The resource underpinnings of competitive positions

Abstract

Competitive positioning is central to market‐focussed management, comprising the choice of target market the firm will operate in, and how it will compete in that market. Positioning decisions are complex and require the firm to find a profitable match between market requirements and firm ability to satisfy them. Equally important, however, is the longer term sustainability of any position created in the market place. Drawing on theory from the strategic management and marketing domains the authors argue that the competitive position achieved is a key marketing resource with the potential to generate sustainable competitive advantage. The paper examines alternative competitive positions, the marketing resources necessary to underpin them, and how they are defended against competitor imitation or encroachment. Some positions are found to be inherently more defensible than others.

Keywords:

• Competitive positioning
• marketing resources
• inimitability

Notes

Note: Pooled within group correlations between discriminating variables and standardised canonical discriminant functions.

* indicates variables used in the stepwise discriminant analyses

Note: Pooled within group correlations between discriminating variables and standardised canonical discriminant functions.

* indicates variables used in the stepwise discriminant analyses