In the business-to-business (B2B) financing industry, financiers offering financing to SMEs are finding it increasingly difficult to attract new customers and to retain existing customers. One way of attracting and retaining customers is by creating superior customer satisfaction, as it is believed that customer satisfaction leads to loyalty which ultimately results in customer retention. Customer satisfaction could also be an important indicator as to whether customers would want to build long-term relationships with financiers. With the current tendency towards the standardisation of financing products and services, building and maintaining relationships with customers is becoming increasingly important as a way to distinguish financiers from their competitors and, concurrently, to ensure survival. However, not all customers want to build long-term relationships with financiers. It is therefore important that financiers should identify those customers who have positive relationship intentions and focus their marketing efforts on these customers. The primary objective of this study was to develop a framework for relationship intention, satisfaction, loyalty and retention of SMEs in the business-to-business (B2B) financing environment. The descriptive research of this study is based on information gathered through quantitative, self-administered electronic surveys that were distributed among a South African financier’s (Business Partners Limited) customer database. In total, 120 SME respondents participated in the study, resulting in a final realisation rate of 12%. Results from this study indicate that the relationship intention measuring scale used in this study was valid and reliable in the B2B context within the financing environment. Results also show a significantly large positive relationship between respondents’ overall satisfaction and their loyalty towards Business Partners Limited (BPL), as well as a significantly large positive relationship between respondents’ loyalty and retention towards BPL. In addition, respondents with high relationship intentions showed higher overall satisfaction with loyalty and retention towards BPL than those respondents with moderate and low relationship intentions. Furthermore, the results indicated that respondents with moderate relationship intentions have higher overall satisfaction with BPL than those respondents with low relationship intentions. Respondents with moderate relationship intentions also displayed higher loyalty and retention towards BPL than those respondents with low relationship intentions. The results furthermore showed positive linear relationships between respondents’ relationship intentions and their overall satisfaction with BPL, between respondents’ relationship intentions and their loyalty towards BPL, as well as between respondents’ relationship intentions and their retention towards BPL. The results did not point to any clear parallels between respondents’ business size and their overall satisfaction, loyalty or retention. However, this study found positive relationships between respondents’ relationship intentions and their satisfaction, loyalty and retention. It is especially noteworthy that customers showing high relationship intentions overall, also showed a higher inclination to be satisfied, to be loyal and to become repeat customers (thus indicating retention). It is therefore recommended that financiers should rather use their customers’ relationship intentions and not their business size as focus, because strong positive relationships exist between respondents’ relationship intentions and their overall satisfaction, loyalty and retention. It is furthermore recommended that financiers should focus their marketing efforts and spending on customers with high relationship intentions as these customers tend to show higher satisfaction, loyalty and retention than those customers with moderate and low relationship intentions. Future research may consider using the relationship intentions measuring scale found to be valid and reliable in this study to other B2B contexts to determine the applicability thereof in other industries. Also, future research could consider testing the antecedents of relationship intentions, such as perceived brand equity, perceived organisation equity and perceived channel equity to determine the influence thereof on customers' relationship intentions. Finally, the study can be replicated under financiers’ B2C customers to determine whether relationship intentions are also applicable to these customers in the financing environment. / PhD (Marketing Management), North-West University, Potchefstroom Campus, 2014

In the business-to-business (B2B) financing industry, financiers offering financing to SMEs are finding it increasingly difficult to attract new customers and to retain existing customers. One way of attracting and retaining customers is by creating superior customer satisfaction, as it is believed that customer satisfaction leads to loyalty which ultimately results in customer retention. Customer satisfaction could also be an important indicator as to whether customers would want to build long-term relationships with financiers. With the current tendency towards the standardisation of financing products and services, building and maintaining relationships with customers is becoming increasingly important as a way to distinguish financiers from their competitors and, concurrently, to ensure survival. However, not all customers want to build long-term relationships with financiers. It is therefore important that financiers should identify those customers who have positive relationship intentions and focus their marketing efforts on these customers. The primary objective of this study was to develop a framework for relationship intention, satisfaction, loyalty and retention of SMEs in the business-to-business (B2B) financing environment. The descriptive research of this study is based on information gathered through quantitative, self-administered electronic surveys that were distributed among a South African financier’s (Business Partners Limited) customer database. In total, 120 SME respondents participated in the study, resulting in a final realisation rate of 12%. Results from this study indicate that the relationship intention measuring scale used in this study was valid and reliable in the B2B context within the financing environment. Results also show a significantly large positive relationship between respondents’ overall satisfaction and their loyalty towards Business Partners Limited (BPL), as well as a significantly large positive relationship between respondents’ loyalty and retention towards BPL. In addition, respondents with high relationship intentions showed higher overall satisfaction with loyalty and retention towards BPL than those respondents with moderate and low relationship intentions. Furthermore, the results indicated that respondents with moderate relationship intentions have higher overall satisfaction with BPL than those respondents with low relationship intentions. Respondents with moderate relationship intentions also displayed higher loyalty and retention towards BPL than those respondents with low relationship intentions. The results furthermore showed positive linear relationships between respondents’ relationship intentions and their overall satisfaction with BPL, between respondents’ relationship intentions and their loyalty towards BPL, as well as between respondents’ relationship intentions and their retention towards BPL. The results did not point to any clear parallels between respondents’ business size and their overall satisfaction, loyalty or retention. However, this study found positive relationships between respondents’ relationship intentions and their satisfaction, loyalty and retention. It is especially noteworthy that customers showing high relationship intentions overall, also showed a higher inclination to be satisfied, to be loyal and to become repeat customers (thus indicating retention). It is therefore recommended that financiers should rather use their customers’ relationship intentions and not their business size as focus, because strong positive relationships exist between respondents’ relationship intentions and their overall satisfaction, loyalty and retention. It is furthermore recommended that financiers should focus their marketing efforts and spending on customers with high relationship intentions as these customers tend to show higher satisfaction, loyalty and retention than those customers with moderate and low relationship intentions. Future research may consider using the relationship intentions measuring scale found to be valid and reliable in this study to other B2B contexts to determine the applicability thereof in other industries. Also, future research could consider testing the antecedents of relationship intentions, such as perceived brand equity, perceived organisation equity and perceived channel equity to determine the influence thereof on customers' relationship intentions. Finally, the study can be replicated under financiers’ B2C customers to determine whether relationship intentions are also applicable to these customers in the financing environment. / PhD (Marketing Management), North-West University, Potchefstroom Campus, 2014

In the past three decades China’s rapid transition from a closed economy to become the factory of the world has astonished economists all over the world. Surveys among sourcing practitioners show that China is the most interesting market for sourcing and research points to lower costs as the main reason.This dissertation is an exploratory study of the role of the intermediary for Swedish small and medium sized enterprises (SMEs) that source from China. Three questions are discussed. The first question concerns why Swedish SMEs choose to source from China. Although costs are a major factor for the companies, it is usually other triggers that cause the change in strategy, such as management interest or pressure from a large customer. The second research question concerns how Swedish SMEs choose to source from China and how the role of the intermediary is related to this process. The study shows that finding a good supplier is not difficult. The companies use informal channels, references and sometimes unorthodox methods such as following the supplier of the raw material to find suppliers that deliver high quality goods. The problem is however to maintain a steady quality and on time delivery which is why intermediaries are introduced late in the relationship. The cases in this study show example of five different intermediated strategies; Direct, Service,Traditional, RepO and FICE/WFOE. The traditional intermediated strategy is the only strategy where there is little or no relation between buyer and supplier, whereas the other four strategies involve different degrees of interaction between all three actors in the dyad; the buyer, the supplier and the intermediary.The third research question concerned the role of the intermediary. The study shows that the respondents are influenced by their structural view on what role the different forms of intermediaries may take. Although the respondents discuss the importance of having a long-term view on the relationship with the supplier they continuously allow intermediaries to enter the relationship on a short-term basis for quality control. These quality control centers (QC) commonly work on a fixed commission based on services that has to be specified. When the buyers are trying to change their strategy to look for an intermediary with higher involvement they usually turn to internal intermediaries (i.e. subsidiaries). When deciding on a long term intermediary the buyer usually looks for competences that supplement their own knowledge – that is Chinese language, good knowledge of the Chinese market but also technological competence. What the western owned intermediaries in China stresses however is the need to find intermediaries to supplement the suppliers’ competences, so that they are able to translate the needs of the buyer’s customer and becomes a physical reminder that they are sent from the buyer. The case of QC, shows that if a company let the relationship with the intermediary develop through interaction they can become just as involved.The study is based on interviews with key informants at Swedish SMEs andat different types of intermediaries in China. The empirical data are presented infive themes developed through an iterative process of theoretical studies anddata collection. The first two themes are directly related to the first tworesearch questions. The third theme focuses on the sourcing process andactivities of four small Swedish design companies. The fourth theme displayshow the intermediaries in China discuss their role. Finally, the fifth theme pictures the supply chain of one focal company at five points in time when they are in the process of changing their supply chain to increase transparency. / Disputationen sker fredagen den 30 mars kl. 13.00 i sal B1014 på Internationella Handelshögskolan, Högskolan i Jönköping

Unternehmen sind mehr und mehr dem globalen Wettbewerb, strengeren gesetzlichen Regelungen und veränderten Kundenbedürfnissen ausgesetzt. Durch eine Neuausrichtung des Unternehmens auf Stakeholder-Management können sich Entscheidungsträger an veränderte Marktbedingungen anpassen. Der vorliegende Beitrag ist ein Leitfaden zum Stakeholder-Management der gemeinsam mit Nachhaltigkeitsexperten von PricewaterhouseCoopers entwickelt wurde. Er besteht aus den Schritten (i) Strategisch Denken, (ii) Analyse und Priorisierung der Stakeholder und ihrer Ansprüche, (iii) Aufbau von Kapazitäten zum Stakeholder-Management, (iv) Stakeholder-Kommunikation sowie (v) Kommunikation und Lernen. Der vorliegende Leitfaden ist der erste, der explizit die Bedürfnisse von kleinen und mittleren Unternehmen und Familienunternehmen einbezieht. Obwohl diese Unternehmen oft explizit oder implizit Stakeholder-Management in ihrer Unternehmensphilosophie verankert haben, fehlen häufig strukturierte Ansätze und Management-Tools hierfür. Dieser Leitfaden gibt Managern in kleinen und mittleren Unternehmen sowie Familienunternehmen eine praktische Handhabe für ihr Stakeholder-Management. / Firms are facing more global competition, more stringent regulation and a faster change of customer needs. Managers can adapt to changed market dynamics with increased stakeholder management. Together with sustainability experts from Pricewaterhouse Coopers we develop a guideline for stakeholder management consisting of the steps (i) think strategically, (ii) analysis and prioritization of stakeholders and their stakes (iii) capacity building for stakeholder management (iv) stakeholder information (v) communication and learning. It builds on Freeman (1984) and defines stakeholder as “any group or individual who can affect or can be affected by the achievement of anorganisation’s objectives”. The proposed stakeholder guideline is the first, which fulfils the needs of small and medium sized enterprises and family owned businesses. While these companies often have explicitly or implicitly embodied stakeholder management corporate philosophy, structured approaches and management tools are still missing. Our guideline givesmanagers in small and medium sized enterprises and family owned businesses a practical tool for stakeholder management.

Developing and retaining competitive advantage was a major concern for all companies; it fundamentally relied on being aware of the external environment and customer satisfaction. Modifications of the environment conditions and unexpected economic events could cause of a loss of the level of organisational adjustment and subsequent loss in competitiveness, only those organisations able to rapidly adjust to these dynamics would be able to remain. In some instances, companies decided to geographically co-locate seeking economies of scale and benefiting from complementarities. Literature review revealed the strong support that clusters had from Government and Local Authorities, but it also highlighted the limited practical research in the field. The aim of this research was to measure the dynamism of the cluster formed by the geographical concentration of diverse manufacturers within the Mondragon Cooperativa Group in the Basque region of Spain, and compared it to the individual dynamism of these organisations in order to have a better understanding the actual complementarities and synergies of this industrial colocation. Literature review identified dynamic capabilities as the core enablers of organisation when competing in dynamic environments; based on these capabilities, a model was formulated. This model combined with the primary data collected via questionnaire and interviews helped measure the dynamism of the individual cluster members and the cluster as whole as well as provided an insight on the complementarities and synergies of this type of alliance. The findings of the research concluded that the cluster as a whole was more dynamic than the individual members; nevertheless, the model suggested that there were considerable differences in speed among the cluster members. These differences on speed were determined by the size of the company and their performance in dimensions such as marketing, culture and management. The research also suggested that despite of the clear differences in the level of dynamism among cluster members, all companies benefited in some way from being part of the cluster; these benefits were different in nature depending on each specific members.

Grappling with the success of their business ventures and coping with the rise in number of new products FifeX was working on, operating out of their shared office in the St Andrews Technology Centre, the co-founders were feeling more ‘cramped’ than ever before. The decision was made to relocate. Although it was felt to be long overdue, much to their relief they finally moved to larger premises in Tayport in July, 2006. The activity of moving was a starting point for a number of place making activities. Using the case of FifeX, this thesis explores the process of place making. It seeks to understand place making from ‘inside’ the activity of place making itself. The guiding research question in this thesis is, what happens -during place making- when people move into ‘new’ business premises? More specifically, this thesis asks the following questions: (i) what are the comparative advantages / disadvantages of the alternative ways of explaining place making? and (ii) which theory or combination of theories, has greater explanatory value in analysing place making / moving? The study, which uses FifeX as an empirical setting is best described as an in-depth qualitative narrative exploration, and thus narrates the unfolding processes of deciding to relocate, relocating, moving and place making. Three different theoretical perspectives (control, engagement, polyphony) were applied, each in turn, to three separate (yet interrelated) instances of place making (a story about a wall, one about chairs, and one about a worktop) in order to cast fresh light on the constitutive talk-entwined-activities of place making. The study demonstrates that although efforts to control space may dominate the discourse and activities of place making, control only explains some of what happens during place making. The findings of the case suggest that place is the outcome of inhabitants’ ongoing experiences and understanding. This thesis argues that alternative theoretical perspectives (engagement and polyphony) are better at explaining what goes on. But because they do not operate ‘naturally’ within the dominant paradigm, it is noted that an alternative practice-based perspective is needed which combines the effectiveness of engagement and polyphony, with the attractiveness of control. A model is presented to help reflect on place making which provides an alternative route for thinking about relocating, moving, and place making that is expected to create engagement and polyphony in a decent way. The proposed model is centred on thinking directed toward: (i) individual place, (ii) inside space, and (iii) what story(s) the space tell outsiders. The focus is on balancing the tensions that emerge from dialoging on these three aspects of space and place.

This research aims to understand the contributions of inter-organisational knowledge transfer to innovation in SMEs from a social network perspective. The main objective is to identify the impact of the network characteristics on company’s innovation performance. Organisations are embedded in a network of relationships with other companies. They must make the best use of all available resources in order to survive and thrive in today’s competitive environment. However, most of the previous network studies focus on large organisations and studying network effects in the context of SMEs is not well explored. This study sheds light on the relationships between different network characteristics and two different types of innovation performance in High Tech SMEs. In this study inter-organisational knowledge transfer networks were investigated from ego-network perspective. Radical and incremental innovation was identified as specific types of innovation. More specifically this research studied the impact of the structural, relational and nodal properties of inter-organisational knowledge transfer network on radical and incremental innovation performance. In addition to network characteristics, internal capabilities of companies were also identified important. Pentathlon framework was used to capture firms’ innovation management capabilities. A survey instrument was used to collect data from a sample of UK Small to Medium size Enterprises (SMEs). A new innovation measurement instrument was developed to measure different types of innovation from companies’ and customers’ perspectives. The SMEs were chosen randomly from IT and Chemical industry. Inter-organisational relationships were mapped using social network techniques. Path analysis techniques including PLS were used to test the hypotheses of the study. In addition to the statistical method, Fuzzy set Qualitative Comparative Analysis was used to shed light on different combinations (various configurations) of factors that impact on radical and incremental innovation. This study has made theoretical contributions by identifying research gaps through review and synthesis of literature in innovation and inter-organisational relationships and social network theories. Moreover, a new framework was developed based on the concepts identified in social network and innovation literature. The integration of theories and concepts regarding inter-organisational relationships, innovation and social networks with a view of better understanding of the impact of network characteristics on specific types of innovation is another contribution of this study. This research shows how different network properties can help companies to achieve ambidextrousness, which is vital for organisations’ competitive advantages and long term survival. Moreover, this study reveals that the internal capabilities (innovation management practices) of a firm play a significant role in enabling the company to benefit from its network resources. It shows how different configuration of the internal capabilities and network resources can lead to a better radical/incremental innovation performance. Findings from this research can help managers to adapt their network resources according to their strategies and the level of the innovation that they want to achieve.

Small construction professional services (CPS) firms are recognised as being vitally important to the UK construction industry as much of the professional capacity of the sector resides within these small practices. They rely on the capabilities of small groups of professional employees in delivering their services and so need to ensure their commitment to achieving organisational objectives. Clearly, human resource management (HRM) strategies have a major role to play in managing employee commitment, and yet such strategies have received little attention within the construction management literature. This study investigates the nature of construction professionals commitment within small CPS firms and to develop HRM interventions that foster organisational commitment in small CPS firms. The study adopts qualitative approach to enable gathering of rich data that come directly from the participants involved in the phenomenon. Exploratory interviews with managers of small CPS firms conducted in the early phase of the research helped to identify some of the key strategies and operational challenges related to the management of commitment. Following this, the main data was collected through conducting two in-depth case studies, which included one small quantity surveying practice in the East Midlands, UK, and one small multi-disciplinary practice in the West Midlands, UK. The case studies involve in-depth interviews involving the employer and employees, participation observation and document analysis at the main office of both organisations. Together, these data helped to unravel the nature of the employment relationship within such firms and also to gain a better understanding of how professional employees express their commitment. The findings reveal that professional employees commitment is influenced by a complex range of factors, but that five main HRM levers have a particular influence within such firms. These relate to job design, performance and career management, training and development, reward management and employee involvement. It is clear that a range of factors impinge on the abilities of employers to enact effective HRM strategies. In particular the recent economic crisis and personal problems have both been cited as the main challenges by the employer and employees of both organisations. It highlights the significant importance of managing organisational commitment much more effectively, regardless of the economic climate. Based on the research results a framework for managing professional commitment was developed and validated within a range of small CPS firms. The framework presents a holistic way of accounting for all the issues that influence the development and maintenance of organisational commitment within small CPS firms. Such knowledge is essential to the management of small CPS firms for achieving meaningful improvement in their approach to foster organisational commitment. The key recommendations for the management of small CPS firms is to make sure that every aspect of the job meets the professional employees expectations as well as project requirements and organisational objectives. This includes improving communication by utilising both formal and informal medium of communication, rewarding employees with both monetary and non-monetary rewards and developing employees by providing both on-the-job training and off-the job training. All these HRM practices need to be effectively linked and managed appropriately to collectively foster commitment. In conclusion, the complex nature of organisational commitment raised the importance for the management of small CPS firms to have a structured approach in managing their employees commitment.

Literature review about corporate social responsibility (CSR) suggests that there are organisational benefits to be gained from unintentional discretionary expenditure in laudable behaviour. With this in mind, the methodology integrates insights from the ‘stakeholder theory’ and the ‘resource-based view theory of the firm’ to sharpen the strategic base for CSR investment. Quantitative and qualitative research techniques have been used to discover how business organisations are creating shared value for themselves and for society. The main study was carried out amongst hotel enterprises in Malta. The quantitative analysis tested the relationship between Strategic CSR (in terms of the organisational benefits) against the firms’ commitment, behaviour and resources devoted to CSR. Secondly the qualitative phase of this study involved an analysis of interviews with owner-managers across the Maltese hospitality industry and with experts who are responsible for setting policies in the tourism regulatory context. The results have indicated that responsible behaviour led to the firms’ financial performance and market standing, effective human resources management and operational efficiencies. Following the empirical findings a model representing the ‘creation of shared value’ for business and society has been put forward.

The importance of addressing the topic of sustainable development has been widely acknowledged, and the researchers call for future studies that would develop new perspectives on integrating sustainability in the business context. Currently, most of such studies focus on large companies, whereas it has been shown that the impact of SMEs on the economy, the society and the environment is also significant. The present work aims at exploring the integration of corporate social responsibility (CSR) and corporate sustainability (CS) in small and medium-sized enterprises (SMEs) in the Nordic countries. Adopting a qualitative dominant mixed research method, the following objectives are achieved: using content analysis, we analyse the activities disclosed by SMEs and describe their type and focus. Further, the multiple case study of 13 SMEs operating in Sweden, Finland, Norway, Denmark and Iceland allows exploration of the process of CSR integration in companies in more detail. Using the abductive approach to analysis and systematically combining the existing approaches to analysing CSR integration with the empirical findings, we are able to distinguish several specifics of SMEs. Namely, the process of CSR integration in SMEs may be different due to increased role of the top management commitment and the varying degree of externally formalising CSR and CS through obtaining certifications. This allows us to design suggestions for the updated model of CSR integration, which would reflect these specifics of SMEs. The present work contributes to current research by exploring CSR and CS integration in the context of SMEs, which have been previously identified as research gaps. We develop suggestions for modifying an existing framework for analysing CSR integration that combines the focus on specific business operations and the stages that a company can undergo in implementing CSR. The developed model could be used as a practical tool for analysing the company and the potential areas that would lead to CSR integration on a more strategic level. The qualitative nature of the present work and supporting the theoretical reflections with quotes from SME managers and owners provides opportunities for naturalistic generalisations and gaining insights on what activities could be implemented in companies. We acknowledge that our work has several limitations. The qualitative nature of the study does not allow statistical generalisation; thus, further research is recommended to enhance the findings and test the developed model in different context and using different methods, as well as targeting not only managers and owners whose responsibilities are related to strategy and sustainability, but also employees from other functions. Quantitative and qualitative studies of SMEs in the analysed region conducted by native speakers are also recommended.