Public purchasing professionals bought approximately 500 billion dollars worth of products and services from marketers in 1979; this figure represented 20% of this country's gross national product for that year. Therefore, public purchasing professionals constitute a key segment of interest to marketers. Ascertaining the effects that 'marketer controlled' variables have on the role conflict and role ambiguity of the public purchasing professional can thus contribute to marketing management and to marketing thought. Two of these variables are the perceived Customer Orientation of the Vendor salesperson and the Influence Strategy/s used by the salesperson. Other variables that can provide valuable information to marketers are purchasing professionals' perceptions of Uncertainty and/or Conflict regarding their organizations' performance (or reward/measurement) indexes. These three variables along with experience are hypoth- esized antecedents to role conflict and role ambiguity. The consequent variables to role conflict, role ambiguity, and experience, are the purchasing professional's perceptions of Satisfaction with the Salesperson, and Satisfaction with Organizational Policies. Data was collected from a random sample (N=345) of the members of the National Institute of Government Purchasing. The usable response rate was 49. 92%. Data was analyzed through the use of LISREL VI. Hypotheses were tested by examining the direction of the LISREL parameters, and the statistical significance of their t-values. Support was found for ten of fourteen hypotheses. Findings from the study can be used in training salespeople and purchasing professionals; the study also has implications for marketing strategy. The variables being researched can provide insights that can then be used in research in sales management and organizational buying behavior. / Ph. D.

The use of enterprise resource planning (ERP) systems by small enterprises is proliferating. Traditionally used by large enterprises, ERP systems are now considered important enterprise management aids, which may contribute to the sustainability and growth of small enterprises. Although varying acceptance factors may impact on the acceptance of ERP systems, there is no consolidated list of ERP system acceptance factors specific to small enterprises. In this study, the strategic, business, technical and human factors that influence the acceptance of ERP systems in small manufacturing enterprises in South Africa is presented. These influencing factors may guide future initiatives aiming to ensure the acceptance of ERP systems by small manufacturing enterprise. A combined quantitative and qualitative data analysis approach was used as an analytical lens to interpret responses gathered from small manufacturing enterprises. Recommendations are made for future research on ERP system acceptance and adoption within the broader spectrum of small enterprises. / Information Systems / M. Sc. (Information Systems)

Made available in DSpace on 2015-12-03T18:32:50Z (GMT). No. of bitstreams: 1 Antonio_Marcos_Vargas_de_Oliveira.pdf: 712596 bytes, checksum: 4976a41a659664db2788a25811d21cb6 (MD5) Previous issue date: 2005-05-24 / The object of this paper is to analyse wether the strategies adopted by the Third Sector organizations could be explained by the theory developed to the enterprise sector organizations. Due to the nature and comprise of this subject , the analysis takes place supported by the motivations presented by those organizations, and theirs executives, in the search to enable these executives in enterprise administration technics. The research is developed supported by the organizations and students application forms, when they're applying to this course; the final projects developed by these partakers; and interviews with the partakers and group leaders from some of those organizations. It was verified that, in this particular case, the strategies identified could be explained by this theory. But, this doesn't mean taht this conclusion could be extended to every strategy adopted by the Thirt Sector organizations. / Este trabalho tem por objetivo analisar se as estrat??gias adotadas pelas organiza????es do Terceiro Setor podem ser explicadas pelo referencial te??rico desenvolvido para as organiza????es do setor empresarial. Em virtude da abrang??ncia do tema, a an??lise ?? realizada com base nas motiva????es apresentadas por essas organiza????es e seus executivos, quando da busca da capacita????o desses executivos em t??cnicas de gest??o empresarial. A pesquisa ?? desenvolvida com base nas fichas de inscri????o preenchidas, tanto pelas organiza????es, como pelos participantes do processo de capacita????o, quando da inscri????o para o desenvolvimento desse processo; projetos desenvolvidos por esses participantes como trabalho de conclus??o da capacita????o; e entrevistas realizadas com os participantes e dirigentes em um grupo dessas organiza????es. Verificou-se que, nesse caso particular, as estrat??gias identificadas podem, sim, ser explicadas por esse referencial te??rico. Isso por??m n??o significa que essa conclus??o possa ser estendida a todas as estrat??gias adotadas pelas organiza????es do Terceiro Setor.

by Fu Chi Pang, Wei Hong, Wilson. / Thesis (M.B.A.)--Chinese University of Hong Kong, 2000. / Includes bibliographical references (leaves 37-38). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iv / Chapter / Chapter I. --- BUSINESS OBJECTIVE --- p.1 / Chapter II. --- INTERNET INDUSTRY OVERVIEW --- p.2 / Development of the Internet Population --- p.2 / World Wide Web --- p.3 / Asia-Pacific Internet Growth Opportunities --- p.4 / Key Internet Business Opportunities --- p.6 / Advertising --- p.6 / E-commerce --- p.6 / Market Potential --- p.7 / Hong Kong --- p.8 / Chapter III. --- PRODUCT --- p.10 / Love Matching --- p.10 / Love Chat Room --- p.11 / Love Card --- p.11 / Love Web Page --- p.11 / Love Test --- p.12 / Love Horoscope --- p.12 / Love Weekend --- p.12 / Love Flower --- p.13 / Love Restaurant --- p.13 / Love Travel & Hotel --- p.13 / Love Wedding --- p.14 / Love Doctor --- p.14 / Chapter IV. --- COMPETITOR ANALYSIS --- p.15 / Uniqueness of ILove.com --- p.16 / Chapter V. --- MARKETING --- p.18 / Target Market --- p.18 / Launching Plan --- p.19 / Follow-up Plan --- p.20 / Chapter VI. --- "REVENUE, COST & RETURN" --- p.21 / Revenue --- p.21 / Short Term --- p.21 / Long Term --- p.22 / Cost --- p.23 / Equipment and Facility Costs --- p.24 / Human Resources and Office Rental Cost --- p.26 / Human Resources Expenditure --- p.26 / Office Rental Cost --- p.27 / Total Operating Cost --- p.28 / Advertising Cost --- p.28 / Return --- p.29 / Breakeven Analysis --- p.29 / Chapter VII. --- MISCELLANEOUS --- p.32 / Membership Registration --- p.32 / Payment Mechanism --- p.32 / APPENDIX --- p.34 / BIBLIOGRAPHY --- p.37 / ILOVE'S WEB SITE LAYOUT --- p.39

by Lee Sui Hung, Yeung Ying Ying, Angel. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1998. / Includes bibliographical references (leaves 108-109). / ABSTRACT --- p.iii / TABLE OF CONTENTS --- p.iv / LIST OF ILLUSTRATIONS --- p.viii / LIST OF TABLES --- p.ix / Chapter / Chapter I. --- Introduction --- p.1 / Summary --- p.1 / Methodology --- p.2 / Chapter II. --- OVERVIEW OF HK MANUFACTURING COMPANIES INVOLVED IN CHINA PROPERTY MARKET --- p.4 / Rationale shift of business focus --- p.4 / Opportunities to Access to China Property Market --- p.5 / Optimistic View on China Property Market --- p.5 / Strategic Considerations --- p.8 / Company Profile --- p.8 / Habour Ring International Holdings --- p.9 / Luks International Co. Ltd --- p.10 / Chuang's China Investment Ltd --- p.11 / Shell Electronic Manufacturing (Holdings) Co. Ltd --- p.11 / Immediate Responses in Capital Market --- p.12 / Downturn of Property Market in China --- p.13 / Chapter III. --- INVESTING IN CHINA PROPERTY MARKET --- p.16 / Demand Side --- p.16 / Domestic Demand --- p.16 / Individual property purchase --- p.17 / Population growth --- p.17 / Improvement of living standard --- p.17 / Overseas Demand --- p.18 / Relatives at homeland --- p.18 / Expatriate demand --- p.19 / Vacation and investment demand --- p.19 / Supply Side --- p.19 / Government --- p.19 / Welfare House --- p.20 / Squeezed profit house --- p.20 / Commodity Premise --- p.20 / Multi-level and high-rise residential properties --- p.20 / Hotel-flat and villa --- p.20 / Foreign Investment --- p.21 / Secondary Market --- p.21 / Key Successful Factors in China Property Market --- p.21 / Macro Environment and Market Sentiment --- p.22 / Monetary policies --- p.22 / Regulatory and taxation policies --- p.23 / Project Analysis: Demand Potential --- p.24 / Property location --- p.24 / Transportation --- p.25 / Hard and software availability --- p.25 / Domestic demand potential --- p.25 / Economic dependency and overseas demand --- p.27 / Project Planning and Operations --- p.27 / Scale --- p.27 / Time span and cash flow position --- p.28 / Pre-sales and Cash Flow Position --- p.28 / Marketing Strategies --- p.29 / Company --- p.29 / Credibility --- p.29 / Other Business Performance --- p.29 / Experience and Expertise --- p.29 / Management Attitude --- p.30 / Chapter IV. --- EXTERNAL ANALYSIS OF ASIA COMMERCIAL: THE IDENTIFICATION OF INDUSTRY OPPORTUNITIES AND THREATS --- p.31 / Company Background --- p.31 / External Analysis: The Identification of Industry Opportunities and Threats --- p.32 / The Role of the Macro-environment --- p.32 / Hong Kong --- p.33 / The PRC --- p.34 / The technological environment --- p.35 / The social environment --- p.35 / The Five Forces Model --- p.36 / Watch manufacturing industry --- p.39 / Potential competitors: strong --- p.39 / Rivalry among established companies - strong --- p.40 / Competitive structure --- p.40 / Demand conditions --- p.40 / Exit barriers --- p.41 / The bargaining power of buyers - strong --- p.42 / The bargaining power of suppliers - weak --- p.42 / The threat of substitute products - weak --- p.43 / Watch retail industry --- p.43 / Potential competitors ´ؤ weak --- p.43 / Cost advantages and economies of scale --- p.44 / Barriers to entry and competition --- p.44 / Rivalry among established companies ´ؤ semi strong --- p.44 / Competitive structure --- p.44 / Demand conditions --- p.44 / Exit barriers --- p.45 / The bargaining power of buyers - strong --- p.45 / The bargaining power of suppliers - weak --- p.45 / The threat of substitute products - weak --- p.46 / The PRC property market --- p.46 / Potential competitors - strong --- p.48 / Rivalry among established companies - strong --- p.48 / Competitive structure --- p.48 / Demand conditions --- p.49 / Exit barriers --- p.50 / The bargaining power of buyers - strong --- p.50 / The bargaining power of suppliers - weak --- p.50 / The threat of substitute products - strong --- p.50 / Summary --- p.51 / Chapter V. --- INTERNAL ANALYSIS OF ASIA COMMERCIAL: RESOURCES AND CAPABILITIES --- p.53 / Manufacturing --- p.55 / Physical --- p.55 / Switzerland --- p.55 / PRC --- p.55 / Hong Kong --- p.56 / Technological --- p.56 / Human --- p.56 / Brand Names --- p.56 / Marketing --- p.57 / Profitability --- p.57 / Summary --- p.60 / Production capability --- p.60 / Product market --- p.60 / Cost advantage --- p.61 / Management knowledge --- p.61 / Finance --- p.61 / Wholesale and Retail Business --- p.62 / Human --- p.62 / Government license --- p.63 / Finance --- p.63 / Macroenvironment --- p.63 / Brand Name Effect --- p.64 / Acquisition of Brand Name --- p.64 / Performance of Wholesale and Retail Business --- p.65 / Property Development --- p.66 / Macroenvironment --- p.66 / Demand --- p.66 / Location --- p.67 / Partners --- p.67 / Finance --- p.68 / Cost and Cash Flow --- p.68 / Property Sales Agent and Project Manager --- p.68 / Pre-sale Results --- p.69 / Financial Impact --- p.70 / Capital history --- p.73 / Share dilution --- p.73 / Reasons for Failure of Property Development --- p.74 / Demand --- p.74 / Property location --- p.74 / Domestic demand potential and overseas demand --- p.74 / Secondary property market and investment purpose --- p.75 / Project operation --- p.76 / Project scale? --- p.76 / Land concept of the management --- p.76 / Commitment by property expertise companies? --- p.77 / Easy access to finance? --- p.78 / Why Did Asia Commercial Fail? --- p.78 / Mismanagement --- p.78 / Management structure --- p.78 / Management was reluctant to change --- p.80 / Underestimated requirement of working capital and overestimated funding ability --- p.80 / Prior strategic commitments --- p.81 / Past glory obsessed future performance --- p.82 / Chapter VI. --- BUSINESS FOCUS --- p.83 / Differences between Businesses --- p.84 / Value Chain --- p.85 / Customers --- p.89 / Contacts with customers --- p.89 / Demand from customers --- p.90 / Competition --- p.92 / Mentalities and Talents --- p.95 / Strategies --- p.99 / Value-added Integration --- p.100 / Diversification --- p.102 / Changing Business Nature --- p.104 / Implications to Hong Kong Manufacturing Firms --- p.105 / BIBLOGRAPHY --- p.108

by Lai Yin Mei, May, Lee Man Wai, Jeffrey. / Thesis (M.B.A.)--Chinese University of Hong Kong, 2002. / Includes bibliographical references (leaf 76). / ACKNOWLEDGEMENTS --- p.i / EXECUTIVE SUMMARY --- p.ii / TABLE OF CONTENTS --- p.iv / Chapter / Chapter I. --- COMPANY DESCRIPTION --- p.1 / Founder and Shareholders --- p.1 / Mission and Objectives --- p.1 / Chapter II. --- THE OPPORTUNITY --- p.3 / Problem Identification --- p.3 / Products and Services --- p.5 / Chapter III. --- DIFFERENTIATIONS --- p.12 / Delivering Mode --- p.12 / Management Team --- p.13 / Limited Negative Impacts On Teachers --- p.13 / Competitive Price --- p.14 / Communication between students' parents --- p.14 / Chapter IV. --- INDUSTRY ANALYSIS --- p.15 / Stage of Industry Life Cycle --- p.15 / Social and Cultural Issue --- p.15 / Vulnerability to Political Environment --- p.16 / Chapter V. --- TARGET MARKET & COMPETITIVE ENVIRONMENT --- p.17 / Demographic Segmentation --- p.17 / Geographic Segmentation --- p.18 / Positioning --- p.18 / Competitors' Position --- p.19 / Substitutes --- p.22 / Market Size --- p.22 / Chapter VI. --- MARKETING MIX --- p.24 / Promotional Strategy --- p.25 / Distribution --- p.28 / Price --- p.28 / Chapter VII. --- MILESTORNES AND IMPLEMENTATION PLANS --- p.30 / Milestone 1: Completion of Product and Prototype Tests --- p.30 / Milestone 2: Initial Operational Tests of HK Star & Compomix --- p.30 / Milestone 3: Market Tests of Full Services --- p.31 / Milestone 4: Production Start-up --- p.32 / Milestone 5: Sales Targets --- p.32 / Chapter VIII. --- MANGEMENT TEAMS --- p.34 / "Chairman and Chief Technical Officer,Professor Ho Man Koon" --- p.34 / "Chief Marketing officer, Ms. May Lai" --- p.34 / "Business Developing Officer, Mr. Jeffrey Lee" --- p.35 / "Quality Analyst, Mr. Ng Ho Kei" --- p.35 / Chapter IX. --- EXIT PLANS --- p.37 / Initial Public Offer --- p.37 / Merger and Acquisition --- p.37 / Chapter X. --- FINANCIAL SUMMARY --- p.39 / Market Size --- p.39 / Start-up capital --- p.40 / Income Statement --- p.40 / Breakeven Analysis --- p.40 / Return of Investment --- p.41 / APPENDIX --- p.42 / BIBIOGRAPHY --- p.76

The use of enterprise resource planning (ERP) systems by small enterprises is proliferating. Traditionally used by large enterprises, ERP systems are now considered important enterprise management aids, which may contribute to the sustainability and growth of small enterprises. Although varying acceptance factors may impact on the acceptance of ERP systems, there is no consolidated list of ERP system acceptance factors specific to small enterprises. In this study, the strategic, business, technical and human factors that influence the acceptance of ERP systems in small manufacturing enterprises in South Africa is presented. These influencing factors may guide future initiatives aiming to ensure the acceptance of ERP systems by small manufacturing enterprise. A combined quantitative and qualitative data analysis approach was used as an analytical lens to interpret responses gathered from small manufacturing enterprises. Recommendations are made for future research on ERP system acceptance and adoption within the broader spectrum of small enterprises. / Information Systems / M. Sc. (Information Systems)

The purpose of the project is two-fold. First, to design a curriculum guideline for career and technical educators to teach the elements of business planning to a new population of graduates that need the material to manage their vocation successfully. Secondly, it can be used as a very practical way of integrating academic and occupational training program.

The concept of Operational decision making is not new, but in the context of Enterprise Resource Planning implementation as is the case at PFK Electronics (PTY) Ltd., it becomes part of what ERP process that makes organisations more competitive and profitable as Wallace and Kremzar (2001) comment, "Effective forecasting, planning, and scheduling is fundamental to productivity and ERP is a fundamental way to achieve it. Properly implementing ERP will give you a competitive advantage and help you run your business more effectively, efficiently and responsively." The Operational decision making process that forms part of the research question is a process known as Sales and Operational Planning process (SOP's). The research paper is looking at how Real Time Shop floor information can impact on the decision making process, as Wallace and Kremzar (2001 : 165) state that this is the most important element in making ERP systems work. The study looks at what information is required to make effective decisions in the SOP's process and how the respondents perceive information quality, its value and the impact on decision making in the SOP's process. The research sought to further investigate a diverse demographic population, the behavioural culture within the organisation and their perception on having this information in real time directly from the shop floor. Data was collected via a survey questionnaire and an interview process which also required the review of organisational documentation where available. The research aimed to investigate what information Operations (SOP's) need to make effective decisions to meet the organisational strategic objectives and to determine the best means of obtaining and communicating the information to managers. Developing this further the research was then broken down into three objectives: • To investigate 'what' information sales and operations managers need in order to make effective decisions that will have an impact on them meeting strategic performance objectives. • To evaluate 'how' real time shop floor information can improve the decision making process in Operations in meeting strategic objectives; by understanding the types and methods used in decision making and the significance of time on information. • To recommend suitable Information Communication Technology (ICT) systems to obtain and communicate information to managers effectively within operations. During this process time constraints were of a concern, which manifested in objective three not being able to be completed to the satisfaction of the researcher. However the research process, which included the survey and interviews of respondents, the researcher felt that respondents where honest and open in expressing their views which adds to the validity and reliability of the research. The results showed that there was a clear understanding of the topic amongst the respondents. It showed that the respondents had a good understanding of information and its importance in meeting strategic objectives by making better decisions. It became clear that ERP was generally working well but that timeliness of information was the biggest obstacle in meeting strategic objectives in balancing supply and demand. The research identified the information necessary for the SOP's process to be effective and it also showed the impact of having real time shop floor information available to the decision making process. It also showed that there would be other benefits as performance could also be improved by having real time performance indicators that are used to set the pace and common goal. The report also identified some cultural differences between PFK electronics culture and NUMSA unionised employees culture and the impact it has on relationships and communication. The report concludes with the research question being answered and with a recommendation that the single most important means of improving operational effectiveness is going to be to improve the quality of information used in decision making. The research has shown that getting this information in 'real time' or as close as possible to real time is the best means of improving the quality of information and its impact on management decisions. It is further recommended to investigate the implementation of systems such as Manufacturing Execution Systems to link the shop floor directly into the current ERP system and lastly to find a means of bridging the cultural differences between NUMSA unionised employees and PFK behavioural culture. / Graduate School of Business Leadership / M.B.A.

This study focused on the possible determinants of operational efficiency at the University of Venda, which was premised on the extent to which stakeholders are involved in the strategic planning of the institution. The aim of the study was to establish the stakeholders’ involvement in the strategic planning of the University of Venda. Structured questionnaires were used to collect data during August and October 2011. The study was conducted at the University of Venda, Vhembe District in the Limpopo Province. A non-probability sampling procedure was used to select respondents. The results revealed that whilst the stakeholders seem to be involved in the process of the strategic planning, the extent of stakeholders’ involvement has largely remained contentious. The results further indicate that not all stakeholders are involved in the strategic planning process at the University of Venda. Although stakeholders are invited to participate, the process of strategic planning is absolutely dominated by the management cadre, reducing the rest participants into the doldrums. Those who are directly affected by the strategic plan are least involved in the process of the planning. Because of the lack of involvement and communication regarding the strategic planning process, the findings reveal that the majority of stakeholders were de-motivated in that regard, culminating in their lack-lustre approach towards the implementation of the orchestrated plan. The resultant lack of buy-in by the affected stakeholders, essentially the internal stakeholders (staff members and the student community), eventually hamper the actualisation of the targeted goals of the strategic plans. These results suggest that the strategic plan review should be an on-going process in order to update and involve the university community of the strategic planning processes. Proper feedback and communication on strategic planning processes should be implemented. More importantly, the stakeholders’ involvement and consultation on the strategic planning should be galvanized, since most of the staff members and students seem to be unaware of the strategic planning process at the University of Venda, let alone its contents and aspirations. / Business Management / M. Tech.(Business Administration)