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Exploring The Mental Models Of Competitive Strategists: The Case For A Processual Approach

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  • Gerard P. Hodgkinson
  • Gerry Johnson

Abstract

Recently there have been a number of studies published which seek to further our understanding of the competitive structures of markets. These studies have used aggregated perceptual data in an attempt to uncover industry‐level mental models of business environments. In this article we argue that such studies are predicated on the assumption that there are high levels of consensus within and between organizations in a given industry concerning the bases of competition and the positioning of particular organizations. In the present study we employ a similar methodology but focus on the mental models of individuals in order to examine empirically the nature and extent of such consensus. the research was carried out in the UK grocery retailing industry. Twenty‐three managers from two organizations were each interviewed using a variant of the cognitive taxonomic interview procedures devised by Porac and his associates. the study revealed considerable variation in terms of the nature of the cognitive categories elicited from the participants and the overall complexity of their taxonomies relating to competitive structures, both within and between the organizations. However, the study also revealed considerable intra‐organizational agreement regarding the categories which describe the self‐identity of the research participants’organizations and their major competitors. We consider the implications of these findings for understanding processes of strategy development and implementation in organizations.

Suggested Citation

  • Gerard P. Hodgkinson & Gerry Johnson, 1994. "Exploring The Mental Models Of Competitive Strategists: The Case For A Processual Approach," Journal of Management Studies, Wiley Blackwell, vol. 31(4), pages 525-552, July.
  • Handle: RePEc:bla:jomstd:v:31:y:1994:i:4:p:525-552
    DOI: 10.1111/j.1467-6486.1994.tb00629.x
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    Cited by:

    1. David Tegarden & Linda Tegarden & Wanda Smith & Steve Sheetz, 2016. "De-Fusing Organizational Power Using Anonymity and Cognitive Factions in a Participative Strategic Planning Setting," Group Decision and Negotiation, Springer, vol. 25(1), pages 1-29, January.
    2. Shameen Prashantham & Mark P. Healey, 2022. "Strategy as Practice Research: Reflections on its Rationale, Approach, and Contributions," Journal of Management Studies, Wiley Blackwell, vol. 59(8), pages 1-17, December.
    3. Sammut-Bonnici, Tanya & Paroutis, Sotirios, 2013. "Developing a Dominant Logic of Strategic Innovation," MPRA Paper 50577, University Library of Munich, Germany.
    4. Camblanne, Lionel, 2013. "Family vision and cognition: An illustration through forest owners’ harvesting decisions," Journal of Family Business Strategy, Elsevier, vol. 4(4), pages 245-259.
    5. Wijnberg, Nachoem M., 2011. "Classification systems and selection systems: The risks of radical innovation and category spanning," Scandinavian Journal of Management, Elsevier, vol. 27(3), pages 297-306, September.
    6. Crouch, Andrew, 1998. "Reframing the strategic problem: An accommodation of harmony and belligerence in strategic management," Journal of Business Research, Elsevier, vol. 41(1), pages 3-13, January.
    7. repec:dau:papers:123456789/2291 is not listed on IDEAS
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    9. Vikas Anand & Mahendra Joshi & Anne M. O'Leary-Kelly, 2013. "An Organizational Identity Approach to Strategic Groups," Organization Science, INFORMS, vol. 24(2), pages 571-590, April.
    10. Gabriel R. Gonzalez & Danny P. Claro, 2019. "How intrafirm intermediary salespeople connect sales to marketing and product development," Journal of the Academy of Marketing Science, Springer, vol. 47(5), pages 795-814, September.
    11. Phadnis, Shardul & Caplice, Chris & Singh, Mahender & Sheffi, Yossi, 2014. "Axiomatic foundation and a structured process for developing firm-specific Intuitive Logics scenarios," Technological Forecasting and Social Change, Elsevier, vol. 88(C), pages 122-139.
    12. D Shaw, 2003. "Evaluating electronic workshops through analysing the ‘brainstormed’ ideas," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 54(7), pages 692-705, July.
    13. repec:dau:papers:123456789/2340 is not listed on IDEAS
    14. Sebastian Junge & Johannes Luger & Jan Mammen, 2023. "The Role of Organizational Structure in Senior Managers' Selective Information Processing," Journal of Management Studies, Wiley Blackwell, vol. 60(5), pages 1178-1204, July.
    15. Sick, Nathalie & Bröring, Stefanie, 2022. "Exploring the research landscape of convergence from a TIM perspective: A review and research agenda," Technological Forecasting and Social Change, Elsevier, vol. 175(C).
    16. Pasi Aaltola, 2019. "Strategic thinking and accounting: potentials and pitfalls from a managerial perspective," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 30(3), pages 323-351, October.
    17. Li, Chun-Sheng Joseph & Lee, Po-Yen & Liou, James J.H., 2018. "Exploring the staff localization of Taiwanese MNC subsidiaries in China: Effects of size, operation time, location, and local-market focus," Journal of Business Research, Elsevier, vol. 88(C), pages 20-27.
    18. Gerard P. Hodgkinson & Barbara Burkhard & Nicolai J. Foss & Dietmar Grichnik & Riikka M. Sarala & Yi Tang & Marc Van Essen, 2023. "The Heuristics and Biases of Top Managers: Past, Present, and Future," Journal of Management Studies, Wiley Blackwell, vol. 60(5), pages 1033-1063, July.
    19. Shinkle, George A. & Hodgkinson, Gerard P. & Gary, Michael Shayne, 2021. "Government policy changes and organizational goal setting: Extensions to the behavioral theory of the firm," Journal of Business Research, Elsevier, vol. 129(C), pages 406-417.

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