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Generating Competitive Intelligence in Organizations

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Journal of Market-Focused Management

Abstract

Marketing strategy begins with customer and competitive intelligence. However, in sharp contrast to customer intelligence, there is little research on how competitive intelligence (CI) is actually generated within an organization. The absence of this knowledge makes it difficult to identify ways to improve the CI generation process. Drawing on both depth interviews with full-time personnel who conduct competitive intelligence and academic literature in related fields, the authors derive a novel conceptual framework that describes three interdependent phases of the competitive intelligence generation process: (1) organizing for competitive intelligence, (2) searching for information, and (3) sense-making. Dimensions of efficacy at each phase are also identified, and they are posited to be influenced by factors pertaining to: (1) the intelligence network, (2) the business environment, (3) the information environment, and (4) analyst characteristics. This framework departs from the existing literature by identifying core components of the competitive intelligence generation process, highlighting its iterative nature, and identifying variables germane to its success. The emergent framework's implications for managing the competitive intelligence generation process are discussed and future research directions are suggested.

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Authors and Affiliations

  1. Monitor Group, Santa Monica, CA, 90401

    Bernard J. Jaworski

  2. Department of Marketing, University of Southern California, Los Angeles, CA, 90089

    Deborah J. Macinnis

  3. Goizueta Business School, Emory University, 1300 Clifton Road, Atlanta, GA, 30322

    Ajay K. Kohli

Authors
  1. Bernard J. Jaworski
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  2. Deborah J. Macinnis
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  3. Ajay K. Kohli
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Jaworski, B.J., Macinnis, D.J. & Kohli, A.K. Generating Competitive Intelligence in Organizations. Journal of Market-Focused Management 5, 279–307 (2002). https://doi.org/10.1023/B:JMFM.0000008071.19917.36

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  • DOI: https://doi.org/10.1023/B:JMFM.0000008071.19917.36

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