>Magister Scientiae - MSc

Thesis (MBA)--Stellenbosch University, 2008. / ENGLISH ABSTRACT: Small business development and growth is for no one as important as to the entrepreneur at the helm of a small business. Small business is also by no means not a big priority when the South African government is concerned. Not only does the government talk about small business developments but has in fact within the recent past contributed and established many enabling initiatives towards small business developing. Within the scope of this research report it is empowering to know that the single entrepreneur is not alone in his or her battle to push their individual businesses to higher altitudes. This helping hand is even more extended when a small business adapts the form of a franchise. Within such an environment entrepreneurs can expect business support not only from their local government but also through much more personal and incisive interactions from the franchisor. Although this form of conducting a business might seem like the most logical and safest way to enter into a small business, a few potential pitfalls are highlighted as well as certain alternatives to the franchise concept. Within the franchise business concept, Postnet is introduced firstly on a national basis where after an individual Postnet franchise is exposed to financial growth therapy. This is mainly achieved by conducting a thorough industry and SWOT analysis. Finally it is suggested that cost reducing strategies, combined with brand development, avoiding growth hampering factors, marketing initiatives and the continued strive towards the recognition and early adoption of industry related opportunities can never be substituted for any amount of government or franchisor support in order to establish and maintain sustainable growth within a small business. / AFRIKAANSE OPSOMMING: Die groei en ontwikkeling van 'n klein sake onderneming is vir niemand meer belangrik as vir die individuele entrepeneur wat aan die stuur van so 'n klein sake onderneming sit nie. Die Suid-Afrikaanse regering gee ook veral baie aandag aan die ontwikkeling van klein sake ondernemings. Daar word nie net gepraat van klein sake ontwikkeling in regeringskringe nie, maar daadwerklike aksie is al geneem met verskeie inisiatiewe wat reeds die lig gesien het ter ondersteuning van klein sake ontwikkeling in Suid Afrika. Vanuit die fokus van hierdie verslag is dit bemoedigend om te weet dat die klein sake entrepreneur nie alleen hoef te veg om sy of haar individuele besigheid tot nuwe vlakke te dryf nie. Hierdie helpende hand word nog meer ondersteunend en persoonlik as 'n klein sake onderneming die vorm van 'n konsessie aanneem. Binne so 'n omgewing kan entrepreneurs meer as net ondersteuning van plaaslike owerhede verwag, maar persoonlike en interaktiewe insette vanaf die konsessie houer. Alhoewel hierdie tipe besigheidsformaat na die mees logieste en veiligste vorm van 'n klein sake onderneming mag lyk, word daar wel 'n paar potensiele lokvalle uitgelig sowel as alternatiewe strukture tot die konsessie besigheidsformaat. Binne die konsessie besigheidsformaat word Postnet bekendgestel, eerstens op 'n nasionale basis waarna daarvolgens die moontlikhede van finansiele groei ten opsigte van 'n individuele Postnet konsessie ondersoek word. Dit word hoofsaaklik bereik deur 'n industrie analiese en 'n "SWOT" analiese te doen. Laastens word bevestig dat koste verminderings analiese gekombineer met handelsmerk ontwikkeling, die venmelding van teenwerkende groei faktore, bemarkingsinisiatiewe en die volgehoue strewe na herkenning en vroegtydige aanneming van relevante industrie geleenthede, nooit vervang kan word vir enige hoeveelheid regerings of konsessie houer hulp ten einde volgehoue groei in 'n klein sake onderneming te handhaaf nie.

The increasing competition on today’s globalized markets creates drivers for new business models in order to create competitive advantage. By integrating services with the physical product, unique offers that aim at fulfilling customer needs rather than just providing physical goods can be created. This type of offers, in the literature often referred to as Product-Service Systems (PSS), are more difficult to imitate than pure products. Furthermore, the focus on fulfilling customer needs rather than just providing physical goods can reduce the use of resources, decreasing both costs and the environmental impact of the offer. From the customers’ point of view, PSS offers can bring increased flexibility and reduced risk. The development of successful PSS offers requires structured methods. Much of the research within the area, and consequently models and guidelines, has focused on large companies. However, since small and medium-sized enterprises (SMEs) constitute the foundation of economic growth in all developed countries, there is an important gap in the existing research within this area. One research initiative to fill this gap is the ongoing IPSE project (Integrated Product and Service Engineering), which aims at developing a methodology for efficient development of PSS offers in manufacturing SMEs. The methodology developed in the IPSE project is however at a conceptual level that is not applicable for the management in smaller companies. This thesis hence aims at developing a concrete and useful business development method applicable for the management in manufacturing SMEs, with the focus on generation of PSS offer concepts. Based on earlier research within the PSS area, with the emphasis on the IPSE methodology, a concrete business development method for the generation of PSS concepts was created, which was then tested on three SMEs in order to verify and improve the method. The method consists of the three steps internal analysis, external analysis and planning of the new PSS offer. Each step contains a number of tools to be used in order to analyze different aspects of the business context. After analyzing the studies of the three case studies a revised method was developed, which was then summarized in managerial guidelines to be used by managers in manufacturing SMEs. The revision of the method mainly regarded simplifications of some of the tools in order to ease the use and increase the applicability. The method proved to be useful and concepts could be generated for all the case companies. The method thoroughly examined the possibilities of creating PSS offers, even though it was found that it was also useful for the development of conventional business offers. Since the drivers for the case companies were specific threats or opportunities that would require changes in the offer, rather than a purpose in itself to integrate more services in the offer, this implies that the method can be useful as general business development method for manufacturing SMEs. An important learning from our studies is that the day-to-day business is strongly focused by the managers in manufacturing SMEs, leaving little time for long-term business development. As stated by a manager in the case companies: “It is like running beside the bicycle, but we do not have the time to get on it.” The developed method can work as a tool for structuring the information needed in the business development process and hence reducing the time needed. However, if the reduction in time needed for long-term business development is enough to get the managers on their bikes is a question assigned to further studies.

Abstract   Purpose: The purpose of the study is to identify why the Tanzanian market for cement blocks have not adapted hollow blocks instead of solid ditto and, if possible, present recommendations for market activities.   Design/methodology/approach: Implemented by action research methodology, this minor field study financed by Swedish International Development Cooperation Agency targets issues regarding the relatively poor housing standard in Tanzania through a business development perspective. Furthermore, the study covers what obstacles for new, more sustainable and price-efficient products are to identify in the Tanzanian market.   Findings: An implementation of hollow blocks in the concrete block market surrounding Dar es Salaam would be beneficial from several aspects (e.g. economical, environmental, societal), but there are also factors that hinder such an implementation. The market’s consumers tend to not get the information about new techniques and innovations; hence to this lack of knowledge and awareness of alternatives, they stick to more traditional ways that they know more of. The consumers that do know of the new materials often disbeliefs the producers’ ability to make the quantity or quality demanded. Unawareness and distrust results in that few ask for new alternatives. The producers who put their main focus on supplying what the customers specifically asks for will therefore not start to produce the new alternatives, in this case hollow blocks. Thus, new innovations and the knowledge of the production of it do not spread easily. To implement new innovations some actor(s) to bare the risk is needed - pioneers that either commence producing the material themselves or, at least, encourage/provide incitements for producers and consumers to gain knowledge of them. The ones who have the possibility to carry risks in the concrete market surrounding Dar es Salaam are the large cement producers and the governmental institutions. They are also stakeholders who will benefit the most from taking the pioneer approach.   Originality/value: The study offers insights into the Tanzanian market for cement blocks for building construction by focusing on adaption of a block innovation that can reduce the Co2 emissions due to less raw material use per block.   Keywords: Sustainable Business Development, Innovation, Housing standard, Tanzania.   Type of study: Bachelor Thesis in Enterprising and Business Development, Linnaeus University, Sweden. / Minor Field Study

Abstract Change process in the company nowadays is one of the main factors, for sustainable growth and development in the market. Moreover, a change process should be dynamic – the company should take into consideration many factors; not only the ones happening inside the organization, like education of the employees and their motivation, but also the processes outside the organization – change in the environment, new requirements from the state, and competition. In this thesis a company that faced a change process, due to a changing environment, is analyzed. Smaland Airport is a small airport located in southern Sweden, five kilometers outside Växjö city. Because of its geographical location it plays an important role not only in the city but in the whole region. The airport was used by 170 000 passengers in the 2005, and the situation is improving. But that is not even close to the 270 000 passengers in year 2000. [56., 14]. What happened? On the 11th of September, 2002, a lot of people all over the world saw on their TV screens the events in New York that changed the world forever. One of the industries that faced the most radical changes was the airline industry, along with the airports. If airlines could choose other routes, lower prices, or fly to different airports, then airports had a small, if any, possibility to change, so they had to adapt to the new situation and use the changes as an opportunity. Smaland Airport, previously known as Växjö Airport, felt these changes almost immediately. In 4 years they lost almost 50% of their customers. [56., 14]. Big airlines (like SAS) withdrew several flights immediately after 9/11. The future of the airport was very unclear. Everyone in the airport understood – if we are not going to change our strategy on how to earn money (airport taxes), then our future will be like the other airports in our region, which were already closed down (the airport is a state-owned company, which is financed by the state in case of financial losses). Jan Fors, the managing director of the airport, decided to change Växjö Airport into a well-known brand, which would offer clients more services. The name of the airport was changed to Smaland Airport (Småland – region in southern Sweden), therefore emphasizing the airport’s role in the whole region. Now negotiations have begun with Ryanair about further cooperation, which, unfortunately have been stopped because of the unclear situation regarding the Swedish government’s decision about extra environmental taxes for each ticket (approx. 100 Swedish crown or 11 Euros). The airport has also opened direct charter flights to several European destinations, and has signed an agreement with SAS for about 5 flights per day to Stockholm, which is an impressive number for a small city like Växjö. The airport is also attracting new companies, like car rental companies, tourist agencies, and advertising agencies. A lot of changes have also happened inside the company – the number of employees has been reduced, but extra employees have been hired for the marketing department. Some employees had problems understanding the necessity of change. They also had trouble with having more freedom to put their ideas into action while keeping in mind that it should bring profit for the whole company. This thesis will mainly analyze the internal changes at the Smaland Airport, and will concentrate on finding the problems which are stopping the development of the company. Of course, external factors also will be taken into consideration. This thesis has been written using the qualitative approach, comparing the existing situation with theory and then drawing the appropriate conclusions. Finally, the current situation is compared to that of the year 2002. To get a whole picture about the change process in Smaland Airport, interviews were used as the main source of information; the reader can get acquainted with the whole text of them in the appendix. Interviews were made with the people working in the airport (like the managing director and managers), people working for the airport (security, cafeteria), as well as the owners of the airport (city council). Therefore the author has tried to obtain the information about the issue and people’s perception about change from as many points as view as possible. In addition to the interviews, information is also obtained from the airport’s internal materials (intranet, presentations, statistics as well as yearly overviews), as well as materials about the airport (internet, information in the newspapers). In this thesis there are 103 pages, 15 figures and 2 attachments.

<p>The increasing competition on today’s globalized markets creates drivers for new business models in order to create competitive advantage. By integrating services with the physical product, unique offers that aim at fulfilling customer needs rather than just providing physical goods can be created. This type of offers, in the literature often referred to as Product-Service Systems (PSS), are more difficult to imitate than pure products. Furthermore, the focus on fulfilling customer needs rather than just providing physical goods can reduce the use of resources, decreasing both costs and the environmental impact of the offer. From the customers’ point of view, PSS offers can bring increased flexibility and reduced risk. The development of successful PSS offers requires structured methods. Much of the research within the area, and consequently models and guidelines, has focused on large companies. However, since small and medium-sized enterprises (SMEs) constitute the foundation of economic growth in all developed countries, there is an important gap in the existing research within this area. One research initiative to fill this gap is the ongoing IPSE project (Integrated Product and Service Engineering), which aims at developing a methodology for efficient development of PSS offers in manufacturing SMEs. The methodology developed in the IPSE project is however at a conceptual level that is not applicable for the management in smaller companies. This thesis hence aims at <em>developing a concrete and useful business development method applicable for the management in manufacturing SMEs, with the focus on generation of PSS offer concepts</em>.</p><p>Based on earlier research within the PSS area, with the emphasis on the IPSE methodology, a concrete business development method for the generation of PSS concepts was created, which was then tested on three SMEs in order to verify and improve the method. The method consists of the three steps <em>internal analysis</em>, <em>external analysis </em>and <em>planning of the new PSS offer. </em>Each step contains a number of tools to be used in order to analyze different aspects of the business context. After analyzing the studies of the three case studies a revised method was developed, which was then summarized in managerial guidelines to be used by managers in manufacturing SMEs. The revision of the method mainly regarded simplifications of some of the tools in order to ease the use and increase the applicability.</p><p>The method proved to be useful and concepts could be generated for all the case companies. The method thoroughly examined the possibilities of creating PSS offers, even though it was found that it was also useful for the development of conventional business offers. Since the drivers for the case companies were specific threats or opportunities that would require changes in the offer, rather than a purpose in itself to integrate more services in the offer, this implies that the method can be useful as general business development method for manufacturing SMEs.</p><p>An important learning from our studies is that the day-to-day business is strongly focused by the managers in manufacturing SMEs, leaving little time for long-term business development. As stated by a manager in the case companies:</p><p><em>“It is like running beside the bicycle, but we do not have the time to get on it.”</em></p><p><em></em>The developed method can work as a tool for structuring the information needed in the business development process and hence reducing the time needed. However, if the reduction in time needed for long-term business development is enough to get the managers on their bikes is a question assigned to further studies.</p><p> </p>

<p>Abstract</p><p>Change process in the company nowadays is one of the main factors, for sustainable growth and development in the market. Moreover, a change process should be dynamic – the company should take into consideration many factors; not only the ones happening inside the organization, like education of the employees and their motivation, but also the processes outside the organization – change in the environment, new requirements from the state, and competition. In this thesis a company that faced a change process, due to a changing environment, is analyzed.</p><p>Smaland Airport is a small airport located in southern Sweden, five kilometers outside Växjö city. Because of its geographical location it plays an important role not only in the city but in the whole region. The airport was used by 170 000 passengers in the 2005, and the situation is improving. But that is not even close to the 270 000 passengers in year 2000. [56., 14]. What happened?</p><p>On the 11th of September, 2002, a lot of people all over the world saw on their TV screens the events in New York that changed the world forever. One of the industries that faced the most radical changes was the airline industry, along with the airports. If airlines could choose other routes, lower prices, or fly to different airports, then airports had a small, if any, possibility to change, so they had to adapt to the new situation and use the changes as an opportunity.</p><p>Smaland Airport, previously known as Växjö Airport, felt these changes almost immediately. In 4 years they lost almost 50% of their customers. [56., 14]. Big airlines (like SAS) withdrew several flights immediately after 9/11. The future of the airport was very unclear. Everyone in the airport understood – if we are not going to change our strategy on how to earn money (airport taxes), then our future will be like the other airports in our region, which were already closed down (the airport is a state-owned company, which is financed by the state in case of financial losses).</p><p>Jan Fors, the managing director of the airport, decided to change Växjö Airport into a well-known brand, which would offer clients more services. The name of the airport was changed to Smaland Airport (Småland – region in southern Sweden), therefore emphasizing the airport’s role in the whole region. Now negotiations have begun with Ryanair about further cooperation, which, unfortunately have been stopped because of the unclear situation regarding the Swedish government’s decision about extra environmental taxes for each ticket (approx. 100 Swedish crown or 11 Euros). The airport has also opened direct charter flights to several European destinations, and has signed an agreement with SAS for about 5 flights per day to Stockholm, which is an impressive number for a small city like Växjö. The airport is also attracting new companies, like car rental companies, tourist agencies, and advertising agencies.</p><p>A lot of changes have also happened inside the company – the number of employees has been reduced, but extra employees have been hired for the marketing department. Some employees had problems understanding the necessity of change. They also had trouble with having more freedom to put their ideas into action while keeping in mind that it should bring profit for the whole company.</p><p>This thesis will mainly analyze the internal changes at the Smaland Airport, and will concentrate on finding the problems which are stopping the development of the company. Of course, external factors also will be taken into consideration. This thesis has been written using the qualitative approach, comparing the existing situation with theory and then drawing the appropriate conclusions. Finally, the current situation is compared to that of the year 2002.</p><p>To get a whole picture about the change process in Smaland Airport, interviews were used as the main source of information; the reader can get acquainted with the whole text of them in the appendix. Interviews were made with the people working in the airport (like the managing director and managers), people working for the airport (security, cafeteria), as well as the owners of the airport (city council). Therefore the author has tried to obtain the information about the issue and people’s perception about change from as many points as view as possible.</p><p>In addition to the interviews, information is also obtained from the airport’s internal materials (intranet, presentations, statistics as well as yearly overviews), as well as materials about the airport (internet, information in the newspapers). In this thesis there are 103 pages, 15 figures and 2 attachments.</p>

Title: Sensory Marketing - Does music influence customers? Effects of music on customer behaviour, emotion and perceived atmosphere towards a specific product category Background A new area of research within the field of marketing have grown since the 2010’s. This type of marketing is called Sensory Marketing and it can be used to trigger subconscious emotions within consumers by using the human senses: sight, hearing, smell, feeling and taste. In order to make products more attractive for the customers. Purpose The object of this study is to conduct an experiment where music is added to a specific product category located in specific part of the service environment. The goal of the experiment is to find out if the music changes the customers perceived atmosphere, emotions and actual behaviour when they are being exposed to music near a specific product category. The study aims to increase the understanding of customers emotions, perceived atmosphere, quantity of products bought and how long customers stay in a area of a service environment that is being targeted with music. Method and theory Through reviews of relevant literature within Sensory Marketing twelve hypotheses was created, which either got confirmed or rejected after 4 days of observations and questionnaires done on a sample consisting of 300 customers in a service environment. Results Most of the hypotheses were confirmed and the results shows that there is a significant correlation between music and customers emotions, behaviour and perceived atmosphere of a specific section in a service environment.

The psychosocial work environment in hard professions is hardly studied and this study was implemented to observe port workers psychosocial work environment in ports of Västerås and Köping. There are two purposes with this study: firstly, to examine how ports of Västerås and Köping, Mälarhamnar AB, can improve and develop their business by using psychosocial methods. To do this, a questionnaire study and three interviews with workers were done and the results were used in a SWOT- analysis. Secondly, the aim is to be able to use the results and make a difference in the business development by adjusting the psychosocial work environment. The results show that the employees are happy at work and are happy with their work colleagues. The feeling of demand and control is higher for officials than for dockers. The feeling of being involved in decision making varies from interviews and survey. The interviews show that dockers are involved in decision making, while the survey shows low involvement. Generally the employees have good relationship to the immediate supervisor. To improve the business development Mälarhamnar AB need to identify which factors motivate their employees and which factors they use to motivate their employees. They also have to focus on the communication from foremen to employees and the communication should include feedback and recognition for well performed work.

X ikimokyklinėje įstaigoje darbo autorė yra padalinio vadovė, kurios pagrindinė funkcija organizuoti mokytojų darbą remiantis atliktu jų veiklos stebėjimu bei įstaigos veiklą reglamentuojančiais dokumentais. Šios funkcijos įgyvendinimui bei jos tobulinimui būtina pažinti mokytojus, jų stipriąsias bei tobulintinas puses. Mokytojų pažinimo šiame darbe siekiama išryškinant jų filosofinį požiūrį į ugdymą. Todėl formuluojamas darbo tikslas - atskleidus x ikimokyklinės įstaigos pedagogų filosofinį požiūrį į ugdymą numatyti įstaigos veiklos tobulinimo gaires. Tikslui įgyvendinti yra iškelti šie uždaviniai: 1. Išryškinti ikimokyklinės įstaigos tobulinimo sritis; 2. Atskleisti filosofinio požiūrio reikšmę ugdymui; 3. Išryškinti x ikimokyklinės įstaigos pedagogų filosofinį požiūrį į ugdymą; 4. Numatyti x ikimokyklinės įstaigos tobulinimo gaires. Tyrime dalyvavo x ikimokyklinės įstaigos 9 pedagogai. Empirinėje dalyje nagrinėjama mokytojo filosofinio požiūrio į ugdymą situacija. Atlikus teorinę analizę buvo išskirtos asmeninės profesinės veiklos tobulinimo sritys per kurias gali būti prisidedama prie ikimokyklinės įstaigos tobulinimo: mokyklos dokumentų rengimas; mokytojų veiklos stebėjimas; mokytojų veiklų organizavimas. Taip pat buvo išryškinta filosofinio požiūrio į ugdymą reikšmė mokytojo veiklai bei jos tobulinimui. Remiantis teorinėmis įžvalgomis buvo atlikta Lietuvos bei mokyklos veiklą reglamentuojančių dokumentų analizė ir numatytos mokyklos veiklą reglamentuojančių... [toliau žr. visą tekstą] / The author of the work is the chief of the division at the X preschool institution, whose main responsibility is to organize the work of teachers based on the performed observation of their activity and referring to the documents regulating the institution activity. For the implementation of this function and its improvement it is necessary to gain knowledge about the teachers, their strong and weak features. In this work the knowledge about teachers is gained by revealing their philosophical attitude towards education. Therefore, the aim of the work is formulated as follows – to foresee the guidelines of improvement of the institution activity by revealing the teachers’ philosophical attitude towards education at the x preschool institution. To attain this aim the following tasks are set up: 1. To define the fields of improvement at the preschool institution; 2. To reveal the significance of philosophy to education; 3. To emphasize the teachers’ pedagogical philosophical attitude towards education at the x preschool institution; 4. To foresee the guidelines of improvement of the x preschool institution. Nine teachers of the x preschool institution participated in the investigation. In the empirical part the situation of the teacher’s philosophical attitude towards education is considered. After performing the theoretical analysis the fields of improvement of the personal professional activity, which can contribute to the improvement of the preschool institution, have been... [to full text]