Developing a Conceptual Model for Competitive Collaborative Strategy in Iran Telephone and Mobile Communications Sector: A Multi-case Study

The purpose of this study is to investigate the concept of collaborative competition in one of the most evolving industries in Iran i.e. the ICT industry and in particular, the telephone and mobile communications sector. Many companies are persuaded to adopt collaborative competition strategies due to industry-specific features such as low product lifecycle, strong technology convergence and high R&D costs. In this regard, one of the innovations of the present study is to try to design a conceptual model for collaborative competition strategy and then to modify it based on the Iranian communications industry.

This research is qualitative in nature and has applied the case study theory In the present study, based on a comprehensive reviewe of the related literature in the field of collaborative competition, the basic research questions were identified according to the results and gaps of the previous researches, and then, by selecting case studies and developing a case study protocol, the research procedure began. The statistical sample is selected from among all the cases of cooperative competition companies which were active in the area of telephone and mobile communications in Iran through purposive judgmental selection method. The Data used in the study included researher’s personal observations, international reports, organizational documentation and evidence, as well as interviews with managers and experts in the field of telephone and mobile communications (using a purposive judgmental method).

A review of the findings from the case studies showed that governmental policies and the regulatory body, the economic and financial incentives of corporations, and specific characteristics of the communications industry have played a significant role in shaping collaborative competition. In terms of the factors influencing the choice of a rival company for cooperation, one can highlight the important role of each party's resources and capabilities. On the other hand, factors such as disregarding the interests of the other party, opportunistic behaviors, changing initial conditions, and interactive problems have caused tensions in the collaborative competition relationship. As a consequence of the cooperative competition relationship, it should be noted that virtual operators have not yet achieved even a small market share in the country's mobile market, and as a result, have not yet achieved revenue and profitability. The major operators are also not competent enough in marketing and expanding the market for virtual operators and have only been able to gain profit for their infrastructure services. This is mostly due to the incorrect definition of the collaborative competition protocol (including strategy, business model, and etc.).

This study aimed to explain the process of formation, development and management of collaborative competition in the telephone and mobile communications sector in Iran using a multi-case study method. For this purpose, after designing the case study protocol, two cases were selected as the cases of collaborative competition in the telephone and mobile communications industry. Then, by gathering the data and evidence from analysis of intra- and inter-case studys cases, a conceptual model relationship for collaborative competition strategy in the field of telephone and mobile communication sector that includes the conditions, contexts, management, tensions, and outcomes of collaborative competition.