The Escalation Trap: How to Manage the Escalating Momentum of One-upsmanship-Escape the Competitive Cycle
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- Synopsis
- Have you and your rivals become locked into a game of one-upmanship-each trying to outdo the other by offering the customer more benefits at the same or a lower price? Customers get more and more for their money. You lose out. If so, you've fallen into what Richard A. D'Aveni calls the escalation commodity trap. In this chapter, D'Aveni diagnoses the characteristics and causes of the escalation trap and offers strategies to help companies climb back out. He provides concrete advice on how to escape the trap by restarting the momentum, destroy the trap by reversing the momentum, or turn the trap to your advantage by harnessing the momentum. Vivid company examples show both the dilemmas of the escalation trap and strategies that solve them in action. This chapter was originally published as Chapter 4 of Beating the Commodity Trap: How to Maximize Your Competitive Position and Increase Your Pricing Power.
- Copyright:
- 2010
Book Details
- Book Quality:
- Publisher Quality
- Publisher:
- Harvard Business Publishing
- Date of Addition:
- 08/03/16
- Copyrighted By:
- HBS Press
- Adult content:
- No
- Language:
- English
- Has Image Descriptions:
- No
- Categories:
- Nonfiction, Business and Finance
- Submitted By:
- Bookshare Staff
- Usage Restrictions:
- This is a copyrighted book.