This research provides empirical evidence on the implementation of the strategic marketing planning in the context of Indonesia, a newly industrialized country. Drawing from a contingency theory, the research posits that the credibility of marketing strategy depends on the external business environments and its formulation process. The credibility of marketing strategy and the strategy formulation process, in turn, determine the effectiveness of the implementation of the strategy in achieving the desired performance. The causal relationships amongst these variables were then analyzed by structural equation model using LISREL 8.30 program. The primary data for this study were collected through structured interviews with the Marketing Managers of 219 Indonesian companies. The results of the study not only strengthen the notion of the influence of external business environments on the actions of organizations, such as the credibility of marketing strategy, but also confirm the belief of the importance of an innovative culture in implementing strategic marketing planning. The study also identifies that marketing managers play a pivotal role in the formulation and implementation of the strategy. Within the scope of the strategy formulation, marketing managers as boundary spanners of their companies provide the decision makers with current and up to date strategic issues, which in turn enhance the credibility of the formulated strategy. On the other hand, within the strategy implementation, the managers with their autonomy conduct evaluation and control of the marketing strategy, and adjust the strategy to any significant environmental changes to achieve the desired performance. / These findings not only support the view that it is inappropriate to separate the strategy formulation from its implementation aspects, but also corroborate the importance of the fit between marketing strategy and its external and internal environments to gain the desired performance. Finally, the use of Indonesian companies as the sample of this study and the consistencies of most of the results of the study with the existing findings reveal that the results are applicable in both industrialized and newly industrialized countries.

I denna avhandling studeras hur beslutsfattare tänker på förhållandet mellan det företag i vilket de arbetar och företagets omvärld. Avhandlingen syftar till att blottlägga "modeller" som beslutsfattare måste använda för att överhuvudtaget kunna hantera information om företagets omvärld. En viktig uppgift för beslutsfattare i företag är att försöka begripa hur det företag i vilket de arbetar förhåller sig till företagets omvärld. Detta eftersom varje företag är beroende av ett utbyte med sin omvärld. Men uppgiften är långt ifrån enkel, ty ett företags omvärld omfattar definitionsmässigt "allt" utanför företaget - kunder, leverantörer, konkurrenter, lagar, ränteläget, arbetsmarknadens villkor, politiska trender och mycket, mycket annat. Ingen kan emellertid tillgodogöra sig information om allt i omvärlden, därför att människans informationsbehandlingskapacitet är begränsad. Konsekvensen blir att beslutsfattare måste arbeta med förenklade "modeller" av företagets förhållande till omvärlden. Senare tids forskning har visat att många problem som företag räkar ut för kan förklaras med de modeller beslutsfattare använder - ibland blir modellerna alltför enkla och ibland tillåts modellerna att träda i kraft så automatiskt, att beslutsfattare inte är medvetna om vilken modell de använder. Ett par exempel där detta tycks ha varit fallet är gasolyckan i Union Carbides anläggning i Bhopal och rymdfärjan Challengers tragiska öde. Av denna anledning, dvs att beslutsfattares tänkande påverkar vad beslutsfattare gör och inte gör, framstår det som väsentligt att försöka undersöka hur beslutsfattares modeller egentligen ser ut. Det är just detta som är syftet med studien Omvärldsmodeller hos beslutsfattare. Studien handlar om beslutsfattare i svenska företag som har leveranser till fordonsindustrin som huvudsaklig verksamhet, det vill säga s k underleverantörer. I ett läge där fordonstillverkningen kännetecknas av många förändringar - inte minst övergången från massproduktion till "lean production" - samt i ett läge med ökande osäkerhet om vilka aktörer som egentligen skall vara delaktiga i framtidens fordonstillverkning, står beslutsfattarna i underleverantörsföretagen inför en betydande intellektuell utmaning: deras uppgift är att försöka begripa vad som händer i omvärlden. Men det är inte bara begriplighet som står på spel - de som inte kan anpassa sig till den nya tidens förändringar torde ha föga som motiverar deras fortsatta existens som underleverantörer. Studien visar att beslutsfattarna delvis uppträder i enlighet med vad man kan förvänta sig mot bakgrund av kognitiv teori - beslutsfattarnas modeller är förenklingar av verkligheten, exempelvis i så måtto att de innehåller en låg grad av samband mellan variabler, förhållandevis korta kausala kedjor som sammanlänkar variabler, få inslag av återföring mellan variabler, samt att modellerna fokuserar på ett par omvärldsdelar i det lokala företagets omedelbara närhet. Eftersom de företag där beslutsfattarna arbetar kännetecknas av att företagen ännu inte blivit föremål för den utslagning av leverantörer som ett flertal tidigare utredningar antyder att vi kan förvänta oss, och givet att vi tror att beslutsfattares modeller av omvärlden påverkar företagets beteende, kan resultatet tolkas som att det går att klara sig med enkla modeller. Men studien lyfter också fram ett antal egenskaper hos beslutsfattarens modeller som inte kan relateras till befintlig teori på ett tydligt sätt. Ett exempel är att beslutsfattarnas modeller ger uttryck för en kundorientering som vida överskrider det som rekommenderas inom ämnet marknadsföring. Ett annat exempel är att beslutsfattarna förefaller att ha en kluven inställning till vad konkurrens egentligen är. Kundorientering och konkurrens har onekligen kommit att bli allt viktigare begrepp i den strävan mot ökande marknadsorientering som vi ser inom både offentlig och privat sektor, såväl inom enskilda branscher som hela länder, men det tycks som om beslutsfattares syn på detta inte sammanfaller med vad vi tror oss veta från tidigare forskning - något som får betraktas som ett intressant kunskapsgap, därför att beslutsfattare i företag kommer att spela en central roll i genomförandet av ökad marknadsorientering. / <p>Diss. Stockholm : Handelshögskolan, 1993</p>

It has become the norm for organisations in many industrial sectors to constantly operate in dynamic, uncertain and challenging business environments. Technology, regulations, global economy, changing political actions and international conditions are all changing rapidly, creating dynamic business conditions for organisations to understand, react to and thus survive. The Oil and Gas (O&G) sector which is the backbone of the economic growth for many countries in the Middle East region is not an exception to the real world of business filled with uncertainties. The construction of meaning or sensemaking is a prerequisite management skill for complex problem solving and decision-making for survival in today’s increasingly dynamic business environments. Current literature on sensemaking tends to focus on senior management’s role in the process, overlooking the critical role middle management teams play in the construction of meaning. Further, although sensemaking literature illustrates the influence of sensegiving and sensebreaking on sensemaking, there is limited empirical research in existing literature on how middle management teams apply sensegiving and sensebreaking to influence the process. Finally, this research fills a gap in sensemaking research in developing countries to decolonise Western-based research and ensure that local culture and ideologies are taken into account. In particular, it provides important data for the O&G sector in Bahrain, which is important for the Middle East region. Therefore, this research investigates how middle management teams use sensemaking to understand complex problems and how they apply sensegiving and sensebreaking to influence the sensemaking process in Bahrain’s O&G sector. The data was gathered using a qualitative approach using in-depth semi-structured interviews, middle management team meeting observations and operational documents review. The findings include seven themes and 26 sub-themes are visualised in a four-step sensemaking process framework. This framework also illustrates the sensemaking triggers and properties, as well as the influences and sources of information middle management teams adopt to construct meaning in dynamic O&G environments. Further, the four-step sensemaking process framework incorporates the different sensegiving and sensebreaking techniques embraced. This research extends the existing sensemaking literature by providing a descriptive empirical framework to better understand middle management team sensemaking, sensegiving and sensebreaking in dynamic O&G environments. This four-step sensemaking process framework gives middle management teams a way to organise information related to events in an objective manner, enabling them to develop effective reactions to a fast-changing environment. The framework also offers human resource practitioners a platform to assess and develop middle management sensemaking skills.

Made available in DSpace on 2016-03-15T19:23:02Z (GMT). No. of bitstreams: 1 Ana Maria Fasanella.pdf: 23167839 bytes, checksum: d1f55688c118cc1c66821363f992489b (MD5) Previous issue date: 2015-11-06 / This paper studies the business environments in the final two decades of the twentieth century. Three projects were selected in Sao Paulo, to describe the conditions and implementation of results, to the offices of companies that in some way were in evidence in the study time . The building were surveyed in its architecture - design and construction - in addition to interior design dedicated to each company . Projective questions, technology, market and human behavior at regional and global level, make the support to understand each of the three project, its characteristics and legacy. References researchers and specialized publications have been accessed to support and describe the research of this work . / O presente trabalho estuda os ambientes corporativos nas duas décadas finais do século XX. Foram selecionados três projetos em São Paulo, para descrever as condições e resultados de implantação, para os escritórios de empresas que de alguma maneira estiveram em evidência na época estudada. Foram pesquisados o edifício em sua arquitetura - projeto e construção - além do projeto de interiores dedicado a cada uma das empresas. Questões projetuais, de tecnologia, de mercado e de comportamento humano na esfera regional e global, fazem o suporte para compreender cada um dos três projetos, suas características e legado. Referências de pesquisadores e publicações especializadas foram acessadas para fundamentar e descrever a pesquisa deste trabalho.

Submitted by Natália Marinho do Nascimento (natalianascimento_@hotmail.com) on 2014-10-19T18:09:59Z No. of bitstreams: 1 Dissertação Revisada Final Natália Nascimento.pdf: 1934968 bytes, checksum: e20c3ff0be01a97798a3ea37e5079ac7 (MD5) / Approved for entry into archive by Fabrício Assumpção (fabricio@reitoria.unesp.br) on 2014-10-21T11:30:51Z (GMT) No. of bitstreams: 1 Dissertação Revisada Final Natália Nascimento.pdf: 1934968 bytes, checksum: e20c3ff0be01a97798a3ea37e5079ac7 (MD5) / Made available in DSpace on 2014-10-21T11:30:51Z (GMT). No. of bitstreams: 1 Dissertação Revisada Final Natália Nascimento.pdf: 1934968 bytes, checksum: e20c3ff0be01a97798a3ea37e5079ac7 (MD5) Previous issue date: 2014-08-19 / Item merged in doublecheck by Juliano Benedito Ferreira (julianoferreira@reitoria.unesp.br) on 2017-03-28T19:45:11Z Item was identical to item(s): 109386, 112975 at handle(s): http://hdl.handle.net/11449/110290, http://hdl.handle.net/11449/113867 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior (CAPES) / Os tipos documentais sustentam os fluxos formais existentes nas organizações, portanto, se constituem na informação orgânica dos ambientes organizacionais, sendo essa, uma maneira eficaz para o acesso efetivo a tais informações que de fato podem colaborar para a tomada de decisão, propiciando consistência, pertinência, e confiabilidade ao decisor. O problema desta pesquisa foi fundamentado no fato de que os espaços organizacionais geram grande quantidade de informações orgânicas, cuja importância para o processo decisório é significativa. No entanto, para que haja acesso e recuperação eficiente dessas informações, se faz necessário identificar e caracterizar os tipos documentais desde a produção documental. Para a realização da análise tipológica é preciso conhecer também os fluxos informacionais, pois é por meio deles que as interações entre os indivíduos se materializam resultando nos tipos documentais. O mapeamento dos fluxos informacionais possibilita conhecer a dinâmica informacional de um determinado espaço organizacional, bem como as falhas existentes nos processos organizacionais, isto é, para que os tipos documentais sejam reconhecidos de maneira eficiente é necessário, primeiramente, conhecer os fluxos informacionais das organizações. O objetivo geral deste estudo consistiu em analisar a relação entre tipos documentais e os fluxos de informação como subsídio para o processo decisório em ambientes empresariais. A pesquisa é qualitativa, descritivo-exploratória, cujo método é o ‘Estudo de Caso’, buscando analisar minuciosamente a relação existente entre os tipos documentais e os fluxos informacionais da empresa Dori Alimentos Ltda., localizada na Cidade de Marília, Estado de São Paulo, enfocando a relação, influência e importância de ambos para o processo decisório organizacional. Como resultado desta pesquisa, apresentamos um modelo contendo a tipologia documental existente neste ambiente empresarial, estabelecendo da relação entre os tipos documentais e os fluxos de informação para subsidiar o processo decisório da empresa. Foi possível demonstrar para a organização participante deste estudo a importância do gerenciamento dos tipos documentais, como uma maneira de maximizar o uso/aplicação da informação orgânica para a tomada de decisão. / The documental types support the existing formal flows in organizations, therefore, constitute the organic information of organizational environments, this is an effective way for effective access to such information that actually can contribute to decision making, providing consistency, relevance and reliability to the decision maker. The research problem was based on the fact that organizational spaces generate large quantity of organic information, whose importance for the decision-making process is meaningful. However, there is access to and efficient retrieval of such information is necessary to identify and characterize the documental types since the production. For accomplishment the typological analysis is also necessary to know the information flows, because it is through them that the interactions between individuals materialize resulting in documental types. The mapping of information flows makes possible to know the informational dynamics of a particular organizational space, and the remaining gaps in organizational processes, i.e., that the documental types be recognized in an efficient manner is necessary to first understand the information flows in organizations. The general objective of this study was to analyze the relationship between documental types and information flows as subsidy for decision making in business environments. The research is qualitative, descriptive and exploratory, which method is the 'Case Study', trying thoroughly analyze the relationship between the documental types and information flows of the Dori Alimentos Ltda. company, located in Marilia City, Sao Paulo State, focusing on the relationship, influence and importance both for organizational decision making process. As a result of this research, have presented a model containing documental typology existent in this business environment, establishing the relationship between the documental types and information flows to subsidize the decision making process of the company. Was demonstrated for the participating organization of study the importance of documental type management, as a way to maximize the use/application of organic information for decision making.