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What you don't see can hurt you : awareness cues to profile indirect competitors

Stephen T. Downing, Jin-Su Kang and Gideon Markman (UGent)
(2019) ACADEMY OF MANAGEMENT JOURNAL. 62(6). p.1872-1900
Author
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Abstract
The awareness-motivation-capability (AMC) framework instructs firms to be aware of rivals, yet it offers limited guidance on how to profile those who are not yet rivals but stand to become so. Because rivals are embedded in dyads, triads, tetrads, etc., amultilevel view can unearth awareness cues that specify a hostility profile and make the awareness construct prescient. Studying thousands of competitive encounters over 10 years, we show that, at the firm and dyad levels, diversification and asymmetric pressure (differential exposure to competitive pressure) are reliable cues predicting competitive encounters. At the network level, convergence drives triadic encounters (competition with a rival's rival), and the degree of separation among indirect competitors defines the outer bounds of the hostility profile. Specifically, direct rivals and second- and third-degree indirect competitors merit awareness-more distal players do not. Together, the awareness cues and hostility profile delineate the conceptual bound within which awareness is prescient and beyond which it is misplaced. Challenging several assumptions, our study shows that an arena view assists in predicting cross-industry competition; applying firm, dyad, and network levels of analysis is advisable to better foresee competition; and indirect competitors are "profilable," allowing us to "see" rivals even before they strike.
Keywords
ATTENTION-BASED VIEW, NETWORKS, DYNAMICS, DIVERSIFICATION, PERFORMANCE, FIRM, EMBEDDEDNESS, RIVALRY, MODELS, IMPACT

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MLA
Downing, Stephen T., et al. “What You Don’t See Can Hurt You : Awareness Cues to Profile Indirect Competitors.” ACADEMY OF MANAGEMENT JOURNAL, vol. 62, no. 6, 2019, pp. 1872–900, doi:10.5465/amj.2018.0048.
APA
Downing, S. T., Kang, J.-S., & Markman, G. (2019). What you don’t see can hurt you : awareness cues to profile indirect competitors. ACADEMY OF MANAGEMENT JOURNAL, 62(6), 1872–1900. https://doi.org/10.5465/amj.2018.0048
Chicago author-date
Downing, Stephen T., Jin-Su Kang, and Gideon Markman. 2019. “What You Don’t See Can Hurt You : Awareness Cues to Profile Indirect Competitors.” ACADEMY OF MANAGEMENT JOURNAL 62 (6): 1872–1900. https://doi.org/10.5465/amj.2018.0048.
Chicago author-date (all authors)
Downing, Stephen T., Jin-Su Kang, and Gideon Markman. 2019. “What You Don’t See Can Hurt You : Awareness Cues to Profile Indirect Competitors.” ACADEMY OF MANAGEMENT JOURNAL 62 (6): 1872–1900. doi:10.5465/amj.2018.0048.
Vancouver
1.
Downing ST, Kang J-S, Markman G. What you don’t see can hurt you : awareness cues to profile indirect competitors. ACADEMY OF MANAGEMENT JOURNAL. 2019;62(6):1872–900.
IEEE
[1]
S. T. Downing, J.-S. Kang, and G. Markman, “What you don’t see can hurt you : awareness cues to profile indirect competitors,” ACADEMY OF MANAGEMENT JOURNAL, vol. 62, no. 6, pp. 1872–1900, 2019.
@article{8649536,
  abstract     = {{The awareness-motivation-capability (AMC) framework instructs firms to be aware of rivals, yet it offers limited guidance on how to profile those who are not yet rivals but stand to become so. Because rivals are embedded in dyads, triads, tetrads, etc., amultilevel view can unearth awareness cues that specify a hostility profile and make the awareness construct prescient. Studying thousands of competitive encounters over 10 years, we show that, at the firm and dyad levels, diversification and asymmetric pressure (differential exposure to competitive pressure) are reliable cues predicting competitive encounters. At the network level, convergence drives triadic encounters (competition with a rival's rival), and the degree of separation among indirect competitors defines the outer bounds of the hostility profile. Specifically, direct rivals and second- and third-degree indirect competitors merit awareness-more distal players do not. Together, the awareness cues and hostility profile delineate the conceptual bound within which awareness is prescient and beyond which it is misplaced. Challenging several assumptions, our study shows that an arena view assists in predicting cross-industry competition; applying firm, dyad, and network levels of analysis is advisable to better foresee competition; and indirect competitors are "profilable," allowing us to "see" rivals even before they strike.}},
  author       = {{Downing, Stephen T. and Kang, Jin-Su and Markman, Gideon}},
  issn         = {{0001-4273}},
  journal      = {{ACADEMY OF MANAGEMENT JOURNAL}},
  keywords     = {{ATTENTION-BASED VIEW,NETWORKS,DYNAMICS,DIVERSIFICATION,PERFORMANCE,FIRM,EMBEDDEDNESS,RIVALRY,MODELS,IMPACT}},
  language     = {{eng}},
  number       = {{6}},
  pages        = {{1872--1900}},
  title        = {{What you don't see can hurt you : awareness cues to profile indirect competitors}},
  url          = {{http://doi.org/10.5465/amj.2018.0048}},
  volume       = {{62}},
  year         = {{2019}},
}
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