CHAPTER 10
Corporate-Level Strategy: Related and
Unrelated Diversification
Synopsis of Chapter
This chapter continues the discussion of corporate strategy that was begun in Chapter 9. Diversification into
more than one business is the corporate-level strategy for growth. The corporation is treated as a portfolio of
investments, and diversification is seen as a way of further leveraging the firm’s distinctive competencies.
The role of diversification in increasing firm profitability, through transferring or leveraging competencies,
sharing resources and capabilities, product bundling, or leveraging general organizational competencies, is
also discussed.
Next, the chapter deals with related and unrelated diversification and the advantages and disadvantages of
each strategy. The limits of diversification are also described, including an extensive treatment of
bureaucratic costs. The chapter continues with a discussion of how best to choose related or unrelated
strategies.
The remainder of the chapter describes three entry strategies for diversification—internal new ventures,
acquisitions, and joint ventures. In each section, the benefits and challenges of that entry strategy are listed,
along with suggestions about how to increase the chances of a successful implementation of that strategy.
Finally, diversification’s opposite, restructuring, is introduced and discussed.
Learning Objectives
1.
2.
3.
4.
Differentiate between multibusiness models based on related and unrelated diversification.
Explain the five primary ways in which diversification can increase company profitability.
Discuss the conditions that lead managers to pursue related diversification versus unrelated
diversification and explain why some companies pursue both strategies.
Describe three methods companies use to enter new industries—internal new venturing, acquisitions,
and joint ventures—and discuss the advantages and disadvantages associated with each of these
methods.
Opening Case
Citigroup: The Opportunities and Risks of Diversification
In 2013, Citigroup was a $90.1 billion diversified financial services firm known around the world. However,
its history had not always been smooth. From the late 1990s through 2010, the company’s diversification
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
moves, and its role in the mortgage crisis, combined to bring the company to its knees. Citigroup traces its
history all the way back to 1812, and by 1929, it was the largest commercial bank in the world. The bank’s
capital resources and its trusted brand name enabled it to successfully diversify into a range of consumer
banking services. The highly innovative company was, for example, the first to introduce savings accounts
with compound interest, unsecured personal loans, checking accounts, and 24-hour ATMs, among other
things.
The merger of Citicorp and Travelers happened due to the rise of a new concept of “financial supermarket.”
This merger created a $140 billion firm with assets of $700 billion. Renamed Citigroup, it was now the
largest financial services organization in the world. Unfortunately, at almost exactly the same time, the
Internet rendered the bricks-and-mortar financial supermarket obsolete—the best deals were to be found at
the financial supermarket on the Web. To make matters worse, rather than cross-selling, the different
divisions of Citi and Travelers began battling each other to protect their turf.
To boost earnings, Citi began investing in subprime loans, whose risk was camouflaged by bundling them
into mortgage-backed securities known as collateralized debt obligations (CDOs). Trouble began brewing
before even Citi knew the scale of risk it had undertaken. Loose lending policies had resulted in a large
number of poor-quality mortgages, the vast majority of which had adjustable-rate mortgages. This combined
with a steep decline in housing prices that made it next to impossible for homebuyers to refinance their
mortgages as their interest rates climbed—their homes were now worth less than what they owed.
A lawsuit by Citi’s shareholders in 2006 accused the company of using a “CDO-related quasi-Ponzi scheme”
to falsely give the appearance that it had a healthy asset base and conceal the true risks the company was
facing. Soon the company was posting billions in losses and its stock price fell to the lowest it had been in a
decade. To Lynn Turner, a former chief accountant with the Securities and Exchange Commission, Citi’s
crisis was no surprise. The amalgamation of businesses had created conflicts of interest, and Citi’s managers
lacked the ability to accurately gauge the risk of the exotic financial instruments that were proliferating.
While the U.S. government kept the bank from failing with a $45 billion bailout, Citigroup began reducing its
workforce, and selling off everything it could, dismantling its financial supermarket. It also restructured itself
into two operating units—Citicorp for retail and institutional client business, and Citi Holdings for its
brokerage and asset management.
In 2010, Citigroup finally returned to profitability. It repaid its U.S. government loans, and its managers and
the investment community breathed a sigh of relief, optimistic that the worst was over. In 2012, Citi posted
$71 billion in revenues and $7.5 billion in net income.
Teaching Note:
The saga of Citi clearly shows that having a very large and complex organization had made it more difficult
to provide sufficient, and effective, oversight within the firm. Citibank’s reputation, brand name, expertise,
and capital had enabled it to profitably expand both its product and geographic scope. However,
overestimates of synergies led the firm to diversify into activities that strayed from its key strengths in
consumer retail banking. Furthermore, as it became increasingly diversified, it became difficult for managers
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
to provide adequate oversight within the organization. Problems, including conflicts of interest and
underestimates of the risk of its assets, grew without being detected. Discuss with your students how
diversification can create, and destroy, value.
Lecture Outline
I. Overview
This chapter continues to discuss both the challenges and opportunities created by corporate-level strategies
of related and unrelated diversification. It examines the different kinds of multibusiness models upon which
related and unrelated diversification are based. Then, it discusses three different ways companies can
implement a diversification strategy—internal new ventures, acquisitions, and joint ventures. By the end of
this chapter, students will understand the advantages and disadvantages associated with strategic managers’
decisions to diversify and enter new markets and industries.
II. Increasing Profitability Through Diversification
Diversification is the process of entering new industries, distinct from a company’s core or original
industry, to make new kinds of products that can be sold profitably to customers in these new industries.
A multibusiness model based on diversification aims to find ways to use a company’s existing strategies
and distinctive competencies to make products that are highly valued by customers in the new industries
it enters. A diversified company is one that makes and sells products in two or more different or distinct
industries. A diversification strategy should enable a company or its individual business units to perform one
or more of the value-chain functions (1) at a lower cost, (2) in a way that allows for differentiation and gives
the company pricing options, or (3) in a way that helps the company to manage industry rivalry better—in
order to increase profitability.
The managers of most companies often consider diversification when they are generating free cash flow,
that is, cash in excess of that required to fund new investments in the company’s current business and meet
existing debt commitments. For diversification to be value creating, a company’s return on investing free
cash flow to pursue diversification opportunities, that is, its future return on invested capital (ROIC)
must exceed the value shareholders would reap by returning the cash to them.
There are five primary ways in which pursuing a multibusiness model based on diversification can
increase company profitability. Diversification can increase profitability when strategic managers:
 Transfer competencies between business units in different industries
 Leverage competencies to create business units in new industries
 Share resources between business units to realize synergies or economies of scope
 Use product bundling
 Utilize general organizational competencies that increase the performance of all a company’s
business units
A. Transferring Competencies
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
Transferring competencies involves taking a distinctive competency developed by a business unit in
one industry and implanting it in a business unit operating in another industry. Companies that base
their diversification strategy on transferring competencies aim to use one or more of their existing
distinctive competencies in a value-chain activity to significantly strengthen the business model of the
acquired business unit or company.
Figure 10.1: Transfer of Competencies at Philip Morris
Companies that base their diversification strategy on transferring competencies tend to acquire new
businesses related to their existing business activities because of commonalities between one or more
of their value-chain functions. A commonality is some kind of skill or attribute that, when it is shared
or used by two or more business units, allows both businesses to operate more effectively and
efficiently and create more value for customers. In general competency transfers increase profitability
when they either:
 Lower the cost structure of one or more of a diversified company’s business units
 Enable one or more of its business units to better differentiate their products
For competency transfers to increase profitability, the competencies transferred must involve valuechain activities that become an important source of a specific business unit’s competitive advantage in
the future. In other words, the distinctive competency being transferred must have real strategic value.
B.
Leveraging Competencies to Create a New Business
Firms can also leverage their competencies by using them to develop a new business in a different
industry. The multibusiness model is based on the premise that the set of distinctive competencies that
are the source of a company’s competitive advantage in one industry might be applied to create a
differentiation or cost-based competitive advantage for a new business unit or division in a different
industry.
C. Sharing Resources and Capabilities
A third way in which two or more business units that operate in different industries can increase a
diversified company’s profitability is when the shared resources and capabilities results in economies
of scope, or synergies. Economies of scope arise when one or more of a diversified company’s
business units are able to realize cost-saving or differentiation synergies because they can more
effectively pool, share, and utilize expensive resources or capabilities, such as skilled people,
equipment, manufacturing facilities, distribution channels, advertising campaigns, and R&D
laboratories. There are two major sources of these cost reductions:
 When companies can share resources or capabilities across business units, it lowers their
cost structure compared to a company that operates in only one industry and bears the full
costs of developing resources and capabilities.
Figure 10.2: Sharing Resources at Procter & Gamble
 Diversification to obtain economies of scope is possible only when there are significant
commonalities between one or more of the value-chain functions in a company’s different
business units or divisions that result in synergies that increase profitability.
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
o
In addition, managers must be aware that the costs of coordination necessary to
achieve synergies or economies of scope within a company may sometimes be higher
than the value that can be created by such a strategy.
D. Using Product Bundling
In the search for new ways to differentiate products, more and more companies are entering into
industries that provide customers with new products that are connected or related to their existing
products. This allows a company to expand the range of products it produces in order to be able to
satisfy customers’ needs for a complete package of related products. Just as manufacturing companies
strive to reduce the number of their component suppliers to reduce costs and increase quality, final
customers want to obtain the convenience and reduced price of a bundle of related products.
It is important to note here that product bundling often does not require joint ownership. For product
bundling to serve as a justification for diversification, there must be a strong need for coordination
between the producers of the different products that cannot be overcome through market contracts.
E.
Utilizing General Organizational Competencies
General organizational competencies transcend individual functions or business units and are
found at the top or corporate level of a multibusiness company. Typically, general organizational
competencies are the result of the skills of a company’s top managers and functional experts.
Three kinds of general organizational competencies help a company increase its performance and
profitability—entrepreneurial capabilities, organizational design capabilities, and strategic
capabilities.
1.
Entrepreneurial Capabilities
A company that generates significant excess cash flow can take advantage of it only if its
managers are able to identify new opportunities and act on them to create a stream of new and
improved products, in its current industry and in new industries. Such a company is able to
promote entrepreneurship because it has an organizational culture that stimulates managers to act
entrepreneurially. It is important to note that to promote entrepreneurship, a company must:
 Encourage managers to take risks
 Give managers the time and resources to pursue novel ideas
 Not punish managers when a new idea fails
 Make sure that the company’s free cash flow is not wasted in pursuing too many risky
new ventures that have a low probability of generating a profitable return on
investment
2.
Capabilities in Organizational Design
Organizational design skills are a result of manager’s ability to create a structure, culture,
and control systems that motivate and coordinate employees to perform at a high level.
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
Organizational design is a major factor that influences a company’s entrepreneurial capabilities;
it is also an important determinant of a company’s ability to create the functional competencies
that give it a competitive advantage. Effective organizational structure and controls create
incentives that encourage business-unit (divisional) managers to maximize the efficiency
and effectiveness of their units.
To profit from pursuing the corporate-level strategy of diversification, a company must be
able to continuously manage and change its structure and culture to motivate and coordinate
its employees to work at a high level and develop the resources and capabilities upon which
its competitive advantage depends. The ever-present need to align a company’s structure
with its strategy is a complex, never-ending task, and only top managers with superior
organizational design skills can do it.
3.
Superior Strategic Management Capabilities
For diversification to increase profitability, a company’s top managers must possess the
intangible, hard-to-define governance skills that are required to manage different business units
in a way that enables these units to perform better than they would if they were independent
companies. These governance skills are a rare and valuable capability.
An especially important governance skill in a diversified company is the ability to diagnose the
underlying source of the problems of a poorly performing business unit, and then to understand
how to proceed to solve those problems. This might involve recommending new strategies to the
existing top managers of the unit or knowing when to replace them with a new management
team that is better able to fix the problems.
Related to strategic management skills is the ability of the top managers of a diversified
company to identify inefficient and poorly managed companies in other industries and then to
acquire and restructure them to improve their performance—and thus the profitability of the total
corporation. This is known as a turnaround strategy. There are several ways to improve the
performance of the acquired company:
 The top managers of the acquired company are replaced with a more aggressive top
management team.
 The new top management team sells off expensive assets; it also terminates managers
and employees to reduce the cost structure.
 The new management team works to devise new strategies to improve the
performance of the operations of the acquired business and improve its efficiency,
quality, innovativeness, and customer responsiveness.
 To motivate the new top-management team and the other employees of the acquired
company to work toward such goals, a company-wide pay-for-performance bonus
system linked to profitability is introduced to reward employees at all levels for their
hard work.
 The acquiring company often establishes “stretch” goals for employees at all levels;
these are challenging, hard-to-obtain goals that force employees at all levels to work
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification

to increase the company’s efficiency and effectiveness.
The members of the new top-management team clearly understand that if they fail to
increase their division’s performance and meet these stretch goals within some agreed upon amount of time, they will be replaced.
10.1 Strategy in Action: United Technologies Has an “ACE” in its Pocket
United Technologies is a conglomerate that owns many diverse businesses. How is it that this company can
continue to justify its multibusiness model in a time when many other conglomerates have been broken up?
The CEO George David claims that he has created a unique and sophisticated model that adds value across
the set of diverse companies. David started his career at UTC with Otis Elevator, where he had responsibility
for Japanese operations. While there he witnessed the results of the use of Japanese “process” techniques to
correct problems with a new elevator. When he became CEO of UTC he decided that the best way to increase
UTC’s financial performance was to improve efficiency and quality in all of its businesses. UTC developed a
TQM system called ACE—Achieving Competitive Excellence. The use of these “process disciplines” has
increased performance of all UTC companies.
Teaching Note:
UTC has a multibusiness model that:
 Allows each business to pursue its own industry specific business model
 Supplies each division with corporate support in the form of its ACE system
 Uses the financial power of the corporate entity to make acquisitions and divestitures to improve the
companies’ performance
UTC illustrates the elements of a corporate strategy and the value that it can provide to unrelated businesses
under a corporate umbrella.
III. Two Types of Diversification
The two corporate strategies of related diversification and unrelated diversification can be distinguished by
how they attempt to realize the profit-enhancing benefits of diversification.
A. Related Diversification
Related diversification is a corporate-level strategy based on the goal of establishing a business
unit (division) in a new industry that is related to a company’s existing business units by some
form of commonality or linkage between the value-chain functions of the existing and new
business units. The goal of this strategy is to obtain the benefits from transferring competencies,
leveraging competencies, sharing resources, and bundling products.
The multibusiness model of related diversification is based on taking advantage of strong
technological, manufacturing, marketing, and sales commonalities between new and existing
business units that can be successfully “tweaked” or modified to increase the competitive
advantage of one or more business units. Figure 10.3 illustrates the commonalities or linkages
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
possible among the different functions of three different business units or divisions. One more
advantage of related diversification is that it can also allow a company to use any general
organizational competency it possesses to increase the overall performance of all its different
industry divisions.
Figure 10.3: Commonalities between the Value Chains of Three Business Units
B.
Unrelated Diversification
Unrelated diversification is a corporate-level strategy whereby firms own unrelated businesses and
attempt to increase their value through an internal capital market, the use of general organizational
competencies, or both. Company’s pursing this strategy are often called conglomerates, business
organizations that operate in many diverse industries. An internal capital market refers to a
situation whereby a corporate headquarters assesses the performance of business units and allocates
money across them. Cash generated by units that are profitable but have poor investment opportunities
within their business is used to cross-subsidize businesses that need cash and have strong promise for
long-run profitability.
The benefits of an internal capital market are limited, however, by the efficiency of the external capital
market. If the external capital market were perfectly efficient, managers could not create additional
value by cross-subsidizing businesses with internal cash. An internal capital market is, in essence, an
arbitrage strategy where managers make money by making better investment decisions within the firm
than the external capital market would. Often this is because managers have superior information than
the external capital market. The amount of value that can be created through an internal capital market
is thus directly proportional to the inefficiency of the external capital market.
Companies pursuing a strategy of unrelated diversification have no intention of transferring or
leveraging competencies between business units or sharing resources other than cash and general
organizational competencies. If the strategic managers of conglomerates have the special skills needed
to manage many companies in diverse industries, the strategy can result in superior performance and
profitability; often they do not have these skills.
IV. The Limits and Disadvantages of Diversification
There are three principal reasons why a business model based on diversification may lead to a loss of
competitive advantage——changes in the industry or inside a company that occur over time, diversification
pursued for the wrong reasons, and excessive diversification that results in increasing bureaucratic costs.
A. Changes in the Industry or Company
To pursue diversification, top managers must have the ability to recognize profitable opportunities to
enter new industries and to implement the strategies necessary to make diversification profitable. Over
time, a company’s top management team often changes. When the managers who possess the hardto-define skills leave, they often take their visions with them. A company’s new leaders may lack
the competency or commitment necessary to pursue diversification successfully over time; thus, the
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
cost structure of the diversified company increases and eliminates any gains the strategy may have
produced.
In addition, the environment often changes rapidly and unpredictably over time. When new
technology blurs industry boundaries, it can destroy the source of a company’s competitive
advantage. When a major technological change occurs in a company’s core business, the benefits it has
previously achieved from transferring or leveraging distinctive competencies disappear. The company
is then saddled with a collection of businesses that have all become poor performers in their respective
industries because they are not based on the new technology. Thus, a major problem with
diversification is that the future success of a business is hard to predict when this strategy is used.
B.
Diversification for the Wrong Reasons
When managers decide to pursue diversification, they must have a clear vision of how their entry
into new industries will allow them to create new products that provide more value for customers
and increase their company’s profitability. Over time, however, a diversification strategy may
result in falling profitability, but managers often refuse to recognize that their strategy is failing.
In the past, for example, one widely used (and false) justification for diversification was that the
strategy would allow a company to obtain the benefits of risk pooling. The idea behind risk
pooling is that a company can reduce the risk of its revenues and profits rising and falling sharpl y
(something that sharply lowers its stock price) if it acquires and operates companies in several
industries that have different business cycles. However, this argument ignores two facts.
 Stockholders can eliminate the risk inherent in holding an individual stock by diversifying their
own portfolios, and they can do so at a much lower cost than a company can.
 Research suggests that corporate diversification is not an effective way to pool risks because the
business cycles of different industries are inherently difficult to predict, so it is likely that a
diversified company will find that an economic downturn affects all its industries
simultaneously. If this happens, the company’s profitability plunges.
When a company’s core business is in trouble, another mistaken justification for diversification is that
entry into new industries will rescue the core business and lead to long-term growth and profitability.
In desperation, companies diversify for reasons of growth alone rather than to gain any well-thoughtout strategic advantage. In fact, many studies suggest that too much diversification may reduce rather
than improve company profitability.
C. The Bureaucratic Costs of Diversification
A major reason why diversification often fails to boost profitability is that very often the bureaucratic
costs of diversification exceed the benefits created by the strategy (that is, the increased profit that
results when a company makes and sells a wider range of differentiated products and/or lowers its cost
structure). Bureaucratic costs are the costs associated with solving the transaction difficulties that
arise between a company’s business units and between business units and corporate headquarters,
as the company attempts to obtain the benefits from transferring, sharing, and leveraging
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
competencies. They also include the costs associated with using general organizational
competencies to solve managerial and functional inefficiencies. The level of bureaucratic costs in a
diversified organization is a function of two factors—the number of business units in a company’s
portfolio and the degree to which coordination is required between these different business units to
realize the advantages of diversification.
1.
Number of Businesses
The greater the number of business units in a company’s portfolio, the more difficult it is for
corporate managers to remain informed about the complexities of each business. Managers
simply do not have the time to assess the business model of each unit.
The inability of top managers in extensively diversified companies to maintain control over their
multibusiness model over time often leads managers to base important resource allocation
decisions only on the most superficial analysis of each business unit’s competitive position.
Furthermore, because they are distant from the day-to-day operations of the business units,
corporate managers may find that business unit managers try to hide information on poor
performance to save their own jobs. As organizational problems increase; top managers must
spend an enormous amount of time and effort to solve the problems. This increases bureaucratic
costs and cancels out the profit-enhancing advantages of pursuing diversification.
2.
Coordination among Businesses
The amount of coordination required to realize value from a diversification strategy based on
transferring, sharing, or leveraging competencies is a major source of bureaucratic costs. The
bureaucratic mechanisms needed to oversee and mange this coordination and handoffs
between units are a major source of these costs. A second source of bureaucratic costs arises
from the enormous amount of managerial time and effort required to accurately measure the
performance and unique profit contribution of a business unit that is transferring or sharing
resources with another is also one of these costs.
Figure 10.4: Coordination among Related Business Units
In sum, although diversification can be a highly profitable strategy to pursue, it is also the
most complex and difficult strategy to manage because it is based on a complex
multibusiness model. Even when a company has pursued this strategy successfully in the
past, changing conditions both in the industry environment and inside a company may
quickly reduce the profit-creating advantages of pursuing this strategy.
10.2 Strategy in Action: How Bureaucratic Costs Rose Then Fell at Pfizer
Pfizer grew to be the largest global pharmaceuticals company but had problems in innovating new
blockbuster drugs. It realized leadership changes and created a detailed plan for changing the way Pfizer
researchers made decisions. This ensured the best use for company resources and balanced talent and funds.
Pfizer grew into a bureaucratic culture with increasing bureaucratic costs. Martin Mackay, in the top R&D
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
seat, reduced management layers, laid off numerous managers, reduced committees, reduced bureaucratic
rules scientists had to follow, and eliminated reporting. As a result, new work flow was created, conflict was
reduced, and innovation occurred.
Teaching Note:
Pfizer’s ability to recognize and reduce its bureaucratic costs is the focus of the case. Have students examine
other companies with profitability problems for bureaucratic cost concerns. Have students research the
reasons for Pfizer’s growth with the purpose of examining diversification for the wrong reasons.
V. Choosing a Strategy
A. Related versus Unrelated Diversification
Because related diversification involves more sharing of competencies, one might think it can boost
profitability in more ways than unrelated diversification, and is therefore the better diversification
strategy. Although it is true that related diversified companies can create value and profit in more ways
than unrelated companies, they also have to bear higher bureaucratic costs to do so. These higher costs
may cancel out the higher benefits, making the strategy no more profitable than one of unrelated
diversification.
The choice of strategy depends upon a comparison of the benefits of each strategy against the
bureaucratic costs of pursuing it. It pays a company to pursue related diversification when:
 The company’s competencies can be applied across a greater number of industries
 The company has superior strategic capabilities that allow it to keep bureaucratic costs under
close control—perhaps by encouraging entrepreneurship or by developing a value-creating
organizational culture.
Using the same logic, it pays a company to pursue unrelated diversification when:
 Each business unit’s functional competencies have few useful applications across industries,
but the company’s top managers are skilled at raising the profitability of poorly run
businesses
 The company’s managers use their superior strategic management competencies to improve
the competitive advantage of their business units and keep bureaucratic costs under control
B.
The Web of Corporate-Level Strategy
Although some companies may choose to pursue a strategy of related or unrelated diversification,
there is nothing that stops them from pursuing both strategies at the same time. A company should
pursue any and all strategies as long as strategic managers have weighed the advantages and
disadvantages of those strategies and arrived at a multibusiness model that justifies them. Figure
10.5 illustrates how Sony developed a web of corporate strategies to compete in many industries—
a program that proved a mistake and actually reduced its differentiation advantage and increased
its cost structure in the 2000s.
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
Figure 10.5: Sony’s Web of Corporate-Level Strategy
10.3 Strategy in Action: Sony’s “Gaijin” CEO is Changing the Company’s Strategies
Once a trend-setter in innovation, Sony, faced agile global competitors and lost its leading competitive
position. The decision-making process grew slower and operating costs increased. Welshman Stringer, gaijin,
Sony’s CEO, moved toward reducing costs, increasing cooperation, and sharing resources and competencies
to speed product development across divisions. In spite of Stringer’s bold moves in downsizing and
promotions and focusing on commonalities between the company’s businesses, performance continued to
decline. Stringer was forced to take more control over division business-level strategies and reorganization.
By 2010, financial performances indicated that Stringer’s approach was a positive one. However, website
hacking, increased consumer payouts, and decreases in revenue have surfaced to stifle Sony’s turnaround
efforts. Sony continues to strive to meet competitive challenges.
Teaching Note:
Sony’s profitability has fallen dramatically because its multibusiness model let the company to diversify into
too many industries, in each of which the focus was upon innovating high-quality products. As a result its
cost structure increased so much it swallowed up all the profits its businesses were generating. Sony’s
strategy of individual business unit autonomy also resulted in each unit pursuing its own goals at the expense
of the company’s multibusiness model—which escalated bureaucratic costs and drained its profitability. Ask
students what role commonalties would play in Sony’s lack of success for future successes?
VI. Entering New Industries: Internal New Ventures
A. The Attractions of Internal New Venturing
Internal new venturing is typically used to implement corporate-level strategies when a company
possesses one or more distinctive competencies in its core business model that can be leveraged or
recombined to enter a new industry. Internal new venturing is the process of transferring
resources to and creating a new business unit or division in a new industry. Internal venturing is
used most by companies that have a business model based upon using their technology or design skills
to innovate new kinds of products and enter related markets or industries. Thus, technology-based
companies that pursue related diversification. A company may also use internal venturing to enter a
newly emerging or embryonic industry—one in which no company has yet developed the
competencies or business model to give it a dominant position in that industry.
B.
Pitfalls of New Ventures
Three reasons are often put forward to explain the relatively high failure rate of internal new
ventures—market entry on too small a scale, poor commercialization of the new-venture product, and
poor corporate management of the new-venture division.
1.
Scale of Entry
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
Research suggests that large-scale entry into a new industry is often a critical precondition for
the success of a new venture. In the short run, this means that a substantial capital investment
must be made to support large-scale entry; thus, there is a risk of major losses if the new venture
fails. Large-scale entrants rapidly realize scale economies, build brand loyalty, and gain
access to distribution channels, all of which increase the probability of a new venture’s success.
In contrast, small-scale entrants may find themselves handicapped by high costs due to a
lack of scale economies, and a lack of market presence limits the entrant’s ability to build
brand loyalty and gain access to distribution channels. These scale effects are particularly
significant when a company is entering an established industry in which incumbent
companies possess scale economies, brand loyalty, and access to distribution channels.
Figure 10.6 plots the relationship between scale of entry and profitability over time for
successful small-scale and large-scale ventures. The figure shows that successful small-scale
entry is associated with lower initial losses, but in the long term, large-scale entry generates
greater returns. However, because of the high costs and risks associated with large-scale entry,
many companies make the mistake of choosing a small-scale entry strategy, which often means
they fail to build the market share necessary for long-term success.
Figure 10.6: Scale of Entry and Profitability
2.
Commercialization
Many internal new ventures are driven by the opportunity to use a new or advanced
technology to make better products for customers and outperform competitors. But, to be
commercially successful, the products under development must be tailored to meet the needs
of customers. Many internal new ventures fail when a company ignores the needs of
customers in a market. Thus, a new venture may fail because it is marketing a product based
on technology for which there is no demand, or the company fails to correctly position or
differentiate the product in the market to attract customers.
3.
Poor Implementation
Managing the new-venture process, and controlling the new-venture division, creates many
difficult managerial and organizational problems. For example, one common mistake some
companies make to try to increase their chances of introducing successful products is to establish
too many different internal new-venture divisions at the same time. Another common mistake is
when corporate managers fail to do the extensive advanced planning necessary to ensure that the
new venture’s business model is sound and contains all the elements that will be needed later if it
is to succeed. The failure to anticipate the time and costs involved in the new-venture process
constitutes a further mistake.
C. Guidelines for Successful Internal New Venturing
To avoid the above pitfalls, a company should adopt a well-thought-out structured approach to
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
manage internal new venturing. New venturing is based on R&D. It begins with exploratory
research necessary to advance basic science and technology and development research to identify,
develop, and perfect the commercial applications of a new technology. Companies can take a number
of steps to ensure that good science ends up with good, commercially viable products:
 Many companies must place the funding for research into the hands of business unit
managers who have the skill or know-how to narrow down and then select the best set of
research projects.
 A company’s top managers must work with its R&D scientists to continually develop and
improve the business model and strategies that guide their efforts and make sure all its
scientists and engineers understand what they have to do to make it succeed.
 A company must also foster close links between R&D and marketing to increase the
probability that a new product will be a commercial success in the future.
 A company should also foster close links between R&D and manufacturing to ensure that it
has the ability to make a proposed new product in a cost-effective way.
 A company should construct efficient-scale manufacturing facilities and give marketing a large
budget to develop a future product campaign that will build market presence and brand loyalty
quickly, and well in advance of that product’s introduction.
VII. Entering New Industries: Acquisitions
Acquisitions are the main vehicle that companies use to implement a horizontal integration strategy.
They are also a principal way companies enter new industries to pursue vertical integration and
diversification, so it is necessary to understand both the benefits and risks associated with using acquisitions
to implement a corporate-level strategy.
A. The Attraction of Acquisitions
In general, acquisitions are used to pursue vertical integration or diversification when a company
lacks the distinctive competencies necessary to compete in a new industry, so it uses its financial
resources to purchase an established company that has those competencies. Entering a new industry
through internal venturing is a relatively slow process; acquisition is a much quicker way for a
company to establish a significant market presence.
Acquisitions are often perceived as being less risky than internal new ventures because they
involve less commercial uncertainty. Because of the risks of failure associated with internal new
venturing, it is difficult to predict its future success and profitability.
Acquisitions are an attractive way to enter an industry that is protected by high barriers to entry. When
the entry barriers are high, it may be very difficult for a company to enter an industry through internal
new venturing because it will have to construct large-scale manufacturing facilities and invest in a
massive advertising campaign to establish brand loyalty—difficult goals that require huge capital
expenditures.
B.
Acquisition Pitfalls
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
Acquisitions have long been the most common method that companies use to pursue
diversification. However, acquisitions may fail to raise the performance of the acquiring
companies for four reasons:
 Companies frequently experience management problems when they attempt to integrate a
different company’s organizational structure and culture into their own
 Companies often overestimate the potential economic benefits from an acquisition
 Acquisitions tend to be so expensive that they do not increase future profitability
 Companies are often negligent in screening their acquisition targets and fail to recognize
important problems with their business models
1.
Integrating the Acquired Company
Once an acquisition has been made, the acquiring company has to integrate the acquired
company and combine it with its own organizational structure and culture. Integration involves
the adoption of common management and financial control systems, the joining together of
operations from the acquired and the acquiring company, the establishment of bureaucratic
mechanisms to share information and personnel, and the need to create a common culture.
After an acquisition, many acquired companies experience high management turnover because
their employees do not like the acquiring company’s way of operating—its structure and culture.
Research suggests that the loss of management talent and expertise, and the damage from
constant tension between the businesses, can materially harm the performance of the acquired
unit.
2.
Overestimating Economic Benefits
Managers often overestimate the competitive advantages that will derive from the acquisition
and so pay more for the acquired company than it is worth. One reason is that top managers
typically overestimate their own personal general competencies to create valuable new products
from an acquisition. The very fact that they have risen to the top of a company gives managers
an exaggerated sense of their own capabilities, and a self-importance that distorts their strategic
decision making.
3.
The Expense of Acquisitions
Perhaps the most important reason for the failure of acquisitions is that acquiring a company
with stock that is publicly traded tends to be very expensive—and the expense of the acquisition
can more than wipe out the value of the stream of future profits that are expected from the
acquisition. One reason is that the top managers of a company that is “targeted” for acquisition
are likely to resist any takeover attempt unless the acquiring company agrees to pay a substantial
premium above its current market value. These premiums are often 30 to 50% above the usual
value of a company’s stock.
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
The reason why the acquiring company must pay such a high premium is that the stock price of
the acquisition target increases enormously during the acquisition process as investors speculate
on the final price the acquiring company will pay to capture it. In the case of a contested bidding
contest, where two or more companies simultaneously bid to acquire the target company, its
stock price may surge.
4.
Inadequate Pre-acquisition Screening
Researchers have discovered that one important reason for the failure of an acquisition is
that managers make the decision to acquire other companies without thoroughly analyzing
potential benefits and costs. In many cases, after an acquisition has been completed, many
acquiring companies discover that instead of buying a well-managed business with a strong
business model, they have purchased a troubled organization.
C. Guidelines for Successful Acquisition
To avoid the above pitfalls and make successful acquisitions, companies need to follow an
approach to targeting and evaluating potential acquisitions that is based on four main steps —target
identification and pre-acquisition screening, bidding strategy, integration, and learning from
experience.
1.
Identification and Screening
Thorough pre-acquisition screening increases a company’s knowledge about a potential
takeover target and lessens the risk of purchasing a problem company—one with a weak
business model. It also leads to a more realistic assessment of the problems involved in
executing a particular acquisition so that a company can plan how to integrate the new business
and blend organizational structures and cultures.
An acquiring company should select a set of top potential acquisition targets and evaluate each
company using a set of criteria that focus on revealing:
 Its financial position
 Its distinctive competencies and competitive advantages
 Changing industry boundaries
 Its management capabilities
 Its corporate culture
Once a company has reduced the list of potential acquisition candidates to the most favored
one or two, it needs to contact expert third parties, such as investment ba nkers. These
companies’ business models are based on providing valuable insights about the
attractiveness of a potential acquisition, and assessing current industry competitive
conditions, and handling the many other issues surrounding an acquisition, such as how to
select the optimal bidding strategy for acquiring the target company’s stock and keep the
purchase price as low as possible.
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
2.
Bidding Strategy
The objective of the bidding strategy is to reduce the price that a company must pay for the
target company. The most effective way a company can acquire another is to make a friendly
takeover bid, which means the two companies decide upon an amicable way to merge the two
companies, satisfying the needs of each company’s stockholders and top managers. A friendly
takeover prevents speculators from bidding up stock prices. By contrast, in a hostile bidding
environment, the price of the target company often gets bid up by speculators who expect that
the offer price will be raised by the acquirer or by another company that might have a higher
counteroffer. Another essential element of a good bidding strategy is timing. With good timing, a
company can make a bargain purchase.
3.
Integration
Despite good screening and bidding, an acquisition will fail unless the acquiring company
possesses the essential organizational design skills needed to integrate the acquired company
into its operations, and quickly develop a viable multibusiness model. Integration should center
upon the source of the potential strategic advantages of the acquisition. Integration should also
involve steps to eliminate any duplication of facilities or functions. In addition, any unwanted
business units of the acquired company should be divested.
4.
Learning from Experience
Research suggests companies that acquire many companies over time become expert in this
process, and can generate significant value from their experience of the acquisition process.
Their past experience enables them to develop a “playbook,” a clever plan that they can
follow to execute an acquisition most efficiently and effectively.
IIIII. Entering New Industries: Joint Ventures
Joint ventures, where two or more companies agree to pool their resources to create new business, are
most commonly used to enter an embryonic or growth industry. Suppose a company is contemplating
creating a new-venture division in an embryonic industry; such a move involves substantial risks and costs
because the company must make the huge investment necessary to develop the set of value-chain activities
required to make and sell products in the new industry. In this situation, a joint venture frequently becomes
the most appropriate method to enter a new industry because it allows a company to share the risks and costs
associated with establishing a business unit in the new industry with another company. This is especially true
when the companies share complementary skills or distinctive competencies because this increases the
probability of a joint venture’s success.
Although joint ventures usually benefit both partner companies, under some conditions they may result in
problems:
 Although a joint venture allows a company to share the risks and costs of developing a new business, it
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification


also requires that they share in the profits if it succeeds.
The joint-venture partners may have different business models or time horizons, and problems can
arise if they start to come into conflict about how to run the joint venture; these kinds of problems can
disintegrate a business and result in failure.
A company that enters into a joint venture runs the risk of giving away important company specific
knowledge to its partner, which might then use the new knowledge to compete with its other partner in
the future.
IX. Restructuring
Sometimes, companies need to exit industries to increase their profitability and split their existing businesses
into separate, independent companies. Restructuring is the process of reorganizing and divesting business
units and exiting industries to refocus upon a company’s core business and rebuild its distinctive
competencies.
A. Why Restructure?
One main reason that diversified companies have restructured in recent years is that the stock market
has valued their stock at a diversification discount, meaning that the stock of highly diversified
companies is valued lower, relative to their earnings, than the stock of less-diversified companies.
Investors see highly diversified companies as less attractive investments for four reasons :
 Investors often feel these companies no longer have multibusiness models that justify their
participation in many different industries.
 The complexity of the financial statements of highly diversified enterprises disguises the
performance of its individual business units.
 Many investors have learned from experience that managers often have a tendency to pursue
too much diversification or do it for the wrong reasons—their attempts to reduce
profitability.
 Innovations in strategic management have diminished the advantages of vertical integration or
diversification.
Teaching Note: Ethical Dilemma
The instructor should discuss with the students the many examples in recent years of unethical financial
reporting for personal gain. Use the examples to illustrate the five ways diversification is used to increase
profitability—transferring and leveraging competences, sharing resources, product bundling, and the use of
general managerial competencies. The instructor could use this opportunity to discuss the Sarbanes Oxley
Act-its successes and failures as a control measure.
Answers to Discussion Questions
1.
When is a company likely to choose (a) related diversification and (b) unrelated diversification?
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
Related diversification will be favored when there are significant commonalities between the two
businesses. There will be commonalities identified throughout the value chain, and competencies will
be transferred and leveraged. Companies will pursue related diversification when the benefits of
resource sharing and skill transfer outweigh the costs of implementation. Finally, companies prefer
related diversification when it can help them prevail in multipoint competition.
Unrelated diversification will be favored when there are few, if any, functional competencies that can
be transferred and leveraged in the new industry. The company’s strategy is to increase profitability
throughout the organization, across all business units, and therefore only general organizational
competencies are applied. Unrelated diversification requires skilled strategic management and strong
organizational design.
2.
What factors make it most likely that (a) acquisitions or (b) internal new venturing will be the preferred
method to enter a new industry?
Acquisitions tend to make the most sense when barriers to entry are high—that is, the costs of internal
venturing are high. Second, acquisitions are preferred when the company is pursuing unrelated
diversification because acquisitions provide instant access to an experienced management team,
reducing learning costs. Third, acquisitions make more sense when the acquiring company is unwilling
to accept the commitment of time, the development costs, and the risks of internal venturing.
Internal new venturing makes sense in the opposite circumstances—that is when barriers to entry are
low, when the industry to be entered is closely related to the company’s existing operations, and when
the company does not need to move quickly.
3.
Imagine that IBM has decided to diversify into the telecommunications business to provide online
cloud computing data services and broadband access for businesses and individuals. What method
would you recommend that IBM pursue to enter this industry? Why?
Students’ answers will vary. They are required to demonstrate the knowledge of the pros and cons of
acquisitions, relative to internal ventures and joint ventures, as alternative entry strategies. In reality, if
IBM did decide to enter into the telecommunications business, it would probably use a combination of
entry strategies. It might try to gain access to some critical competencies by:
 Acquiring firms that possess those competencies
 Entering into strategic alliances (joint ventures) with such firms
In addition, the company might well use its own digital know-how to build the businesses.
4.
Under which conditions are joint ventures a useful way to enter new industries?
Joint ventures are useful in embryonic or growth industries because it allows a company to share the
risks and costs associated with establishing a business unit in the new industry with another company.
Also, joint ventures are useful when companies want to be involved in new product markets and want
to share the costs and risks.
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
5.
Identify Honeywell’s (www.honeywell.com) portfolio of businesses that can be found by exploring its
Website. In how many different industries is Honeywell involved? Would you describe Honeywell as a
related or unrelated diversification company? Has Honeywell’s diversification strategy increased
profitability over time?
Honeywell is involved in hundreds of businesses, focused on four major sectors—aerospace,
automation and control systems, specialty materials, and transportation and power systems.
Honeywell’s businesses are not purely related or unrelated. They share some common traits, such as a
reliance on electronics and engineering know-how, but they also are unrelated in the customer
segments they serve and the manufacturing technologies they use. By organizing their hundreds of
products into just four sectors, Honeywell is able to offer a bundle of related products to customers
within each segment. Across segments, Honeywell primarily benefits from reducing duplication in
corporate functions, such as information systems. Honeywell’s size also leads to increased brand name
reputation. Finally, Honeywell benefits to some extent from sharing knowledge across segments.
Practicing Strategic Management
Small-Group Exercise: Visiting General Electric
Students are asked to break into groups of three to five students, and explore GE’s Website (www.ge.com)
and answer the following questions. They are asked to appoint one member of the group as spokesperson who
will communicate the group’s findings to the class:
1. Review GE’s portfolio of major businesses. Upon what multibusiness model is this portfolio of
businesses based? How profitable has that model been in past?
2. Has GE’s multibusiness model been changing? Has its CEO, Jeffrey Immelt, announced any new
strategic initiatives?
3. What kinds of changes would you make to its multibusiness model to boost its profitability?
Teaching Note:
GE is a global infrastructure, finance and media company taking on the world’s toughest challenges. GE is
involved with appliances, healthcare, aviation, consumer electronics, electrical distribution, energy, financial
services for businesses and consumers, rail, security, water, oil and gas, lighting, medical imaging, and media
content. GE has initiatives in consulting services, and intelligent computer platforms. Suggestions for strategy
will vary and should be analyzed in the context of value creation and the key drivers of profitability—product
differentiation and control of cost structure.
Strategy Sign-On
Article File 10
Students should find an example of a diversified company that has made an acquisition that appears to have
failed to create any value. Have them identify and critically evaluate the rationale that top management used
to justify the acquisition when it was made. Students should also explain why the acquisition subsequently
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
failed.
Teaching Note:
You may wish to identify some useful examples for students. Firms with failed acquisitions might include the
railroad merger of Union Pacific and Southern Pacific, Quaker Oats’ acquisition of Snapple, AT&T’s
acquisition of NCR, Sara Lee’s acquisitions of Coach leather goods and Electrolux vacuums, and so on. As
they examine these or other cases of failed acquisitions, students will quickly realize that managers’ estimates
of projected benefits can often be quite inaccurate, and they are often far too optimistic as they choose a
partner, set a price, and attempt to integrate the firms after the acquisition.
Strategic Management Project: Module 10
This module requires students to assess their company’s use of acquisitions, internal new ventures, and joint
ventures as ways to enter a new business or restructure its portfolio of businesses.
A. Your Company Has Entered a New Industry During the Past Decade
1. Pick one new industry that your company has entered during the past 10 years.
2. Identify the rationale for entering this industry.
3. Identify the strategy used to enter this industry.
4. Evaluate the rationale for using this particular entry strategy. Do you think that this was the best
entry strategy to use? Why or why not?
5. Do you think that the addition of this business unit to the company increased or reduced
profitability? Why?
B.
Your Company Has Restructured Its Corporate Portfolio During the Past Decade
1. Identify the rationale for pursuing a restructuring strategy.
2. Pick one industry from which your company has exited during the past 10 years.
3. Identify the strategy used to exit from this particular industry. Do you think that this was the best
exit strategy to use? Why or why not?
4. In general, do you think that exiting from this industry has been in the company’s best interest?
Teaching Note:
Every large corporation will have a history of growth that will involve the use of one or more of these growth
strategies, and most will have a history of restructuring attempts. Students should be encouraged to think
about their responses and identify relationships. For example, if a firm is restructuring in order to respond to a
failed acquisition, the acquired firm may be an attractive target for a corporate buyer, and thus the firm would
probably use divestment, rather than harvest or liquidation strategies.
Students may have trouble finding a firm that has undergone restructuring. You can recommend firms such as
Kmart, Nortel, Lucent, Qwest, and Vivendi. From this exercise, they will gain further appreciation of the
complexities and considerations that are necessary in planning a diversification or restructuring move.
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
Closing Case
VF Corp. Acquires Timberland to Realize the Benefits from Related
Diversification
In 2011, U.S.-based VF Corp., the global apparel and clothing maker, entered into a “transformative”
acquisition of Timberland, the U.S.-based global footwear maker, which increased profitability and increased
sales of other VF Corp. brands. VF’s acquisition created more value by offering an extended range of
products, producing cost savings through functional production line sharing, and being able to differentiate its
outdoor products. Ultimately, VF was looking for brand loyalty synergy among its products, thereby, creating
the premier portfolio of outdoor brands with a global differentiated appeal. VF allows the managers of its
brands and divisions autonomy in pursuing their own business level strategies to increase differentiated
appeal but retains a centralized control to reduce costs organization-wide. While stock price of both
companies have taken steep rises, achievement of their goals for the acquisition are yet to be determined.This
case describes the goals of VF Corp.’s in their acquisition of Timberlake.
Teaching Note:
This case describes VF Corp’s acquisition strategies. Class discussion should center around the type of
diversification used by VF and the pros and cons of related and unrelated diversification. You could also ask
students to research other companies with multibusiness models. Have students reflect on what industry and
environmental concerns VF should be conscious of and which of these factors might cause them to change
their corporate strategy.
Answers to Case Discussion Questions
1.
What kinds of resources can likely be shared across different brands between an apparel maker and a
footwear maker? What kinds of resources are unlikely to be shared?
Students’ answers may vary. Some of them may say that resources that can be shared across different
brands between an apparel maker and a footwear maker are customers, brand loyalty, distribution
functions and channels resulting in synergies and cost savings. The resources that are not likely to be
shared are profits.
2.
How much does being a larger, more diversified apparel and footwear company increase VF Corp’s
market power over its suppliers or customers? How could we assess how much this is worth?
VF Corporation posted revenues of $9.4 billion and $10.9 billion while also showing an increase in net
profit margin to 9.4% and 10.0% in 2011 and 2012, respectively as opposed to its sales in 2010 which
had been $7.7 billion with a net income of $571 million, for a net profit margin of 7.4%.
3.
If VF had increased its sales only by the amount of Timberland’s sales and had not reaped an increase
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Chapter 10: Formulating and Implementing Related and Unrelated Diversification
in profitability, would you consider the acquisition successful?
An acquisition can be considered successful only if it increases the sales and profitability of the
acquiring firm. So, if VF Corp’s acquisition of Timberland had increased only its sales then the
acquisition would be considered partially successful.
4.
How might you compare VF’s increase in profits to the premium it paid for Timberland?
VF paid a 40% premium while acquiring Timberland, which has been justified by the increase in
profits and sales that are rapidly increasing touching 10% in the year 2012. By combining the products
of the clothing and footwear division, VF could almost double profitability by increasing its global
sales by at least 15%.
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