Competitive intelligence in UK firms: a typology

Abstract

There is a danger of allowing competitive analysis to receive less than adequate attention in the marketing‐planning process as it is subordinated to a customer‐driven focus. Clearly important though customers are, they should not dominate marketing strategy and planning to the exclusion of other influential groups, one of these being competitors. With this in mind, a pilot research project was undertaken to gain a better understanding of how UK companies conduct competitive intelligence. From this pilot, a tentative typology of companies was developed to reflect four attributes of competitive intelligence activity: attitude, gathering, use, and location. Further research was subsequently undertaken to corroborate the findings of the pilot study, test the appropriateness of the typology and further develop the classification definitions. The research has resulted in a typology that illustrates a continuum of behaviour on the four strands of investigation. From this, an understanding of CI best practice can be deduced.