search query: @journal_id 794 / total: 218
reference: 190 / 218
| Author: | Moore, M. Urbany, J. |
| Title: | Blinders, fuzzy lenses, and the wrong shoes: pitfalls in competitive conjecture |
| Journal: | Marketing Letters
1994 : JUL, VOL. 5:3, p. 247-258 |
| Index terms: | MARKETING DECISION MAKING ALLIANCES |
| Language: | eng |
| Abstract: | This paper examines the puzzle of why marketing strategies often appear to insufficiently account for competitors' likely reactions when choosing their own actions. The authors examine and define the concept of competitive conjecture and consider how, in a descriptive sense , it should influence marketing decisions. The authors also explore a series of cognitive and motivational biases that may explain managers' tendency toward incomplete or incorrect conjectures about competitors. |
SCIMA