企業當如何跨越市場進入門檻以追求未被開發市場，並滿足未被創造或未被滿足的需求？本論文透過理論探討與個案分析，研究企業跨市場領域開發所需的關鍵因素與成功做法，以提昇企業之競爭優勢。 個案研究以儀器界先驅的惠普/安捷倫科技為對象，研究該公司在知識創造、動態能力與顧客關係三大構面對進入電信監控管理系統市場績效的影響，以及彼此之間的相互影響。顧客關係研究變數採顧客信任與忠誠度；知識創造研究變數採認識論與本體論知識螺旋；而動態能力研究變數則採企業之流程、位置與路徑。 研究發現顧客關係、知識創造與動態能力三項關鍵因素，對個案公司進行跨市場領域開發績效有直接影響，彼此之間亦呈相互影響之關係。個案公司的成功做法為，以顧客優先的顧客管理流程，配合前線員工與顧客良好的互動關係，發展互信關係。鼓勵員工坦誠溝通、提供自主且相互尊重的工作環境，以利組織知識創造。管理階層重視各級員工的訓練與培育，使內隱知識得以順利累積與轉換。因應市場需求變化，企業對流程與策略性資源之調整能力與速度，影響其競爭能耐的蓄積。 與顧客建立高度互動的組織交流機制，透過專案執行互動過程，產生知識轉換創造新知。知識轉換程度越深，雙方互信與互賴程度越高，對忠誠度越有幫助。此作法可以提昇顧客關係與知識創造的貢獻。企業與顧客培養共同成長路徑，有助雙方未來策略位置發展的互賴關係，信任與忠誠度就越高。此作法可提昇顧客關係與加強動態能力的關係。企業專注於本業，培養專業團隊長期精耕市場、透過購併補強實力、隨時保持知識創造的最佳環境與流程，以培養未來策略性資源。此作法對組織知識創造與動態能力之提昇，均有助益。 研究結論顯示，企業利用高度互動的組織交流機制，透過前線員工與顧客創造知識轉換，建立共同成長路徑，培養策略性資源開發的互信互賴關係，提昇顧客忠誠度，以跨越進入新市場領域的門檻。企業最前線組織是知識創造的關鍵單位，其管理階層扮演知識創造及動態能力更新之重要角色，透過由中而下而上的管理過程，培養企業最佳的競爭優勢。 本研究提出三點管理實務建議：企業當隨時調整內部流程以配合顧客之個別流程，從雙方高度互動中創造共鳴性知識，達到雙贏局面；企業應當加強市場需求辨識敏銳度，提昇組織更新內外部能力的效率，創造嶄新優勢；深化企業文化與價值於員工心中，建立樂於分享之工作環境與氛圍，深紮成長根基。 / How enterprise crosses the knowledge gap to get into undeveloped marketplaces or satisfy unmet customer needs? This research adopts the “Case Study” research method to study the success factors and best practices from selected enterprise who has been successfully crossed the knowledge gap and won the installed-base from new marketplaces. This research selects HP/Agilent Technologies as the target company, who is the market leader among the test and instrument industry. This research framework is consists of knowledge creation, dynamic capability and customer relationship dimensions. Purpose to validate each research dimension is able to contribute the performance of getting into new marketplace or not, and also validate the interrelationship across these three dimensions. The variables used for customer relationship dimension include customer trust and loyalty, for knowledge creation dimension include knowledge spirals of epistemological and ontological domains, for dynamic capability dimension include key process, position and path of enterprise. Findings of this research: (1) these three research dimensions have been validated all are able to contribute to the performance of new entrance, and every dimension also interrelates to others. (2) Best practices from the case-study company include front-end employees follow the “Customer First” culture to develop the best customer relationships and gain mutual trust from owned customers. Trust and respect people, and encourage open communications both contribute to knowledge creation. Management team not only supports the employee development, but also delivers the training programs by themselves, which accelerates the knowledge conversion and accumulation. Proactively change on process and resource allocation to echo to the environmental change. (3) Interactive with customer proactively, create new knowledge through project execution. More knowledge conversion, more trust. More trust, then higher customer loyalty. (4) Develop learning path together with customer, which creates the interdependence relationships with customer when moves to next strategic position. (5) Be focused and rely on dedicated team to invest on market development, support with valuable solution offering, and manage the most updated knowledge creation processes to develop long-term strategic resources. Conclusions of this research, (1) enterprise adopts proactive account management approach to interact with customers. The front-end employee creates knowledge conversion and learning path with customer for next strategic resource development. (2) The field middle-level manager plays critical role on knowledge creation and dynamic capability update. Recommendations on managerial practice include (1) enterprise should adopt internal change proactively to match with individual account process, which promotes the best interactions with customers. (2) Enterprise should be more sensitive to distinguish the external change, and improve organizational capabilities to maintain his competitive advantage. (3) Cultivate corporate culture and values into people mindset. Encourage employee shares success with others.

Detta examensarbete handlar om en uppföljning av en enkätundersökning enligt EFQM modellen som genomförts vid BT Products. Uppföljningen består i en djupare analys av undersökningens resultat med fokus på vissa av dess delar. De områden som huvudsakligen behandlas är företagets medarbetare, processer och ledarskap. Tyngdpunkten ligger i att klargöra orsakssamband mellan enkätens olika områden samt att gå djupare in på- och identifiera samt beskriva starka och svaga sidor hos dem. Intervjuer, observationer och statistiska metoder har använts för detta syfte vilket resulterat i att det framkommit möjligheter att förbättra verksamheten i flera avseenden.   De viktigaste förslagen till förändringar är:   En förändrad organisationsmodell med fokus på värdekedjor   Förändrade ansvarsförhållanden och tillhörigheter   En långsiktig inriktning mot en styrmodell med utgångspunkt i värden och företagskultur / This diploma work acts about a follow up of a questionnaire survey according to the EFQM model as been implemented at BT Products. The follow up consists in a deeper analysis of the survey's results with focus on certain of its parts. The main areas considered are the company’s employees, its processes and leadership. The fundamentals of it lies in clarifying connections with causal effects in between questionnaire's different areas and to make a commitment to deeper on and to identify and to describe strong and weak sides. Interviews, observations and statistical methods have used for this aim, which resulted in possibilities to improve the organizations performance in several respects.   The most important proposals to changes are:   A changed organization model with focus on value chains   New relations for responsibility and domicile   A long-term direction towards values and corporate culture as means of control

Magistro darbe yra suformuluotos Lietuvos žiniomis grįstos ekonomikos plėtros tendencijos ir perspektyvos, tiriant Lietuvos ir užsienio autorių bei institucijų teorinius, teisinius ir praktinius aspektus, sietinus su ekonomikos transformacijos procesais, apimančiais: globalizacijos ir regionalizacijos poveikį visuotinei raidai ir pažangai; žiniomis grįstos ekonomikos svarbą Europos Sąjungos šalių konkurencingumui; žiniomis grįstos ekonomikos teisinius ir strateginius aspektus; sąveikos tarp darnaus vystymosi principo ir žiniomis grįstos ekonomikos svarbą, siekiant ilgalaikio šalių konkurencingumo; žiniomis grįstos ekonomikos sampratos raida, raiškos ir skvarbos vertinimu bei vertinimo modeliais. Nustatytas Lietuvos žinių raiškos vertinimas Europos Sąjungos šalių kontekste, analizuojant statistinius duomenis, sietinus su Ekonominio ir socialinio palankumo, inovacijų politikos vystymo, novatoriško verslo plėtros ir informacinių komunikacinių technologijų įtraukimu. / This master‘s final paper formulates tendencies and perspectives of knowledge based economy in science works and researches of Lithuania’s and foreign scientists. There were made the definition, analyzing the statistical data of Lithuanian knowledge in the context of European Union, associated with economic and social acceptability, innovation policy and innovative business development and involvement of information and communication technologies. Combining quantitative and qualitative methods, there were made SWOT analysis of Lithuanian knowledge-based economy system and conceptualized the set of incentives of knowledge-based economy in Lithuania.

Die bestaande belastingaansporingsmaatreels in Suid-Afrika is nagevors. Belastingaansporingsmaatreels wat vroeer in gebruik was, is ook ondersoek. Aandag is gegee aan die kontantaansporingsmaatreels wat vir vervaardigingsondernemings beskikbaar is in Suid-Afrika. Programme wat deur onder andere die Nywerheid-Ontwikkelingskorporasie van Suid-Afrika Beperk en die Kleinsake-Ontwikkelingskorporasie aangebied word is ondersoek. Ondersoek is ingestel na die bevindings van die Margo kommissie Verslag wat in 1986 uitgereik is. Die verslag van die Katz-kommissie wat in 1994 uitgereik is, is ook nagevors. Aandag is gegee aan die 1994, 1995 en 1996 begrotings asook sommige van die aspekte van die Algemene Ooreenkoms op Tariewe en Handel. Die belastingkoerse en aansporingsmaatreelsprogramme wat deur die Verenigde State van Amerika, Verenigde Koninkryk en Kanada beskikbaar gestel word aan ondernemings is ondersoek. Moontlike oplossings vir die probleme wat tans ondervind word in SuidAfrika se aansporingsmaatreelstelsel is geformuleer. / The existing tax incentives in South Africa were researched. Tax incentives that were previously in use, were also investigated. Attention was given to the cash incentives available to manufacturing enterprises in South Africa. Amongst others the programmes offered by the Industrial Development Corporation of South Africa Limited and the Small Business Development Corporation were investigated. The findings of the Margo Commission Report issued in 1986 were investigated. The Katz Report issued in 1994 was also researched. Attention was given to the 1994, 1995 and 1996 budgets as well as some of the aspects of the General Agreement on Tariffs and Trade. The taxation rates and incentive programmes available to enterprises in the United States of America, United Kingdom and Canada were investi gated. Possible solutions for the problems currently experienced in South Africa with regard to incentives have been formulated. / School of Computing / M.Sc (Computer Science)

Made available in DSpace on 2016-03-15T19:26:51Z (GMT). No. of bitstreams: 1 Jony Lan.pdf: 515179 bytes, checksum: 9d1259905152a232aef78e9b64e49266 (MD5) Previous issue date: 2010-02-11 / Fundo Mackenzie de Pesquisa / This dissertation aims at understanding trade channel diversification as a possible source of competitive advantage for supermarket chains. Little research in the literature has been addressed for this theme in a specific sector, the supermarket chains. The main objective was to identify the driving forces in trade channel diversification of supermarket chains in Brazil, which can generate a source of competitive advantage, according to executives' perspective. The theoretical references approaches business strategy, strategic resources and competitive advantage of diversification of trade channels perspective. An exploratory and descriptive field research was conducted by using in-depth interviews with executives at two major supermarket chains which lead the ranking of sales in Brazilian Association of Supermarkets (ABRAS). Interviews were analyzed by observing the qualitative research with content analysis technique applied to interviewers' verbatim transcripts. Analysis was complemented by a secondary data based on the performance reports of both supermarket chains. Results demonstrated an alignment in the growth strategies of supermarket chains in relation to trade channel diversification. They aim the growth through organic expansion and acquisitions. The most characteristic elements mentioned by respondents about channel diversification inside business strategies of companies were: business diversification, trade operations in multi-channel and customer adequacy. Trade channel diversificaton can also constitute a strategic resource in which location, financial resources and trademark figure as the most stressed tangible and intangible assets. It was noticed that the search for a higher performance on the market, cost and price managing were the driving forces for commercial channel diversification. The most highlighted competitive advantages, resulting from trade channel diversification were the service to new and different customers and the trademark strengthening. As a conclusion, trade channel diversification can conceive a source of competitive advantage for supermarket chains. / Com esta dissertação, visa-se entender a diversificação de canais comerciais como uma fonte de vantagem competitiva para as redes de supermercados. Tema ainda pouco tratado na literatura dentro de um setor específico, o de redes de supermercados. O objetivo principal foi o de identificar os elementos mais determinantes na diversificação de canais comerciais das redes de supermercados no Brasil que podem gerar uma fonte de vantagem competitiva, segundo o ponto de vista dos executivos. Para isso o referencial teórico aborda as estratégias de negócios, os recursos estratégicos e a vantagem competitiva na perspectiva da diversificação de canais comerciais. Foi realizada uma pesquisa de campo exploratória e descritiva, utilizando entrevistas em profundidades com os executivos de duas das principais redes de supermercados que lideram o ranking em faturamento da Associação Brasileira de Supermercados. As entrevistas foram analisadas respeitando-se a natureza qualitativa da pesquisa com a técnica de análise de conteúdo aplicadas nas transcrições ipsis literis dos entrevistados. Complementou-se a análise com dados secundários baseados nos relatórios de desempenho das duas redes de supermercados. Os resultados demonstraram um alinhamento nas estratégias de crescimento das redes de supermercados em relação à diversificação de canais comerciais. Elas buscam o crescimento por meio da expansão orgânica e aquisições. Os elementos mais característicos evidenciados pelos entrevistados sobre a diversificação de canais dentro das estratégias de negócios da empresa foram: diversificação de negócios, atuação em multicanais e a adequação ao cliente. A diversificação de canais comerciais também pode-se constituir em recurso estratégico, no qual a localização, os recursos também pode-se constituir em recurso estartégico, no qual a localização, os recursos financeiros e a marca formam os ativos tangíveis e intangíveis mais ressaltados. Constatou-se que a busca por um desempenho superior no mercado, e a gestão de custo e preço foram os elementos mais determinantes para a diversificação de canais comerciais. Os tipos de vantagens competitivas mais evidenciadas resultantes da diversificação de canais comerciais foram o atendimento a novos e diferentes clientes, bem como o reforço da marca. Conclui-se que a diversificação de canais comerciais pode gerar fonte de vantagem competitiva para as redes de supermercados consideradas na pesquisa.

In relation to the development of IT-products it is very important that the software supplier is aware not only of the target group but also the field of application. Usability should characterize the whole IT-design process as, in relation to this context, design includes more than merely those aspects which are visible to and thus can be interpreted by the naked eye. The study examines the specific qualities and properties that substantiate the usability and the demands that a customer rightfully expects from an IT-product. The user and the customer are highlighted in the same context in order to demonstrate that it is through the customer that an IT-product is defined as being useful. Thus, from this perspective, the user and customer can be considered as being the same person. The empirical survey was based on those factors that were considered to constitute usability and each interview was conducted using these usability factors together with the intended IT-product. The survey has been carried out using analysis models in order to enable the assertions to be both validated and tested and to ensure the appropriateness of the model’s system and also the independence of the method. This qualitative study has been carried out using randomly chosen respondents and IT-products and the perceptions of these respondents in relation to what they felt were the properties that represented a usable IT-product have been noted. The analysis section deals with the usability properties which have been assumed to further substantiate the five usability factors utilized in the survey.  It is apparent from the analysis that is it quite possible to determine a minimum level of what constitutes usability and that this can be applied regardless of what IT-product is being described. The conclusion to be drawn from this is that the opinions and experiences of both user and customer should be considered in order to provide guidance in relation to satisfying the requirements with regards to the design of IT-products.

Purpose – This study aims to explore, and suggest solutions to, the gap between the supply of information from organic meat producers and the demand of information from consumers regarding traceable characteristics (attributes) of meat in a limited geographical area in order to maximize the utilization and value of collected data. Design/methodology/approach – A mixed methods research design is applied to collect both quantitative data from consumers and qualitative data from suppliers to produce empirical results of the supply and demand of information. A theoretical framework of organic food purchase intent is used for the quantitative study as well as the correlation between consumers’ perceived importance of attributes and their willingness-to-pay for meat. The results of the empirical studies are compared to each other in an effort to expose a possible gap using a gap analysis. Findings – Meat is shifting from a price based commodity to a product based on characteristics. This study reveals that there is now a gap between the information made available by organic meat producers and the demand of information from consumers that needs to be recognized in order to maximize the value of collected data. Information regarding environmental impact of raising and transporting the animals is not extensively collected. A substantial amount of data about attributes of perceived importance, such as safety and handling, animal welfare and medication or other treatments is collected but not extensively shared with consumers. Research limitations/implications – The small sample size in a unique area and the scope of the survey data does not provide a result that can be truly generalized. It is therefore suggested that future studies produce results from a larger sample that incorporates the perceived accessibility of important information for consumers. Practical implications – This contributes to the emerging literature of organic food production by comparing both the supply and the demand of information regarding attributes of meat. This information is valuable to organic meat producers and marketers as well as developers of agricultural systems and databases that should shift their focus to consumer oriented traceability systems. Originality/value – This study goes beyond the substantial body of literature regarding attributes of organic food and consumers preferences by comparing these factors to the available supply of information by meat producers and by suggesting solutions to bridge the gap between them. Keywords – Organic meat, Organic agriculture, e-Agriculture, Traceability, Traceability systems, Consumer oriented, Consumer behavior, Willingness-to-pay, Supply and demand, Information gap, Gap analysis, Business development, United States of America, Sense-making theory, Mixed methods Paper type – Research paper, Bachelor’s thesis

The thesis focuses on development strategy in a family business operating in the IT market and analyses both external and internal factors of the monitored company. The development strategy is based on the company current position in the market and on set objectives. The development strategy emphasizes marketing and financial aspects and also treats the time horizon of its implementation.

Issues related to research methodology increasingly occupy a central role in the field of International Positioning Process. It is becoming clear that greater attention to methodological issues is essential for the development of this field into a management discipline. Many efforts have been made to distinguish the disciplines/practices in international business. However, the field is still criticized for lack of theories and absence of paradigm. A recent survey of literature noted that the field has made more progress in finding research questions than in answering them, one of them being Identifying Dimensions for the International Positioning Process (IPP) for defence goods. This is largely because of lack of a theoretical foundation continued to plague international business research. Research in International Business is at critical crossroad today, with increased emphasis on developing theoretical concepts and testing empirical relationships rooted in such concepts. Such a transformation critically depends on conceptualizing and operationalizing the derivative constructs in an international business environment. This is motivated by management’s desire to gain profits and competitive advantage through appropriate market selection, right market entry mode decision and competitive positioning techniques. The combination of these three aspects of international business, leads to the development of the concept, called International positioning process (IPP). While researchers have made significant efforts on new techniques and approaches of international positioning processes, certain important issues remain largely unexplored. First, it is not challenging to find methodologies and approaches for market selection, entry mode choice and global competitive advantage, but in understanding how to blend them together for tailoring IPP. There is a need for developing holistic model for customized IPP that aims on translating positioning process into global competitive advantage. Another observable omission in the past literature is the missing link among three components of positioning process: market selection, entry mode choice and competitive positioning. To address this neglect, the present study attempts to develop a model for global positioning process. Development of a significant bond among three components of global positioning process, not only creates harmony among them, but aims to make IPP more effective. The study aims to develop set of dimensions for the construct, international positioning process (IPP). Specifically the objectives of this study are as under, • To conceptualize a multi- variable construct IPP. • To develop information framework for IPP. • To evaluate/analyze the dimensions developed for IPP, such that they satisfactorily fulfill reliability properties. • To differentiate IPP across industries and develop generic and industry- specific model. • To operationalise the model for defence industry. • To evolve comprehensive set of conclusions for IPP. In an attempt to achieve these objectives, this study attempts to integrate three aspects of international business: market selection, entry mode decision and competitive positioning of goods/services, and evolved the concept of International Positioning Process. The study identifies 91 variables for IPP through exhaustive literature review and develops an information framework that comprises four cardinal dimensions, twelve adjuvant dimensions and 35 decision variables. The information mentioned in the framework, is evaluated using statistical tool package – R, and refined using factor analysis. The primary data was collected using structured questionnaire by eliciting response from 329 International Business Companies (IBCs) which are involved in international business. The data of 329 IBCs explored that all the four cardinal dimensions, mentioned in the framework, are the reliable steps for IPP. The outcome of analysis develops the generic model for IPP that comprises 19 highly influencing decision variables in contrast to 91 variables available in the literature, which are finally summarized into 4 statistically significant steps for effective IPP. To tailor the customised and industry specific model for IPP, it was imperative to study how IPP differs across the industries. The difference in international positioning paradigm across the industries, analysed with multivariate discriminant analysis, one way ANOVA and factor analysis, indicates defence industry as most sensitive for making international business decisions. It evolves that defence industry seeks more safe, focused and efficient international positioning strategy for the international positioning of its products. This study attempts to customize the IPP model for defence goods which has not been addressed in the literature yet. The study explores set of highly influencing decision variables for international positioning of defence products, which are finally summarized into 4 statistically significant steps. The model is operationalised for Defence Research and Development Organization (DRDO) of India. It assesses international marketing capability of DRDO, identifies suitable markets, and makes decision for appropriate market entry modes and competitive positioning of selected defence goods. The study evolved five most suitable international markets for selected DRDO systems. Risk analysis is performed for all the identified markets to evaluate suitability of the market and to decide entry modes. The IPP model for defence industry is successfully implemented in one of the identified markets i.e. Malaysia, for the target DRDO systems. The study evolves that defence organizations attain more effectiveness in international positioning process through holistic mode as compared to extended & traditional modes. However, like any other study this does provide scope for further research and IPP can be a candidate for further extensions and refinements.

The main focus of this diploma thesis is the characteristics of key aspects, which are important when designing, implementing and maintaining web application, whereas these aspects differ according to business model of the web application. The thesis reflects modern trends in the areas of web project management, UX, web design, E-Commerce process management etc. The thesis consists of the introduction, theoretical part, practical part and conclusion. In the introduction I present the reason for picking this topic, the more in-depth targets of the thesis, preconditions, restrictions, in-depth structure, sum-up the expected contribution and present research of the field. The theoretical part consists of the information about online business and introduction of the web applications. Furthermore, the key domains are presented with the new trends in different areas of web applications. In the practical part, at the beginning, there are categories of web applications defined, which are based on different business models introduced earlier. This part is followed by the comprehensive analysis in the field of web E-Commerce applications for each category of the web application, with the output of trends and best practices in the field according to each domain of the web application. It is then followed by the analysis of situation around web applications in general, because here were also some trends and best practice noticed. In conclusion I sum up the acquired results, introduce the contribution of the thesis and think about the situation around the web applications.