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企业之间的竞争,实际上就是稀缺资源的竞争,这些稀缺资源主要体现在产品、价格、渠道建设以及促销等方面。从分销渠道角度而言,市场上的渠道资源在一定时间内是既定的,那些能够争夺到关键的、主流的渠道资源的企业往往就能占据竞争优势,同时排斥和打击竞争对手。因此从某种意义上讲,一些竞胜的企业并非自身强大得不可战胜,而往往在于它们抢走了主要资源,没有给对手留下竞争的空间,用《道德经》上的话说就是“善胜敌者不与(对手可乘之机)”。
The competition among enterprises is actually the competition of scarce resources. These scarce resources are mainly reflected in products, prices, channel construction and promotion. From the point of view of distribution channels, the channel resources in the market are established within a certain period of time. Enterprises that can compete for key and mainstream channel resources can often occupy competitive advantages and at the same time exclude and crack down competitors. Therefore, in a sense, some companies that compete for victory are not necessarily invincible by themselves, but often because they have seized the main resources and left no room for competitors to compete, using the words in the Tao Te Ching. The enemy won’t be good (the opponent can use it)".