Chapter 4

Question 1

SCA

Answer 1

anticipating and preparing for competitors by building and maintaining barriers to competitive attacks for long-term success

Question 2

Good SCA meets 3 criteria

Answer 2

1. Customers care about what this SCA offers.
2. The firm does it better than competitors, which generates a relative advantage.
3. The SCA must be hard to duplicate or substitute, even with significant resources

Question 3

Sources of SCA (BOR)

Answer 3

1. Brands
2. Offerings
3. Relationships

Question 4

Competitors overcome SCA by

Answer 4

1. Technical innovations
2. Exploiting changes in customers’ desires
3. Individual entrepreneurship seeking a better way to solve a problem
4. Copycats

Question 5

Framework for managing SCA

Answer 5

Inputs:
1. Positioning statement
2. AER strategies
3. Future trends

Outputs:
1. SCAs
2. BOR strategies