Intermediaries give rise to powerful type-3 rivalry, both in B2C and B2B cases. Often, a key objective for suppliers is to capture more share of the intermediaries’ attention, […]
Strategy Dynamics Briefing 58: Varying Customer Characteristics
Customers usually differ from each other on many factors – purchase rates, price sensitivity, switching costs, rationality, time to respond etc. – and these differences affect the dynamics […]
Strategy Dynamics Briefing 57: Switching costs, delays and limited rationality in customer choices
Recent briefings have made some simplifying assumptions – that customers switch between rivals for any gain, no matter how small, that they do so instantly, and that they […]
StrategyDynamics Briefing 56: Rivalry in project-based industries
In industries where customers buy substantial projects, each contract is effectively a case of type-1 rivalry – either we win it, or a competitor does. Examples include construction […]
Strategy Dynamics Briefing 55: Rivalry through successive product generations
Many industries feature repeated replacement of one generation of product or service with another. In the cellphone industry, for example, the early analogue handsets and networks achieved some […]