Quantitative tool for market sector strategic analysis

Abstract

Purpose

A competitive business strategy with a greater chance of success depends on an accurate quantitative analysis of business strategic factors prevailing in a company. The purpose of this paper is to conduct the latter to determine the level of competitiveness in a sector.

Design/methodology/approach

This study develops a tool based on literature classics and tested in the telecommunications industry to determine market segment competitiveness, market attractiveness and the relative ability of companies to generate profits.

Findings

The proposed tool allows managers to quantify each strategic factor and, thus, identify positive factors leading to a competitive advantage and weaknesses leading to vulnerability, which enables an improvement in daily strategic decision making.

Practical implications

Implementing the tool can enable managers to both quantify each strategic factor and improve strategic decision making.

Originality/value

This methodology employed here is novel. As such, this study provides new insights into how to compete in the telecommunications industry and discusses useful implications for academia, new entrepreneurs, buyers and suppliers.

Citation

dos Santos Morais, R. and Camello Lima, C.R. (2018), "Quantitative tool for market sector strategic analysis", Benchmarking: An International Journal, Vol. 25 No. 6, pp. 1706-1728. https://doi.org/10.1108/BIJ-12-2016-0182