Seeing through the eyes of a rival: Competitor acumen based on rival-centric perceptions

Wenpin Tsai, Kuo Hsien Su, Ming Jer Chen

Research output: Contribution to journalArticlepeer-review

117 Scopus citations


This research advances the construct of competitor acumen, or the extent to which a focal firm's assessment of a given rival's prioritization of its competitors reflects the rival's own view. We propose that the way a firm is embedded within marketengagement relationships shapes the firm's competitor acumen. We test our propositions using data collected from the U.S. airline industry and highlight the significance of competitor acumen by showing its impact on a focal firm's market share gain relative to a rival. The findings contribute to competitive dynamics research and suggest a new approach to competitor analysis based on rival-centric perceptions.

Original languageEnglish (US)
Pages (from-to)761-778
Number of pages18
JournalAcademy of Management Journal
Issue number4
StatePublished - Aug 1 2011

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • General Business, Management and Accounting
  • Strategy and Management
  • Management of Technology and Innovation


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