Semester VI Strategic Managment Unlocked

Introduction to Strategic Management
Introduction
The word Strategy comes from the Greek word ‘Strategos’ which means a general. In
military science, Strategy literally means the art & science of directing military forces in
a war or battle. Today, the term strategy is used in business to describe how an
organization is going to achieve its overall objectives. Most organizations have several
alternatives for achieving its objectives. Strategy is concerned with deciding which
alternative is to be adopted to accomplish the overall objectives of the organization.
Strategy is a Comprehensive long term plan. It tries to answer three main questions:
• What is the present position of the firm?

• What should be the future position of the firm?
• What should be done to attain the future position?
Definition
“Strategy is a plan of action or policy designed to achieve a major overall aim”- Oxford
Dictionary
“Strategy is the determination of the basic long-term goals & objectives of an enterprise
& the adoption of the course of action and the allocation of the resources necessary for
carrying out these goals”- Alfred D Chandeler
“Strategy includes the determination & evaluation of alternative paths to achieve an

organization’s objectives & mission & eventually, a choice of the alternative that is to be
adopted”- Lloyd L. Byars
The term Strategy can be defined in a Simple words as follows:
“Strategy is a broad long-term plan designed to achieve the overall objectives of the
firm”
Nature & Characteristics of Strategies
1. Objective Oriented
Strategies are developed in order to achieve the objectives of the organization.
To formulate strategies, one has to know the objectives that are to be pursued &
also the policies that must be followed.
2. Future Oriented
Strategy is a future oriented plan. It is designed to attain future position of the
organization. Through Strategy, management studies the present position of the
organization & ttheir aims at attaining the future position of the organization. The
strategy provides answer to certain questions relating to
▪ Profitability of the present business
▪ Continuity of the present business
▪ Entry into difference businesses in future
▪ Effectiveness of the present policies of the organization.
▪ Growth & expansion of the business in the long run.
3. Unified, Comprehensive and Integrated

A Strategy is not Just plan. It is a unified, Comprehensive & integrated plan. It is
unified as it unifies all the parts of sections of the organization together. It is
comprehensive as it covers all the major aspects or areas of the organization. It
is integrated as all the parts of the plan are compatible with each other and fit
together well.
4. Strategy Alternatives
Organizations need to frame alternative strategies. It is not sufficient to frame
one or two strategies. Small organizations survive with one or two strategies due
to fewer complexities in their business. However, large organizations need to
frame alternative strategies in respect of growth & survival of the organization. It
can be into fours broad groups:
▪ Stable Growth Strategy
▪ Growth Strategy
▪ Retrenchment Strategy
▪ Combination Strategy
5. Relates to the Environment

STRATEGIC MANAGEMENT
The internal and external environment affects the strategy formulation &
implementation. The internal environment relates to mission& objectives of the
firm, the labor management relations, and the technology used, the physical,
financial & human resources. The external environment relates Competition,
Customer, Channel, intermediaries, Government policies & other social,
economic & political factors.
6. Allocation of Resources
For effective implementation of Strategy, there is a need for proper allocation of
the resources. Proper allocation of resources is required to undertake the various
activities so as to attain objectives. The resources can be broadly divided into 3
groups:
▪ Physical resources such as plant & machine
▪ Financial resources i.e. Capital
▪ Human resources i.e. Man Power
7. Universal Applicability
Strategy is universally applicable. It is applicable to business organization as well
as to non-business organization. This is because every organization need to
frame strategies for their growth & survival. The presence of Strategies keeps the
organizations moving in the right direction.
8. Periodic Review
Strategies need to be reviewed periodically. Such review is required to revise the
strategies depending upon the changing needs of the business. Periodic review
of strategies is required to gain competitive advantage in the market.
9. Applicable to all functional areas

Strategies are applicable to all functional areas. The functional areas include
production, marketing, finance, human resources management, etc. Strategies
aid in planning, organizing, directing & controlling activities in all functional areas.
Strategic Management
Definition
In the words of Jauch & Glueck “Strategic Management is a stream of decisions &
actions which leads to the development of an effective strategy or Strategies to help
achieve corporate objectives The Strategic Management process is the way in which
strategists determine objectives & make strategic decisions”
H.L. Ansoff defines, “strategic Management is a systematic approach to a major &

increasingly important responsibility of general management to position & relate the firm
to its environment in a way which will assure its continued success & make it secure
from surprises.
Process/ Elements of Strategic Management
The strategic management process can be broadly divided into three phases. Each
phase consists of a number of steps The three phases are as follows:
I. Strategy formulation
II. Strategy Implementation
III. Strategy Evaluation
I. Strategy formulation
Strategy formulation can also be referred as strategic planning. The strategy
formulation involves the following steps:
1) Framing Mission & Objectives

The first step in the formulation of a strategy is to frame mission &
objectives of the firm. The mission states the philosophy & the purpose of
the organization. The objectives are the aims or ends, which the
organization seeks to achieve. The mission & objective must be clearly
defined.
2) Analysis of the Internal Environment

After setting the objectives or goals, the management needs to make an
analysis of the internal environment. The analysis of the internal
environment may be done prior to setting of objectives. The internal
environment refers to manpower, machines, methods, procedures & other
resources of the organization. A proper analysis of the internal
environment reveals strength & weakness of the organization.
3) Analysis of the External Environment.
The management must conduct an analysis of the external environment.
The external environment refers to government, competition, consumers,
technological development & other environment factors that affect the
organization. A proper analysis of the external environment reveals
opportunities & threats
4) Gap analysis
The management also conducts “gap analysis”. For this purpose, the
management must compare & analyze its present performance level & the
desired future performance level. Such a comparison would reveal the
extent of gap that exists between the present performance & future
expectations of the organization. If there is a sufficient gap, the
management must think of suitable measures.
5) Framing Alternative Strategies
After making a SWOT analysis & the Gap Analysis, the management
needs to frame alternative strategies to accomplish the objectives of the
firm. There is a need to frame alternative strategies as some strategies
may be put on hold & other strategies may be implemental.
6) Choice of strategies
The organization cannot implement all the alternative strategies. Therefore
the firm has to be selective. The organization must select the best strategy
depending upon the situation. Before selecting the best strategy, the
organization needs to conduct a cost-benefit analysis of the alternative
strategies. The strategy, which gives the maximum benefits at minimum
cost, would be selected.
II. Strategy Implementation

The strategies are formulated for each and every functional department such
as production, marketing, finance & personnel. Once the strategies are
formulated, then the next stage is implementation of such strategies.
The strategy implementation involves the following elements:
1) Formulation of plans, programmes and projects

There is a need to frame plans, programmes and projects. Strategy by
itself does not lead to action. For instance, if expansion strategy is
formulated, then various types of expansion plan need to be formulated.
An expansion plan would involve expansion in production capacities of
existing product &/or development and production of new products
Plans result in different kinds of programmes. A programme is a broad
plan which includes goals, policies, procedures and oter aspects required
to implement a plan. For instance, there can be R & D programme for the
development of new product. Programmes lead to the formulation of
project which is a specific programme for which the time schedule and
cost are predetermined.
2) Project Implementation
A project passes through various stages before the actual implementation.
The various phases include
▪ Conception phase, where idea are generally generates for future
projects
▪ Definition phase, where preliminary analysis of the project is
undertaken.
▪ Planning & Organizing phase, where the planning and organizing of
resources required to undertake the project is decided
▪ Implementation Phase, where details of the implementation of the
product such as awarding contracts, order placement etc. are
decided.
▪ Clean-up Phase, which deals with disbanding the project
infrastructure & banding over the plant to the operating personnel.
3) Procedural Implementation
The organization needs to be aware of regulatory frame work of the
regulatory (government) authorities before implementing strategies. The
regulatory elements to be reviewed are as follows:
▪ Regulation in respect of foreign technology
▪ Foreign collaboration procedures
▪ FEMA regulation
▪ Capital issue guidelines
▪ Foreign trade regulations etc.
4) Resource Allocation
It deals with the arrangement & commitment of physical, financial and

human resources to various activities so as to achieve the organization
goals. The strategies need to allocate resources to the various division,
department etc. The resources need to be allocated depending upon the
importance of activities in each of the departments or divisions. It includes
allocation of manpower, machines, tools, money and other resources for
each and every activity.
5) Structural Implementation
Organization structure is the frame work through which the organization
operates. There can be various organizational structure for the
implementation of Strategy, it can be
▪ Entrepreneurial (line) structure, which is suitable for small owner-
manager organization.
▪ Functional structure, which is suitable for multi-department
organization.
▪ Matrix Structure, which is suitable for multi-project/product
organization.
6) Functional Implementation
It deals with the implementation of the functional plans and policies. For
effective implementation of strategy, strategies have to provide direction to
functional managers regarding the plans and policies to be adopted. Plans
and policies need to be formulated and implemented in all the functional
areas such as production, marketing, finance and personnel.
7) Behavioral Implementation
It deals with those aspects of strategy implementation that have an impact
on the behavior of strategists in implementing the strategies. It deals with
issues of leadership, corporate culture, corporate politics and use of
power, personal value, business ethics and social responsibility.
III. Strategy Evaluation

Evaluation of strategy is that phase of strategic management process in
which managers try to assure that the strategic choice is properly
implemented and is meeting the objectives of the enterprise. It involves the
following elements.
1) Settling of Standard
The strategists need to establish performance targets standards and
tolerance limit for the objectives, strategies and implementation plans. The
standard can be established in terms of quantity, quality, cost and time.
Standards need to be definite and they must be acceptable to employees.
2) Measurement of Performance
The next step is to measure the actual performance. For this, the manager
may ask for performance reports from the employees. The actual
performance can be measured both in quantitative as well as qualitative
ways. The actual performance also needs to be measured in terms of
time and the cost factor.
3) Comparison of actual performance with standards

The actual performance needs to be compared with the standards. There
must be objective comparison of the actual performance against the
predetermined targets or standards. Such comparison is required to find
out deviation, if any.
4) Finding out deviations

After comparison, the managers may notice the deviations. For instance, if
a particular brand’s sales targets was 1000 units for a certain period and
the actual sales are only 9000 units for that period then the deviations are
to the extent of 1000 units.
5) Analyzing deviations
The deviation must be reported to the higher authorities. The higher
authorities analyze the causes of deviations. For this purpose, the higher
authorities may hold necessary discussions with functional staff. For
instance, the deviation of 1000 units may be due to poor promotion, faulty
pricing, poor distribution and so on. The exact cause or causes of
deviation must be identified.
6) Taking corrective measures

After identifying the causes of deviations, the managers need to take
corrective steps to correct the deviations. At times, there may be a need
for resetting of goals and objectives or re-framing plans, policies and
standards. The corrective steps must be taken at the right time so as to
accomplish the objectives.
Levels of Strategy
The strategy can be broadly classified into three levels:
❖ Corporate Strategy
❖ Business Strategy
❖ Functional (Operational) Strategy
❖ Corporate Strategy
It describes a company’s overall direction in terms of its general attitude towards
growth and the management of its various business and product lines. The
corporate strategy typically fits within the three main categories:
• Stability Strategy
• Growth Strategy
• Retrenchment Strategy
• Stability Strategy
Firm using stability strategy try to hold on to their current position in the
product market. The firms concentrate on the same products and in the
same markets. The stability strategy is followed by those firms which are
satisfied with their present position. This strategy is suitable in a simple
and stable environment. A stability strategy is less risky as it offers safe
business to the organization unless there are major changes in the
environment.
• Growth Strategy
It is also called as expansion strategy, when a firm aims at substantial
growth strategy. A growth strategy is one that an enterprise pursues when
it increases its level of objectives upward in significant increment, much
higher than an exploration of its past achievement level. The most
frequest increase indicating a growth strategy is to raise the market share
and/ or sales.
In order to achieve higher targets than before, a firm may enter into new
markets, introduce new product lines, serve additional market segments
and so on. This strategy involves greater effort and risk as compared to
stability strategy.
❖ Business Strategy
It usually occurs at the strategic business unit level or product level. It emphasize
improvement of the competitive position of a firm’s products or services in a
specific industry or market segment served by that business unit. There can be
two types of business strategy- Competitive and Cooperative strategy unit or firm
may try to co-operate with another firm in production and marketing of goods or
services by forming alliances like Joint ventures.
❖ Functional Strategy
It relates to the functional areas such as production, marketing, finance,
personnel, etc. The functional strategy aims at achieving functional objectives
which in turn would help to achieve business unit and overall organizational
objectives.
7-S FRAMEWORK
It is essential for an organization to know whether the time is right for change. In this
context, the 7-S framework, developed by Mc.Kinsey Company, a well known consulting
firm in the United States, in the late 70’s, can be helpful. It can provide insight into an
organization’s working and help in formulating plans for improvement.
The main thrust of change is not connected only with the organizational structure. It has
to be understood by the complex relationship that exists between strategy, structure,
system, style, staff, skill and super-ordinated goal. This is called the 7-S of the
organization.
The 7-S framework suggests that there are several factors that influence an
organization’s ability to change. The variables involved are interconnected. Hence
significant changes cannot be achieved without making changes in all the variables.
The framework has no starting point or implied hierarchy. It is also difficult to pinpoint
which of the seven S’s could be the driving force of change in an organization at a
particular point of time.
➢ Strategy
(As discussed earlier in this chapter)
➢ Super Ordinate Goals

The Super- ordinate goal is alike to the organization’s purpose. It is a set of
values and aspirations going beyond the formal statement of corporate
objectives. They can be considered as fundamental ideas around which a
business is built. Hence they represent the main values of the organizations.
They can also provide the broad notions of future direction.
➢ Structure
Design of organization structure is a critical task for the top management. It
refers to the more durable organizational arrangements and relationships and
forms the skeleton of the edifice of organizations. It prescribes formal
relationships, communication channels roles to perform and rules & procedures.
• Reduction of external uncertainty. Forecasting research and planning help
in achieving this.
• Reduction in internal uncertainty due to variable, unpredictable, random
human behavior. Control mechanisms help in achieving this.
• Coordination of the activities of the organizations to enable it to have a
focus. Departmentalization, specialization, division of labor and delegation
of authority help in achieving this.
➢ System
System refers to the rules and procedures both formal and informal system
complement the organizational structure. They are similar to the term
infrastructure.
System include production, planning and control systems, costing, capital
budgeting, recruitment, training & development, planning & budgeting and
performance evaluation.
➢ Style
Top managers in organization use style to bring about change. The style of an
organization becomes evident through the patterns of actions taken by the top
management over a period of time. These decisions are also likely to influence
the people in the lower levels of the organizations.
Organizational reporting relationships convey the style. In some organizations,
quality control may be embedded in the manufacturing process, in some others,
it may be a separate function under the Chief Executive Officer. Some
organizations may prefer R & D to be a part of the engineering. Study of the style
conveys the process of management, which is prevalent in the organization
whether it is evolving or still having traditional outlook.
➢ Staff
Proper staffing ensures human resource’s potential of a higher order, which can
contribute to the achievement of organizational goals. Staffing includes
selections, placement, training and development of appropriately qualified
personnel.
Staffing refers to the entire organization. The recruitment process may vary for
different levels of organization for different kind of jobs. It can start from
appointing young recruits to the mainstream of the organization’s activities & their
career progression.
➢ Skills
Skill refers to crucial attributes or capabilities of an organization. They are used
to describe that which is found most in the organization. Eg. Hindustan lever is
known for its marketing, TELCO for its engineering skills, SONY for its new
product development etc.
Skills are developed over a period of time & are a result of the interactions of a
number of factors, could be personnel, top management, structure, system etc.
Hence when a strategic decision is to be made, it is necessary to build new skills.
Skills in the 7-S framework can be considered as the distinctive competence.
STRATEGIC INTENT
MISSION
All management experts unanimously agree that clarifying the mission and defining the
business is the starting point of business planning. Many organizations define the basic
reason for their existence in terms of a mission statement. An organization’s mission
includes both a statement of organizational philosophy and purpose. The mission can
be seen as a link between performing some social function and attaining objectives of
the organization.
A well-conceived mission statement defines the fundamental, unique purpose which

sets a company apart from the other firms of its type and identifies the scope of the
firm’s operation in terms of the product/ services offered and the markets served. It may
also include the firm’s philosophy about how it does the business and treats the
employees. It puts into words not only what the company is now, but also what it wants
to become- management’s strategic vision of the firm’s future.
The mission of General Motors states “ The fundamental purpose of General Motors is
to provide products and services of such quality that our customers will receive superior
value, our employees and business partners will share in our success and our stock
holders will receive a sustained, superior return on their investment.
Some management experts consider vision and mission as two different concepts. They
are of the view that a mission statement describes what the organization is now and a
vision statement describes what the organization would like to be in future. However, we
would like to include the vision concept in the mission statement. Therefore a mission
statement tells who we are & what we would like to become.
VISION
Vision is a descriptive image of what the company wants to be or want to be known for.
Vision reminds us of what the goals are, without vision performance of the business are
likely to be affected. A vision is a statement for where the organization is heading over
the next five to ten years. It is the statement that indicates mission to be accomplished
by the management in distant future.
Warren Bennis and Burt Nanus described the role of vision as follows:
“ To choose a direction, a leader must first have developed a mental image of a
possible and desirable future state of organization, which we call a vision. Vision
articulates a view of a realistic/ credible, attractive future for the organization. With a
vision, the leader provides an important bridge from the present to the future of the
organization.
BUSINESS OBJECTIVES & GOALS
Business planning starts with setting of the objectives. Objectives are the ends which
the organization intends to achieve through its existence and operations. Organizational
objectives vary from organization to organization.
The two terms ‘Organization & Goals’ are normally used interchangeably. However,
some authors try to make a difference between the two terms. They consider objectives
as broad aims whereas goals are more specific in nature. The objectives can be divided
into sub-objectives call goals. For instance, a company may state one of its objectives
as ‘increase in market share’ whereas a goal may be stated as ‘to increase market
share of brand A by 10% during the current year and that of brand B by 20%. Further, a
goal when defined precise and exact term can be termed as target. For instance, a
target can be stated as ‘to sell 10,000 units of brand A during current year.
Objectives play an important role in the functioning of any organization. Objectives

provide the basis for strategic decision making. It provides the basis for planning,
organizing, co-ordinating, direction and control. Therefore, there is a need to setup clear
and well defined objectives.
FUTURE OF BUSINESS OBJECTIVES
1) Ultimate goals- Objectives are the aims, goals and the destination where the
organization must have a clearly defined objectives differentiate one company
from the others. Every organization must have a clearly defined objective.
2) Future Oriented- Objectives are future destinations which the organization
wants to reach. However, these objectives are finalized after considering the
past trends and the past performance of the organization.
3) Guides- Objectives, whether economic, social or human guide the
organization in taking relevant and quick decision. It guides in formulating the
policies, the programmes and the plans.
4) Complex- Business environment is very complex. Change in one environment

may have different impacts on the other environmental factors. Moreover,
there environmental factors are uncontrollable. It has to be modified
continuously in order to suit the changed environment.
5) Qualitative – There are certain objectives which are of qualitative nature,
especially advertising objectives. Advertising objective can be creating
awareness, changing attitudes, perceptions, enabling recognition of the brand
etc. Therefore qualitative objectives are difficult to measure.
6) Quantitative- It is those which can be measured in volume or value terms.
Marketing objectives are generally of quantitative nature. Some of the
marketing objectives are increasing sales, increasing market share, profit etc.
Significance/ Importance of Business Objectives
1) Help in Defining the Organization

Objectives help in defining the organization in its environment. By stating its
objectives, an organization commits itself to what it has to achieve for the
members of the society i.e. the government, customers, suppliers, dealers and
even the employees recognize the organization through its objectives.
2) Facilities Planning
Listing of objectives helps the organization to plan its activities. Planning involves
setting of objectives and then framing short range and long range plans so as to
undertake the various activities to accomplish objectives. Without framing proper
objectives, it is not possible to frame the plans.
3) Facilities Direction
Objectives provide direction to the employees to undertake the various activities
in the organization and employees know the right direction in which they are
moving.
4) Provide basis for evaluation

Objectives help in evaluation and control. Objectives provide a standard against
which actual performance can be evaluated. If deviations take place, the
organization can adopt suitable control measure. In the absence of objectives an
organization would have no clear basis for evaluating its performance.
5) Facilities decision making in all functional areas

Objective facilitate systematic decision making on the part of the managers in the
organization. Decision making in all the functional areas like marketing,
production, finance and personnel is facilitated due to the presence of objectives.
In the absence of well-defined objectives, the decision making process would be
hampered.
6) Reduce wastages
Proper objectives help to reduce wastage in the organization. All the resources in
the organization are put to proper use, wastages are avoided or minimized.
7) Develops team work

Well defined objectives facilitate team work in the organization. The members of
the organization work in close cooperation with each other to attain the goals.
Team work brings success to the organization.
8) Generates higher efficiency

When objectives are set properly there can be proper organizing and utilization of
resources. This would result in higher efficiency both in terms of quality and
quantity in the organization.
9) Ensures survival and success of the firm

Objectives facilitate the implementation of strategies in the organization. Proper
implementation of strategies ensures survival and success of the organization.
10) Ensures proper organizing of resources.

Objectives provide the target to be achieved over a period of time. Depending on
the targets, the organization can make proper arrangement of physical, financial
and human resources. In the absence of a well-defined objective, manager may
not be able to organize the right amount of resources.
Characteristics of an Effective Mission Statement
1) Clarity
It should be clear and easy to understand the philosophy and purpose of the
organization. It should be clear to everyone in the organization so that it acts as a
guide to action. However, it is to be noted that clear mission statement by itself
does not ensure success; it only provides a sense of purpose and direction.
2) Feasibility
It should not state impossible tasks. A mission statement should always aim
higher but not impossible goals. It should state a purpose which should be
realistic and attainable. A company should always consider its abilities and
resources before making a mission statement.
3) Current
It may become outdated after sometime. A mission statement may hold good for
a certain number of years say 10 year. Very few definition of purpose and
mission of a business have anything like a life expectancy of thirty, let alone fifty
years. It should be modified or revised taking into consideration the change in the
internal and external environment.
4) Enduring
It should be a motivating force guiding and inspiring the individuals in the
organization for higher and better performance. For instance, mission statement
of education institution may state “higher and still higher achievements” may
motivate the individuals in the institution.
5) Distinctive
It should be unique and distinctive. It should not appear similar as compared to
the other competitors or companies. It is true that the mission statement of most
companies aim higher in terms of market share, service to the customers, quality
products & service, but the drafting of the mission statement must be done in
such words that it brings uniqueness to the mission statement.
6) Precise
It should contain few words and not a very long statement. It should sound good
and look good. It should be a very attractive statement. This does not mean that
it should contain only two to three words.
7) Comprehensive
It should be comprehensive in nature. It should indicate the philosophy, the
purpose and the strategy to be adopted to accomplish it. It should not only state
only philosophy or purpose.
How does Mission Statement help a firm? (Importance)
• It provides direction in planning and in setting objectives of the firm.

• IT helps the personnel at various levels in the organization to understand the
direction in which they should move.
• It helps the firm to focus on the customers as the very basis of the business is
the customer.
• It helps the firm to respect and reward the individuals i.e. employees, the
shareholders, customers, suppliers and other members of the society who are
involved in some way or the other with the organization.
• It not only helps in setting objective but also in framing policies and strategies of
the firm.
• A mission statement establishes a sound organizational culture.
Corporate Social Responsibility
Business is basically an economic activity merely on profit maximization. It is a group

effort, as there is participation directly or indirectly, of the workers, management,
customers, shareholders, government and the society. Business cannot function
independently and depends on the society for supply of raw materials, capital, labor and
other requirements.
Therefore, there is a need to have social responsiveness in strategic management. This

is because greater social responsiveness means good business.
Social Responsibility towards Various Groups
Responsibility towards Employees. The survival and success of a business depends

upon the quality and commitment of its human resources. Therefore a business
organization needs to fulfill its social responsibility towards its employees in the
following manner.
• The company should provide job security to its employees

• Employees should be paid proper and timely wages and other monetary
incentives
• The company should take adequate measures to protect the health and life of the
employees.
• The workers should be provided with good working condition such as good
lighting, ventilation, proper working hours and soon.
• The company should adopt proper personnel policies relating to training, transfer,
promotion, performance appraisal etc.
• There should be proper grievance procedure to handle employee’s complaints.
• The management should recognize the rightful trade union, representing majority
of the workers.
Responsibility towards Shareholders
• The shareholders expect optimum utilization of their funds.

• The management should make a proper disclosure regarding the affairs of the
company.
• The shareholders expect periodic information about important happening or
development in the company.
• The shareholders would appreciate if the company directors indulge in fair
practices on the stock exchange
• They expect a fair return on their investment.
Responsibility towards Customers
• The company should produce quality good

• The company should charge fair price.
• The company expects honest advertising and information
• The company should make the good available regularly and not create artificial
shortage to rise prices
• The firm must provide good after sales service
• The company should deal with the complaint of the customers immediately
• The consumers expect healthy competition in the market and not monopolistic
hold over the market by one dominant seller
Responsibility towards Society
• The company should take all possible measures to prevent air, water and soil
pollution
• The business firms should make indiscriminate use of the scarce resources in
the interest of the society
• The society expects that companies should make efforts to uplift backward areas
by starting and developing industries in such areas.
• The business firms should uplift the weaker section of the society by making
efforts to provide jobs and also social activities
• The society expects that the companies should work for communal harmony and
not to participate in anti-social activities.
• Business firm should donate generously to various social causes such as
eradication of poverty, illiteracy etc.
Responsibility towards Government
• The government expects co-operation and financial assistance from the business
sector in implementing socio economic programs
• The government expects the business sector to pay taxes and duties regularly
• The business firms should strictly observe government’s rules and regulations
• The business firms should work toward political stability in the country
• The business forms should avoid seeking unfair favor from government
authorities
• The corporate sector should provide assistance to the government during natural
calamities.
Organizational Appraisal
Dynamics of Internal Environment
An organization uses different types of resources and exhibits a certain type of

behavior. The interplay of these different resources along with the prevalent behavior
produces synergy or antagonism within an organization, which leads to the
development of strengths or weakness over a period of time.
Some of these strengths make an organization especially competent in a

particular area of its activity causing it to develop competencies. Organizational
capability rests on an organization’s capacity and the ability to use its competencies to
excel in a particular field, thereby giving it a strategic advantage.
The resources, behavior, strengths and weaknesses, synergic effects and

competencies of an organization determine the nature of its internal environment.
Following is the diagram showing the framework that we adopt for an explanation of the
process of development of strategic advantage by an organization
Strategic Advantage
Organizational Capabilities
Competencies
Synergistic Effects
Strengths & Weakness
Organizational Resources Organizational Behavior
Organizational Resources
The dynamics of the internal environment of an organization can be best

understood in the context of the resources-based view of firms or the resources-based
theory of strategy. A firm is a bundle of resources, tangible and intangible, that include
all assets, capabilities, organizational process, information, knowledge etc. These
resources could be classified as physical, human and organizational resources. The
physical resources are the technology, plant, and equipment, geographical location etc.
present in an organization. The organizational resources are the formal systems and
structures as well as informal relation among group. The resources of an organization
can ultimately lead to strategic advantage for it if they possess four characteristics i.e. if
these resources are valuable, rare, costly to imitate non substitutable.
Organizational Behavior
IT is the manifestation of the various forces and influences operating in the

internal environment of an organization that create the ability for, or place constraints on
the usage of resources. Organizational behavior is unique in the sense that it leads to
the development of a special identity and character of an organization. Some of the
important forces and influences that affect organizational behavior are the quality of
leadership, management philosophy, shared values and culture, quality of work,
environment and organizational climate, organizational politics, use of power etc.
Strengths and Weaknesses
Organizational resources and behavior do not exist in isolation. They combine in

a complex fashion to create strengths and weakness within the internal environment of
an organization. Strength is an inherent capability which an organization can use to gain
strategic advantage. A weakness, on the other hand is an inherent limitation or
constraint which creates a strategic advantage for an organization.
Strengths and weaknesses do not exist in isolation but combine within a

functional area and also across different functional areas to create synergetic effects.
Synergetic Effects
It is inherent nature of organizations that strengths and weaknesses, like

resources and behavior, do not exist individually but combine in a variety of ways. For
instance, two strong points in a particular functional area add up to something more
than double the strength. Likewise, two weaknesses acting in tandem result in more
than double the damage.In effect, what we have is a situation where attributes do not
add mathematically but combine to produce an enhanced or a reduced impact. Such
phenomenon is known as the synergistic effect. Synergy is an idea that the whole is
greater or lesser than the sum of its part. It is also expressed as the “Two plus two is
equal to five or three” effect.
Competencies
On the basis of its resources and behavior, an organization develops certain strengths
and weaknesses which when combined lead to synergistic effects. Such effects
manifest themselves in terms of organizational competencies. Competencies are
special qualities possessed by an organization that makes them withstand the
pressures of competition in the market place. In other words the net results of the
strategic advantages and disadvantages that exist for an organization determines its
ability to compete with its rivals. Other terms frequently used as being synonymous to
competencies are unique resources, core competencies, invisible assets, embedded
knowledge etc.
When an organization develops its competencies over a period of time and bones them
into a fine art of competing with its rivals, it tends to use these competencies
exceedingly well. The capability to us the competencies exceedingly well turns them
into core competencies.
When a specific ability is possessed by a particular organization exclusively or relatively

in large measure, it is called a distinctive competence.
Organizational Capability
Organizational capability os the inherent capacity or potential of an organization to use

its strengths and overcome its weaknesses in order to exploit the opportunities and face
the threats in its external environment. It is also viewed as a skill for coordinating
resources and putting them to productive use. Without capability, resources even
though valuable and unique, may be worthless.
Since organization capability is the capacity or potential of an organization, it means

that it is a measurable attribute. And since it can be measured, it follows that
organizational capability can be compared yet, it is very difficult to measure
organizational capability as it is, in the ultimate analysis, a subjective attribute. As an
attribute, it is the sum total of resources and behavior, strengths and weakness,
synergistic effects occurring in and the competencies of any organization.
Capabilities are the outcomes of an organization’s knowledge base i.e. the skill
and knowledge of its employees. There is a growing body of opinion that considers
organizations as reservoirs of knowledge, in which case they are all learning
organizations.
Strategic and Competitive Advantages
Strategic advantages are the outcomes of organizational capabilities. They are the
result of organizational activities leading to rewards in terms of financial parameters,
such as profit or shareholder, value and/ or non-financial parameters, such as market
share or reputation. In contract, strategic disadvantages are penalties in the form of
financial loss or damage to market share. Clearly such advantages or disadvantages
are the outcome of the presence or absence of organizational capabilities. Strategic
disadvantages are measurable in absolute terms using the parameters in which they
are expressed. So, profitability could be used to measure strategic advantage. Higher
the profitability better is the strategic advantage. They are comparable in terms of
historical performance of an organization over a period of time or its current
performance with respect to its competitors in the industry.
Competitive advantage is a special case of strategic advantage where there is one or

more identified rivals against whom the rewards or penalties could be measure. So,
outperforming rival in profitability or market standing could be a competitive advantage
for an organization. Competitive advantage is relative rather than absolute and it is to be
measured and compared with respect to other rivals in the industry.
Organizational Capability factors
Capabilities are most often developed in specific functional areas such as marketing or
operations or in a part of a functional area such as distribution or research and
development. It is also feasible to measure and compare capabilities in functional areas.
Thus, a company could be considered as inherently strong in marketing owing to a
competence in distribution skills or a company could be competitive in operations owing
to superior research and development infrastructure.
Organizational capability factors are the strategic strengths and weaknesses existing in
different functional areas within an organization, which are of crucial importance to
Strategic formulation and implementation. Other terms synonymous to organizational
capability factors are strategic factors, strategic advantage factors, corporate
competence factors etc.
We now describe capability factors in the six functional areas of finance, marketing,
operations, personnel, information and general management. For each capability factor,
we first define that factor, point out some of the important elements that support
capability in an area, give a few illustrations of typical strengths and lastly, provide a few
examples from real life business situations to help enhance your understanding.
Financial Capability
Financial capability factors relate to the availability, usages and management of funds
and all allied aspects that have a bearing on an organization’s capacity and ability to
implement its strategies.
Some of the important factors which influence the financial capability of any
organization are as follows:
1. Factors related to sources of funds

a. Capital Structure, procurement of capital, controllership, financing pattern,
working capital availability, borrowings, capital and credit availability,
reserves and surplus and relationship with tenders, banks and financial
institutions.
b. Factors related to usage of funds capital investment, fixed asset
acquisition, current assets, loans and advances, dividend distribution and
relationship with shareholders.
c. Factors related to management of funds, financial, accounting and
budgeting systems, management control system, state of financial health,
cash inflation, credit return and risk management, cost reduction and
control and tax planning and advantages
Based on the above factors, a number of strengths and weaknesses can be

found that affect the financial capability of organization.
2. Marketing Capability
Marketing capability factors relate to the pricing, promotion and distribution

of products or services and all the allied aspects that have a bearing on an
organizations capacity and ability to implement its strategies.
Some of the important factors which influence the marketing

capability of an organization are as follows.
a. Product related factors: Variety, differentiation, mix quality,

positioning, packaging etc.
b. Price related factors: Pricing objectives, policies, changes,
protection, advantages etc.
c. Place related factors: Distribution, transportation and logistics,
marketing channels, marketing intermediaries etc.
d. Promotion related factors: Promotional tools, sales promotion,
advertising, public relations, etc.
e. Integrative and systematic factors: marketing mix, market standing,
company image, marketing organization, marketing system,
marketing management information system etc.
3. Operations Capability
Operations capability factors relate to the production of product or

services, use of material resources and all allied aspects that have a
bearing on an organization capacity and ability to implement its strategies.
Some of the important factors which influence the operations

capability of an organization are as follows:
a. Factors related to the production system: Capacity, location, lay-

out, product or service design work systems, degree of automation,
extent of vertical integration etc.
b. Factors related to the operations and control system: Aggregate
production planning, material supply, inventory cost and quality
control, maintenance systems and procedures etc.
c. Factors related to the R & D System: Personnel facilities, product
development, patent rights, level of technology used, technical
collaboration and support etc.
4. Personnel Capability
Personnel Capability factors relate to the existence and use of

human resources and skills and all allied aspects that have a bearing on
an organization’s capacity and ability to implement its strategies. Some of
the important factors which influence the personnel capability of an
organization are as follows.
a. Factors related to the personnel system: Systems for manpower

planning, selection, development, compensation, communication
and appraisal, position of the personnel department within the
organization, procedures and standard etc.
b. Factors related to the organizational and employee characteristics
Corporate image, quality of managers, staff and workers perception
about an image of the organization as employer, availability of
development opportunities for employees, working conditions etc.
c. Factors related to industrial relations
Union management relationship, collective bargaining, safety,
welfare and security, employee satisfaction and morale etc.
5. Information management capability
Information management capability factors relate to the design and

management of the flow of information from outside into and within an
organization’s capacity and ability to implement its strategies.
Some of the important factors which influence the information

capability of an organization are as follows.
a. Factors related to acquisition and retention of information sources,

quality, quantity and timelines of information, retention capacity and
security of information.
b. Factors related to processing and synthesis of information
database management, computer systems, software capability and
ability to synthesize information.
c. Factors related to retrieval and usage of information. Availability
and appropriateness of information formats and capacity to
assimilate and use information
d. Factors related to transmission and dissemination. Speed, scope,
width and depth of coverage of information and willingness to
accept information.
e. Integrative Systemic and supportive factors: Availability of IT
infrastructures, its relevance and compatibility to organizational
needs, up gradation of facilities, willingness to invest in state of the
art systems, availability of computer professionals and top
management support
6. General Management Capability
It relates to the integration, co-ordination and direction of the functional

capabilities towards common goals and allied aspects that have a bearing
on the organization’s capacity and ability to implement its strategies.
Some of the important factors which influence the general

management capability of an organization are as follows:
a. Factors related to the general management system: Strategic

management system, processes related to setting strategic intent,
strategy formulation and implementation machinery, Strategy
evaluation system management information system, corporate
planning system, rewards and incentives systems for the top
managers etc.
b. Factors related to general managers orientation, risk-propensity,
values, norms, personal goals, competence, capacity for work,
track record, balance of functional experience, etc.
c. Factors related to external relationship: Influence on and rapport
with the government, regulatory agencies and financial institution,
Public relations sense of social responsibility, philanthropy, public
image as corporate citizen etc.
d. Factors related to organizational climate: Organizational culture,
use of power, political processes, balance of vested interests,
introduction , acceptance and management change, nature of
organizational structure and controls etc.
Internal Factors evaluation Matrix
Every organization has its strengths and weakness. The strengths and weakness
do occur in varying degrees in the functional areas such as production (Operation),
marketing, finance, personnel and so on. A firm must find out its strengths and
weaknesses on all its functional areas so as to minimize its weaknesses and
consolidate its strengths.
An internal audit needs to be conducted in respect of strengths and weaknesses

of the functional areas. A summary steps in conduction internal audit is to develop an
Internal Factor Evaluation (IFE) matrix. The IFE matrix is an important tool of strategy
formulation. This tool evaluates the major strengths and weaknesses in the functional
areas of a business. It also provides a basis for identifying and evaluating the
relationship among those areas.
The IFE Matrix can be developed through the following steps.
a. Identifying Critical success factors:
The management must identify the critical success factors in all the
functional areas. List out about 10 to 15 vital factors that are
essential for the success of the organization. Some of the factors
may be strengths and some others may be the weaknesses. List
out the strengths followed by weaknesses. As far as possible state
the factors with percentages, ratios and comparative figures. For
instance, market share increased by 10% net profit grew by 20%
bad debts reduced to 1% of credit sales and so on.
b. Assign weight to each factor:

After specifically listing the vital internal factors, the management
must assign a weight that ranges from 1.0 (All important) to 0.0 (not
all important) to each factor. The weight assigned to each factor
indicates the relative importance of the factor to become successful
in the industry.
It is to be noted that regardless of whether a key factor is an
internal strength or weakness, factors that have greatest impact on
organizational performance should be assigned the highest
weights. The total of all weights must come to 1.0. The weight are
industry based
c. Assign Rating to Each Factor:
The management must assign rating to each factor. The rating may
be in the range of 4 to 1.
• 4 for major Strength

• 3 for minor strength
• 2 for minor weakness
• 1 for manor weakness
It is to be rated that the ratings are company based whereas the

weights are industry based.
d. Multiply Factor’s weight by Rating
After assigning appropriate rating to each vital factor, then the

management needs to multiply each factor’s weight by its rating.
This would enable to determine a weighted score for each factor.
e. Total weighted scores

The weighted scores of each and every vital factor must be totaled
up in order to determine the total weighted score for the firm. It is to
be noted that regardless of the number of factors included in the
IFE matrix, the total weighted score can range from a high of 4 to a
low of 1, with the average score of 2.5. If the total weighted score is
below 2.5 then it indicates a weak internal position of the firm,
whereas if the total weighted score is well above 2.5 it indicates a
strong internal position of the firm.
Competitive Profile Matrix (CPM)
The management should develop CPM to identify firm’s major competitors and
their strengths and weaknesses in relation to that of the firm. The weights and total
weighted scores in both CPM and IFE matrix have the same meaning. But the factors in
a CPM includes both internal and external ones and ratings refers to strengths and
weaknesses.
There are certain difference between IFE and CRP which are as follows:
• The critical success factors in a CPM are broader. They do not include specific or
factual data and may even emphasize on internal factors.
• The critical success factors in a CPM are not grouped into opportunities and
threats.
• In a CPM, the rating and total weighted scores for rival firms can be compared to
the firm under study. Such comparison provides important internal strategic
information.
The Following illustration provides an example of CPM:
Sample Firm Competitor Competitor

Critical Succss
Factors Weighted Weighted Weighted
Weight Rating Score Rating Score Rating Score
Customer
Loyalty 0.40 4 1.60 3 1.20 3 1.20
Market Share 0.20 4 0.80 3 0.60 3 0.60
Profit as % of
Sales 0.10 3 0.30 4 0.40 3 0.30
Product Quality 0.20 3 0.60 2 0.40 4 0.40
Distribution
Network 0.10 2 0.20 1 0.00 1 0.10
1.00 - 3.50 2.70 3.00
In the above illustration, customer loyalty is the most important factor as

indicated by industry’s weight of 0.40 qualities. The sample company’s customer loyalty
is high as shown by rating A as compared to the two competitors.
The sample company is strongest with weighted score of 3.50 followed by

Competitor with a weighted score of 3.00 and then followed by the competitor with a
weighted score of 2.10
Industry Analysis
A firm is a part of the industry and therefor its working is influenced by the industry in
which it operates. Michael Porter advocates that a structure analysis of industry be
made so that a firm would be in a better position to identify its strengths and
weaknesses. The proposed a model consisting five competitive forces, threat of new
entrants, rivalry among competitors, bargaining power of suppliers, bargaining power of
buyers and threat of substitute products that determine the intensity of industry
competition and profitability.
Threat of New Entrants
There is always a threat of new entrants in the market, especially when an

industry offers profitable prospects. The new entrants may desire to make good
investments in the industry so as to get a good market share. The new entrants may
take away a part of the market of the existing firms or it may gain a share of the growing
market. The existing firms may be affected due to the entry of new firms in the market.
The chances of new entrants entering into the industry depend upon the entry
barriers and the retaliation strategies adopted by existing firms. If the entry barriers are
quite high then the potential entrants may find it difficult to enter the market. So, also if
the existing firms adopt aggressive retaliation strategies, then the new entrants would
find it difficult to enter the market or sustain its entry.
The entry barriers may be due to several factors such as:
• Capital requirements may be very high which may prevent new entrants from
making investment.
• Product differentiation by existing firm through aggressive advertising, sales
promortion and other such techniques may lead to brand loyalty and customers
may not be willing to accept the products of new entrants
• Access the distribution network may be domination by existing firms through
effective dealer’s relationships which may act as an entry barrier for new entrants
as dealers may not be willing to stock and push sales of products of new firms.
• Economics of large scale production and distribution leading to lower costs for
existing firms which the new entrants may not be able to match.
• Rivalry among competitors- The desire to be a market leader or to get a larger
market share leads to rivalry among the competitors. The extent of rivalry among
the firms affects the intensity of competition within the industry. For instance
when the rivalry is less, competition level is low and vie-versa. The rivalry in the
market can affect the existing firms as well as the new entrant.
There are several dimensions of rivalry among competitors, some of which are as
follows:
Competitive Structure
It refers to the number of competitors, their size and diversity. Structures can
range from fragmented to consolidated
➢ A fragmented structure takes place when there is a large number of small or

medium sized firms none of which is in a dominating position in the industry.
Such a situation may arise due to low entry barriers.
➢ A consolidated structure involves few large companies and the actions of one
large firm are matched by reactions from other firms. The intensity of competition
may range from low to very strong rivalry.
➢ Diversity among competitors implies that different firms operate with different
organizational cultures with different goals and ideas to compete in the market.
Greater diversity can create problems to existing firms as well as to new entrants
➢ Demand conditions: A high demand from the customers may lead to lesser
competition in the market, as every form may get a good amount of sales in the
market. However, when there is stagnant demand, some firms may try to grab
the market share from others with the help of aggressive marketing demand and
declining demand creates problems for existing firms as well as new entrants.
➢ Exit barriers: There may be certain exit barriers which may restrict the firms to
leave the industry even during the times of stagnant demand or declining
demand. The exit barriers may be economic, strategic or emotional factors.
o Economic factors may be due to high investment in plant and machinery
that have no alternative usage
o Strategic factors may be due to strategic tie-up with other collaborations or
inter linkages between businesses or the firm
o Emotional factors may be sentiments attached to the business or products
➢ Bargaining Power of buyers

The bargaining power of buyers either individually or collectively, also affects the
position of suppliers and buyers in the industry. A high buyer bargaining power
may adversely affect the existing firms as well as the newer entrants. The high
buyer bargaining power may be due to
o When the buyer places a large order
o When several alternative sellers or suppliers are present in the market
o When the buyer may be in a position to produce such product or
components
o When the buyer charges low prices for its products and so on.
➢ Bargaining power of suppliers
The bargaining power of suppliers either individually or collectively can also

affect the position of suppliers and buyers in the industry. A high supplier
bargaining power can adversely affect the position of the buyers. The suppliers
may increase the price or may force the buyer to accept whatever is provided. A
high supplier bargaining power may be due to
o When the suppliers are few in numbers

o When the products or components supplied are unique in nature
o When the products supplied are not critical to the survival of the supplier.
o When the buyer buys in small quantity and therefore may not be important
to supplier.
o When the supplier may be in a position to integrate forward and use its
products for the production of end product or services etc.
➢ Threat of substitute products

The availability of close substitutes affects adversely the existing firms as
well as new entrants in the market. For instance, tap water or lime juice can be
substitute for soft drinks and tea can be a substitute for coffee and so on.
Naturally those businesses where close substitutes are not available appear to
be more attractive. The firms in such industries may charge higher prices and
earn higher returns. However there are more chances of competition in such
industries.
Business firm have to adopt suitable strategies taking into consideration,

the five forces are explained above. For instance, firms may adopt expansion
strategies in the case where the industry does not have close substitutes,
provided such expansion can bring economies of large scale production and
distribution and in turn higher returns to the firm.
Environmental Analysis
Introduction
The most significant development that has taken place in India after the independence
is liberalisation. This lead to the establishment of free market based economy. The
result was that most of the companies had to operate in a competitive market, the
market place turned global. This implied that companies take advantage of
opportunities, not only for their growth & expansion but also for their survival,
Globalisation can transform companies if they fail to adapt the change in the
environment
Environment refers to all those forces or factors that influence various decision of the
firm. A firms environment consist of internal environment & external environment, both
these environment help to determine the strength, weakness, opportunity & threat
Components of Business Environment
The various components or factors of business environment can be broadly divided in to

two groups
• Internal Environment
• External Environment
Internal Environment
A firm’s Internal Environment consist of its Plan, Policies, Resources, Relations & other
factors which affect its working. The following are some of the important factors of
internal environment.
1. Management Philosophy
It greatly influence the working of a business firm, the management may adopt
a traditional philosophy or a professional philosophy
Traditional approach places emphasis on family management &normally uses outdated

techniques or practices, there is not much emphasis on social responsibility
Professional approach gives importance to professionalism in management & social

responsibility towards various members of the society
2. Mission & Objective

the objective of the firm must be consistent with the mission statement therefore
it is always advisable to frame a mission statement and then list out the various
objectives.
An analysis of the internal environment will enable the firm to find out whether the
objectives are in line with the mission statement & it will help the firm to know if
the objectives are accomplished or not. If a firm is not in a position to accomplish
its objective then it is a sign of weakness of the firm so necessary measures
need to be taken to accomplish the objective
3. Plan & Policies

The plan and policies of the firm must be in line with its objectives as far as
possible, a firm should frame proper plans &policies taking in to consideration the
objectives and resources ,
The analysis of the internal environment will help the firm to know the
appropriateness of its plans and policies
e.g a firm may be placing to much emphasis on seniority as the basis for
promotion instead of merit as the basis, after the analysis the firm may reframe
the personal policy of promotion in favour of merit rather than seniority
4. Human Resource
The survival and success of the firm largely depends on the quality of human
resource, the knowledge, attitude, skills & social behaviour of the employee
greatly affect the working of the business firm. Therefore a firms need to have not
only experience & qualified workforce but also a highly dedicated &motivated
team.
An analysis of the environment in respect to human resources would reveal the
shortcomings and measures can be taken to correct such weakness
5. Physical Resources
It includes machines, buildings, equipment, office premises, furniture & fixture
etc.
A firm need adequate and quality physical resources , appropriate resources
bring job satisfaction improve quality & quantity of production, an analysis may
reveal the weakness of the physical resources and corrective measures can be
taken
6. Financial Resources
It relates to monetary resources, a firm needs adequate working capital as well
as fixed capital, there is a need to have proper management of working & fixed
capital. The firm should obtain the funds from the right sources at lowest possible
cost
An analysis of financial resources would reveal the strength or weakness if
weakness is detected the firm should take adequate measures to improve the
financial strength of the firm
7. Corporate image
A firm should develop, maintain &enhance a good corporate image in the minds
of employees, investors, customers & others. Poor corporate image is a
weakness thus a firm should undertake an analysis of its image if problem is
detected corrective measures should be taken
8. Labour Management Relations

There should be excellent relations between the management and workers
(unions) they should work as a team to achieve the objective of the firm. If the
analysis reveals any issues immediate measures should be taken to improve
labour management relations
External Environment
The external business environment also plays an important role in the survival &
success of a business enterprise. There is a constant need to analyze the
external environment so as to find out the opportunities & threats.
The external environment can be divided in to two groups
• Micro Environment
• Macro Environment
Micro Environment
Micro environment consists of all those factors in the Firm’s immediate

environment.
1. The Customers.
The Customer is one of the most important factors in the firm’s external
environment. The Consumers affect most of the business decisions. The
Customers’ Needs, Wants, Preferences and Buying behaviour must be
studied in order to frame proper production and marketing strategies.
Nowadays, Customers’ expectations are high. They expect new and better
goods. Their taste and preferences do change. They expect a Company to
provide quality goods at reasonable prices. Therefore the firm must keep in
mind the customer’s expectations and requirements and accordingly make
market decisions.
2. The Competitors.
The Company has to identify and monitor its competitor’s activities.
Information must be collected about Competitors in respect of their prices,
products, promotion and distribution strategies. Such information will enable
the Firm to analyse the strengths and weaknesses of the competitors. The
Firm has to take adequate measures to win over the confidence of the
customers in its favour.
3. The Suppliers.
Suppliers supply raw materials, machines, equipments and other resources,
Such purchases do have a direct impact on the Firm’s marketing decisions.
The Company has to keep a watch over prices and quality of materials and
machines supplied by the suppliers, The Company has to maintain good
relations with them to supply quality items at the right price and at the right
time.
4. Channel Intermediaries.
Dealers and other Intermediaries in the chain of distribution are important
factors in the Firm’s immediate environment, The Firm has to select and
satisfy its dealers in order to push and promote its products in the market.
Nowadays dealer recommendations play an important role to convince buyers
to buy products, especially in the case of consumer durables. The Firm has to
monitor and motivate the Dealer to push and promote its products and also to
obtain timely feedback about consumers’ tastes, preferences etc.
5. Society.
The Society may also affect Company’s decisions. The Society can either
facilitate or make it difficult for a Company to achieve objectives. Therefore
professional business firms maintain Public Relations Departments to handle
complaints, grievances and suggestions from the general public. The various
members of the Society include
• Financial Institutions and Banks --- affect Firm’s ability to obtain funds.
• Media --- affect the goodwill of the Firm through their favourable or
unfavourable reporting about the Company,
• Government --- affect the Firm’s decisions through its policies, rules
and regulations etc.
Macro environment.
Macro environment consists of the Societal factors that affect the working of a
Firm. It relates to the demographic, economic, natural, technological, political,
cultural international and legal forces. The various macro environment factors are
:
1. Demographic Environment.
It studies human population with reference to its size, density, literacy rate,
life expectancy, sex ratio, rural-urban divide, age composition, occupation etc.
Since business deals with people, business firms have to study in detail the
various demographic factors which would help them to frame proper
production and marketing strategies.
2. Economic Environment.
A business firm closely interacts with its economic environment, which
consists
of
• Economic conditions in the market.
• Economic policies of the Government.
• Economic system of the Country.
Business firms should have a good idea about the economic conditions in the
market i.e. demand and supply factors. They must have good knowledge of
government policies in respect of taxation, foreign trade, money market etc.
Natural ( Ecological ) Environment.
It relates to natural resources like land, water, minerals etc. In doing so, two
things happen
• Erosion of natural resources
• Pollution of resources like air, water etc.
Business firms should understand the above two effects and take necessary
Measures to control erosion and pollution of natural resources. They may
search for alternative resources such as solar energy, recycling of waste
etc.They should produce environment friendly and consumer health oriented
products.
3. Technological Environment.
These are constant technological developments. Business firms must
constantly monitor changes in the technological environment. This is because
a change in technology may have an impact on the Firm’s business. As such,
business firms should make efforts to adapt and adjust to new technological
development soas to survive and succeed in the competitive business world.
4. Political Environment.
Business decisions are greatly influenced by the developments in the
political environment. This environment consists of government agencies,
political parties and pressure groups that influence and control various
individuals and organisations in a society. A change in the government brings
about a change in Attitude, preference, objectives and priorities. Business
firms need to keep a track of all political events, anticipate changes in
government policies and frame production and marketing changes
accordingly.
5. Cultural Environment,
This involves knowledge, beliefs, morals, laws, customs and other such
elements which are acquired by individuals and groups in a society. The
Cultural norms and values are passed along from one generation to another
through institutions like family, schools, colleges and religion etc. Culture is
deep rooted in people. However slow and gradual changes are taking place in
our cultural environment. Western cultures are influencing Indian consumers,
especially the young generation. Their lifestyles, taste and preferences are
changing and as such business firms should make a note of such changes so
as to serve their customers with appropriate goods and services.
6. Legal Environment.
Legal environment includes Laws which define and protect the fundamental
rights of individuals and organisations. Business needs legal support to
• Protect Firms by defining and preventing unfair competition,
• Protect Consumers from unfair business practices.
• Protect the interest of various members of the society such as
employees, investors, suppliers, dealers etc.
Business firms must have up to date and complete knowledge of the laws
governing production and distribution of goods and services.
SWOT Analysis.
SWOT Analysis is the primary step in Strategic Management.
SWOT Analysis refers to analysis of the Strengths, Weaknesses,

Opportunities and Threats. The analysis of Internal environment reveals
strengths and weaknesses of the organisation, and the analysis of the
External environment reveals opportunities and threats for the organisation.
Different authors use several terms in place of SWOT Analysis such as
o SCOT --- Strengths, Constraints, Opportunities and Threats

o Internal and External Analysis WOTS --- Weakness, Opportunities,
Threats and Strengths.
o ETOP --- Environmental threats and Opportunities Profile.
o SAP Analysis --- Strategic Advantage Profile.
❖ Strengths are positive competencies of a Firm as compared to its
competitors in the areas of Production / Operations, Marketing,
Finance, Personnel and Management. Every Firm should make an
attempt to consolidate its Strengths.
❖ Weaknesses are the negative competencies of a Firm as compared to
its competitors in all the functional areas of the Organisation. Every
Firm should make efforts to minimize its weaknesses.
❖ Opportunities are the favourable circumstances or the situations
which the External environment offers or provides to Organisations.
Every Firm should make an attempt to grab the right opportunities at
the right time.
❖ Threats are the unfavourable situations which the External
environment provides to the Organisation. Every Firm must make
efforts to overcome or minimize the effect of threats.
SWOT Analysis provides a framework for strategic planning and decision

making. A wide array of systematic decisions can be made based on the
SWOT Analysis.
Advantages of SWOT Analysis.
1. Consolidate Strengths.
SWOT Analysis pinpoints the strengths of the Organisation vis-a-vis the
Competitors. The Strengths may be in respect of its various functional
areas such as Production, Marketing, Finance and Personnel. For
instance, the employees may be highly motivated and dedicated to their
work, as a result of which the Firm enjoys high labour productivity. Sound
business firms will not be just satisfied in knowing their strengths, they
would also make every possible effort to consolidate on their strengths, as
yesterday’s strengths may turn to be tomorrow’s weaknesses, especially
when the firm adopts a casual approach towards its strengths.
2. Minimize Weaknesses.
SWOT Analysis pinpoints not only the strengths but also the weaknesses
of the Organisation vis-a-vis the Competitors. The Weaknesses may be in
any or many of its functional areas such as Production, R & D, Finance,
Purchase, Marketing etc. For instance the Firm may lack proper R & D
facilities as a result of which the Firm may not be in a position to improve
its quality and also fail to bring innovative or new products in the market,
which in turn affects its market position and profits.
3. Help to Grab Opportunities.

Through SWOT Analysis, business firms continually tune in to the
environmental forces that influences the demand for existing products and
services and that creates opportunities for new ones. Firms need to
identify correctly or to anticipate all the developments that would influence
the future and to be ready for the resulting opportunities.
4. Minimizes Threats.
SWOT Analysis not only helps to grab opportunities, but it also helps to
minimize threats. Foresighted management can anticipate threats from the
environment such as from the technological fronts and gear up to face the
threats by remaining proactive. It helps business firms to develop an early
warning system to prevent threats or to develop strategies, which can
change a threat to a firm’s advantage. Thus a business firm may close
down existing business and enter into new ones before it is too late.
5. Facilities Planning.
SWOT Analysis help the management to recognize that many products
and services have life cycles and that today’s winners may be losers in the
course of time, and thus, it can plan for the successors – tomorrow’s
breadwinners. The management can plan for the resources to produce
and market their successors to a receptive environment.
6. Facilitates Alternative Choices.

SWOT Analysis helps business firms to narrow the range of alternatives
available, eliminate unsuitable alternatives & process most promising
alternatives. It helps business firm to reduce time pressure & to
concentrate on those areas or activity which are more important & result
oriented
7. Helps to Innovate
A proper SWOT analysis makes the firm innovative, business firm
anticipates changes in the business and the industry. A considerable
amount of time & effort are devoted to R&D activities by progressive firms
to face the threats/changes in the environment, such R&D efforts leads to
innovation of new or better products
8. Ensure Survival & Success

SWOT analysis enables firms to survive & succeed this is because firms
which undertake systematic SWOT analysis make every possible effort to
overcome weakness & to consolidate on the strength, such firms also
make efforts to grab opportunities & handle or diffuse threats
External Factor Evaluation (EFE) Matrix
A business organisation must evaluate external factors such as Economic, Social,

Cultural & Political environment, as well as Government, Legal, Technological and the
Competitive environment. An organisation must develop EFE matrix to identify
opportunities & threats. The following are the steps in developing EFE matrix
➢ Listing of Key External Factors

The management must list out key external factors which would include at least
10 to 15 factors with opportunities & threats that would affect the firm & its
organisation, it is advisable to list the opportunities and then list the threats. As
far as possible state the factors with percentage, ratio &comparative figures
➢ Assigning Weights to Each Factors

After listing the vital external factors, management must assign a weight that
ranges from 1.0(very important) to 0.0(not important), the weight assign to each
factor indicates the relative importance of the factor to become successful in the
industry. It is to be noted that regardless of whether a key factor is an
opportunities or threat, factors that have greatest impact on organisational
performance should be assign the highest weights, the total of all weights must
be 1.0
➢ Assigning Rating to Each Factor
The management assigns rating to each factor. the ratings may be in the range
of 4 to 1 where
o 4 for major opportunities
o 3 for minor opportunities
o 2 for minor threats
o 1 for major threats
It is to be noted the ratings are company based whereas weights are
industry base
➢ Multiply Factors Weight by Ratings
After assigning appropriate ratings to each factor the management needs to
multiply each factors weight by its rating. This would determine the weighted
score for each fact
➢ Total Weighted Score
The weighted score of each and every factor must be totalled in order to
determine the weighted score of the firm. It is to be noted that regardless of the
numbers of factors in the matrix the total weighted score can range from a high
of 5.0 to a low of 1.0, with the average score being 2.5, if the total weighted
score is below 2.5then it indicates a weak external position of the firm, Whereas
if the total weighted score is well above 2.5 it indicates a strong external
position of the firm
Need for Environmental Analysis
• Ensure Survival & Success

The ability to deal well with the environment has enabled organisation to survive
and succeed despite certain weakness. Correspondingly some of the best
managed companies expanding vital efforts & resources in the direction not in
tune with a changing environment do face difficulties & even disaster.
A failure to respond to changes in the environment results in the eventual failure
of the organisation no matter how well it might have been operated internally
Facilities Planning
Environmental analysis helps the management to recognise that many products

and services have life cycle, today’s winner may be loser in the course of time
hence the planning for their successors is important, the management can plan
for the resources to produce and market these successors to a receptive
environment
• Help to grab Opportunities
Business organisation continuously tunes into the environmental forces that
influence the demand for existing product & service thus creating opportunities
for new one, firms need to identify correctly or to anticipate all the development
that would influence the future so as to be ready for the resulting opportunities
• Minimize Threats
A proper environmental analysis not only helps to grab opportunities but also
helps to minimize threats. Farsighted management can anticipate threats from
the environment such as from the technological front and gear them to face the
threats by remaining proactive, it helps a firm to develop an early warning system
to prevent threats or develop strategies which can turn a threat to the firms
advantage
• Build Image
Business firms needs to be popular and earn a good name in the society, this is
possible when they not only study the environment and adapt to it but also strive
to make the environment hospitable to the growth of the business
• Helps in Innovation
Business firm anticipate A considerable amount of time & effort is devoted to
R&D activities by progressive firms to face the threats/changes in the
environment, such R&D efforts leads to innovation of new or better products &
services
• Ecological Balance
Business firms are aware of depletion of resources and pollution of environment
through industrial waste, therefore sound business firms looks for newer
resources or alternate resources they also take adequate measures to minimize
the pollution effect on the environment by recycling waste
• Optimum Use of Resources

A study of technological development, government policies, demographic pattern
etc will help a business firm to plan its activities & allocate the limited resources
in a better way. A systematic analysis of business environment helps s business
firm to make optimum utilization of limited resources and meet the ever
increasing and changing need of the consumer
• Flexibility in Operation
The environmental factors are uncontrollable & a business firms finds it difficult to
influence the surrounding of its choice, a study of environment will enable a firm
to adjust its operation depending upon the changing environmental situation
• Help to face Competition
A study of business environment enables a firm to analyze the competitors
strengths and weakness, this would help the firm to incorporate the competitors
strengths in its working and exploit the competitors weakness in its favour this
can be done thru effective production and marketing strategies
Chapter-5 Strategy Formulation
Introduction – Strategy Provides answers to questions like how to enhance the firms
long term business position, and how to make organisations mission a reality. A
Strategy may be framed at difference levels.
• A Strategy is needed for the Company as a whole(Corporate strategy)

• A Strategy is needed for each business of the Company(business strategy)
• A Strategy is needed for each functional unit of the organization(functional
strategy)
Strategy alternatives revolve around the issue of whether or not to pursue or change the
existing business so as to improve the efficiency of the firm.
On the basis of above explanation,there are different types of strategies
- Intensification Strategy
- Integrative Strategies
- Diversification Strategies
- Restructuring/Retrenchment Strategies
Intensification Strategies –
Market penetration, market develop product development and innovation are sometime
referred to as intensive strategies because they require intense efforts if a firm’s
competitive position with existing product is to improve.
• Market penetration
A market penetration strategy seeks to increase market show for present products or
services in present market through greater marketing effort. This strategy is widely used
alone and in combination with other strategies market penetration includes increasing
the number of sales persons, increasing advertising, expenditures, offering extensive
sales production items, or increasing publicity effort.
The five guidelines indicate where market penetration may be an especially

effective strategy.
• When current markets are not sature with a particular product or service.
• When the usage rate of present customers could be increased significantly.
• When the market shares of major competitions have been declining while total
industry sales have been increasing.
• When the correlation between dollar sales and dollar sales and marketing
expenditure historically has been high.
• When increased economies of scale provide major competitive advantages.
• Market Development
Market development involves introducing present products or services into new
geographic areas.
Eg:- Pepsi Co. Inc. is spending $1 billion in China from 2009 to 2012 to build more
plants specifically in western & interior areas of China. Also in China, Pepsi Co is
developing products tastored to Chineo consumers, building a large sales force and
expanding research & development efforts China is Pepsi’s second largest beverage
market by volume, behind the united states Pepsi owns Lay’s potato chips & in China
sells the chips with Beijing duck flavor Pepsi has 41% share of patato chips market in
China. Pepsi’s new market at rival coke, which dominates pepsi in the carbonated soft
drink sector in China. Coke has a 51.9% share of the market to Pepsi’s 32.6%.
Following Six guidelines indicate when market development maybe an

especially effective strategy.
• When new channels of distribution are available that are reliable, inexpensive
and of good quality.
• When an organization is very successful at what it does.
• When new untapped or unsaturated market exist.
• When an organization has the needed capital & human resources to manage
expanded operations.
• When an organization has excess production capacity.
• When an organisation’s basic industry is rapidly becoming global in scope.
• Product Development
Product development is a strategy that seeks increased sales by improving or
modifying Present products or services. Product development usually entails large
research and development expenditures. Google’s new chrome OS operation
system illuminates years of money’s spent on product development. Google expects
chrome OS to overtake Microsoft windows by 2015.
These five guidelines indicate when product development maybe an especially

effective strategy to pursue.
• When an organization has successful products that are in the maturity stage of
the product life cycle the idea here is to attract satisfied customers to try new
(improved) product as a result of their positive experience with the organization’s
present products or services.
• When an organization competes in an industry that is characterized by rapid
technological developments.
• When major competitiors offer better quality product at comparable prices.
• When an organization competes in a high growth industry.
• When an organization has especially strong research & development capabilities.
Integration Strategies –
Integration means combining activities related to the present activity of a firm such a
combination may be done on the basis of the value chain. A value chain is set of
interlinked activities performed by an organization, right from procurement of basic raw
materials low to the marketing of finished products to the ultimate consumers so a firm
may move up or down the value chain to concerntrate more comprehensively on the
consumers groups and needs that it is already serving.
Integration is an expansion strategy as it involves widening of

business definition of firm. It is also a subset of diversification strategy as it involves
undertaking certain activities or business which the firm was nor dealing earlier.
The integration strategy can be of two types
• Vertical integration – background/forward integration.

• Horizontal Integration
• Vertical Integration
When an organization starts making new products that serve its own
needs, vertical integration takes place. In other words, any new activity under taken with
the purpose of either supplying inputs ( suchas raw materials) or serving as a customer
for output ( such as marketing of firms product) is vertical integration vertical could be of
two types backward and forward integration. Backward integration means retreating to
the source of raw material forward integration moves the organization ahead, taking it
nearer the ultimate customer.
Generally, when firm integrate vertically they do so in a complete manner i.e. they move
backward or forward decisively, resulting in a full integration.
Despite the hype about outsourcing and vertical integration, they are strategies having
limitation.
• Increase costs of co-ordinating integrationover multiple stage of value chain.

• Technological obsolescene due to relying on outside manufacturers.
• Increased mobility & exit barriers.
• Tight coupling to poor performing business units owing to dependence.
• Lack of information & feedback from suppliers & distributers.
• Horizontal integration
When an organizational take up the same type of products at the same level of
production or marketing process, it is said to follow a strategy of horizontal integration
for eg Luggage company taking over its rival luggage company is horizontal integration.
A horizontal integration strategy results in a bigger size with concomitant benefit of a
stronger cpmpetitive position in the industry. It may be frequently add with a view to
expand geographically buying a competitors business to increase the market share or to
benefit from economies of scale. Yet it does not take the organization beyond its
existing business definition. It still remains in the same industry, serving the same
markets & customers through it existing products, by the means of the same
technologies Horizontal integration is quite similar to merge & acquisition since hese are
one of the means for integrating horizontally.
Eg:- Takenovers of smaller banks in order to consolidate & attain a bigger size taken
over of sangli bank by ICICI bank and Unite Western bank by IDBI bank. There are
many obvious benefit of adopting horizontal integration strategy are-
Economics of Scale –
Horizontal integration in variety leads to a lower cost structure by

spreading over the fixed cost of operations over a large base of product, there by
reducing the per unit cost resulting in economies of scale economics of scope.
When horizontal integration result in two or more organization using

the same resources base to produce a variety of product in the product range offered, it
results in economics of scope. This is due to betterutilization of assets.
Increase Market Power –
Bigger size of operations enable the organization adopting

horizontal ration to exercise increased market over suppliers and customers.
Reduction in industry rivalary
After horizontal integration this are fewer cpmpetition left in the

industry there by reducing the intensity of industry rivary.
Diversification Strategies –
Diversification is one type of internal growth strategy. It involves

entry into new products and in new diversification can be defined as entry of a firm into
new product or product lines, new services or new markets, involving substantially
different skills technology and knowledge.
When an established firm introduce a new product which has little or

no affinity with its present product line and which may be meant for a new class of
customers different from the firm’s existing customers groups, the process is known as
conglomerate diversification.
Eg:- book publisher going into carpet manufacturing
There are two types of diversification
Concentric or related
Conglomerate or Unrelated
Concentric or related Diversification
When an organization takes up an activity in such a manner that it is related to

existing business definition of one or more of a firms business either in terms of
customer groups, customers functions or alternative technologies, it is concentric
diversification, The relatedness is to be seen in terms of three dimention. If the new
business is in any way related to the original business in term of the customer groups
served, customers function performed or alternative technologies employed, then it is
related or concentric diversification .
Concentric Diversification of three types,
• Marketing – related concentric diversification

A similar type of product is offered with the help of unrelated technology
e.g :- a company in the sewing machine business diversified into kitchenware and
household appliances, which are sold a chain of retail stores to family consumers. The
market relatedness here is in terms of the common distribution channel for sewing
machines, kitchenwared and household appliances.
• Technology – related concentric diversification
A new type of product is offered with the help of related technology eg – a
leasing firm offering hire- purchase service to institutional customers also start
consumer financing for purchase of durables to individual customers. The technology
relatedness is in terms of the procedure of the financing service to institutuinal and
individual customers.
• Marketing – and technology related Concentric diversification

A similar type of product or service is provided with the help of a related
technology eg – a synthetic water tank manufacturer makes other synthetic items such
as pre – fabricated doors & windows for residential & commercial establishments, sold
through its hardware supplier network. The market relatedness here is in terms of the
common distribution channel for water tanks & pre-fabricated doors and windows, while
the technology relatedness is in the common technology of plastic processing and
engineering required for manufacturing these products.
Conglomerate or Unrelated –
When an organization adopts a strategy which require taking up those activities

which are unrelated to the existing business definition of any of its business, either in
terms of their respective customer groups, customers functions or alternative
technologies, it is conglomerate diversification offering a new product manufactured
through an unfamiliar technology for a new set of customers involves considerable risk.
These has to be sound rationale for taking the risk of unrelated diversification. In order
to understand the rationale for unrelated diversification, we need to understand the
condition under which such diverfication can be undertaken often strategies would
embark upon diversification when their organization has excess capital. It can be only
be re invested in the present business if there are chances of increasing the worth of
the organization and enhancing the shareholder’s valve. Thus, unrelated diversification
can only be justified when the surplus cash reinvested into new vantures can generate
more value for the shareholders, otherwise it is provident to return it to them.
There are several examples of Indian companies in different sectors which have
adopted a path of growth & expansion through conglomerate diversification. Almost all
private sector business groups, whether family owned or professional are diversified
entities. The Aditya Birla Group is in a variety of unrelated business such as aluminium,
business process outsourcing carbon black, cement, chemicals, copper fertilizers, gas,
insulators, mining, retail, software, sponge iron, telecom and textiles.
Public sector organizations even of a very large size, normally would not go
beyond their core businesses. When they do so through vertical intergration as it
happens in the case of oil and gas industry. But even here, sometime s one may come
across a company like Indian oil that has ventured into relating which is unrelated to its
mainline business of oil.
Retrenchment/ restructuring Strategies
This strategy involves droping some of the activities in a particular business or

totally getting out of some of the business of the firm. This strategy is more suitable
during recession and other economic crises, so as to concentrate on important activities
and business.
A firm adopting retreat strategy may drop some of its functions, products or
markets. There is aneed for redefining the priorities of business. The firm may sell some
of its brands/ products or may simply withdrawn from the market some products/
brands.
The retrenchment strategy may be adopted in different forms/ types which are –
• Turnaround
• Divestment
• Liquidation
• Merger
• Acquisition (Take over)
• Joint Venture
Turnaround Strategy
Turnaround strategy can be referred as converting a loss making unit into a

profitable one. According to Dictionary of Marketing “Turnaround means making the
company profitable again”
Turnaround is possible only where the company restructure its business

operation. Turnaround strategy is a broader strategy and it can include diverstment or
get out of certain business and sells off units or divisions.
Normally, the turnaround strategy aims at improvement in declining sale or

market share and profit. The declining sales or market share may be due to several
factors both internal and external to the firm. Some of these factors may include high
cost of materials, lower price utilization for the goods and services increased
competition, recession managerial inefficiency, etc.
Need for Turnaround Startegy –
A firm may opt for turnaround strategy in the following situations
• Liquidity problem – A company may be facing liquidity problem, i.e shortage of

cash or liquid assets. This may be due to less inflow and arising outflow of funds.
The liquidity problem affects the working capital need of the firm.
• Fall in market share/sales – A firm may face the problem of declining market
share, which may be due to heavy competition, or ineffective marketing and
distribution of goods and services.
• Decline in Profits – A firm may witness decline in profits over a period of time and
may start incurring losses. The losses may be due to increase in costs, and lower
revenues.
• Underutilization of plant capacity – If the production capacity of a plant is
inderutilized. This can be done by merging the firm with another company, which
is in a position to make optimum use of installed capacity.
• High inventory – there are cases where the inventory piles up continuously which
indicates that the sales are decline and therefore, turnaround is required through
restructuring, otherwise they may have to close down.
Managing Turnaround
There are three ways in which turnaround can be managed
• Company Executives – The turnaround can be managed by existing company

executive including the chief executive officer. The management may take the
help of an external expert or consultant brainstory sessions are held, every
member of turnaround team is expected to give suggestions or ideas to reduce
losses are improve profitability. The ideas are then evaluated, and finally a
turnaround action plan is prepared and implemented.
• External Consultant – In this case, an external consultant is appointed to take the
complete charge of managing the turnaround. The existing executives are asked
to habd over the affairs of the company to the consultant. The manager team is
kept aside till the turnaround plan is completed . The turnaround consultant is
appointed as per the instructions OP the firm or financial institutions. The
turnaround Consultant Continues to manage the firm till the turnaround plan is
completely implemented. The consultant is given the complete work of.
- Identifying the causes of declining trends in sales, market share and profit.
- Preparing the action plan for turnaround.
- Implementing the action plan successfully.
• New Chief Executive – In this method, the chief executive of the sick company is
either asked to resign or replaced by a new one. The top management team may
also be changed . this practice is normally followed in the case of American firms.
The Chief executive with the help of a turnaround consultant prepare an action
plan for turnaround. The new chief executive may adopt either of the two
approaches.
- Surgical Approach
- Non- Surgical Approach
Divestment Strategy
This strategy involves dropping some of the product, markets or functions. The
dropping of activities or business can be attained rather through sale or liquidation.
There are several reasons or objectives for adopting divestment strategy such
as
• Necessity for withdrawl of obsolete products – Obsolete of products, which no

longer brings good returns to the firm, and therefore, they can be divested.
Therefore the firm may get rid of obsolete products and concentrate on those
products, which has good market share.
• Problem of Mismatch – A business that has been acquired by the firm may prove
to be a mismatch. With the existing business & therefore, such business may be
difficult to integrate with the existing business of the company. Therefore, the firm
may take initiative to get ride of the newly acquired business, as quickly as
possible so as to avoid future problems.
• Problem of competition – Sometimes, a firm may find it difficult to compete in the
market due to heavy competition. There may be cut-throath competition which
may compete a firm to withdraw certain products from the market, or sell the
units producing such products, so that the firm can concentrate on its core
products.
• Negative cash flows – A firm may get negative cash flows from a particular
business. The returns from particular business may be low as compared to the
expenditure incurred. This creates financial problems for the entire organization,
and therefore, it would be advisable to divest that business.
• Technology Up-gradation – Technology up-gradation is required for survival of
the business, but the cost of up gradation is quite high, and the firm may not be
in a position to invest in such technological up gradation. Therefore, the company
may divest a part of the business so as to generate funds for technology
upgradation, which in turn would enable the firm to
- Improve quality & quantity of production
- Reduce cost
• Problem of managing certain business – A firm may find it difficult to manage
growing business, and therefore, it may divest non-core business to concentrate
on core business.
• Alternative for Investment – A firm may finad a better alternative to invest, and as
it may divest a part of business in order to take advantage of the alternative
business area. For instand the firm may invest in new product lines which may
have a good demand in the market.
• Dept Servicing – Growinig financial burden such as dept servicing may force the
company to divest a part of business so as to repay loans. It would be advisiable
to repay at the earliest to reduce interest burden. Therefore, A firm may sell a
part of the business, especially, the poor performing ones.
• Returns to shareholders – Some firm may divest increase shareholders returns.
They may divest certain units or business which are underperforming. At time,
the non-core businesses are divested. The divestment proceeds are past on to
the shareholders in form of nefty dividends. Approaches to divestment –
A firm may choose to divest into ways.
a) A particular business can be divested into separate independent company.

b) A particular business maybe sold outright to another firm.
Liquidation –
Liquidation is the extreme case of divestment strategy. In this case, the organization
take the decision to sell its entire business and funds so realized can be invested in
some other business. Liquidation is common in case of small businesses, where the
owners sell their entire business units and then invest in some other area.
The decision to close down or liquidate the firm is taken, when the firm is
continuously suffering from losses, and all efforts to make a profitable again have failed,
Reasons for Liquidation.
• When a firm is continuously suffering losses and all efforts to make it profitable
again have failed.
• When a firm has accumulated losses and some other firms offer prices to take
benefit of tax advantages, then it senses to sell the unit.
• Some firm may offer a better price firm, as they may like to consolidate their
market position with the combinities, and therefore, a firm, which is offered a
better deal, maybe offered to divert.
• When affirm finds it difficult to manage the present business due to declining
sales and low or no profits, then it may liquidate its business.
• When a business is in a peak form but it future is not certain, a firm may decide
to divest its business and obtain a good price.
Legal aspects of liquidation.
A company can be wound up under the provisions of the Indian Companies
Act, 1956 Section A25 of the Act provision three kinds of winding up
• Compulsory winding up under the order of the court.
• Voluntary winding up
a) At the instance of members
b) At the instance of creditors
• Voluntary winding up under the supervision of the court.
Merger Strategy –
A merger refers to fusion or combination of two or more companies

into one company survives and the other company ceasesto exist. The merger takes
place for a consideration, which the acquiring company pray either incase or by offering
its shares. For eg, The merger of Reliance Pertoleum with Reoliance industries, where
by the shareholder of Reliance petroleum were offered one share of Reliance Industries
for every 11 share held by them in Reliance petroleum.
Reasons/Advantages
1) Operational efficiencies – It enables the pooling of resources and streamlining of

operations, thereby, resulting in improve operational efficiencies.
2) Size and synergy – Size and synergy are the two mean condsiderations for
merger. The merger entity gains the advantages of size and synergy of the must
business. Eg- There can be marketing synergy, which may take place as the
merged entity can used the same distribution channels, advertising and sales
forces.
3) Economics of scale – The merged enjoys economics of large scale product and
distribution of goods and service. Mergers, therefore, improves the overall
competativeness. Due to benefits of economics of scale, the firm is in a position
to generate higher profits than the aggregate profits of the premerged entities.
4) Help to face competitions – Merger be to face competition in the market due to
economics of large scale production and distribution, the firm is in a position to
offer not only better quality of goods a services but also at better prices, and
therefore, it can effectively face competition in the market.
5) Finance related advantages – Merger results in integration of assets and other
resources and provides stability of cash flows and serves as leverage for raising
more funds from the market, both from investors, as well as from banks and
financial institution.
6) Revival of Sick Units – Merger can bring out a revival of sick units. The sick units
can be merged with strong company and therefore, the problem of industrial
sickness can be avoided in case of certain units.
7) Faster growth rate- Merger can provide opportunities for faster growth rate than
can be acheived through internal sources. This is because, merger offer offers
advantages in several areas such as marketing, production, finance, research
and development and so on. The operational advantages of various functional
areas can bring faster growth rate to the merged entity.
8) Tax advantages- Merger can be used as effective source of tax planning

especially, when one of the merged entities was having accumulated losses. In
such a case, it can result in several tax savings for the merged entity.
Takeover Strategy –
A takeover involves the acquisition or whole of the equity capital of another firm,
which enables the acquire to excessise effective control over the affairs of the taken
over firms. Whih the help of takeover, a firm can expand its capacity or compentence
in the desired area of operation.
Takeover can help a firm to a new business without the disadvantage of

gestation or setup time. Foreign MNC’s may takeover existing units in the overseas
market so as to facilitate easy entry in the overseas market.
Takeovers Strategy may bring several advantages.
1) It can bring benefits of size and synergy.

2) There can be operational efficiencies.
3) The taken over firm can enjoy tax benefits, if the taken over firm had
accumulated losses.
4) There can be faster growth rate.
5) It can generate economics of large scale production and distribution.
6) It can help to face competition in the market.
(Refer for explanation of advantages under merger strategy)
Joint Venture –
Joint Venture is a type of partnership where by two or more firm together and
establish a new business unit to achieve certain well defined goals. Joint venture
involves sharing of ownership, management and control of a separate business unit
established for mutual benefit by two or more companies. In general , Joint venture are
very common and popular in the international trade and are a best way to enter into
foreign collaboration.
The following are the main features of Joint ventures.
1) Joint Ventures is an arrangement between the parties for a specific purpose like
production, marketing, transfer or sharing of technology etc.
2) The participating firms contribute money, management and technical known how
plant & machinery and other facilities for the accomplishment of the agreed
objectives.
3) The ownership, management and control in the new business unit are shared by
the participating firms in the agreed proportion.
4) Joint venture agreement can be entered into by
a) Two more local companies.
b) A local company and a government company.
c) A local company and a foreign company.
Advantages of Joint Venture –
1) Huge capital – Joint venture are suit for large projects with huge capital
requirements and of long gestation jointly the firm can collect funds funds from a
large number of investors and creditors.
2) Synergic affect – Parties to the joint venture pool together technical market and
managerial skills. Joint venture brings in synergic effect. This is due to the
combined effort of the part to the joint venture .
3) Better use of resources – Joint venture optimum use of available resources. All
the resources human, financial & physical resources are put to this possible use.
4) Goodwill and reputation – Joint venture between local and foreign company is
useful to improve the image of local firm in the domestic market. The local firm
can also earn good reputation in the overseas market due to the tie-up with a
reputed foreign firm.
5) Risk sharing – Joint venture is a method of sharing high business risk among
parties to the joint venture. This enables the joint venture to undertake large
project.
6) Expansion and diversification – Joint venture enables the business entity to
expand and diversify its business operations. This is because of combined
strength of parties involved in Joint venture.
Limitations of Joint Ventures –
1) Delay in decisions – Joint ventures involve joint decision making by patterns

since many people are involved in decision making its slows down the decision
making, resulting into delayed actions.
2) Conflicts – Joint ventures are prone to conflicts among parties concerned. This
happens when the interest and objectives of parties are not similar or when one
of the parties is aggrieved or dominated by other partner.
3) Uncertainity – The working of Joint Venture depend upon many social,
economical, political and environmental factors. A change in business
environment has immediate impact on the life life cycle of joint venture.
4) Short life – Joint venture is sometime of two independent partness, therefore to
exist once the purpose is served.
5) Transfer of outdated technology – The party from developed nation may transfer
outdated technology to the Joint venture in the developing countries. This may
not bring much benefit to the developing country.
6) Unfair Terms and Conditions – The party from the developed nation may impose
term and conditions on the party of the host country, which may not fair and
justified for instance, the party from the developed country may demand a higher
profits and/or royal for use of patents, trade marks, etc.
7) Drain on foreign exchange – A Joint venture involving a foreing party may drain
foreign exchange out of the country due to the payment of royalty and dividends.
NATURE OF STRATEGIC EVALUATION AND
CONTROL
Strategic evaluation and control is that phase of strategic management which ensure
whether or not a particular strategy contributes to the objectives of the enterprise. With
the help of strategic evaluation, management measure the results of strategic action,
and strategic control helps tp take corrective action, if deviations take place. However,
in reality, the term strategic control is a broader term, which includes strategic
evaluation.
William Glueck and Lawrence Jauch define strategic evaluation follows:
“Evaluation of strategy is that phase of the strategic management process in

which the top managers determine whether their starategic choice is
implemented is meeting the objectives of the enterprise.”
Nature of Strategic Evaluation:
The process of strategic management requires that the managers set their objectives of
the organisation and then formulate the strategies to accomplish them. After formulating
the strategies, the managers make arrangement to implement the strategies in order to
accomplish the objectives. On implementing the strategies or even during the
implementation, the managers need to evaluate the performance of the strategies so as
to find out whether or not the objectives are accomplished. If deviations or gaps are
noticed between the actual performance and the standard, then necessary corrective
measures need to be taken.
The following are the characteristics of strategic evaluation and control:
1. Goal oriented: Strategic evaluation and control is goal oriented. Corrective

measures are undertaken to achieve pre-determined goal or objectives. The
emphasis is place on achievement of goals rather than more avtivities.
2. Involves measurement: Strategic evaluation and control involves monitoring of
actual performance and then comparing it with planned targets. Necessary
corrective measures are taken to correct deviations id any.
3. Continuous process: Strategic evaluation and control is a continuous process.
There is a constant need to monitor the performance in the light of plans. As long
as the organization exists, there is a need for strategic management process to
accomplish objectives, and as long as there is strategic management process,
there is need for strategic evaluation and control. In other words, strategic
management process is meaningless, if it does not involve strategic evaluation
and control.
4. Effective use of resources: Strategic evaluation and control helps to make

optimum use of resources. Wasteful expenditure, and wastages of materials and
other resources is avoided or minimized due to effective evaluation and control.
5. Helps to recognize change: Evaluation and control helps managers to
recognize the need for a change. At times, managers may find it difficult to
accomplish the targets, in spite of corrective measures. This may be because;
the managers are concerntrating their efforts on wrong strategic areas, which are
not suitable to achieve the desired objectives. Therefore, the evaluation and
control process may enable the managers to find out the effectiveness of the
strategic areas. For instance, the organization may be concentrating on those
markets or products, which are not suitable to its line of business.
6. Facilitates direction: Strategic evaluation and control facilities direction of
action. Efforts are directed at purposeful activities. Unproductive activities are
avoided, thereby, saving valuable efforts and resources of the organization.
IMPORTANCE OF STRATEGIC EVALUATION AND CONTROL

The purpose of strategic evaluation and control is to ensure that the objectives are
accomplished. For this purpose, strategies are formulated, implemented, and then
evaluated, and if necessary control measure are taken. The need and importance of
strategic evaluation and control is briefly situated as follows:
1. Facilitates coordination: Strategic evaluation and control facilitates

coordination among the various departments of the organization. Whenever,
there are any deviations, the activities of the concerned departments are
coordinated so as to take collective and corrective measures. The collective
efforts on the part of concerned departments enable to correct the deviations
and to accomplish the objectives.
2. Facilitates optimum use of resources: Evaluation and control enables
optimum use of resources – physical, financial and human resources. The
resources are properly allocated and utilized, which in turn generates higher
productivity and efficiency system should be suitable to the needs of
organization.
3. Prompt: An effective control system should promptly help recognize
deviations and to take quick and corrective steps.
4. Flexible: the control system must be flexible. The system must workable
even during the changing conditions when the plans changed or modified.
5. Forward looking: A good control system should help the managers to plan
their activities for the future.
6. Simplicity: The control system must be simple. Those who are got to use it
or who would be affected by it must understand it clearly and correctly.
7. Economical: the control system should be economical to administration. It
should bring more returns than the money spent on it.
8. Objectivity: It means that the system should be definite and verifiable.
Performance standards must be objective and specific. They may qualitative
or quantitative.
9. Suggestive: the control system must be suggestive. It should indicate where
the problem is, who is at a fault and what should be done to correct the faults,
if any.
10. Motivating: a good control system should encourage rather than discourage
the employees. It should be designed to prevent mistake rather than to punish
individuals.
11. Critical Point Control: it may neither desirable nor economical to control
each and every activity. Effective control requires special attention to those
factors critical to evaluating performance against plans. Therefore, the
organization should be selective in control matters. A good control system
should focus on the critical factors areas, where control is vital to ensure
survival and success of the organization.
12. Control by Exception: The control system should enable managers to focus
their attention on exceptional or significant deviations. The senior managers
should control on major or exceptional deviations, and the routine control
matters should be left to the junior managers to handle. It is believed that
more a manager concentrates his control efforts on exceptional deviations;
the more efficient would be the results of the control.
The principle of critical point control is often confused with the principle of
exception. Both these principles are closely related. However, critical point
control is concerned with recognizing the points or factors where control focus
is required, while the exception principle is concerned with the size of
deviations at these points.
PROCESS OF EVALUATION AND CONTROL

The process of evaluation and control consists of several steps, which are briefly
described as follows:
1. Setting of standards: The strategists should set targets or standards of

performance in all the key result areas of the organization. The key result areas
are the important areas or departments of the organization such as production,
marketing, finance, quality control, inventory control, etc.
Specific standards or targets are set for a definite period. The period can be
further divided into sub-periods. For instance, if the performance period is of one-
year duration, it can be further divided into quarterly or three-month period, with
targets set for each sub-period. For instance, the marketing department may set
the target to sell 10,000 units of a product during the year 2003-04. The target of
10,000 units can further be divided into three-month period.
2. Implementation of targets: Activities are directed to achieve the planned
targets. Necessary policies and programmes are developed to achieve the
targets. The manager makes arrangement of required resources. All the activities
are directed towards the accomplishment of the planned targets. Undesirable
activities are avoided.
3. Measurement of performance: Performance of individuals/departments is
measured periodically. Necessary reports or tables are prepared to indicate the
performance of individuals. The reports may be prepared section wise, activity
wise, and period wise.
4. Comparing performance with plans: The actual performance is then compared
against the planned targets. By comparing, the manager can find out the
shortfalls or deviations. For instance, the actual performance of sale is 9,000
units of the product in the year 2003 – 2004 against the target of 10,000 units,
then the shortfall is 1000 units.
5. Finding the causes of deviations: The manager may study the cause of
deviations, especially, when there are negative deviations. For instance, there
can be shortfall in sales. This may be due to any of the following reasons:
a) Poor advertising campaign.
b) Poor dealer relationships.
c) Problems with the quality of product.
d) Problem with the pricing of the product.
e) Problem with the distribution of the product.
f) Better marketing strategies of the competitors, etc.
6. Listing out corrective measures: The next step would be to list out the various
corrective measures to correct the deviations. For instance to correct shortfall in
sales, the corrective measures can be such as :
a) Corrective Measure I ® to increase advertising.
b) Corrective Measure II ® to improve quality.
c) Corrective Measure III ® to increase dealers incentives, etc.
7. Selecting and implementing corrective measures: Once, a list of corrective
measures is prepared, the manager makes a cost-benefit analysis of the
corrective measures. He then selects the best feasible corrective steps. The
measures are then implemented.
8. Review or follow-up: The manager needs to review the corrective measures to
find out whether the corrective measures taken are in a position to correct the
deviations. If necessary, additional corrective measures may be taken, or the
targets may be set again.
STRATEGIC CONTROL AND OPERATIONAL CONTROL

Strategic control is the process, which takes into account the changing assumptions of
both internal and externalfactors affecting the organization, on which a strategy is
based, continuously evaluating the strategy as it is being implemented, and taking
corrective measures to adjust strategy according to changing situation. Strategic control
attempts to provide answers to the following questions:
1. Are right assumptions made at time of strategy formulation?

2. Is the strategy being implemented properly?
3. Is there any need to change the strategy?
4. If changes are to be made in the strategy, then to what extent?
Operational control is the process of ensuring that specific tasks are carried out
effectively and efficiently. The operational control aims at evaluating the performance of
the organization, and that is why it is used so extensively in organisations.
The operational control attempts to answer the following questions:
1. Is the performance of the organization as per the standards?

2. Are the resources of the organization being used properly?
3. What are the measures required to ensure proper use of resources so as to
accomplish organizational objectives?
Most of the control systems in organisations are operational in nature. Some of the
examples of operational are as follows:
• Budgetary control – ensuring performance as per budgetary targets.

• Quality control – ensuring product quality as per standards laid down.
• Inventory control – maintaining inventory at desired limits.
• Production control – maintaining production as per planned targets.
• Cost control – maintaining expenses within set limits.
The main features of operational controls are as follows:
• Operational controls are programmed or decided in advance. They are self-

regulatory in nature. Therefore, limited managerial discretion is required for their
operation.
• The operational controls are impersonal in nature. Techniques, tool, procedures
are used as means of control.

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Introduction to Strategic Management

• What is the present position of the firm?

“Strategy includes the determination & evaluation of alternative paths to achieve an

The term Strategy can be defined in a Simple words as follows:

3. Unified, Comprehensive and Integrated

5. Relates to the Environment

9. Applicable to all functional areas

H.L. Ansoff defines, “strategic Management is a systematic approach to a major &

Process/ Elements of Strategic Management

1) Framing Mission & Objectives

2) Analysis of the Internal Environment

II. Strategy Implementation

1) Formulation of plans, programmes and projects

It deals with the arrangement & commitment of physical, financial and

III. Strategy Evaluation

3) Comparison of actual performance with standards

4) Finding out deviations

6) Taking corrective measures

The strategy can be broadly classified into three levels:

➢ Super Ordinate Goals

A well-conceived mission statement defines the fundamental, unique purpose which

BUSINESS OBJECTIVES & GOALS

Objectives play an important role in the functioning of any organization. Objectives

FUTURE OF BUSINESS OBJECTIVES

4) Complex- Business environment is very complex. Change in one environment

Significance/ Importance of Business Objectives

1) Help in Defining the Organization

4) Provide basis for evaluation

5) Facilities decision making in all functional areas

7) Develops team work

8) Generates higher efficiency

9) Ensures survival and success of the firm

10) Ensures proper organizing of resources.

How does Mission Statement help a firm? (Importance)

• It provides direction in planning and in setting objectives of the firm.

Corporate Social Responsibility

Business is basically an economic activity merely on profit maximization. It is a group

Therefore, there is a need to have social responsiveness in strategic management. This

Social Responsibility towards Various Groups

Responsibility towards Employees. The survival and success of a business depends

• The company should provide job security to its employees

Responsibility towards Shareholders

• The shareholders expect optimum utilization of their funds.

Responsibility towards Customers

• The company should produce quality good

Responsibility towards Society

Responsibility towards Government

Dynamics of Internal Environment

An organization uses different types of resources and exhibits a certain type of

Some of these strengths make an organization especially competent in a

The resources, behavior, strengths and weaknesses, synergic effects and

Strengths & Weakness

Organizational Resources Organizational Behavior

The dynamics of the internal environment of an organization can be best

IT is the manifestation of the various forces and influences operating in the

Strengths and Weaknesses

Organizational resources and behavior do not exist in isolation. They combine in

Strengths and weaknesses do not exist in isolation but combine within a

It is inherent nature of organizations that strengths and weaknesses, like