Five strategies for rapid firm growth and how to implement them

Briance Mascarenhas, Arun Kumaraswamy, Diana Day and Alok Baveja
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Briance Mascarenhas: Rutgers University, Camden, NJ, USA, Postal: Rutgers University, Camden, NJ, USA
Arun Kumaraswamy: Rutgers University, Camden, NJ, USA, Postal: Rutgers University, Camden, NJ, USA
Diana Day: Rutgers University, Camden, NJ, USA, Postal: Rutgers University, Camden, NJ, USA
Alok Baveja: Rutgers University, Camden, NJ, USA, Postal: Rutgers University, Camden, NJ, USA

Managerial and Decision Economics, 2002, vol. 23, issue 4-5, 317-330

Abstract: Analysis of 45 rapidly growing, profitable firms reveals five strategies: (1) product proliferation, (2) mass market development, (3) increasing value to select customers, (4) distribution innovation, and (5) acquisition and consolidation. These five strategies are not restricted to high-growth industries and arise when firms exploit market disequilibrium to the their advantage. The profitable growth strategies are based on multiple, reinforcing sources of scale, scope, and time-based advantages. The study details the steps needed to implement each growth strategy and potential pitfalls to avoid. Copyright © 2002 John Wiley & Sons, Ltd.

Date: 2002
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Persistent link: https://EconPapers.repec.org/RePEc:wly:mgtdec:v:23:y:2002:i:4-5:p:317-330

DOI: 10.1002/mde.1068

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