What is Strategy - Micheal E.Porter (中文版)

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PorterWhat is Strategy20030919__Excellent

• Other goals and metrics (e.g. revenue growth; eps growth; market share; return on sales; pro-forma earnings; cash flow) carry grave risks for strategy
Faulty Definitions of Strategy
• Strategy as aspiration
– “Our strategy is to be #1 or #2…”
• Strategy as action
– “Our strategy is to merge…”
• Strategy as vision • Strategy as experiments
This presentation draws on ideas from Professor Porter’s books and articles, in particular, Competitive Strategy (The Free Press, 1980); Competitive Advantage (The Free Press, 1985); ―What is Strategy?‖ (Harvard Business Review, Nov/Dec 1996); ―Strategy and the Internet‖ (Harvard Business Review, March 2001); The Competitive Advantage of Nations (The Free Press, 1990); ―The Microeconomic Foundations of Economic Development,‖ in The Global Competitiveness Report 2001 (World Economic Forum, 2001); ―Clusters and the New Competitive Agenda for Companies and Governments,‖ in On Competition (Harvard Business School Press, 1998); Clusters of Innovation Initiative (), a joint effort of the Council on Competitiveness, Monitor Group, and Professor Porter; ―The Competitive Advantage of Corporate Philanthropy‖, Harvard Business Review, forthcoming, with Mark Kramer; and a forthcoming book. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means—electronic, mechanical, photocopying, recording, or otherwise— without the permission of Michael E. Porter. Additional information may be found at the website of the Institute for Strategy and Competitiveness, .

企业战略经典书籍

企业战略经典书籍企业战略是指企业在利用有限资源的基础上，为实现长期目标而制定的行动计划。

在当今竞争激烈的商业环境中，企业需要制定有效的战略来保持竞争优势和持续发展。

下面列举了十本经典的企业战略书籍，帮助读者深入了解企业战略的理论与实践。

1.《竞争战略》（Competitive Strategy）- 迈克尔·波特（Michael E. Porter）这本书是经典的企业战略著作之一，波特提出了五种基本竞争力，包括成本领先、差异化、专注战略等，帮助企业制定有效的竞争策略。

2.《创新者的窘境》（The Innovator's Dilemma）- 克里斯廷森（Clayton M. Christensen）这本书讲述了创新与竞争之间的矛盾，探讨了为什么一些知名企业在面临新技术和创新时会失败，为企业制定战略提供了启示。

3.《蓝海战略》（Blue Ocean Strategy）- 布鲁尔和马尔坎（W. Chan Kim, Renée Mauborgne）该书提出了“红海”和“蓝海”概念，通过创造新市场和创新来实现竞争优势，帮助企业开创新的增长机会。

4.《企业领导力》（Good to Great）- 吉姆·柯林斯（Jim Collins）柯林斯研究了多家成功企业，总结出一些关键要素，指导企业如何从好到优秀，并实现持续卓越的发展。

5.《战略思维》（The Strategy-Focused Organization）- 卡普兰和诺顿（Robert S. Kaplan, David P. Norton）这本书提出了“平衡计分卡”概念，通过制定明确的目标和战略来提高组织的绩效，帮助企业实现长期成功。

6.《企业战略的逻辑》（The Logic of Strategy）- 乔治·亨德森（George S. Yip）该书强调了企业战略应该基于逻辑和分析，探讨了企业如何通过战略来应对不确定性和变化的挑战。

麦可波特MichaelEPorter他的名字叫策略Strategy-PPT精品文档

量身訂做出一整套活動.
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策略的本質
要有一個好的策略的第一步是你要有一個正確的目標(right goal)。根據多年來的研究我發現，主要的目標就是有投資就要有回收(投資報酬率ROI)。你知道，造成日本現在經濟下滑的悲劇原因就是他們缺乏回收政策，現在他們正在付出代價，以往的日本公司只著重企業成長或市場佔有率，這是非常不明智的目標抉擇。因此,企業要問自己的第一個問題是: 「我們有正確的目標嗎？」
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競爭策略 Competitive Strategy 就是創造別人無可取代的地位
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策略是什麼？
策略就是: 做選擇(取捨-Trade off-選擇與放棄)，設定限制(何者可為,何者不可為)、選擇要跑的比賽，並且根據自己在所屬產業的位置，
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營運效益-Operation Benefit
什麼是營運效益？營運效益是指說你和競爭者做同樣的事情，
但是你設法做的比他好。你和競爭者有同樣的目標，但是你超越他，為什麼？可能是因為你有比較好的電腦系統、機器
設備或較好的管理能力。這樣的例子在現實生活中比比皆是。
以及在這個產業中的位置。
「大家向來以為企業的成功要看公司內部，我的研究發現，
企業的成功常要看它所在的環境。大企業要思考的是如何去改善大環境，不只是改善自己。」
亞洲企業常忽略產業分析，只要看到哪一個產業賺錢，就說那是一個好產業，這種觀念在過去或許行得通，但未來，不再是每個產業都賺錢。亞洲企業常常在破壞產業獲利，像韓國和日本就是。企業必須和客戶取得平衡，不能讓客戶予取予求。如果客戶的議價能力太強，相對會壓低整個產業的獲利。

Michael Porter(竞争策略)

麥可, 波特–Michael E Porter他的名字叫「策略」-Strategy,「競爭」-Competition.1. 出生於密西根州2.1969年，波特在普林斯頓大學獲得大氣與機械工程學位3.七三年，榮獲哈佛大學經濟學博士，並入主哈佛商學院，成為哈佛有史以來最年輕的教授，當時他只有二十六歲4.1983年，雷根政府延攬波特進入「美國產業競爭力委員會」5.波特也是許多國家的顧問；印度、紐西蘭、加拿大、葡萄牙等國家，皆聘請他帶領國家經濟政策的研究國家及企業-競爭策略世界級的大師競爭策略Competitive Strategy就是創造別人無可取代的地位:做選擇(取捨-Trade off-選擇與放棄)，設定限制(何者可為,何者不可為)、選擇要跑的比賽，並且根據自己在所屬產業的位置，量身訂做出一整套活動.正確的目標(right goal)。

根據多年來的研究我發現，主要的目標就是有投資就要有回收(投資報酬率-ROI)。

你知道，造成日本現在經濟下滑的悲劇原因就是他們缺乏回收政策，現在他們正在付出代價，以往的日本公司只著重企業成長或市場佔有率，這是非常不明智的目標抉擇。

因此,企業要問自己的第一個問題是:「我們有正確的目標嗎？」「我們正在實踐這個正確的目標嗎？」環顧你所在的產業，公司要有能力從產業中得利。

你不能制定策略卻不知道你在和誰競爭？而產業生態也會直接影響到你的營運績效，因此了解這個產業結構以及產業的獲利程度非常重要但是，最重要的是你要如何培養在這個產業中獲得競爭優勢的能力。

企業在開始選用策略之前，先問自己兩個問題：客戶最喜歡我們哪一點？我們靠哪一種產品賺最多錢？這就是“定位”-選擇你想要進入的產業以及要如何在這個產業中獲利。

要弄清楚自己所在的產業，以及在這個產業中的位置。

「大家向來以為企業的成功要看公司內部，我的研究發現，企業的成功常要看它所在的環境。

大企業要思考的是如何去改善大環境，不只是改善自己。

什么是战略——迈克尔·波特《什么是战略》读后感

精心整理什么是战略——迈克尔·波特《什么是战略》读后感美国哈佛《商业评论》2004年1月号，在“哈佛经典”专栏摘要介绍了迈克尔·波特的新文章—《什么是战略》。

在这篇文章中，波特不但对“战略”意义作了新阐述，而且对“战略”含义作了新注释。

他说，“战略”一是“创造一种独特、有利（一）也互相依存。

后来，“战略”这个词的词义被人们引申了，目前至少有三种引申义：第一种引申义指的是对企业竞争的整体性、长远性、基本性谋划。

无论是安索夫的《企业战略论》，还是迈克尔·波特的《竞争战略》，就是对“战略”第一种引申义的具体运用。

对“战略”含义的第一种引申具有重大意义，否则，人们就很难思考与交流企业竞争战略问题，而这个问题对企业而言是非常重要的。

“战略”的第二种引申义突破了企业竞争领域，泛指对各种行为的整体性、长远性、基本性谋划，例如，中国经济发展战略，某些城市或地区经济发展战略，某些行业或产业发展战略，某些地区招商引资战略，某些企业的发展战略、营销战略、技术开发战略，以及战略重（二）需要进行的整体性、长远性、基本性谋划是复杂的、易变的、个性的，简单地用上述三个方面来概括，容易使人们以偏概全、认识僵化和千篇一律。

竞争战略像军事战略一样讲究灵活机动，战略无定式，其内容没有必要也没有可能被简单地概括出来。

即使认为概括一下对帮助人们系统地理解“竞争战略”不无好处，也应该事先声明这种概括只是相对的，而不能让人们相信这就是答案，更不能自称这是“完整的答案”。

有一个点需要指出：把“在竞争中做出取舍，其实质就是选择不做哪些事情”视为“竞争战略”的三项内容之一，存在着逻辑方面的毛博因为“定位”本身就是在“取舍”，“定位”与“取舍”存在包涵关系，而存在包涵关系的两个方面的内容是不能被并列的。

还有一个点需要指出：把搞好“配称”即搞好各项运营活动之间的“关联”，或“建立一个环环相扣、紧密联接的链”，视为“竞争战略”的三项内容之一，也存在着逻辑方面的毛博竞争战略实施需要管理但本身不是管理。

michael e. porter文献引用

Michael E. Porter，哈佛商学院经济学家和学者，是战略管理领域的泰斗级人物。

他的研究涉及领域广泛，包括竞争策略、行业竞争、经济发展等方面。

作为全球知名的管理学者，Porter的研究成果对于商业战略的制定和执行具有重要影响。

以下是一些对于Michael E. Porter的文献引用，以展现其在商业管理领域的重要影响：1. Porter, M. E. (1980). Competitive strategy: Techniques for analyzing industries andpetitors. Free Press.这本书是Porter最知名的著作之一，被誉为“竞争领域的圣经”。

在此书中，他提出了三种竞争策略：成本领先、差异化和集中化战略。

这些战略理论成为了商业管理中的重要工具，帮助企业分析其所在产业的竞争环境，并决定如何制定竞争策略以获得持续竞争优势。

2. Porter, M. E. (1985). Competitive advantage: Creating and sust 本人ning superior performance. Free Press.在这本书中，Porter进一步深化了竞争策略的研究，提出了价值链分析和核心竞争力理论。

他强调了企业要想在市场上取得持续竞争优势，就必须寻找自己的核心竞争力，并通过不断优化价值链来创造和维持这一竞争优势。

3. Porter, M. E. (1990). Thepetitive advantage of nations. FreePress.这本书是Porter在跨国经营和国际竞争领域的重要研究成果。

他提出了“国家竞争优势”的概念，强调了国家的经济竞争力与其产业集聚、创新能力以及国家因素相关。

这一理论对于国家经济发展和产业政策的制定具有重要的指导意义。

4. Porter, M. E. (2008). The fivepetitive forces that shape strategy. Harvard Business Review, 86(1), 78-93.这篇文章系统性地阐述了Porter的“五力分析”理论，强调了竞争对手、供应商、顾客、替代品和新进入者对企业竞争的影响。

专业外语《什么是战略》翻译What is strategy--Michael Porter

什么是战略？一，运作效率不是战略作者：Porter，Michael E ..，Harvard Business Review，Nov / Dec96，Vol。

74第6期，第61页，第18页，第3图，1图，2c近二十年来，管理人员一直在学习一套新的规则。

公司必须灵活应对竞争和市场变化。

他们必须不断进行基准测试以实现最佳实他们必须积极外包以提高效率。

他们必须在竞争中坚持一些核心竞争力，以保持领先于竞争对手。

定位 - 曾经是战略的核心 - 被拒绝，因为对于当今充满活力的市场和不断变化的技术而言过于静态。

根据新的教条，竞争对手可以迅速复制任何市场地位，而竞争优势充其量只是暂时的。

但这些信念是危险的半真半假，它们正在引导越来越多的公司走上相互破坏性竞争的道路。

诚然，随着监管的缓解和市场的全球化，竞争的一些障碍正在下降。

诚然，公司已经适当地投入精力，变得更精简，更灵活。

然而，在许多行业中，有些人认为超级竞争是一种自我伤害，而不是不断变化的竞争模式的必然结果。

问题的根源是无法区分运营效率和战略。

对生产力，质量和速度的追求催生了大量的管理工具和技术：全面质量管理，基准测试，基于时间的竞争，外包，合作，再造，变更管理。

虽然由此产生的运营改进往往是戏剧性的，但许多公司因无法将这些收益转化为可持续盈利而感到沮丧。

管理工具几乎不知不觉地一点一点地取代了战略。

随着管理者在各方面都在努力改进，他们离可行的竞争地位越来越远。

运营效率：必要但不充分运营效率和战略对于卓越绩效至关重要，毕竟这是任何企业的首要目标。

但他们以不同的方式工作。

只有当公司能够建立可以保留的差异时，它才能超越竞争对手。

它必须为客户提供更大的价值，或以更低的成本创造可比的价值，或两者兼顾。

然后是优越的盈利能力算法：提供更大的价值使公司能够收取更高的平均单价; 效率越高，平均单位成本越低。

最终，公司在成本或价格方面的所有差异来自创建，生产，销售和交付其产品或服务所需的数百项活动，例如呼吁客户，组装最终产品和培训员工。

what is strategy

II. Strategy Rests on Unique Activities
Competitive strategy is about being different. It means deliberately choosing a different set of activities to deliver a unique mix of value. ☆Southwest Airlines Company offers short-haul, low-cost, Southwest point-to-point service between midsize cities and secondary airports in large cities. ☆Ikea, the global furniture retailer based in Sweden, also has a clear strategic positioning, and has chosen to perform activities differently from its rivals.
The Origins of Strategic Positions
Strategic positions emerge from three distinct sources, which are not mutually exclusive and often overlap. ●First, positioning can be based on producing a subset of an industry’s products or services, called variety-based positioning. ● A second basis for positioning is that of serving most or all the needs of a particular group of customers, called needs-based positioning. ●The third basis for positioning is that of segmenting customers who are accessible in different ways, called access-based positioning. Whatever the basis – variety, needs, access, or some combination of the three – positioning requires a tailored set of activities because it is always a function of differences on the supply side; that is, of differences in activities.

what is strategy(什么是战略)-迈克尔·波特

什么是战略迈克尔•波特《哈佛商业评论》中文版2004年1月号一、运营效益并不是战略近20年来，各种游戏规则与管理理念层出不穷，令管理者应接不暇。

比如，企业必须保持一定的弹性，才能对瞬息万变的市场和竞争变化做出及时的反应；企业必须不断地进行基准比较，才能实现最佳实践的运作；企业必须各级发展外包，才能不断提高自己的效率；必须培养自己的核心竞争力，才能在竞争中始终一马当先。

与这些新兴的管理理念相比，面对当今风云变幻的市场和日新月异的科技，曾被视为战略核心的定位(positioning)被斥为过于一成不变而遭到遗弃。

根据新的管理信条，竞争对手可以迅速复制任何市场定位，因此，任何竞争优势充其量只能是暂时的。

但是，以上这些信条有可能带来危害，因为它们只说对了一半。

而且在这些信条的指引下，越来越多的企业正在走上相互残杀、竞相毁灭的竞争之路。

我们看到，随着管制的放松和市场的日益全球化，一些横亘在公司间、阻挡它们开展竞争的障碍正在消除。

我们同时也看到，很多公司投入了相当大的精力，力图使自己的组织变得更加精干、更加敏捷，以便应对随时可能出现的竞争。

然而在许多行业，有些人津津乐道的超级竞争（hypercompetition）却完全是一种自残行为，而不是竞争模式发生根本变化的必然结果。

追根溯源，问题出在人们混淆了运营效益（operational effectiveness）和战略（strategy）这两个最基本的概念。

为了追求生产率、质量和速度，企业开发出大量的管理工具和技巧，如全面质量管理、基准比较法、时基竞争（time-based competition）、外包、合作伙伴、流程再造（reengineering）以及变革管理等。

这些管理工具和技巧虽然使企业的运营效益得到了极大的提高，但是许多企业往往会因为无法将所得转化为持久赢利而感到万分沮丧。

不知不觉中，管理工具逐渐取代了战略。

于是，当管理者全线出击、力图全面改进企业运营时，他们其实是南辕北辙――离自己原本具有竞争优势的定位越来越远了。

《竞争战略》讲义

哈佛大师迈克尔波特《竞争战略》中国讲义迈克尔.波特博士(Dr. Michael Porter)（绝对震撼）迈克尔·波特(Michael E.Porter)32岁即获哈佛商学院终身教授之职，是当今世界上竞争战略和竞争力方面公认的第一权威。

他毕业于普林斯顿大学，后获哈佛大学商学院企业经济学博士学位。

目前，他拥有瑞典、荷兰、法国等国大学的8个名誉博士学位。

目前，波特博士的课已成了哈佛商学院学院的必修课之一。

另外，他还为那些资产10亿美元以上企业的管理者开办培训班，讲授战略课程，并为世界各地的企业界和政府部门做演讲。

波特：战略需要有一个独一无二的价值的取向迈克尔·波特：我所发现的是大多数的公司实际上没有战略，如果加上五个条件来衡量的话，他们一般没有战略，一个公司常常做的事情就是尽量实施一些先进的经验，也许他们试图经常寻找一些先进经验，这是在中国现行的体制下也是如此，在这样的国家，其他公司有很多的东西要去学习，要学习其他的国家的一些先进的经验。

因此，一定要找到一个不同经营的方式，这样不会和他们迎头开展竞争。

我们来用一个例子来说明一下，是对于一个战略的不同的条件和要求的例子，这个例子是搞汽车租赁公司的一个例子，他们向个人提供租车服务的公司，比如赫尔斯等等这些租赁的公司，这些公司名字叫安特法，实际上这家公司是北美最大的租赁汽车公司，从它的规模来看，也许和其他最有利润的公司相比，它比北美最大的两家公司的利润相比要高出两倍，为什么大家不知道这个家公司呢？因为这是一个私营的公司，它是一个没有上市的公司，因此大家对它了解的情况不是很多，这个公司的总部是在圣路易斯密苏里这个地方，对于这个企业的战略是什么？战略是需要有一个独一无二的价值的取向，价值的取向说明实际上主要有三个重要的方面：第一，是客户，你准备服务什么类型的客户，这些客户提高会满足他们什么样子的需求？你们会期待或者寻求相应的价格是什么样子的价格？这三点可以构成你的价值取向，这个基本的理论就是说你要作出不同的选择，你的这种选择要和对手有所不同，如果你试图对所有的客户作出服务，满足他们所有的需求，什么样子的价位都去满足，那第一点等于没有价值，第二点很难说你有一个竞争的优势，因此这等于是第一个条件，安特法这个租车的公司，他对自己的行业十分了解的，并且认识到尽管很多的车租的人都是旅行的人，但是实际上租车一般都是出租给这些人，他们不但认识这一点，同时还认识到有些其他住的人也需要组车技这样的市场也很大，但是有一些具体的情况，常见的情况就是你自己的车坏了，用不了了，所以你也需要租车，如果车坏了，需要修理，也需要租车，也有其他的情况需要租车。

波特什么是战略

什么是战略11人分享此文作者:迈克尔·波特（Michael E. Porter）发表于:2004-01-01加入收藏电邮给朋友打印文章写信给编辑取得卓越业绩是所有企业的首要目标，运营效益（operational effectiveness）和战略（strategy）是实现这一目标的两个关键因素，但人们往往混淆了这两个最基本的概念。

运营效益意味着相似的运营活动能比竞争对手做得更好。

战略定位（strategic positioning）则意味着运营活动有别于竞争对手，或者虽然类似，但是其实施方式有别于竞争对手。

几乎没有企业能一直凭借运营效益方面的优势立于不败之地。

运营效益代替战略的最终结果必然是零和竞争（zero-sum competition）、一成不变或不断下跌的价格，以及不断上升的成本压力。

所谓的竞争战略就是创造差异性，即有目的地选择一整套不同的运营活动以创造一种独特的价值组合。

战略定位有三个不同的原点，一是基于种类的定位（variety-based positioning）；二是基于需求的定位（needs-based positioning）；三是基于接触途径的定位（access-based positioning）。

在对定位进行明确定义后，我们现在可以回答“什么是战略”的问题了。

战略就是创造一种独特、有利的定位，涉及各种不同的运营活动。

然而，选择一个独特的定位并不能保证获得持久优势。

一个有价值的定位会引起他人的争相仿效。

除非公司做出一定的取舍（trade-offs），否则，任何一种战略定位都不可能持久。

因此，对“什么是战略”这一问题的回答又增加了一个新视角——取舍。

战略就是在竞争中做出取舍，其实质就是选择不做哪些事情。

定位选择不仅决定公司应该开展哪些运营活动、如何设计各项活动，而且还决定各项活动之间如何关联。

战略配称是创造竞争优势最核心的因素，它可以建立一个环环相扣、紧密联接的链，将模仿者拒之门外。

英文翻译最后定稿

What Is Strategy?Michael E.Porter经典文章：《什么是战略？》迈克尔波特_哈佛商业评论04年1月号Operational effectiveness and strategy are both essential to superior performance, which, after all, is the primary goal of any enterprise. But they work in very different ways.A company can outperform rivals only if it can establish a difference that it can preserve. It must deliver greater value to customers or create comparable value at a lower cost, or do both. The arithmetic of superior profitability then follows: delivering greater,value allows a company to charge higher average unit prices; greater efficiency results in lower average unit costs.Ultimately, all differences between companies in cost or price derive from the hundreds of activities required to create, produce, sell, and deliver their products or services, such as calling on customers, assembling final products, and training employees. Cost is generated by performing activities, and cost advantage arises from performing particular activities more efficiently than competitors. Similarly, differentiation arises from both the choice of activities and how they are performed. Activities, then, are the basic units of competitive advantage. Overall advantage or disadvantage results from all a company's activities, not only a few.'Operational effectiveness fOE) means performing similar activities better than rivals perform them. Operational effectiveness includes but is not limited to efficiency. It refers to any number of practices that allow a company to better utilize its inputs by, for example, reducing defects in products or developing better products faster. In contrast, strategic positioning means performing different activities from rivals' or performing similar activities in different ways.GRAPH: Operational Effectiveness Versus Strategic PositioningDifferences in operational effectiveness among companies are pervasive. Some companies are able to get more out of their inputs than others because they eliminate wasted effort, employ more advanced technology, motivate employees better, or have greater insight into managing particular activities or sets of activities. Such differences in operational effectiveness are an important source of differences in profitability among competitors because they directly affect relative cost positions and levels of differentiation.Differences in operational effectiveness were at the heart of the Japanese challenge to Western companies in the 1980s. The Japanese were so far ahead of rivals in operational effectiveness that they could offer lower cost and superior quality at the same time. It is worth dwelling on this point, because so much recent thinking about competition depends on it. Imagine for a moment a productivity frontier that constitutes the sum of all existing best practices at any given time. Think of it as the maximum value that a company delivering a particular product or service can create at a given cost, using the best available technologies, skills, management techniques, and purchased inputs. The productivity frontier can apply to individual activities, to groups of linked activities such as order processing and manufacturing, and to an entire company's activities. When a company improves its operational effectiveness, itmoves toward the frontier. Doing so may require capital investment, different personnel, or simply new ways of managing.The productivity frontier is constantly shifting outward as new technologies and management approaches are developed and as new inputs become available. Laptop computers, mobile communications, the Internet, and software such as Lotus Notes, for example, have redefined the productivity frontier for sales-force operations and created rich possibilities for linking sales with such activities as order processing and after-sales support. Similarly, lean production, which involves a family of activities, has allowed substantial improvements in manufacturing productivity and asset utilization.For at least the past decade, managers have been preoccupied with improving operational effectiveness. Through programs such as TQM, time-based competition, and benchmarking, they have changed how they perform activities in order to eliminate inefficiencies, improve customer satisfaction, and achieve, best practice. Hoping to keep up with shifts in the productivity 'frontier, managers have embraced continuous improvement, empowerment, change management, and the so-called learning organization. The popularity of outsourcing and the virtual corporation reflect the growing recognition that it is difficult to perform all activities as productively as specialists.As companies move to the frontier, they can often improve on multiple dimensions of performance at the same time. For example, manufacturers that adopted the Japanese practice of rapid changeovers in the 1980s were able to lower cost and improve differentiation simultaneously. What were once believed to be real trade-offs- between defects and costs, for example- turned out to be illusions created by poor operational effectiveness. Managers have learned to reject such false trade-offs.Constant improvement in operational effectiveness is necessary to achieve superior profitability. However, it is not usually sufficient. Few companies have competed successfully on the basis of operational effectiveness over an extended period, and staying ahead of rivals gets harder every day. The most obvious reason for that is the rapid diffusion of best practices. Competitors can quickly imitate management techniques, new technologies, input improvements, and superior ways of meeting customers' needs. The most generic solutions- those that can be used in multiple settings- diffuse the fastest. Witness the proliferation of OE techniques accelerated by support from consultants.OE competition shifts the productivity frontier outward, effectively raising the bar for everyone. But although such competition produces absolute improvement in operational effectiveness, it leads to relative improvement for no one. Consider the $5 billion-plus U.S. commercial-printing industry. The major players- R.R. Donnelley & Sons Company, Quebecor, World Color Press, and Big Flower Press-are competing head to head, serving all types of customers, offering the same array of printing technologies (gravure and web offset), investing heavily in the same new equipment, running their presses faster, and reducing crew sizes. But the resulting major productivity gains are being captured by customers and equipment suppliers, notretained in superior profitability. Even industry-leader Donnelley's profit margin, consistently higher than 7% in the 1980s, fell to less than 4.6% in 1995. This pattern is playing itself out in industry after industry. Even the Japanese, pioneers of the new competition, suffer from persistently low profits. (See the insert "Japanese Companies Rarely Have Strategies.")The second reason that improved operational effectiveness is insufficient- competitive convergence- is more subtle and insidious. The more benchmarking companies do, the more they look alike. The more that rivals outsource activities to efficient third parties, often the same ones, the more generic those activities become. As rivals imitate one another's improvements in quality, cycle times, or supplier partnerships, strategies converge and competition becomes a series of races down identical paths that no one can win. Competition based on operational effectiveness alone is mutually destructive, leading to wars of attrition that can be arrested only by limiting competition.The recent wave of industry consolidation through mergers makes sense in the context of OE competition. Driven by performance pressures but lacking strategic vision, company after company has had no better idea than to buy up its rivals. The competitors left standing are often those that outlasted others, not companies with real advantage.After a decade of impressive gains in operational effectiveness, many companies are facing diminishing returns. Continuous improvement has been etched on managers' brains. But its tools unwittingly draw companies toward imitation and homogeneity. Gradually, managers have let operational effectiveness supplant strategy. The result is zerosum competition, static or declining prices, and pressures on costs that compromise companies' ability to invest in the business for the long term.II. Strategy Rests on Unique ActivitiesCompetitive strategy is about being different. It means deliberately choosing a different set of activities to deliver a unique mix of value.Southwest Airlines Company, for example, offers short-haul, low-cost, point-to-point service between midsize cities and secondary airports in large cities. Southwest avoids large airports and does not fly great distances. Its customers include business travelers, families, and students. Southwest's frequent departures and low fares attract pricesensitive customers who otherwise would travel by bus or car, and convenience-oriented travelers who would choose a full-service airline on other routes.Most managers describe strategic positioning in terms of their customers: "Southwest Airlines serves price- and convenience-sensitive travelers," for example. But the essence of strategy is in the activities-choosing to perform activities differently or to perform different activities than rivals. Otherwise, a strategy is nothing more than a marketing slogan that will not withstand competition.A full-service airline is configured to get passengers from almost any point A to any point B. To reach a large number of destinations and serve passengers with connecting flights, full-service airlines employ a hub-and-spoke system centered on major airports. To attract passengers who desire more comfort, they offer first-class orbusinessclass service. To accommodate passengers who must change planes, they coordinate schedules and check and transfer baggage. Because some passengers will be traveling for many hours, full-service airlines serve meals.Southwest, in contrast, tailors all its activities to deliver low-cost, convenient service on its particular type of route. Through fast turnarounds at the gate of only 15 minutes, Southwest is able to keep planes flying longer hours than rivals and provide frequent departures with fewer aircraft. Southwest does not offer meals, assigned seats, interline baggage checking, or premium classes of service. Automated ticketing at the gate encourages customers to bypass travel agents, allowing Southwest to avoid their commissions. A standardized fleet of 737 aircraft boosts the efficiency of maintenance.Southwest has staked out a unique and valuable strategic position based on a tailored set of activities. On the routes served by Southwest, a full-service airline could never be as convenient or as low cost.Ikea, the global furniture retailer based in Sweden, also has a clear strategic positioning. Ikea targets young furniture buyers who want style at low cost. What turns this marketing concept into a strategic positioning is the tailored set of activities that make it work. Like Southwest, Ikea has chosen to perform activities differently from its rivals.Consider the typical furniture store. Showrooms display samples of the merchandise. One area might contain 25 sofas; another will display five dining tables. But those items represent only a fraction of the choices available to customers. Dozens of books displaying fabric swatches or wood samples or alternate styles offer customers thousands of product varieties to choose from. Salespeople often escort customers through the store, answering questions and helping them navigate this maze of choices. Once a customer makes a selection, the order is relayed to a third-party manufacturer. With luck, the furniture will be delivered to the customer's home within six to eight weeks. This is a value chain that maximizes customization and service but does' so at high cost.In contrast, Ikea serves customers who are happy to trade off service for cost. Instead of having a sales associate trail customers around the store, Ikea uses a self-service model based on clear, instore displays. Rather than rely solely on thirdparty manufacturers, Ikea designs its own low-cost, modular, ready-to-assemble furniture to fit its positioning. In huge stores, Ikea displays every product . it sells in room-like settings, so customers don't need a decorator to help them imagine how to put the pieces together. Adjacent to the furnished showrooms is a warehouse section with the products in boxes on pallets. Customers are expected to do their own pickup and delivery, and Ikea will even sell you a roof rack for your car that you can return for a refund on your next visit.DIAGRAM: Mapping Activity SystemsAlthough much of its low-cost position comes from having customers "do it themselves," Ikea offers a number of extra services that its competitors do not. In-store child care is one. Extended hours are another. Those services are uniquely aligned with the needs of its customers, who are young, not wealthy, likely to havechildren (but no nanny), and, because they work for a living, have a need to shop at odd hours.The Origins Strategic PositionsStrategic positions emerge from three distinct sources, which are not mutually exclusive and often overlap. First, positioning can be based on producing a subset of an industry's products or services. I call this variety-based positioning because it is based on the choice of product or service varieties rather than customer segments. Variety-based positioning makes economic sense when a company. can best produce particular products or services using distinctive sets of activities.Jiffy Lube International, for instance, specializes in automotive lubricants and does not offer other car repair or maintenance services. Its value chain produces faster service at a lower cost than broader line repair shops, a combination so attractive that many customers subdivide their purchases, buying oil changes from the focused competitor, Jiffy Lube, and going to rivals for other services.The Vanguard Group, a leader in the mutual fund industry, is another example of variety-based positioning. Vanguard provides an array of common stock, bond, and money market funds that offer predictable performance and rock-bottom expenses. The company's investment approach deliberately sacrifices the possibility of extraordinary performance in any one year for good relative performance in every year. Vanguard is known, for example, for its index funds. It avoids making bets on interest rates and steers clear of narrow stock groups. Fund managers keep trading levels low, which holds expenses down; in addition, the company discourages customers from rapid buying and selling because doing so drives up costs and can force a fund manager to trade in order to deploy new capital and raise cash for redemptions. Vanguard also takes a consistent low-cost approach to managing distribution, customer service, and marketing. Many investors include one or more Vanguard funds in their portfolio, while buying aggressively managed or specialized funds from competitors.The people who use Vanguard or Jiffy Lube are responding to a superior value chain for a particular type of service. A variety-based positioning can serve a wide array of customers, but for most it will meet only a subset of their needs.A second basis for positioning is that of serving most or all the needs of a particular group of customers. I call this needs-based positioning, which comes closer to traditional thinking about targeting a segment of customers. It arises when there are groups of customers with differing needs, and when a tailored set of activities can serve those needs best. Some groups of customers are more price sensitive than others, demand different product features, and need varying amounts of information, support, and services. Ikea's customers are a good example of such a group. Ikea seeks to meet all the home furnishing needs of its target customers, not just a subset of them.A variant of needs-based positioning arises when the same customer has different needs on different occasions or for different types of transactions. The same person, for example, may have different needs when traveling on business than when traveling for pleasure with the family. Buyers of cans-beverage companies, for example-will likely have different needs from their primary supplier than from theirsecondary source.It is intuitive for most managers to conceive of their business in terms of the customers' needs they are meeting.. But a critical element of needs-based positioning is not at all intuitive and is often overlooked. Differences in needs will not translate into meaningful positions unless the best set of activities to satisfy them also differs. If that were not the case, every competitor could meet those same needs, and there would be nothing unique or valuable about the positioning.In private banking, for example, Bessemer Trust Company targets families with a minimum of $5 million in investable assets who want capital preservation combined with wealth accumulation. By assigning one sophisticated account officer for every 14 families, Bessemer has configured its activities for personalized service. Meetings, for example, are more likely to be held at a client's ranch or yacht than in the office. Bessemer offers a wide array of customized services, including investment management and estate administration, .oversight of oil and gas investments, and accounting for racehorses and aircraft. Loans, a staple of most private banks, are rarely needed by Bessemer's clients and make up a tiny fraction of its client balances and income. Despite the most generous compensation of account officers and the highest personnel cost as a percentage of operating expenses, Bessemer's differentiation with its target families produces a return on equity estimated to be the highest of any private banking competitor.Citibank's private bank, on the other hand, serves clients with minimum assets of about $250,000 who, in contrast to Bessemer's clients, want convenient access to loans-from jumbo mortgages to deal financing. Citibank's account managers are primarily lenders. When clients need other services, their account manager refers them to other Citibank specialists, each of whom handles prepackaged products. Citibank's system is less customized than Bessemer's and allows it to have a lower manager-to-client ratio of 1:125. Biannual office meetings are offered only for the largest clients. Both Bessemer and Citibank have tailored their activities to meet the needs of a different group of private banking customers. The same value chain cannot profitably meet the needs of both groups.The third basis for positioning is that of segmenting customers who are accessible in different ways. Although their needs are similar to those of other customers, the best configuration of activities to reach them is different. I call this access-based positioning. Access can be a function of cus, tomer geography or customer scale-or of anything that requires a different set of activities to reach customers in the best way.Segmenting by access is less common and less well understood than the other two bases. Carmike Cinemas, for example, operates movie theaters exclusively in cities and towns with populations un-der 200,000. How does Carmike make money in markets that are not only small but also won't support big-city ticket prices? It does so through a set of activities that result in a lean cost structure. Carmike,s small-town customers can be served through standardized, low-cost theater complexes requiring fewer screens and less sophisticated projection technology than big-city theaters. The company's proprietary information system and management process eliminate theneed for local administrative staff beyond a single theater manager. Carmike also reaps advantages from centralized purchasing, lower rent and payroll costs (because of its locations), and rock-bottom corporate overhead of 2% (the industry average is 5%). Operating in small communities also allows Carmike to practice a highly personal form of marketing in which the theater manager knows patrons and promotes attendance through personal contacts. By being the dominant if not the only theater in its markets-the main competition is often the high school football team-Carmike is also able to get its pick of films and negotiate better terms with distributors.Rural versus urban-based customers are one example of access driving differences in activities. 'Serving small rather than large customers or densely rather than sparsely situated customers are other examples in which the best way to configure marketing, order processing, logistics, and after-sale service activities to meet the similar needs of distinct groups will often differ.Positioning is not only about carving out a niche. A position emerging from any of the sources can be broad.or narrow. A focused competitor, such as Ikea, targets the special needs of a subset of customers and designs its activities accordingly. Focused competitors thrive on groups of customers who are over-served (and hence overpriced) by more broadly targeted competitors, or underserved (and hence underpriced). A broadly targeted competitor，for example, Vanguard or Delta Air Lines- serves a wide array of customers, performing a set of activities designed to meet their common needs. It ignores or meets only partially the more idiosyncratic needs of particular customer groups.Whatever the basis- variety, needs, access, or some combination of the three- positioning requires a tailored set of activities because it is always a function of differences on the supply side; that is, of differences in activities. However, positioning is not always a function of differences on the demand, or customer, side. Variety and access positionings, in particular, do not rely on any customer differences. In practice, however, variety or access differences often accompany needs differences. The tastes-that is, the needs-of Carmike's small-town customers, for instance, run more toward comedies, Westerns, action films, and family entertainment. Carmike does not run any films rated NC- 17.Having defined positioning, we can now begin to answer the question, "What is strategy?" Strategy is the creation of a unique and valuable position, involving a different set of activities. If there were only one ideal position, there would be no need for strategy. Companies would face a simple imperative-win the race to discover and preempt it. The essence of strategic positioning is to choose activities that are different from rivals'. If the same set of activities were best to produce all varieties, meet all needs, and access all customers, companies could easily shift among them and operational effectiveness would determine performance.。

什么是战略

Niche strategy disadvantages:
– –
Few economies of scale Success breeds competition. When new competitors enter the niche, strategy must change.
To thrive in most businesses, must be #1, #2, or get out (find a new niche).
A Sustainable Strategic Position Requires Trade-offs
Tradeoffs are essential to strategy. They create the need for choice and purposefully limit what a company offers.
Strategy Rests On Unique Activities
The essence of strategy is choosing to perform activities differently than rivals do. Strategic positions can be based on customers’ needs, customers’ accessibility, or the variety of a company’s products or services.
–
In the past barriers to entry were the primary competitive advantage.
Operational effectiveness means doing things better than competitors, strategic positioning means doing things different from competitors.

竞争策略—Michael Porter

发展策略，最基本的步骤就是「设限（limit）」，如果你想要抓住所有的顾客，提供所有的服务，那你根本没有策略可言。制定策略就是要限制你想要做的事情。唯有当你知道你的限制之后，你才能清楚将你的企业在产业中定位，也才能知道你要采取什么方式做生意，你能做的更好。
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康柏(Compaq)的前車之鑑
再举个例子──戴尔计算机。现在提起戴尔（Dell）是个尖锐的话题，因为康柏(Compaq)才刚经历了一场大灾难。戴尔有他的策略、也有设限、并充分将策略运用在他们的经营方式。戴尔的案例是一个很强有力的例子，他们在市场动向上，充分掌握了优势。在个人计算机早期的年代，消费者其实需要很多技术支持，他们也需要许多销售上的协助；而现在这些支持、需求都不再那么重要，因此时势创造了戴尔，他们直接透过因特网下单，向大公司争取生意，成功地开创了计算机直销市场。康柏，其实也曾有过很清楚的策略；但是后来他们看到戴尔的成功，于是也跟着加入了直销市场，结果发现自己原有的组织使他们做不到戴尔的成功，同时又得罪了原来的经销商，真是赔了夫人又折兵。至于另一家计算机公司迪吉多，他们试图要提供所有的服务，结果也是失败，这是策略上的失败。您或许会辩称：他们的失败源于营运整合问题；但是，这都是细节上的问题，真正的大问题是：他们没有特色，相较于IBM，根本无法立足于市场；反之，IBM在整合上都较有组织、有效率。
「我們正在實踐這個正確的目標嗎？」
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策略的本質
設定策略的第二個原則是環顧你所在的產業，公司要有能力從產業中得利。你不能制定策略卻不知道你在和誰競爭？而產業生態也會直接影響到你的營運績效，因此了解這個產業結構以及產業的獲利程度非常重要

竞争战略迈克尔波特(3篇)

第1篇在商业世界中，竞争无处不在。

企业要想在激烈的市场竞争中脱颖而出，就必须制定一套有效的竞争战略。

迈克尔·波特（Michael E. Porter）作为竞争战略领域的权威专家，他的理论为众多企业提供了宝贵的指导。

本文将详细介绍波特的竞争战略理论，并探讨其在现实商业环境中的应用。

一、波特五力模型波特五力模型是波特竞争战略理论的核心，它从五个方面分析了企业所面临的竞争压力。

1. 供应商的议价能力供应商的议价能力取决于以下因素：（1）供应商数量：供应商数量越多，议价能力越低。

（2）供应商集中度：供应商集中度越高，议价能力越强。

（3）替代品的可用性：替代品越丰富，供应商议价能力越低。

（4）产品差异化程度：产品差异化程度越高，供应商议价能力越强。

2. 买家的议价能力买家的议价能力取决于以下因素：（1）买家数量：买家数量越多，议价能力越低。

（2）买家集中度：买家集中度越高，议价能力越强。

（3）产品差异化程度：产品差异化程度越高，买家议价能力越低。

（4）信息获取程度：信息获取程度越高，买家议价能力越强。

3. 新进入者的威胁新进入者的威胁取决于以下因素：（1）规模经济：规模经济越高，新进入者威胁越小。

（2）产品差异化程度：产品差异化程度越高，新进入者威胁越小。

（3）资本需求：资本需求越高，新进入者威胁越小。

（4）法律和政策壁垒：法律和政策壁垒越高，新进入者威胁越小。

4. 替代品的威胁替代品的威胁取决于以下因素：（1）替代品质量：替代品质量越高，威胁越大。

（2）替代品价格：替代品价格越低，威胁越大。

（3）替代品可获得性：替代品可获得性越高，威胁越大。

5. 行业内现有竞争者的竞争程度行业内现有竞争者的竞争程度取决于以下因素：（1）竞争者数量：竞争者数量越多，竞争程度越高。

（2）产品差异化程度：产品差异化程度越低，竞争程度越高。

（3）市场增长率：市场增长率越低，竞争程度越高。

（4）固定成本：固定成本越高，竞争程度越高。

战略管理必读文献

竞争力量如何塑造战略*Michael E. Porter【作者简介】Michael E. Porter（1947—），哈佛商学院终身教授，是当今世界上竞争战略和竞争力方面公认的第一权威。

他毕业于普林斯顿大学，后获哈佛大学商学院企业经济学博士学位。

其崇高地位缘于他所提出的“五种竞争力量”和“三种竞争战略”的理论观点。

作为国际商学领域最备受推崇的大师之一，Porter教授至今已出版了17本书及70多篇文章。

其中，《竞争战略》一书已经再版了53次，并被译为17种文字；《竞争优势》一书，至今也已再版32次。

Porter教授先后获得过威尔兹经济学奖(Wells Prize in Economics)、格雷厄姆—都德奖(Graham and Dodd Award)、亚当·斯密奖(Adam Smith Award)、查尔斯·库利奇奖(Charles Coolidge Parlin Award)，多次获得麦肯锡奖(McKinsey Awards) 及许多其它奖项。

对这些竞争力量的认识有助于企业在产业中占据一个不易被攻击的位置。

【摘要】一个产业中竞争的性质和程度取决于五种力量：新进入者的威胁、客户的议价能力、供应商的议价能力、替代产品或服务的威胁、以及现有竞争者的威胁。

为了建立一个战略计划以应对这些竞争力量并获得成长，企业必须明白它所处的产业是怎么样运作的以及影响企业的各种竞争力量。

本文详细论述了这些力量的运作方式，并提出了应对措施和利用这些力量的可能方法。

战略形成的本质就是成功地应对竞争。

然而，我们很容易将竞争看得太过狭隘与悲观。

我们经常可以听到主管抱怨产业中的竞争太过激烈，这既不是偶然，也并非是时运不济。

此外,在争夺市场份额的战斗中，竞争也并非只体现在与其他同行的竞争上。

一个产业中竞争的根源在于其背后的经济状态，竞争力量的作用远远超出了产业中的竞争者。

客户,供应商,潜在进入者及替代产品都是竞争者，他们力量的强弱因产业不同而有强弱之分。