CO-OPETITION BRANDENBURGER PDF

At one time or another, everyone wants life to be more rational and scientific. They too spin scenarios, of the bottom-line variety. This must have been the audience Adam M. Brandenburger and Barry J. Brandenburger, a Harvard Business School professor, and Mr. Nalebuff, who teaches at the Yale School of Management, believe businesses can become more competitive by cooperating, hence the neologism "co-opetition.

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Shelves: investing The book briefly introduces an important concept of complementers those firms whose products enhance demand for yours -- grills and hot dogs, Intel and Microsoft. The book then spends the bulk on applied game theory -- focusing on how profits are divided amongst firms. Although the two parts are fairly disconnected, both are highly worthwhile. The game theory part has many not-too-intuitive, although classical, observations -- for instance, how most favored customer MFC clause, which grants a The book briefly introduces an important concept of complementers those firms whose products enhance demand for yours -- grills and hot dogs, Intel and Microsoft.

The game theory part has many not-too-intuitive, although classical, observations -- for instance, how most favored customer MFC clause, which grants a given customer lowest price of any customers, actually serves the suppliers by deterring price concessions.

At the same time, it is tempting for any given buyer to accept an MFC clause, since their concerns may be to have pricing that is not worse than that available to a competitor those incentives are particularly strong for the specific buyer agent employed by the customer.

Another interesting game theoretic development discussed is airline loyalty programs. Incidentally, airlines are such a tough industry that they seem to have pioneered a lot of innovations around deterring and abating price wars although the industry remains challenged.

Anyhow, loyalty programs effectively partition the customers into quasi-monopolies, ie make demand less elastic, tilting incentives towards raising prices. Of course, any carefully constructed oligopoly with a high margin above variable cost becomes more fragile -- for example it is vulnerable to a new entrant, or to a breakout of a severe price war. Written in mids, the book still reads fresh.

One more example: as a buyer choosing between two equally appealing suppliers, should one opt for a short term contract, renegotiated every year, or one long term contract?

My initial reaction was that optionality can be valuable. But, there is a counter to that -- if you are in a position of strength currently, you might want to lock it in with a longer term contract. Even more importantly, extending it in time extends total volume being negotiated, often making bidding more aggressive -- and bidders perhaps willing to take bigger risks of retaliation in other competitions if this is a particularly do-or-die one for them. Yet one more interesting observation spelled out in the book was the appeal of bundle discounts.

Basically, by offering a nontransferable discount for two items -- for instance two movies -- being bought together, one is able to target a larger portion of lukewarm buyers for the two items, without giving up pricing to the devotees of one item only.

This book lifts the curtain on a lot of the thinking involved, and gives examples of both effective and ineffective moves in real business situations.

Five stars.

ASHIDA KIM LIVROS PDF

Co-Opetition

The model uses insights from game theory to understand and influence the behaviour of these players. Based on case studies across different industries, they argued that cooperation and competition are both necessary and desirable when doing business. Cooperation is required to increase benefits to all players focus on market growth , and competition is needed to divide the existing benefits among these players focus on market share. Game theory provided the economic foundation to determine circumstances when cooperation is the preferential strategy. Game theory studies how interactions between players and the choices each player makes lead to different outcomes or end states of the game. The objective to develop advantageous strategies provides insights for strategic management.

ENFERMEDAD DE PAGET DEL PEZON PDF

co-opetition

Shelves: investing The book briefly introduces an important concept of complementers those firms whose products enhance demand for yours -- grills and hot dogs, Intel and Microsoft. The book then spends the bulk on applied game theory -- focusing on how profits are divided amongst firms. Although the two parts are fairly disconnected, both are highly worthwhile. The game theory part has many not-too-intuitive, although classical, observations -- for instance, how most favored customer MFC clause, which grants a The book briefly introduces an important concept of complementers those firms whose products enhance demand for yours -- grills and hot dogs, Intel and Microsoft. The game theory part has many not-too-intuitive, although classical, observations -- for instance, how most favored customer MFC clause, which grants a given customer lowest price of any customers, actually serves the suppliers by deterring price concessions. At the same time, it is tempting for any given buyer to accept an MFC clause, since their concerns may be to have pricing that is not worse than that available to a competitor those incentives are particularly strong for the specific buyer agent employed by the customer. Another interesting game theoretic development discussed is airline loyalty programs.

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