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<p>Background: Etiquette has become vital in business relationships. In today’s competitive business climate signs indicate that social competence affect whether a business deal is settled or not. This type of competence could be of crucial importance at a first business meeting and it also plays an important role for future business relationships. Business etiquette is therefore, within the world of business, an interesting area to study.</p><p>Purpose: The purpose of this essay is to clarify what knowledge and understanding companies, listed on the Swedish stock exchange, possess towards business etiquette, their viewpoint on etiquette education and finally to ascertain whether or not those companies perceive business etiquette to be pivotal to success.</p><p>Methodology: In order to attain our purpose of this essay we found it most suitable to utilize both a quantitative and qualitative research method. To obtain a deeper understanding, two personal interviews, with professionals within the field of business etiquette, were carried out. A questionnaire was sent out to 100 companies and four personal interviews, with representatives from two different banks, were also conducted.</p><p>Conclusions: We have come to the conclusion that many business deals fail due to lack of appropriate etiquette. According to the respondents, business etiquette could be a suitable tool to achieve success in business. Our analysis shows that business etiquette is a collection of rules where common sense, judgment, humility and respect are important aspects that should pervade conduct toward colleagues and customers. According to our survey, the customer is imperative in business relations and the employees should therefore perform situational in accordance to the customer’s expectations. A conclusion could be drawn that if a company succeeds in offering the customer greater value, in comparison with its competitors, it will give the company a competitive advantage and result in profitability.</p> / <p>Bakgrund: Vett och etikett blir alltmer betydande i affärer. I dagens konkurrenskraftiga företagsklimat tyder allt fler tecken på att social kompetens kan påverka om ett affärsavtal sluts eller inte. Denna typ av kompetens kan vara helt avgörande vid ett första affärsmöte och även återspegla framtida affärsrelationer. Affärsetikett är alltså ett viktigt område i näringslivet, och därför intressant att studera.</p><p>Syfte: Syftet med denna studie är att studera svenska börsbolags kunskap om affärsetikett och deras ställningstagande till utbildning i ämnet. Slutligen vill vi ta reda på om företagen ser affärsetikett som en framgångsfaktor i affärer.</p><p>Metod: För att uppnå vårt syfte valde vi att kombinera en kvantitativ med en kvalitativ ansats. För att öka vår förförståelse utfördes först två djupintervjuer med kunniga i ämnet. En enkät skickades sedan ut till 100 stycken börsbolag och ytterligare fyra personliga intervjuer genomfördes med två svenska banker.</p><p>Slutsatser: Vi har kunnat konstatera att alltför många affärer misslyckas på grund av dålig etikettkunskap. Enligt respondenterna kommer affärsetiketten in som ett lämpligt verktyg för framgång i affärer. Undersökningen visar på att affärsetikett utgör ett regelverk där sunt förnuft, omdöme, ödmjukhet och respekt är viktiga aspekter, som ska genomsyra uppförandet gentemot kollega och kund. Vidare har det framkommit att kunden är det centrala i affärsrelationer och personalens agerande bör därför situationsanpassas efter kundens förväntningar. Slutsatsen som kan dras är att om en organisation lyckas erbjuda kunden ett större värde, jämfört med konkurrenterna, kommer detta ge företaget konkurrensfördel som i längden utmynnar i lönsamhet.</p>

Term: Spring term 2007 Study objects: Reitan Servicehandel AB, Vi-butikerna, ICA Sverige AB Purpose: The purpose of this study is to analyse how procurement is used as a strategy to achieve better competitive strength, within the retail food industry. Theoretical: The theoretical chapter illustrates different procurement organisations, multiple and single sourcing, brand equity, consumer behaviour and involvement, Efficient Consumer Response including supply chain and category management and finally Demand Chain Management. Method: For the case studies, three food retail companies have been interviewed: Reitan Servicehandel AB, Vi-butikerna and ICA AB. To illustrate how consumer behaviour influences retail food market, several secondary consumer research studies have been analysed. Conclusions: The results indicate that the procurement organisation can achieve a better competitive strength by a centralised organisation, which make it possible to improve conditions of terms when ordering higher purchase volumes. The sourcing strategies can improve a company’s power within the supply chain. All companies within the study had a very good knowledge about consumer behaviour. Information technology is a very important tool to achieve enhanced efficiency within the organisation. It also indicates that the procurement organisation by its knowledge in sales and marketing can improve a company’s competitive strength.

Knowledge as a resource and knowledge formation as a process are seen as central to providing nations and regions as well as firms with a competitive advantage. This is captured by the view that the economic and industrial landscape is currently undergoing a transformation towards a knowledge-based economy. This dissertation engages with two views that have gained great influence in the discussions – in academia as well as in policy – on this industrial transformation. This concerns the view on which types of knowledge formation processes that are seen to actually provide a competitive advantage. There is today a prevailing tendency to connect the creation of competitive advantage to research-intensive, so-called high-tech, activities. It also concerns the view on where these knowledge formation processes take place. Much inspired by innovative and high-tech regions, competitive advantage is often closely associated with the role of geographical proximity for knowledge formation. The aim of this dissertation is to develop our understanding of the role of those knowledge formation processes that currently fall outside what is captured by these prevailing views. Three research questions are addressed. First, what is the role of non-research intensive knowledge formation processes in the creation of competitive advantage? Second, how can knowledge formation processes connected to the creation of regional competitive advantage be promoted? Third, what is the role of proximity in knowledge formation processes in the creation of competitive advantage? A qualitative case study approach is adopted for the empirical part of the research, consisting of one case study where low- and medium-tech industrial activities are studied and one case study where the regional dimension of knowledge formation is studied. Personal interviews constitute the major part of the empirical material. The research findings give evidence that reveals shortcomings in theory as well as in policy practice in regards both these prevailing views. It is shown that low- and medium-tech activities are still highly relevant, not only on their own but for the industry as a whole. Further, current forces of globalisation call for an approach to regional development that includes a dual focus of strengthening regional connections as well as facilitating and promoting extra-regional connections. This is particularly important in small, open economies such as Sweden. Further, the finings are in line with those requesting a multidimensional approach to the concept of proximity – one that regards proximity not only as a concept with geographical connotation but also with reference to proximity in context, cognition or value-systems. The dissertation suggests instead that an approach to industrial activities that assumes that those firms, regions and countries that can manage complex knowledge formation processes may develop competitive advantages. It is this ability to achieve and manage sticky processes in a slippery world that is essential for the creation of competitive advantage. And we are more likely to identify these particular competitive advantages on the firm level than on the industry level. Within every industry, there are firms that can manage more suitable ‘bundles’ of knowledge bases, network connections etc, which enable them to adapt at a lesser cost (costs can for instance be measured in terms of efforts, money or time) than other firms within the same industry. This is important to acknowledge – in policy as well as in theory – in order to not exclude important parts of what contributes to industrial competitive advantage in the knowledge-based economy. / QC 20100715

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Over the last two decades, the use of professional designations as selection criteria has increased. In order to develop selection criteria, recruiters assess candidates from both job and organizational perspectives (Kristof-Brown 2000). No research exists that examines the degree to which organizational objectives, rooted in considerations that are not job-specific, may be affecting the increase in demand for these designations. This research attempts to close that gap by exploring the relationships among organizational objectives, the design of selection criteria, and the use of voluntary professional designations. The study explores the degree to which organizations use voluntary professional designations to assess person-organization (P-O) fit in environments emphasizing two objectives related to superior firm performance: the acquisition of competencies related to sustainable competitive advantages (SCAs) (Barney 1991; Porter 1985), and the development of characteristics associated with a high performance workplace culture (Huselid and Becker 1997). It also explores the extent to which a needs-supplies selection perspective is related to conceptualizations of P-O fit that are separate from notions of person-job (P-J) fit (Kristof 1996). Data were obtained from a sample of 292 HR professionals, representing a cross section of industries, who completed a Web-based survey. Confirmatory factor analysis revealed the presence of positive and significant relationships between each of three organizational contingencies (i.e., a needs-supplies perspective, a high performance workplace system culture, the desire to acquire competencies perceived to be sustainable competitive advantages) and the construct of P-O fit. Perceptions that the competencies were inimitable had the strongest relationship to P-O fit. As well, a positive and significant relationship was found between the construct of P-O fit and the use of a professional designation. However, study results also indicated that only two dimensions of SCA were positively and significantly related to the use of a professional designation: perceptions that the competencies represented by the designation are rare, and perceptions that they add long-term value.

Much research has been conducted within Corporate Social Responsibility (CSR), and it is currently a highly debated topic. Today, CSR is not only pursued in response to public pressure, but is also seen as a source of competitive advantage and differentiation. The problem that this thesis deals with is that many SMEs do not use CSR as a proactive competitive tool in a strategic manner. Therefore, the purpose of this thesis is to develop an evaluation framework for SME‟s CSR projects, and to use this framework to analyze Casall‟s CSR projects in order to provide recommendations for Casall regarding strategic CSR. CSR as a concept is first discussed with the use of previous literature. This leads to the development of an evaluation framework for SME‟s CSR projects. The methodology is carefully considered, and a qualitative case study is chosen to be conducted at Casall. The results and analysis are presented in accordance with the theoretical framework and method. An in-depth analysis is conducted with the help of the evaluation framework. This leads to recommendations on Casall‟s existing and future engagement in CSR projects. The five recommendations are to simplify the guidelines for producers, adapt the guidelines for producers, get engaged in the local community, implement an internal code of conduct, and raise customer awareness of their engagement in CSR. This thesis contributes to the academic society by combining theories into a practical framework for evaluating SMEs‟ CSR projects. More specifically, the framework is used to guide Casall in their future CSR involvement. The framework can also be useful for other SMEs to evaluate and integrate suitable CSR projects into corporate strategy.

Over the last two decades, the use of professional designations as selection criteria has increased. In order to develop selection criteria, recruiters assess candidates from both job and organizational perspectives (Kristof-Brown 2000). No research exists that examines the degree to which organizational objectives, rooted in considerations that are not job-specific, may be affecting the increase in demand for these designations. This research attempts to close that gap by exploring the relationships among organizational objectives, the design of selection criteria, and the use of voluntary professional designations. The study explores the degree to which organizations use voluntary professional designations to assess person-organization (P-O) fit in environments emphasizing two objectives related to superior firm performance: the acquisition of competencies related to sustainable competitive advantages (SCAs) (Barney 1991; Porter 1985), and the development of characteristics associated with a high performance workplace culture (Huselid and Becker 1997). It also explores the extent to which a needs-supplies selection perspective is related to conceptualizations of P-O fit that are separate from notions of person-job (P-J) fit (Kristof 1996). Data were obtained from a sample of 292 HR professionals, representing a cross section of industries, who completed a Web-based survey. Confirmatory factor analysis revealed the presence of positive and significant relationships between each of three organizational contingencies (i.e., a needs-supplies perspective, a high performance workplace system culture, the desire to acquire competencies perceived to be sustainable competitive advantages) and the construct of P-O fit. Perceptions that the competencies were inimitable had the strongest relationship to P-O fit. As well, a positive and significant relationship was found between the construct of P-O fit and the use of a professional designation. However, study results also indicated that only two dimensions of SCA were positively and significantly related to the use of a professional designation: perceptions that the competencies represented by the designation are rare, and perceptions that they add long-term value.

ABSTRACT Purpose The aim of this study is to provide an insight into relationship marketing from a strategic view in Chinese context.Meanwhile, it analyzes how empirical study such as self-financed overseas study consulting agency could use this relationship marketing as a strategic tool to help it to achieve competitive advantage.   Theoretical methodology Theoretical methodology covers theoretical considerations that influence how the study is designed and conducted.   Theoretical framework and literature review This section gives readers a general understanding with related literature. . In order to access this perception, this study employs a related theory as the main conceptual framework for examining theories and major findings. Furthermore, by studying empirical findings, it acts as mirror to reflect prior scholar’s literature in order to have a critical and in-depth research study.   Practical methodology Several practical techniques were chosen for this research, such as qualitative approach, semi-constructed interviews, samplings etc. The purpose of this study is to find out how relationship marketing can bring to a self-financed overseas study consulting agency in China sustainable competitive advantage based on customer satisfaction and customer retention perspective.   Empirical observation and analysis The thesis is based on the case studies within the Chinese market, with two special Agencies: Hubei Education Service Center for Scholary Exchange, Hubei Jinmao Foreign consultants Managerial co., Ltd. The questions are addressed using information obtained in interview with respondents from the agencies and from secondary data. (Documentary secondary data)   Conclusion The author found that by using customer retention to ‘individual clients’ and by using customer satisfaction (eventually by using word of mouth) to individual clients can bring a self-financed overseas study consulting agency in China sustainable competitive advantages based on the commitment and trust mechanism. However, author could not find out the evidence to prove that using relationship marketing tools is the single solution to compete more successfully than without it. It is further argued by author that relationship marketing is just one aspect strengthening the generic strategy in order to gain sustainable competitive advantage.

Background: Etiquette has become vital in business relationships. In today’s competitive business climate signs indicate that social competence affect whether a business deal is settled or not. This type of competence could be of crucial importance at a first business meeting and it also plays an important role for future business relationships. Business etiquette is therefore, within the world of business, an interesting area to study. Purpose: The purpose of this essay is to clarify what knowledge and understanding companies, listed on the Swedish stock exchange, possess towards business etiquette, their viewpoint on etiquette education and finally to ascertain whether or not those companies perceive business etiquette to be pivotal to success. Methodology: In order to attain our purpose of this essay we found it most suitable to utilize both a quantitative and qualitative research method. To obtain a deeper understanding, two personal interviews, with professionals within the field of business etiquette, were carried out. A questionnaire was sent out to 100 companies and four personal interviews, with representatives from two different banks, were also conducted. Conclusions: We have come to the conclusion that many business deals fail due to lack of appropriate etiquette. According to the respondents, business etiquette could be a suitable tool to achieve success in business. Our analysis shows that business etiquette is a collection of rules where common sense, judgment, humility and respect are important aspects that should pervade conduct toward colleagues and customers. According to our survey, the customer is imperative in business relations and the employees should therefore perform situational in accordance to the customer’s expectations. A conclusion could be drawn that if a company succeeds in offering the customer greater value, in comparison with its competitors, it will give the company a competitive advantage and result in profitability. / Bakgrund: Vett och etikett blir alltmer betydande i affärer. I dagens konkurrenskraftiga företagsklimat tyder allt fler tecken på att social kompetens kan påverka om ett affärsavtal sluts eller inte. Denna typ av kompetens kan vara helt avgörande vid ett första affärsmöte och även återspegla framtida affärsrelationer. Affärsetikett är alltså ett viktigt område i näringslivet, och därför intressant att studera. Syfte: Syftet med denna studie är att studera svenska börsbolags kunskap om affärsetikett och deras ställningstagande till utbildning i ämnet. Slutligen vill vi ta reda på om företagen ser affärsetikett som en framgångsfaktor i affärer. Metod: För att uppnå vårt syfte valde vi att kombinera en kvantitativ med en kvalitativ ansats. För att öka vår förförståelse utfördes först två djupintervjuer med kunniga i ämnet. En enkät skickades sedan ut till 100 stycken börsbolag och ytterligare fyra personliga intervjuer genomfördes med två svenska banker. Slutsatser: Vi har kunnat konstatera att alltför många affärer misslyckas på grund av dålig etikettkunskap. Enligt respondenterna kommer affärsetiketten in som ett lämpligt verktyg för framgång i affärer. Undersökningen visar på att affärsetikett utgör ett regelverk där sunt förnuft, omdöme, ödmjukhet och respekt är viktiga aspekter, som ska genomsyra uppförandet gentemot kollega och kund. Vidare har det framkommit att kunden är det centrala i affärsrelationer och personalens agerande bör därför situationsanpassas efter kundens förväntningar. Slutsatsen som kan dras är att om en organisation lyckas erbjuda kunden ett större värde, jämfört med konkurrenterna, kommer detta ge företaget konkurrensfördel som i längden utmynnar i lönsamhet.