SEEING THROUGH THE EYES OF A RIVAL: COMPETITOR ACUMEN BASED ON RIVAL-CENTRIC PERCEPTIONS

This research advances the construct of competitor acumen, or the extent to which a focal firm's assessment of a given rival's prioritization of its competitors reflects the rival's own view. We propose that the way a firm is embedded within marketengagement relationships shapes the f...

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Bibliographic Details
Published in:Academy of Management journal 2011-08, Vol.54 (4), p.761-778
Main Authors: TSAI, WENPIN, SU, KUO-HSIEN, CHEN, MING-JER
Format: Article
Language:English
Subjects:
Air transport
Air transportation industry
Airline industry
Airlines
Business studies
Competition
Conceptualization
Corporate strategies
Dyadics
Economic competition
Enterprises
Impact analysis
Industrial market
Market share
Market shares
Marketing
Modeling
Prioritization
Studies
Travel
U.S.A
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Summary:This research advances the construct of competitor acumen, or the extent to which a focal firm's assessment of a given rival's prioritization of its competitors reflects the rival's own view. We propose that the way a firm is embedded within marketengagement relationships shapes the firm's competitor acumen. We test our propositions using data collected from the U.S. airline industry and highlight the significance of competitor acumen by showing its impact on a focal firm's market share gain relative to a rival. The findings contribute to competitive dynamics research and suggest a new approach to competitor analysis based on rival-centric perceptions.
ISSN:0001-4273
1948-0989
DOI:10.5465/amj.2011.64870138