El presente trabajo de investigación se realizó con el objetivo de mejorar el proceso comercial de la empresa ABC S.A.C., con el fin de que las soluciones propuestas ayuden a la empresa a mejorar su rentabilidad. / This investigation Project was made in order to improve the commercial process of the company ABC S.A.C., with the objective that the proposed solutions help the Company to improve its profitability. / Trabajo de investigación

This master´s thesis is concerned with a business plan of changing exploitation of part of historical building - the castle. Includes proposal of business plan fot the implementation of which should lead to better economic results, not only for the oweners themselves, but for all the businesses whoes ctivities may benefit from the synergies of this change.

This thesis explores the strategic considerations for the international expansion of family-owned professional development companies in Central European markets, specifically Germany, Poland, Austria, and Slovakia. The study integrates multiple theoretical perspectives such as the Resource-Based View of the firm, Eclectic Paradigm, Institutional Theory, and Hofstede’s Cultural Dimensions Theory with empirical data on the markets in question to identify the most relevant factors that aid in the location choice decision-making. Multi-criteria decision Analysis was used in this research to assess various criteria such as market size, economic stability, cultural compatibility, competitors and revenue potential. Furthermore, regression analysis was carried out to test the optimal number of cultural dimensions to be included in the analysis. The results showed that Germany was the most attractive location followed by Austria, Poland, and Slovakia. Market size, economic stability, and cultural compatibility was found to be in alignment with the resource advantages strategies highlighted by the Resource Based View. The results provide a comprehensive framework for choosing the optimal criteria for country selection decisions for expansion which are robust and based on empirical market data and therefore should aid family-owned professional development companies to successfully expand into highly competitive international markets.

This doctoral dissertation utilizes survey research design and an interview research design to compare the influence of cultural factors on successful succession in South African and American family owned business (FOB’s). The target populations consisted of owner managers and successors of FOB’s located in two countries: USA (State of Indiana) and South Africa (Indian South Africans). The qualitative research methodology was based on 1:1 interviews with 10 FOB’s in South Africa and the USA. The survey research methodology was based on a cross-sectional survey and the research design was correlational. The independent variables included nine cultural dimensions of the target populations measured using a dedicated survey instrument. The dependent variable (Perceived Success) was the relative success of each participant in the target population, with respect to his/her alleged levels of accomplishment in the succession processes. The demographic characteristics of the members of the target populations were also recorded. Correlative relationships between nine reliably measured cultural dimensions, seven demographic characteristics, and the Perceived Success of the succession process were identified. Differences between the populations in USA and South Africa were apparent. Multiple Linear Regression analysis indicated that the most important predictor of Perceived Success in the USA population was Performance Orientation, followed in rank order by In-Group Collectivism, Assertiveness, and Uncertainty Avoidance. Demographic variables had no significant effect on the relationship between Predicted Success and the cultural dimensions of the USA population. In comparison the most important predictor of Perceived Success in the Indian South African population was Uncertainty Avoidance, followed in rank order by Performance Orientation, Future Orientation, the age of the participant, and the number of people who worked in the participant’s organization. The combined model between the USA and the Indian South African FOB’s indicated that the most important predictor for perceived success was Uncertainty Avoidance, followed in rank order by In- Group Collectivism, Performance Orientation and Assertiveness. Evidence is provided to conclude that the relative importance of cultural dimensions and demographic characteristics to the succession planning of owner managers and successors in South Africa was significantly different to those of their western counterparts.

This doctoral dissertation utilizes survey research design and an interview research design to compare the influence of cultural factors on successful succession in South African and American family owned business (FOB’s). The target populations consisted of owner managers and successors of FOB’s located in two countries: USA (State of Indiana) and South Africa (Indian South Africans). The qualitative research methodology was based on 1:1 interviews with 10 FOB’s in South Africa and the USA. The survey research methodology was based on a cross-sectional survey and the research design was correlational. The independent variables included nine cultural dimensions of the target populations measured using a dedicated survey instrument. The dependent variable (Perceived Success) was the relative success of each participant in the target population, with respect to his/her alleged levels of accomplishment in the succession processes. The demographic characteristics of the members of the target populations were also recorded. Correlative relationships between nine reliably measured cultural dimensions, seven demographic characteristics, and the Perceived Success of the succession process were identified. Differences between the populations in USA and South Africa were apparent. Multiple Linear Regression analysis indicated that the most important predictor of Perceived Success in the USA population was Performance Orientation, followed in rank order by In-Group Collectivism, Assertiveness, and Uncertainty Avoidance. Demographic variables had no significant effect on the relationship between Predicted Success and the cultural dimensions of the USA population. In comparison the most important predictor of Perceived Success in the Indian South African population was Uncertainty Avoidance, followed in rank order by Performance Orientation, Future Orientation, the age of the participant, and the number of people who worked in the participant’s organization. The combined model between the USA and the Indian South African FOB’s indicated that the most important predictor for perceived success was Uncertainty Avoidance, followed in rank order by In- Group Collectivism, Performance Orientation and Assertiveness. Evidence is provided to conclude that the relative importance of cultural dimensions and demographic characteristics to the succession planning of owner managers and successors in South Africa was significantly different to those of their western counterparts.

The wood products industry is influenced heavily by family ownership along the entire value chain. Although family ownership affects each link of the wood products value chain, there has been little research into the importance of products originating from family forestland. Specific attributes of products, such as origin or environmental certification, have been considered part of a business���s marketing strategies. This study evaluates the relevance of family forest wood product origin and environmental certification for Oregon consumers who participated in this study and Oregon specifiers and industrial customers. Data was collected from consumers, and specifiers and industrial customers in Oregon. Conjoint analysis was employed with softwood lumber as the product and price, wood origin, and environmental certification as the features. Results from this analysis for consumers show that wood origin is the most important factor followed by price and environmental certification. However, for specifiers and industrial customers, price is the most important factor followed by environmental certification and wood origin. "Family" is seen as the most preferred wood origin level for both buyer groups in the study. / Graduation date: 2013

Thesis (Ph. D.)--University of Albany, 2003. / Description based on print version record. Includes bibliographical references (p. 193-204) and index.

Family businesses have become a topic of growing interest among scholars and policy makers at both international and local levels, particularly given the sector’s contribution to the world economies. The increasingly volatile employment climate that prevails in many African settings today has increased the focus on small and medium enterprises as engines of economic growth and employment creation, and Botswana is no exception. The majority of family businesses are small to medium enterprises. The main objective of this study was to investigate the effects of governance structures and systems on the sustainability and continuity of family-owned and controlled businesses in Botswana. A study of this nature was important in view that some key sectors of the Botswana economy are dominated by small and medium family businesses. Of concern is the lack of continuity from one generation to the other among family businesses. Therefore, an understanding of the family dynamics and family business governance systems is important for managing the success and survival of the family business. Studies on small and medium enterprises have been carried out in Botswana mostly focusing on their problems, but not on their governance and sustainability. This was done using a cross-sectional research survey design. The target population for the study comprised small and medium family-owned businesses drawn from the manufacturing and professional services sectors and registered with the Business Botswana and Local Enterprises Authority in 2017. A sample of 144 familyowned businesses based in Gaborone and Francistown was polled. Quantitative data for the research was collected using a questionnaire. The quantitative research methodology adopted applied correlation and regression analysis, utilised Pearson correlation tests and Levene’s independent sample tests were performed to measure the relationships between five independent variables and the sustainability and continuity of family businesses in Botswana. This research empirically tested five hypotheses relating to governance factors that affect the sustainability and continuity of family businesses in Botswana. The research findings support the notion that the presence of governance structures, effective communication, decision-making, succession planning, and a vision, mission and strategy have a positive effect on the sustainability and continuity of family businesses. This research also established that small and medium family businesses face the same challenges as any other formation by ownership of non-family small and medium enterprises. Evidence is also provided that the challenges faced by family businesses in Botswana do not differ significantly with challenges faced by small and medium family businesses, with most respondents citing a lack of funding as the major challenge. For small and medium enterprises to continue playing their critical role in the economic development of Botswana, they need to formalise and adopt systematic approaches to strategy formulation and implementation, succession planning, governance structures and compliance. It is recommended that future studies focus on developing systematic generic models and assist small and medium familyowned businesses to implement and improve on their sustainability and continuity of businesses in Botswana. / Business Management / D. Admin.

This research was set out to investigate the role of knowledge management as a coping strategy for PHE institutions in Botswana, especially given that they operate in a highly regulated environment. One of the major drivers of volatility in the educational sector is intensely volatile regulatory environment in which the institutions operate. Further, a large portion of the stakeholder community of these institutions hold a strong believe that these institutions offer poor quality education to maximise profit. The primary objective of this study is therefore to determine the role of knowledge management (KM) enablers in facilitating KM practices in selected PHE institutions in Botswana that operate in this highly regulated environment and to develop a model for effective KM in these institutions. The study adopted a survey research design and collected quantitative data through a structured self-administered questionnaire and document reviews. The subjects comprised all five degree-awarding PHE institutions, which were strictly regulated by the Tertiary Education Council (TEC). The population surveyed came to 670 and sample size was 350. Data was analysed through various statistical measures such as Structural Equation Modelling (SEM) in the form of Analysis of Variance (ANOVA), multiple regression analysis, and Chi-square test. The results of the study revealed that KM enablers were playing an insignificant role in facilitating KM practices in selected PHE institutions in Botswana. Results of the study can be generalised to similar institutions elsewhere operating in similar environments. In order to enhance KM practices in PHE institutions, it is recommended that the institutions adopt a systematic approach to KM, establish an organisational culture and structure that promote KM practices, and enhance the quality of their human capital including leadership. It should be noted that the state of KM in organisations operating in an uncertain environment can be enhanced if the leadership carefully controls the family-owned setting and organisational culture as these factors can detract from the organisation’s effective practising of KM. However, strategic leadership, organisational structure, and the role played by stakeholders played positive deterministic factors in ensuring an enhanced KM drive. / Business Management / D.Admin. (Business Management)

Although private family organisations are prevalent role players in both the South African and international economies, limited research has been performed with regard to them. In terms of regulatory requirements, South African private organisations are neither legally required to comply with corporate governance principles, nor are they required to make their financial data available to the general public. Lack of available data, and limited available research, have resulted in an absence of clarity with regard to whether governance structures in private family organisations add any value to these organisations. This study therefore explores, through the use of a multiple-case study, how the individual private family organisations have structured their governance mechanisms, and the reasons as to why they chose to implement these structures. Both case studies revealed that governance structures, in general, add value. The implemented governance structures may even have contributed to the increase in financial performance over time. / Management Accounting / M. Phil. (Accounting Sciences)