
What kind of information did you use to classify the firms?

As indicated in the answer to Question 1 above, it may be easier to find examples of firms using the first 3 of the
15 grand strategies. A breakdown of sales by product or sales by market would indicate whether any one of the
first 3 strategies is pursued. Innovation may be gauged by the percentage of total revenues that comes from new
products. The instructor should guide the students to use the proper classification procedure in this exercise.

3. Write a long-term objective for your school of business that exhibits the five qualities of long-term
objectives described in this chapter.

The five objectives are: flexible, measurable, motivating, suitable, and understandable. This is an interesting
exercise because it forces the student to be precise, yet motivating.

4. Distinguish between the following pairs of grand strategies:

a. Horizontal and vertical integration

Horizontal integration occurs when a firm acquires one or more similar firms operating at the same stage of the
production-marketing chain. Vertical integration involves the acquisition of firms that supply it with inputs or
are customers for its outputs. Exhibit 7-7 illustrates the difference between horizontal and vertical integration.

b. Conglomerate and concentric diversification

Concentric diversification involves the acquisition of businesses that are related to the acquiring firm in terms of
technology, markets, or products. When a firm acquires a business because it represents the most promising
investment opportunity available, it is pursuing conglomerate diversification. Here, little concern is paid to
creating product-market synergy with existing businesses.

c. Product development and innovation

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. Innovation, on the other hand,
occurs when firms seek to introduce products based on original or novel ideas. The underlying rationale is to
create a new product life cycle and thereby make similar existing products obsolete.

d. Joint venture and strategic alliance

When firms lack a necessary component for success in a particular competitive environment, they overcome this
obstacle by forming a separate company (called the joint venture) that is created and operated for the benefit of
the co-owners (parents). Strategic alliances are distinguishable from joint ventures because the companies
involved do not take an equity position in one another. These are typically partnerships that exist for a defined
period during which partners contribute their skills and expertise to a cooperative project.

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5. Rank each of the 15 grand strategy options discussed in this chapter on the following three scales:

High ---------------------------------------Low
Cost
High ---------------------------------------Low
Risk of failure
High----------------------------------------Low
Potential for exceptional growth

Concentrated growth: low on all 3

Market development: moderately high on all 3
Product development: moderately high on both cost and growth potential, low on risk
Innovation: high on all 3
Horizontal integration: high on cost and growth potential, moderate on risk
Vertical integration: high on cost and growth potential, moderate on risk
Concentric diversification: high on all 3
Conglomerate diversification: high on all 3
Turnaround: moderate on cost and risk, low on growth
Divestiture: low on all 3
Liquidation: low on all 3
Bankruptcy: low on all 3
Joint ventures: high on all 3
Strategic alliances: low on cost, moderate on risk and high on growth potential
Consortia, Keiretsus, and Chaebols: low on cost and risk and high on growth

This rating may be subjective and the instructor should force the students to justify their rating.

6. Identify firms that use one of the eight specific options shown in Exhibit 7.3 under the grand strategies of
concentration, market development, and product development.

Concentration
Increasing present customers’ rate of use: Wendy’s Supersizing option
Attracting competitors’ customers: AT&T in long distance telephones
Attracting nonusers to buy product: Pitching the ability to send digital
pictures through the Internet to entice people to buy
computers

Market development
Opening additional geographic markets: Dell’s expansion to China
Attracting other market segments: Arm and Hammer baking soda as
refrigerator deodorizer

Product development
Developing new product features: Tylenol PM
Developing quality variations: PCs with varying capabilities
Developing additional models and sizes: Sony TV

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