The University of Southampton
University of Southampton Institutional Repository

Anticipated responses: The positive side of elicited reactions to competitive action

Anticipated responses: The positive side of elicited reactions to competitive action
Anticipated responses: The positive side of elicited reactions to competitive action
This study advances the action-oriented perspective on strategy dynamics. Strategy research suggests that a firm’s profit will decrease when facing rival responses, yet anecdotal evidence indicates that countermoves may enhance its performance. What is the interaction effect of simultaneous negative- and positive-side competitive responses on organisational performance? We propose that the answer depends not only on the actor’s characteristics but also the action’s characteristics. Grounded in empirical facts, our formal model of competitive dynamics examines the possibility of anticipated responses that are deliberately elicited by the attacking firm. We show that against attentive rivals, a firm with high attention and low aggressiveness can utilise visible actions to achieve its strategic intention and deployment. Our study offers significant implications for theory and practice.
competitive dynamics, behavioural strategy, cognition, system dynamics, formal theory
0160-5682
316-330
Yang, Shu-Jung
c7b91fda-ee4f-4ef6-aa45-0bb9c378e5fc
Liu, Yan Emma
da9a2411-43b8-4d88-acc9-5c51c722aade
Yang, Shu-Jung
c7b91fda-ee4f-4ef6-aa45-0bb9c378e5fc
Liu, Yan Emma
da9a2411-43b8-4d88-acc9-5c51c722aade

Yang, Shu-Jung and Liu, Yan Emma (2014) Anticipated responses: The positive side of elicited reactions to competitive action. Journal of the Operational Research Society, 66 (2), 316-330. (doi:10.1057/jors.2014.3).

Record type: Article

Abstract

This study advances the action-oriented perspective on strategy dynamics. Strategy research suggests that a firm’s profit will decrease when facing rival responses, yet anecdotal evidence indicates that countermoves may enhance its performance. What is the interaction effect of simultaneous negative- and positive-side competitive responses on organisational performance? We propose that the answer depends not only on the actor’s characteristics but also the action’s characteristics. Grounded in empirical facts, our formal model of competitive dynamics examines the possibility of anticipated responses that are deliberately elicited by the attacking firm. We show that against attentive rivals, a firm with high attention and low aggressiveness can utilise visible actions to achieve its strategic intention and deployment. Our study offers significant implications for theory and practice.

This record has no associated files available for download.

More information

Accepted/In Press date: 6 January 2014
e-pub ahead of print date: 12 February 2014
Published date: February 2014
Keywords: competitive dynamics, behavioural strategy, cognition, system dynamics, formal theory
Organisations: Southampton Business School

Identifiers

Local EPrints ID: 377511
URI: http://eprints.soton.ac.uk/id/eprint/377511
ISSN: 0160-5682
PURE UUID: b00c8f2f-9449-4426-8864-708876631eb3

Catalogue record

Date deposited: 16 Jun 2015 08:35
Last modified: 14 Mar 2024 20:05

Export record

Altmetrics

Contributors

Author: Shu-Jung Yang
Author: Yan Emma Liu

Download statistics

Downloads from ePrints over the past year. Other digital versions may also be available to download e.g. from the publisher's website.

View more statistics

Atom RSS 1.0 RSS 2.0

Contact ePrints Soton: eprints@soton.ac.uk

ePrints Soton supports OAI 2.0 with a base URL of http://eprints.soton.ac.uk/cgi/oai2

This repository has been built using EPrints software, developed at the University of Southampton, but available to everyone to use.

We use cookies to ensure that we give you the best experience on our website. If you continue without changing your settings, we will assume that you are happy to receive cookies on the University of Southampton website.

×