Clay Industries: Managing the Impact of Automation

The Problem Faced by Clay Industries

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Question

Clay Industries, a large industrial firm, has just released a new process system allowing mining companies to automate much of their copper extraction procedures. While the sales of this process system are expected to be hugely successful, analysts predict that sales of Clay Industries existing products will decline as a result, as customers substitute the new process system for much of the Clay Industries' older drilling components and non-automated process systems. Which of the following terms most correctly describes the problem faced by Clay Industries?

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A. B. C. D. E.

C

When a new product or service takes sales away from existing products or services, this is often referred to as cannibalization (or erosion). While firms naturally do not wish to cannibalize existing products, often if they do not, other firms will begin to erode their market share. The cannibalization problem is frequently considered in the analysis of new releases of products and services.

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