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Why “They” never can be as good as “Us”: How other organizations must be worse off on essential features

Author

Listed:
  • van Rekom, J.
  • van Nierop, A.E.

Abstract

Being different from competitors, in a positive sense, is an important asset to organizations. Well-chosen emphasis on distinctive organizational features is very helpful in achieving a superior position relative to rival organizations. However, organizations often claim to be distinctive on features where they appear be at best only moderately distinctive. Systematic bias seems to arise because what members see as distinctive about their organization is so closely interwoven with how they see its identity. In this study, organization members rated competitors systematically lower on a feature to the extent that they considered that feature to make up the essence of the identity of their own organization. The results point to a serious tendency to underestimate comparable competitors as a consequence of the social comparison heuristics. Managerially, this implies an important caution when designing corporate strategy and positioning.

Suggested Citation

  • van Rekom, J. & van Nierop, A.E., 2005. "Why “They” never can be as good as “Us”: How other organizations must be worse off on essential features," ERIM Report Series Research in Management ERS-2005-073-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    • Handle: RePEc:ems:eureri:7119
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    References listed on IDEAS

    as
    1. Edwards, Jeffrey R., 1995. "Alternatives to Difference Scores as Dependent Variables in the Study of Congruence in Organizational Research," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(3), pages 307-324, December.
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    3. Matthew Rabin, 2002. "Inference by Believers in the Law of Small Numbers," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 117(3), pages 775-816.
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    More about this item

    Keywords

    Distinctiveness; Essence; Organizational Identity; Social Comparison;
    All these keywords.

    JEL classification:

    • C44 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Operations Research; Statistical Decision Theory
    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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