This study applies a configuration theoretic approach to understand the interplay between business strategy and relationship strategy. It is hypothesised that business relationships make their greatest contributions to both relationship performance and firm performance when the structure of a relationship is accurately aligned with the business strategy (i.e. configuration model 1) and the relationship strategy (i.e. configuration model 2) of a focal firm. The hypotheses are tested using four seemingly complementary approaches to fit consisting of profile deviation, moderation, mediation, and covariation. This study adopts both qualitative interviews and a quantitative survey to address the research questions. First, a total of 30 interviews with CEOs and other senior marketing managers in the UK and the USA were conducted to develop a new typology for relationship strategies (termed resource acquisition strategies). The five resource acquisition strategies consist of Money Bonds, New Market Bonds, Utilisation Bonds, Intellectual Bonds, and Credibility Bonds. A further quantitative pretest, with 311 full time MBA and international executive MBA students at Manchester Business School, supported the validity and reliability of this typology. To examine the two configuration models, a sample of 658 usable responses from the US service industries was collected through a web-based survey. In the first configuration model, the results of a profile deviation analysis confirmed the existence of an ideal relational configuration for each business strategy so that the degree of adherence to this ideal profile is significantly and positively related to performance variables. Several robustness tests gave further confidence to these findings. In addition, while the two neo-classical approaches to fit, profile deviation and covariation, were strongly supported, the results only loosely supported the operationalisation of fit from the two classical approaches, fit as moderation and mediation. In the second configuration model, the results of the profile deviation analyses indicated that strategic coalignment between the business relationship characteristics and the relationship strategy is a desirable property for performance enhancement. Several robustness tests supported this finding. Moreover, the results of examining the interplay between business strategy and relationship strategy, and linking it to performance, rejected the association between the two strategy types, implying that there are several alternative, equally effective, routes to success in building relationships. This study adds to the body of knowledge via providing sufficient evidence for the appropriateness of using configuration theory in the study of relationship marketing based phenomena, thus widening the scope of this theory. It also sheds new light on our understanding of relationship strategies which is further development of the resource-based view and Industrial Marketing and Purchasing approach. It contributes to the extant literature by investigating the degree and patterns of coalignment between relationship structure and both business strategy and relationship strategy. Moreover, juxtaposing alternative forms of fit added new insight into the fit methodology literature. From a managerial perspective, this study provides specific guidelines to help managers design their relationships in ways that are aligned with their strategic intent. It also suggests that marketing managers can usefully draw on configuration theory and profile deviation approach to optimise their benchmarking decisions.

Humanitarian logistics is a young science and complex discipline compared to business logistics because not only are actors in that arena compelled to work with outmost speed in interrupted environments having undetermined demand, they are also forced to work closely with other unknown players. Even more complex are civil-military relations because as studies show, the differences between these two humanitarian actors run deep to include contrasting missions, humanitarian principles, organizational and cultural differences. The purpose of this work is to examine civil-military relations during the preparedness and response phases of humanitarian crises. We developed a frame of reference, set forth some operational and theoretical definitions, examined overlapping supply chains, modeled organizational structures and coordination mechanisms, established civil-military cooperation framework, disaster cycle studies and proposed a working model. Our methodology included primary data collection through an empirical study of two NGOs and the military force through a series of interviews. Data culled was then analyzed in conjunction with the models and literature outlined in the frame of reference. Based on our analysis, a number of observations were made in the conclusion. To begin with a number of strategies are employed during the preparedness and response phase where speed and agility are crucial. Also, overlapping roles between the military and NGOs have both positive and negative impact. Different organizational structures and funding outlay mean differences abound in how actors coordinate activities and share information. Cooperation, trust, information sharing and coordination are closely linked when finding a strategic fit among actors. In spite of the attempt at seeking a right formula for civil-military relations, it would be erroneous to ‘standardize’ relations as no two cases are ever the same.

<p>Humanitarian logistics is a young science and complex discipline compared to business logistics because not only are actors in that arena compelled to work with outmost speed in <em>interrupted </em>environments having undetermined demand, they are also forced to work closely with other unknown players. Even more complex are civil-military relations because as studies show, the differences between these two humanitarian actors run deep to include contrasting missions, humanitarian principles, organizational and cultural differences.</p><p>The purpose of this work is to examine civil-military relations during the preparedness and response phases of humanitarian crises. We developed a frame of reference, set forth some operational and theoretical definitions, examined overlapping supply chains, modeled organizational structures and coordination mechanisms, established civil-military cooperation framework, disaster cycle studies and proposed a working model.</p><p>Our methodology included primary data collection through an empirical study of two NGOs and the military force through a series of interviews. Data culled was then analyzed in conjunction with the models and literature outlined in the frame of reference.</p><p>Based on our analysis, a number of observations were made in the conclusion. To begin with a number of strategies are employed during the preparedness and response phase where speed and agility are crucial. Also, overlapping roles between the military and NGOs have both positive and negative impact. Different organizational structures and funding outlay mean differences abound in how actors coordinate activities and share information. Cooperation, trust, information sharing and coordination are closely linked when finding a strategic fit among actors. In spite of the attempt at seeking a right formula for civil-military relations, it would be erroneous to ‘standardize’ relations as no two cases are ever the same.</p>

[pt] O crescimento da atividade empreendedora no Brasil, associado à expansão das incubadoras de empresas, coloca em destaque a importância de se identificar os principais fatores estratégicos relacionados ao sucesso deste tipo de negócio. O sucesso de uma empresa não depende somente de bons produtos e serviços. Uma boa estratégia é fundamental, mas para isso é preciso saber como aplicá-la, inovando sempre. O único modo do empreendedor sobreviver, dada a concorrência que se forma, é construir competências únicas que diferenciem a organização emergente dos seus competidores, uma vez que conjuntos únicos de recursos são primordiais para a geração de vantagem competitiva criadora de valor. Este pesquisa tem como objetivo identificar quais são as estratégias mais adequadas ao contexto atual no caso de empresas empreendedoras, considerando seus recursos, inclusive competências, por meio de um levantamento de percepções do tipo Survey, complementado por depoimentos em entrevistas pessoais. A interpretação e a análise dos dados foram realizadas com base no referencial teórico, fundamentado em revisão de literatura relacionada à área em estudo, com auxílio do modelo genérico integrativo de Macedo-Soares (2001b). O presente estudo teve como foco as empresas empreendedoras pertencentes à incubadoras de três grandes universidades do Rio de Janeiro. (PUC, UFRJ e UERJ), abrindo caminho para que esta pesquisa possa ser realizada em âmbito nacional. Os resultados da pesquisa evidenciaram uma adequação entre os objetivos estratégicos explicitados pelas empresas, permitindo valorizar suas forças, reduzindo as fraquezas destas organizações, de modo a potencializar oportunidades e minimizar ameaças de seus ambientes competitivos. Como recomendação resultante da pesquisa, sugere-se a realização de novos trabalhos enfocando empresas empreendedoras oriundas de incubadoras de outros estados que não o Rio de Janeiro, ora pesquisado. / [en] The growth of the entrepreneurship activity in Brazil, together with the expansion of the business incubators, gives evidence to the importance of identifying the main strategic factors related to the success of this kind of business. The success of an entrepreneur is not only dependable on its good products and services. A good strategy is of fundamental importance; however, it is necessary to know how to apply it, always innovating. The only way for an entrepreneur to survive, under the competition that is formed, is to build unique abilities to make the emerging organization different from its competitors, once unique groups of resources are essential to the generation of a competitive advantage in the creation of value. This research has the objective of identifying the most adequate strategies within the present context in the case of entrepreneurship business, considering their resources, including competence, through the raising of perceptions of the Survey type, complemented by the testimonies of personal interviews. The interpretation and analysis of the data have been achieved based on the reference theory, and evidenced by the revision of pertinent literature in the area under study, with the help of the integrative generic model of Macedo -Soares (2001 b). The present study is focused on entrepreneurship business belonging to the incubators of three large universities of Rio de Janeiro (PUC, UFRJ and UERJ), setting the way for this research to be undertaken nation wide. The results of the research have evidenced an adequacy between the strategic objectives expressed by the enterprises, allowing the valuation of their forces, reducing the weaknesses of these organizations, in order to potentiate opportunities and to minimize the threats of their competitive environments. As a recommendation resulting from this research, it is suggested that new researches be undertaken, with a focus on entrepreneurship business originated from incubators, in states other than Rio de Janeiro, herein searched.

[pt] As organizações sem fins lucrativos na última década cresceram em relevância no cenário mundial. Sua transformação em organizações estruturadas, de cujos resultados depende sua sustentabilidade, elevou a importância da sua gestão estratégica, com a incorporação de ferramentas gerenciais. A presente pesquisa buscou, por meio de uma perspectiva integrativa de gestão estratégica, identificar se há valor agregado do fit entre os fatores organizacionais específicos de três organizações sem fins lucrativos e suas ferramentas gerenciais de apoio ao planejamento organizacional. Foram estudados os planejamentos feitos entre 2004 e 2008 pelo CDI Matriz, com atuação na América Latina; pela Associação Saúde Criança Renascer, presente no Brasil, e pelo CDI Chile. Dados foram coletados por meio de investigação documental/telematizada e percepções por meio de questionário estruturado e entrevistas. Em seguida, dados e percepções foram analisados com base no referencial teórico investigado, especificamente pelo modelo genérico integrativo de Macedo-Soares. A pesquisa identificou como características organizacionais relevantes a falta de objetivos organizacionais claros, a falta de alinhamento entre as áreas e a preocupação com sustentabilidade direcionadora das organizações. Os resultados sugerem que as ferramentas promotoras da interdependência da gestão, da troca de informações e da divergência informada na tomada de decisão contribuíram para alinhar as áreas em torno de uma visão compartilhada, além de criar uma cultura de planejamento. / [en] Non-profit organizations have increased in worldwide relevance during the last decade. Their transformation in structured organizations, whose results impact their sustainability, increased the importance of strategic management, with the incorporation of managerial tools. This research sought, through an integrative perspective of strategic management, to identify if there is value of a fit between the specific organizational factors of three nonprofit organizations and their management tools to support organizational planning. The plans studied took place between 2004 and 2008 at CDI Matriz, with activities in Latin America, at Associação Saúde Criança Renascer, present in Brazil and at CDI Chile. Data was collected through documental/electronic research and perceptions through a structured questionnaire and interviews. Afterwards, data and perceptions were analyzed in reference to the theoretical framework investigated, specifically the Macedo-Soares generic integrative model. The research identified as relevant organizational characteristics the lack of clear organizational objectives, the lack of alignment between areas and the concern with sustainability directing the organizations. The results suggest that the tools that promote the interdependence of management, information exchange and the informed dissent in decision making contributed to align the areas around a shared vision, besides creating a planning culture.

This thesis is entitled The Role of Management in the Turnaround Process and is presented for the degree of Doctor of Business Administration at the University of Manchester by Ian Roberts in April 2015. Inquiry into turnaround has largely has been carried forward in two broad areas of study: strategy and management. Strategy research has attempted to identify a single or limited number of strategies which apply in all turnaround situations, while management studies have concentrated on managers themselves or some of the techniques they employ. Neither school has systematically analysed how turnarounds are actually implemented in dysfunctional organisations and both schools are weak in extant theory. As a consequence, a holistic explanation of the process leading from crisis to viability is lacking. This thesis addresses these lacunae in three ways. Firstly, it provides a systematic study of how professional turnaround managers implement the turnaround process over time. Secondly, it applies a unique and complementary mix of extant theory which addresses both cognitive and organisational aspects of strategy formulation and implementation. Thirdly, it presents a holistic turnaround model based on six core constructs which are argued to be necessary and sufficient to explain the dynamics of the turnaround process. The thesis adopts a mixed-methods approach. A survey is used in order to gather data from turnaround professionals on implementation methods. This data is then subjected to statistical analysis in order to identify the most important factors for implementation. These concepts are then blended into a conceptual framework which is tested for its explanatory and predictive power on a matched pair of turnaround case studies of two mid-sized UK manufacturing companies in the household goods sector, one of which executed a successful turnaround and one of which failed in the attempt. The model is able to explain and predict the outcome in both cases. The thesis is one of only a handful of turnaround studies which employs a rigorous case study research protocol. Its principal contribution is that of a middle range turnaround theory of the causal factors leading from organisational crisis to dissolution or viability.

This dissertation uses the logic embodied in Strategic Fit Theory, the Natural Resource-Based View of the Firm (NRBV), strategic human resource management, and other relevant literature streams to empirically demonstrate how the environmental orientation of a firm's strategy impacts their environmental performance and resultant financial performance through the firm's Information Technology hiring practices. Specifically, it was hypothesized that firms with a strong relationship between the environmental orientation of their strategy and their green computing hiring practices will achieve higher environmental performance, and, as a result, higher levels of financial performance than firms lacking such fit. The organization's environmental orientation was measured via content analysis of the annual report texts (ARTs). Environmental performance was measured using KLD's award-winning environmental performance metrics. I triangulated across efficiency, effectiveness, and market-based metrics to capture a more holistic measure of the firm's financial performance using data from Compustat/Research Insight. The firm's green computing hiring practices were measured utilizing a web content data mining application that pulled job ads for computing graduates and then extracted the environmentally-oriented skills identified in such ads using content analytic techniques. Various control variables were employed to eliminate possible alternative explanations of my research findings. A number of statistical and analytical techniques were used to assess the nature and strength of the relationships in my theoretical model as are articulated in the proposed hypotheses. The sample size of firms is fairly large, thus increasing the statistical power of the empirical tests. Previous empirical testing of the relationship between environmental strategy and financial performance is still in the developmental stages and has produced mixed results, partly because important intervening mechanisms, such as green computing hiring practices, has not received adequate attention in the empirical literature. The combination of using a large sample of real world firms, a powerful combination of qualitative and quantitative methodological techniques to tap into key trace evidence not available through other methodological techniques, and leveraging an award-winning environmental data set has enhanced the robustness of the empirical findings in addressing this important gap in the literature. The results of the analyses show that there is a strong relationship between an organization's environmental posturing and its environmental performance. Additionally, this effect is mediated by the organization's environmental hiring practices, indicating that implementing the organization's environmental strategy through its hiring practices is important in achieving improved environmental performance. The current research also shows that there is a strong and positive relationship between an organization's environmental performance and financial performance. Surprisingly, these relationships are not significantly impacted by the organization's industry affiliation, which broadens the generalizability of the results of this study.

Syfte: Syftet med studien är att genom en flerfallsstudie analysera och söka förståelse för sambanden mellan prissättningsstrategier och prissättningsmetoder som tillämpas hos företag som riktar sin verksamhet främst mot andra företag, B2B. Analysen av empirin sker med hjälp av redan existerande teorier om prisstrategier och prissättningsmetoder. Trots studiens fokus på ett visst företag inom en viss bransch är ändå förhoppningen att studiens slutsatser ska kunna vara av intresse för B2B-företag med samma kostnadsstrukturer. Metod: Ramen för studien utgörs av en deduktiv ansats med kvalitativ undersökningsdesign. Företagen i studien har studerats genom en flerfallsstudie med semistrukturerade intervjuer som metod för att insamla data. Teoretisk referensram: Uppsatsens teoretiska del innefattar teorier från företagsekonomisk forskning som förklarar vanliga prisstrategier, prissättningsmetoder och dess funktioner. Begreppen Price Waterfall och Strategic Fit har behandlats för att i analysen kunna se hur väl företagens övriga aktiviteter integrerar med prissättningsprocessen. Slutsats: Målet med denna studie är att besvara frågeställningen: Vilka samband finns det mellan prissättningsstrategier och prissättningsmetoder inom B2B-fötetag? Resultatet visar att det finns tydliga samband på flera områden. Det finns flera slutsatser att dra av denna studie, men den viktigaste slutsatsen är: För att vinstmaximera sina prisstrategier måste man hitta samband med flera olika prissättningsmetoder och arbeta med dessa på ett aktivt sätt i hela organisationen / Purpose: The purpose of this thesis is to analyze and seek knowledge about the connection between pricing strategy and pricing methods in B2B companies. The analysis was conducted with help from already exciting theory about pricing strategy and pricing methods. Even though the study is conducted on a small amount of companies in a special branch, the ambition is that this thesis could be of interest for B2B-companies with the same structures of cost. Method: The thesis uses a deductive and qualitative approach. The data is collected from a case study conducted through semi-structured interviews. Theoretical framework: The base of the theoretical approach is a number of theories from business and specialist literature that have explained common pricing strategy and pricing methods. The concept of Price Waterfall and Strategic Fit is used to analyze how the companies’ activities integrate with the pricing process. Conclusion: The purpose of this study is to answer the question: What is the relationship between pricing strategies and pricing practices in B2B companies? The result shows that there are clear links in several areas. There are several conclusions to draw from this study, but the main conclusion is that to maximize profits the pricing strategies must be associated with several different pricing methods and work with them in an active way in the whole organization

O objetivo deste trabalho é analisar influências do Fit Estratégico para o alcance de acordos em negociações de Fusões e Aquisições (F&A). A metodologia envolveu pesquisa qualitativa com suporte quantitativo para desenvolver estrutura analítica que integrasse elementos de F&A e Negociação, permitindo identificar e avaliar 115 variáveis em 20 casos reais de negociações de F&As, 10 com Acordo Alcançado e 10 com Acordo Não Alcançado. Embora com limitações, o estudo alcançou os objetivos propostos identificando quatro Macrorrelações de Influência (MRI) principais: Existência de Fit Estratégico influencia positivamente a chance de acordo, através das Sinergias, assim como sua ausência influencia negativamente; Riscos e Impedimentos integram a Equação de Valor para o Comprador, quando eles ameaçam a captura de valor, podem inviabilizar a chance de acordo; Pressões Indutoras influenciam positivamente a chance de acordos em operações de F&As; e, Interesses Críticos Convergentes são condição precedente para o alcance de acordos em operações de F&As. Esta dissertação contribui para o desenvolvimento de uma visão integrada entre F&A e Negociação, permitindo uma conduta mais consciente, consistente e estratégica para alcançar acordos. Atenção particular é dada à MRI que envolve Fit Estratégico. Além de demonstrar ser forte fator de influência (82% dos casos com Fit atingiram acordo), a estrutura analítica quantitativa utilizada se revelou robusta (os resultados observados nos 20 casos confirmam estudo anterior com 218 casos de Shelton, 1988), apresentando aptidão para ser convertida em ferramenta de suporte à decisão, já que permite avaliar potencial sinérgico entre empresas e nichos de mercado. / The objective of this work is to analyze the influences of Strategic Fit in order to reach agreements in Mergers and Acquisitions (M&A) negotiations. The method involved a qualitative research with quantitative support to develop an analytical framework that integrates elements of M&A and Negotiation, allowing to identify and evaluate 115 variables in 20 actual cases of M&A negotiations of Which 10 Reached a Deal, and 10 Did Not Reach a Deal. Although with limitations, the study achieved its proposed objectives identifying four macro-relations of influence (MRI): Strategic Fit presence positively influences the chance of an agreement, through Synergies and its absence has a negatively influence; Risks and Impediments are part of the Value Equation to the Buyer, when threatening the capture of value they can prevent the chance of agreement; Inducing Pressures positively influences the chance of agreements in M&A transactions; and Critical Converging Interests is a pre-condition to reach agreements in M&A operations. This dissertation contributes to the development of an integrated view between M&A and Negotiation, enabling a more cognizant, consistent and strategic behavior in order to reach agreements. Particular attention is given to the MRI that involves Strategic Fit, as it proved a strong influencing factor (82% of cases with Strategic Fit reached an agreement). As well, the quantitative analytical framework used showed to be robust (results in the 20 cases studied in here confirmed a previous study by Shelton in 1988 of 218 cases) indicating potential to become a decision-supporting tool, since it allows the synergy potential evaluation between companies and market niches.

<p>Date             29 May 2009Program        International Business and Entrepreneurship (IB&E)Course          Master Thesis (EFO705).Authors         Karol Duda, 851010 – T317                    Hong Y Pham, 841117 - T153Tutor             Love BörjessonTitle              Human and Culture integration in Mergers & Acquisitions: A study of Andersen acquisition by KPMG in Vietnam.Research problem: What did KPMG Vietnam do to integrate organizational culture and human resource of Andersen during and after its acquisition in 2002?Purpose         The aim of this research was to focus on culture and human resource dimensions by investigating the case KPMG acquired Andersen in Vietnam in 2002.Method          The conducted methodological stance in this report is interpretive research. The qualitative method has also been utilized. This research has mostly based on primary data in which semi-structured interviews and questionnaires were implemented to collect empirical data related to Andersen Vietnam acquisition. Secondary data from books, journals, websites etc has also been gathered.Conclusion     Although KPMG did not employ every tool suggested by researchers, it was proven to perform fair or good in culture integration dimension</p>