Este estudo contribui tanto para o processo organizacional como para a literatura sobre empresas familiares. O tema se apresenta relevante quanto ao crescimento do conhecimento sobre o processo de profissionalização em empresas familiares. A medida que as empresas crescem, crescem também os desafios presentes nas empresas, e nas empresas familiares estes desafios são ainda maiores devido as questões da família, propriedade e gestão. Nesta fase, muitos proprietários reconhecem a necessidade de profissionalizar a gestão de suas empresas, isso como preparação para sua continuidade e crescimento. A profissionalização pode ser entendida como um processo na qual as empresas caminham para um processo de maior formalidade, com o desenvolvimento de organismos formais de governança e sistemas de controle. A profissionalização na empresa familiar pode representar uma grande mudança na forma de gestão. Diante disso o objetivo da pesquisa é compreender como acontece o processo de profissionalização na empresa familiar, analisando ainda a governança corporativa e seus mecanismos nessas organizações. Para tal objetivo a metodologia utilizada foi uma pesquisa exploratória e descritiva de natureza predominantemente qualitativa, feita a partir do estudo de casos múltiplos. Para coletar os dados foram realizadas entrevistas semi-estruturadas com gestores das organizações escolhidas, da alta e média administração. A investigação foi realizada em duas empresas familiares, uma com sessenta anos de mercado, do setor de prestação de serviços e a outra com mais de vinte anos de mercado do setor de comércio atacadista. Os resultados mostram que a profissionalização foi motivada pelo desejo de continuidade e crescimento das empresas pesquisadas, e que a profissionalização surgiu ligada a questão do processo sucessório em uma das organizações. A Governança Corporativa pode definir regras e procedimentos para a tomada de decisão pelos agentes nessas organizações, além de monitorar e controlar a utilização dos recursos. / This study contributes to both the organizational process and to the literature on family businesses. The theme is presented as relevant to the knowledge on the management of professionalization in family businesses. As companies grow, the present challenges in businesses also grows, and in family businesses these challenges are even greater due to family issues, ownership and management. At this stage, many business owners acknowledge the need to professionalize the management of their companies, as part of its continuity and growth. Professionalization can be understood as a process in which companies move towards a more formal process, with the development of formal governance and control systems. Professionalization in a family business represents a huge change in management. Therefore, the aim of this research is to understand how the professionalization process takes part in the family business, analyzing also the governance and its mechanisms in these organizations. For this purpose the methodology used was an exploratory and descriptive research predominantly qualitative, made from the study of multiple cases. To collect the data, semi-structured interviews were conducted with managers of the chosen organizations, of high and middle management. The research was conducted in two family companies, one over sixty years, of the service sector and the other with more than twenty years, of the wholesale trade sector. The results present that professionalization was motivated by the desire for continuity and growth, and the professionalization also arises linked to the succession process in one of the organizations. Corporate Governance can define rules and procedures for decision making by agents, as well as monitor and control the use of resources.

El presente trabajo de investigación “Profesionalización y Toma de Decisiones en Empresas Familiares No Corporativas” se ha realizado mediante un enfoque mixto con diseño no experimental y transversal de alcance descriptivo, cuyo objetivo es medir e identificar cuanto las empresas familiares del sector construcción servicios auxiliares se conocen al interna en dimensiones estratégicas y tácticas de manera que puedan realizar intervenciones tomando decisiones profesionales, entendiendo esta palabra de acuerdo a lo indicado por la real academia como “… con capacidad y aplicación relevantes propias”, lo que a su vez le permita sostenerse y crecer en el tiempo para superar las barreras de las generaciones más allá de las dificultades propias que representan las condiciones del mercado y las políticas y regulaciones de los gobiernos de turno. Es por ello que este trabajo de investigación ofrece una propuestas de análisis integral que ayudará a las empresas familiares del sector en estudio a tomar decisiones profesionales en intervención de carácter estratégico y táctico explorando para ello dimensiones como: manejo de las familias, balance negocio-familia, plan de negocios, alternativas estratégicas, estrategias definitivas; por otro lado aspectos tácticos como resultados y cultura impactada por los elemento de diseño, así como su propósito más allá de ser una fuente de ingresos, y que tanto las empresas también conocen a su competencia. Para ello este trabajo de investigación propone el uso de una herramienta integral que permitirá a las empresas familiares no corporativas, conocerse a profundidad sobre estos aspectos que facilitarán intervenciones de manera focalizadas. / Trabajo de investigación

Background: The wine industry is often linked to family business, due to the tradition of some long-standing family winery. Scholars agree that, the family elements are a factor of success in this industry. A reason for this success can be found in the branding of wineries. While the literature in branding is extensive, the link between wine family firms and their cultural heritage in the branding and the brand identity is poorly tackled. Given the wine history in a country like France, cultural heritage is a key point and its effect on wineries is a subject that deserve further research.Purpose: The purpose of this paper is to explore the branding of wine family firms. The focus is set on exploring how and why family wineries are using their cultural heritage in branding, and how it affects the brand identity of wineries. By explaining the use of cultural heritage, we wish to understand the reason of the success in turning their personal background into the main asset of their branding strategy.Method: This research is qualitative and based on an interpretivist paradigm. Research method is following the Grounded Theory approach. Primary data are collected via open-ended interviews and all participants are family wineries with significant business seniority in Burgundy, France, as well as wine experts.Conclusion: The results show that family wineries use cultural heritage within their branding for three reasons: (1) Terroir gives the components of the product and directly influence the product positioning, (2) Customers behaviour and expectations is influenced by winery cultural heritage, (3) Industry requires higher reputation and singularity, brought by innovation and tradition. The leverage of their cultural heritage in branding and its outcomes on brand identity is done though (4) Storytelling of wineries cultural heritage which plays on the pleasure, emotional and cultural aspect of wine.

Background: In recent years, there has been an increasing recognition of the significance of mergers and acquisitions (M&As) involving family businesses, highlighting their pivotal role in the business landscape. Notably, in the M&A literature, the issue of employees’ trust in the organization emerges as a crucial component in facilitating a successful post-M&A integration. However, existing theories of organizational trust in the post-merger integration process, where the outcome of M&As is ultimately determined, may only partially apply to the distinctive dynamics inherent in family business M&As. This divergence can be attributed to the unique characteristics displayed by family businesses. Hence, this thesis aims to address this research gap by comprehensively examining how organizational trust can be applied in the context of family business M&As.  Purpose: Our research aims to explore how organizational trust influences the post-merger integration process of family businesses. The objective of this dissertation is to offer insights to family businesses concerning M&A endeavors, specifically focusing on the post-merger integration phase, by highlighting the crucial role of organizational trust and its consequential influence on the overall M&A outcome. As a result, the fundamental research question of this thesis is as follows: “How does organizational trust influence the post-merger integration process of family businesses?”  Method: As for the methodology, by leaning towards internal realism as our ontological standpoint and social constructionism as our epistemological standpoint, a more comprehensive understanding of organizational trust in the post-merger integration process of family businesses is achieved. This qualitative study applies the abductive approach as it facilitates the exploration of the phenomena in question and the modification of existing theories by combining previously established knowledge and new observations. A multiple case study is conducted, and data is collected through 12 semi-structured in-depth interviews to reach our aim.  Conclusion: Through combining existing literature and qualitative data, a comprehensive framework on organizational trust is created that is specifically tailored to the context of family businesses that have undergone an M&A and that highlights the significance of the following elements of organizational trust: ability, openness, visibility, and benevolence. This framework holds considerable value as it not only entails visibility as an element, which is novel to the literature, and represents, hence, our main contribution, but it also elucidates how family businesses can leverage their unique characteristics to effectively preserve and nurture employees’ organizational trust even in the aftermath of M&As. By recognizing and harnessing their unique attributes, such as longevity and emotional involvement, family businesses can transform these inherent qualities into strategic assets that sustain employees’ organizational trust, ultimately facilitating a smoother post-merger integration process and an overall successful M&A.

The purpose of this study is to establish the psychometric five-dimension model proposed by Berrone, Cruz, & Gomez-Mejia (2012) with the objective of investigating the effect of SEW (Socioemotional Welath) in strategic choices made by family firms towards M&A decisions, specifically selling decisions. Studying SEW among different family firms and its implications on their M&A decisions will contribute to literature on SEW and M&A's involving family firms.

Yes / Research Development Fund Publication Prize Award winner, July 2019.

No / Family entrepreneurial teams are groups of related individuals who engage in entrepreneurship. Entrepreneurial teams studies emphasize the resources that members bring to the team. Family business studies suggest that relationships and social theories are important. Social capital explains the formation and composition of family entrepreneurial teams (FETs). Analysis is of case studies of FETs based in Honduras. A shared commitment to entrepreneurial stewardship of the family's assets underpins formation of FETs. Trust and shared values were important for membership. This study highlights that families are not internally consistent, and family ties are not equally strong.

Submitted by Silvana Teresinha Dornelles Studzinski (sstudzinski) on 2015-10-23T15:38:56Z No. of bitstreams: 1 Juliana Richter_.pdf: 1738497 bytes, checksum: 77aa364612b2f91ef8b5a237bc7bb784 (MD5) / Made available in DSpace on 2015-10-23T15:38:57Z (GMT). No. of bitstreams: 1 Juliana Richter_.pdf: 1738497 bytes, checksum: 77aa364612b2f91ef8b5a237bc7bb784 (MD5) Previous issue date: 2015-05-22 / Nenhuma / As empresas familiares representam 90% das empresas no mundo e também no Brasil. Somente 30% sobrevivem na segunda geração. Dentre as dificuldades encontradas por elas está o planejamento sucessório. Este planejamento tem impactos na gestão e, em especial, no desempenho econômico e governança das empresas, tema debatido academicamente na busca de respostas e de novos modelos. A literatura aponta quatro dimensões deste planejamento: CEO, Família, Propriedade e Gestão/Empresa, sendo neste estudo o líder (CEO) da organização, o fundador da empresa. A partir destas dimensões é possível compreender melhor a dinâmica e complexidade deste tema. Neste contexto, o objetivo deste trabalho é investigar como as empresas familiares de pequeno e médio porte planejam seus processos sucessórios sob a perspectiva do fundador. Para explorar esta questão foi selecionada a primeira geração (fundador) de empresas familiares do estado do Rio Grande do Sul. Com base neste estudo foi possível concluir que há uma tendência de não planejamento formal no tocante à saída do fundador, tanto da liderança como da propriedade, a inexistência de espaços para a família discutir a sucessão do negócio, a dificuldade em separar a gestão da empresa com a propriedade, a falta de estruturas de governança corporativa, a tendência de profissionalização da gestão, o alto valor dado à boa formação dos filhos, a inexistência do planejamento sucessório incorporado nas rotinas das empresas e o desejo de os filhos sucederem sua função mais no aspecto que tange à propriedade do que à liderança. Isto aponta algumas diretrizes para melhoria do planejamento sucessório das empresas familiares estudadas. Estas diretrizes estão fundamentadas nas quatro dimensões. Fundador, Família, Propriedade e Gestão/Empresa. / Family businesses represent 90% of the companies worldwide and so it is in Brazil. Only 30% keep alive on the second generation. Among the difficulties found for these companies is the succession plan. This plan impacts the management and especially the economic performance and governance of the companies, subject academically discussed on the search for answers and new models. The literature indicates four dimensions of this planning: CEO, Family, Property and Management/Company, being in this study, the company leader (CEO), the company founder. From these dimensions, it is possible to better understand the dynamism and complexity of the theme. In this context, the goal of this study is to investigate how small and medium sized family businesses plan their succession processes on the founder perspective. Particularly, to explore this question it was selected the first generation (founder) of family businesses in the State of Rio Grande do Sul. Based on this study it was possible to conclude that there is a tendency of not having a formal planning concerning the founder retirement, since the leadership to the property, the lack of space for the family to discuss the business succession, the difficulty to separate the company management from the property, the lack of corporate governance structures, the tendency of management professionalization , the high value gave to the descendants good educational formation, the lack of the succession plan incorporated in the companies routines and the descendants will to succeed more related to property than to leadership. It brings some directions to the succession plan improvement on the family businesses studied. These directions are based on the four dimensions Founder, Family, Property and Management/Company.

Thesis (MBA (Business Management))--University of Stellenbosch, 2009. / AFRIKAANSE OPSOMMING: In die navorsingsverslag het ons geleer dat dit belangrik is om kennis te dra van menslike gedrag. As ‘n mens ‘n goeie idee het hoe mense funksioneer en dinge doen, sal dit makliker wees om saam te werk en om mekaar beter te verstaan. Die skrywer het in hoofstuk twee gevind dat konflik ‘n positiewe invloed kan hê op die transformasie van ‘n seun/dogter in ‘n familiebesigheid. In Hoofstuk 2 word die belangrikheid van kommunikasie in enige besigheid, en veral in ‘n familiebesigheid, beklemtoon. Die skrywer het gevind dat daar nie ‘n groot verskil tussen De Villiers (1985) se studie en dié studie is nie. Hier is ‘n paar verskille wat in Hoofstuk 5 uitgelig is. Seuns en vaders weet nie regtig wat die seun se rol in die familiebesigheid is nie. Hierdie probleem kan direk toegeskryf word aan swak kommunikasie. In Hoofstuk 2 kan ons lees hoe belangrik kommunikasie is. Daar is geen strategie hoe die vader die besigheid gaan verlaat nie. Dit is belangrik om so ‘n verlatingsstrategie op papier vas te lê. Die rede vir so ‘n strategie is om ‘n doel te hê om na te streef en om daarna te werk. Dit kan as ‘n plan gesien word om vas te stel wanneer die vader kan aftree en die seun kan begin planne maak vir sy toekoms. Seuns en vaders het verskillende opinies. Marshack (2003) verwys in Hoofstuk 2 dat die jonger generasie deur konflik ‘n merk in die besigheid kan maak, maar dit hang af of hulle met ‘n doeltreffende oplossing vorendag kan kom vir die konflik of die probleem. In Hoofstuk 2 kan meer oor konflik gelees word. Die skrywer van hierdie navorsingsprojek hoop dat die lesers meer duidelikheid sal hê oor die onderwerp en die implikasies in bestuur en mensevehoudings as ‘n seun/dogter die familiebesigheid betree. / ENGLISH ABSTRACT: In this research report we learned how important it is to have an understanding of human behaviour. If one has a good understanding on how people function and operate, it is easier to work with other people and it is easier to understand one another. The writer learned that there is not a big difference between the results of the study done by De Villiers (1985) and this study. There are a few differences that can be found in Chapter 5. Sons and fathers are often confused on what role the son plays in the family business. This problem is usually a direct consequence of bad communication. In Chapter 2 we can read how important good communication is. There is often no exit strategy for the father in the family business. It is important to have an exit strategy on paper. The reason for an exit strategy is to have a goal to work towards. This is just a plan to see when it will be possible for the father to retire, and for the son to make plans for his future. Sons and fathers usually have different opinions. Marshack (2003) says in Chapter 2 that through conflict the younger generation can make a mark in the business if they come up with a proper and different solution. In Chapter 2 you can read more about resolving conflict. The writer hopes that you will have more answers on the implications in management and human relations when a son/daughter enters a family business after studying this research project.

Esta tese teve por objetivo verificar o impacto da influência familiar na discricionariedade da determinação da remuneração dos executivos em empresas brasileiras. Assume-se que a visão tradicional da relação principal x agente é fundamentalmente distinta nas empresas familiares, nas quais a propriedade e a gestão se confundem, se não totalmente, pelo menos em parte. Nesse caso, questionam-se o uso e função da remuneração por incentivo como mecanismo de alinhamento de interesses. Existem evidências de que as empresas familiares tendem a estruturar planos de incentivo com menor uso de remuneração variável, parte pelo controle natural e implícito da presença familiar na empresa, parte, por não ser compatível com preservação da riqueza socioemocional. Essas evidências influenciam nas relações esperadas: (a) quanto maior a influência familiar menor a tendência para fornecer remuneração variável aos executivos; (b) quanto maior a influência familiar maior a propensão para uso de flexibilidade na avaliação de desempenho para a determinação da remuneração variável dos executivos; (c) quanto maior a propensão para uso de flexibilidade na avaliação de desempenho menor a tendência para fornecer remuneração variável aos executivos. Para analisar essas relações, a pesquisa foi desenvolvida por meio de um levantamento realizado em 128 empresas familiares brasileiras de capital fechado. Os dados foram analisados por meio de modelagem de equações estruturais. Os resultados indicaram que a influência familiar captada pelo modelo F-PEC (poder, experiência e cultura) não tem relação direta com a proporção de remuneração variável fornecida aos executivos. Entretanto, a influência familiar impacta positivamente na propensão sobre a flexibilização da avaliação de desempenho para a determinação da remuneração variável dos executivos. Os achados evidenciaram que quanto maior é a propensão para uso de flexibilidade na avaliação de desempenho, maior a tendência para fornecer remuneração variável aos executivos. Esse resultado contradiz a relação esperada na pesquisa, todavia, pode ser interpretado como propício do ambiente familiar, em que a confiança, a preocupação com a reputação e a percepção de justiça são tidos como características fundamentais, indicando que quanto maior é a influência familiar, maior é a propensão ao uso de discricionariedade na determinação dos incentivos, o que resulta em maior proporção de remuneração variável em relação a remuneração total do executivo. Entretanto, a relação entre influência familiar e remuneração variável só foi constatada quando a flexibilidade tem papel de mediadora. Do ponto de vista organizacional, essa flexibilização para mudança pode trazer diferentes consequências sobre a empresa. Quando proporcionar mudança tal que o executivo perceba sua meta como inatingível, o fato pode gerar desinteresse dos executivos sobre o plano de remuneração e destruir a estratégia de motivação. Da mesma forma, se a mudança for feita e o executivo entender que foi favorável, pode ocorrer, como consequência, o descrédito perante o sistema de avaliação, sendo considerado que ele não será utilizado de fato. Todavia, a possibilidade de descrédito perante o sistema de avaliação e remuneração pode não ocorrer em ambientes nos quais a confiança, a preocupação com a reputação e a percepção de justiça são tidos como características fundamentais, o que é mais comum em empresas familiares. / The main goal of this thesis was to verify the impact of family influence in the discretionary choice of the remuneration of executives in Brazilian companies. This research assumed that the traditional view of the principal versus agent relationship is fundamentally different in family firms, where ownership and management are, at least in part, confused. In this case scenario, we question the use and function of the incentive compensation as interests alignment mechanism. Theoretical evidences support that family businesses tend to structure incentive plans with less use of variable compensation. This could be explained in part by the natural control and implicit family presence in the company, and in part by it\'s incompatibility with the preservation of socioemotional wealth. Those evidences are related with the expected relationships: (a) greater the family influence in the company, higher is the probability that the company provide variable remuneration to their executives; (b) higher family influence increase the propensity for flexibility in the use of performance assessment for determining the variable remuneration of the executives; (c) bigger propensity for flexibility in the use of lower performance evaluation tend to provide variable remuneration to the executives. To analyze these relationships, this research conducted a survey with 128 Brazilian family companies that are privately held. Data were analyzed using structural equation modeling. The results indicated that family influence captured by the F-PEC model (power, experience and culture) are not directly related to the proportion of variable compensation provided to executives. However, the family influence positively impacts the propensity on the relaxation of performance evaluation for determining the variable remuneration of executives. The results also showed that higher propensity for flexibility in the evaluation of performance, is associated with a higher tendency to provide variable remuneration to the executives. This finding contradicts the expected theoretical relationship, however, they can be interpreted as a consequence of a unique family environment, where trust, concern for the reputation and the perception of fairness are considered fundamental characteristics, indicating that the larger the family influence, greater is the propensity to use discretion in determining the remuneration incentives, which results in a higher proportion of variable remuneration in relation to total executive remuneration. However, the relationship between family influence and variable compensation was only found when flexibility works as a mediator factor. From an organizational point of view, this higher flexibility to change can bring different consequences for the company. If the change makes the executive realizes its goal as unattainable, for example, that can generate disinterest of business on the compensation plan and destroy the motivation strategy of the company. Similarly, if the change is made and the executive view this change as favorable, they tend to discredit the system of evaluation, and considered that it will not actually be used. However, the possibility of disbelief before the evaluation and remuneration system, cannot occur in environments where trust, concern with the reputation and the perception of fairness are considered fundamental characteristics, which is more common in families companies