Becoming a Hidden Champion: From Selective use of Customer Intimacy and Product Leadership to Business Attractiveness

Rant, Melita Balas; Cerne, Simona Korenjak

doi:10.1515/jeb-2017-0008

Cited by 11 publications

(2 citation statements)

References 52 publications

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“…As Simon (2012), Rant and Cerne (2017) and Rammer and Spielkamp (2019) stress hidden champions' reliance on customer intimacy and proximity, we hypothesize: H3. INMLs tend to apply informal customer lock-in mechanisms to continue doing business with them.…”

Section: Customer Lock-in Hypothesismentioning

confidence: 99%

Leveraging (in)formal early-mover and diligent-follower advantage mechanisms to attain international niche market leadership: insights from Basque “hidden champions”

Kamp

Apodaca

2023

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Purpose This paper aims to study whether international niche market leaders (INMLs) gained their leading position as early mover or diligent follower, and assess whether they leveraged hard or soft forms of technological, supply pre-emption and customer lock-in advantage mechanisms. Design/methodology/approach Empirical material stems from qualitative and quantitative data on a sample of 20 niche companies from the Basque Country (Spain) that operate in business to business markets. Findings The sample predominantly followed an early entrant strategy and applied soft measures to reach niche market leadership. Research limitations/implications Findings imply that early entering fosters conquering leadership in niche markets, that pioneer advantage is easier to sustain in niches than in mainstream markets, and that soft measures are more effective in niche markets than in larger markets. A limitation to our findings is that they follow from explorative research on a sample of firms from a reduced geographic setting. Practical implications Hidden champions and INMLs can be important sources of technological progress and economic value for the localities that host them. Therefore, despite their traditional low profile and the fact that they are not always the largest firms around, policymakers may want to pay more attention to this type of companies. Originality/value Tot he best of the authors’ knowledge, this is the first paper to research entry timing and its outcome for market leadership with regard to niche players or hidden champions-type of firms. It introduces an original taxonomy to operationalize and distinguish between hard and soft measures to leverage advantage mechanisms related to market entry timing.

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Section: Customer Lock-in Hypothesismentioning

confidence: 99%

Leveraging (in)formal early-mover and diligent-follower advantage mechanisms to attain international niche market leadership: insights from Basque “hidden champions”

Kamp

Apodaca

2023

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“…Con el objetivo de poder identificar fórmulas de respuesta basadas en los modelos de negocio presentes en el sector, tomaremos como elemento teórico de referencia o modelo el del campeón oculto (Simon, 2009). Esta figura representa una de las posibles respuestas, contemplando, tanto la necesidad de innovación como al vínculo con la región /ecosistema (Angulo Garzaro & Angulo Garzaro, 2019;Kamp & Murciego, 2020;Rant & Cerne, 2017).…”

Section: Introductionunclassified

Empresas Agroalimentarias Y Estrategias De Diferenciación De Producto. Peso Del Modelo De Relación Con La Región

2023

Proceedings From the International Congress on Project Management and Engineering

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Agroindustry is presented as an indicator of the level of civilization and development of a society. Because of the impact, it has on the territory, it appears as a sector linked to the specificities of the region, creating the first internationally recognized brands, as well as the first versions of what we understand as driving sector. Globalization, together with the standardization of quality levels, have allowed society to have access to safe and quality products. However, it has also generated a progressive commoditization, displacing the producer towards a position of invisible provider for the consumer. This loss of differentiation will shift the focus of competitive advantage to costs, driving offshoring. Some of this industry reacts, trying to shift competitive pressure towards other elements linked to differentiation. Our work will analyze how the business model, in its relationship with the region, can be presented as a key to managing the differentiation of the value proposition. In this paper, we will present the main findings of the Udapa case, and the lessons learned and conclusions obtained from it.

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Hidden Champions in Dynamically Changing Societies: The Case of Slovakia

Táborecká-Petrovičová

Ďaďo

Budinský

2021

Hidden Champions in Dynamically Changing Societies

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Becoming a Hidden Champion: From Selective use of Customer Intimacy and Product Leadership to Business Attractiveness

Cited by 11 publications

References 52 publications

Leveraging (in)formal early-mover and diligent-follower advantage mechanisms to attain international niche market leadership: insights from Basque “hidden champions”

Leveraging (in)formal early-mover and diligent-follower advantage mechanisms to attain international niche market leadership: insights from Basque “hidden champions”

Empresas Agroalimentarias Y Estrategias De Diferenciación De Producto. Peso Del Modelo De Relación Con La Región

Hidden Champions in Dynamically Changing Societies: The Case of Slovakia

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