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| Author: | Potter, D.V. |
| Title: | Success under fire: policies to prosper in hostile times. |
| Journal: | California Management Review
1991 : WINTER, VOL. 33:2, p. 24-38 |
| Index terms: | BUSINESS POLICY COMPETITIVENESS MARKET SHARE |
| Language: | eng |
| Abstract: | The decade of the 1980s saw many industries encounter very hostile markets, where too many competitors seek too few customers. Margins fall under the pressure of predatory price discounting. Market shares shift, at first quickly due to price differences and slower later due to other factors. Companies respond by proliferating products and services. Some companies weakened themselves with cost reduction programs. Several waves of consolidation intensified rather than eased the industries' plight. Those companies that do prosper in the hostile environment followed policies that acknowledged an evolutionary pattern with management policies that attract customers and discourage competitors. |
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