This thesis aims to develop meanings of sustainable programme development. Policies are often introduced to solve societal problems identified by a government agency or some other organization. In order to realize the intentions behind the policy it is common that one or several policy driven projects are funded with large sums of money. By funding policy driven projects, the funding organizations expect that the projects can support a sustainable change of practice that can solve or at least decrease the societal problem. Research shows that policy driven projects and programmes often fail to realize the intentions behind poli-cies. Hence, it is uncertain to what extent policy driven projects contribute to a sustainable change of practice.

La littérature attribue au marketing un rôle d’interface et de connexion avec l’extérieur, renforçant le postulat d’un marketing naturellement « ouvert ». Toutefois, l’ouverture de l’organisation marketing spécifiquement n’est pas si évidente. Dans un article théorique, Day (2011) introduit le concept d’Open Marketing, défini comme la capacité de l’organisation de s’ouvrir à des réseaux de partenaires pour capter des insights et capacités marketing afin d’enrichir le marketing de l’entreprise. Le concept est intéressant, mais sa définition n’est pas formalisée et présente des lacunes. De plus, la question de l’apprentissage et du renforcement de l’organisation marketing grâce au réseau de prestataires est peu traitée dans la littérature. Aussi, dans une visée compréhensive, la thèse propose de répondre à la problématique suivante : « Quelle compréhension offrir du concept d’Open Marketing et de son intérêt pour renforcer les ressources, les capacités et les compétences marketing dans l’organisation ? ». Deux études empiriques qualitatives sont conduites. L’étude 1, de nature exploratoire, génère plusieurs résultats. (1) Une conceptualisation claire et validée empiriquement de l’Open Marketing est apportée. Le postulat normatif d’ouverture est d’ailleurs remis en cause : les organisations marketing ne s’appuient pas toutes sur leur réseau de prestataires pour développer les ressources et les compétences de leurs collaborateurs avec la même intensité, ni avec la même intention stratégique. (2) Les dimensions et formes du concept sont mises à jour : deux types d’Open Marketing (Organisé et Intuitif) et deux modes d’Open Marketing (Orchestration et Maîtrise) sont distingués. (3) Une analyse du contexte permettant à l’Open Marketing de se déployer est fournie. (4) Une décomposition du flux d’apports provenant du réseau de prestataires en ressources, capacités et compétences marketing est proposée, illustrant les actifs qui peuvent être captés par les collaborateurs marketing dans le cadre de l’Open Marketing. L’étude 2 se base sur l’étude d’un cas d’Open Marketing « Organisé » et d’un cas d’Open Marketing « Intuitif ». Elle montre que la structure relationnelle dans laquelle se déploie l’Open Marketing influence les apports captés et le processus de captation de ces apports. Au final, la thèse montre aux organisations marketing l’intérêt de s’ouvrir et de déployer une capacité d’Open Marketing pour développer les connaissances et compétences de leurs collaborateurs à budget constant, grâce au réseau de prestataires marketing extérieurs. / Marketing has been given a strong interface and connection role within the literature, creating the assumption of a naturally “open” marketing. However, specifically, the opening of the marketing organization is not so obvious. In a theoretical paper, Day (2011) introduces the Open Marketing concept, defined as a capability to open the marketing organization to partners’ networks so as to gain marketing insights and capabilities in order to enrich the firm’s marketing. The concept is interesting, but its definition is not formalized and presents some drawbacks. Besides, the literature does not fully address the question of the marketing organization’s learning and enrichment thanks to marketing suppliers’ networks. Therefore, in a comprehensive intent, our work aims at answering the following question: “Which comprehension can be offered of the Open Marketing concept and of its interest to develop the organization’s marketing resources, capabilities and competences?” We conduct two empirical qualitative studies. Study 1 is exploratory and leads to several results. (1) A clear and empirically validated conceptualization of Open Marketing is brought to the literature. Besides, the normative “opening” assumption is reversed: marketing organizations do not rely on their suppliers’ network to develop their employees’ resources and competences with the same intensity and strategic intent. (2) The dimensions and forms of Open Marketing are revealed: two Open Marketing types (Organized and Intuitive) and modes (Orchestration and Mastery) are distinguished. (3) An analysis of the context allowing the Open Marketing deployment is offered. (4) The inputs flow coming from the suppliers’ network is disaggregated into marketing resources, capabilities and competences, thus illustrating the assets that can be captured by marketing employees in the Open Marketing process. Study 2 is a case study of an “Organized” Open Marketing organization and an “Intuitive” Open Marketing organization. It shows that the relational structure in which Open Marketing is deploying influences the inputs captured, as well as the process through which these inputs are gained. Finally, the thesis shows to marketing organizations that it can be interesting to engage in an opening process and to deploy an Open Marketing capability in order to develop marketing employees’ knowledge and competences, without supplementary expenses, thanks to the marketing suppliers’ network.

Att arbeta i projekt är en allt vanligare arbetsform som tillskrivs vara mer effektiv än den traditionella. Trots detta har projektorganisationer svårt att dra lärdomar av tidigare misstag, därför riskeras de att återupprepas i andra projekt. Det finns påtagliga brister i inhämtningen av kunskap från tidigare projekt, men också i lagrandet av dessa erfarenheter. Utvärdering är ett verktyg som syftar till att reflektera och samla in erfarenheter och kunskaper som genererats i ett projekt. Det är också en förutsättning för att de ska kunna vidareförmedlas. Syftet med studien är därför att ta reda på hur en projektorganisation använder sig av utvärdering för lärande mellan projekt. För att genomföra detta kontaktades en multinationell projektorganisation som hädanefter kallas CS. Vi genomförde en fallstudie där både intervjuer med projektledare och utvärderingsmaterial inhämtades. Det empiriska materialet analyserades och jämfördes med den teoretiska referensramen vilket resulterade i två modeller. Den första modellen beskriver det inter-projektuella lärandet som ligger till grund för kunskapsutbytet mellan projekt. Den andra modellen visar mer ingående utvärderingens kritiska punkter från ett projekt till ett annat. Studien stärker att utvärdering och lärande mellan projekt är ett eftersatt område i projektorganisationer. De uppfattas ofta som tråkiga, ostrukturerade och som att de saknar mottagare. Även andra kritiska punkter i processen som är vitala för att kunskap ska spridas mellan projekt har uppmärksammats. De är att ledningen stöttar genomförandet och inhämtandet av tidigare utvärderingsmaterial, att databasen är användarvänlig och att nätverk aktivt används. En reflekterande utvärdering bidrar till utökad individuell kunskap, men även utförligare dokument som kan lagras i organisationen. Detta är något som långsiktigt leder till kunskapsutveckling för organisationer. Studien visar också att kunskapsspridningen mellan parallellt pågående projekt varken prioriteras i forskning eller inom organisationer. Det finns däremot stor utvecklingspotential inom detta område. / Program: Civilekonomprogrammet

Made available in DSpace on 2016-03-15T19:26:26Z (GMT). No. of bitstreams: 1 Jorge Mattar (2).pdf: 2314757 bytes, checksum: cbf3ba35b4fb7579b28ae1a441a1e126 (MD5) Previous issue date: 2015-08-10 / This research aimed to evaluate the relations amongst inter organizational learning, relational capability and performance of international joint ventures (IJVs), in the Brazilian food industry. In a business context shaped by competitiveness and organizational efficiency, within an increasingly interconnected world, IJVs have become a major force of multinational enterprises global strategies. Despite bringing potential synergistic benefits, the IJVs are inherently unstable organizational forms as the incentives for competition are contradictory with cooperation between the joint ventures partners. IJVs represent a vehicle for inter organizational learning which is influenced by their ability to manage alliances, known as relational capability. The Brazilian food industry was chosen because it provides a rich source of data relevant to this research s goals, mainly because of its rapid technological evolution as well as due to opening the country s boundaries to international trade. This has enhanced the industry s competitiveness primarily due to the entry of large multinational companies. A qualitative methodology with multiple case studies approach was adopted. Data were collected through six interviews with three senior executives of each IJV and handled using the thematic category content analyses technique with a priori categorization. The results corroborates with the existing literature by confirming that in IJVs oriented towards (financial) results, performance is evaluated through a set of objective measures and that IJV longevity or its termination shall not be used as performance indicators. It reinforces that, IJVs represent an important inter companies knowledge transfer channel influenced by its partners competitiveness, knowing that competitiveness is not only defined by the business activity overlap but also by the different dimensions and strategic agendas between the partners. The evidence of relational capability in the JVIs through effective governance models, promotes inter organizational learning and contribute to improve the IJVs performances. With regards to the managerial contribution the research s outputs offers a broader portfolio of knowledge for enterprises and managers interested either in acquiring or strengthening their know-how on this field. The limitations identified in this study are related to the type of alliances (IJV), the sector of the economy (food industry) and the geographical restriction, which all represents opportunities for future research. / Esta pesquisa teve como objetivo avaliar as relações entre aprendizagem interorganizacional, a capacidade relacional e o desempenho das joint ventures internacionais (JVIs) no setor de alimentos no Brasil. Em um contexto de negócios moldados pela competitividade e eficiência organizacional, em um mundo cada vez mais interconectado, JVIs se tornaram uma importante força nas estratégias globais das empresas multinacionais. Apesar dos potenciais benefícios sinérgicos esperados, as JVIs são inerentemente formas organizacionais instáveis, uma vez que os incentivos à competição entre os parceiros são contraditórios com a cooperação entre eles. As JVIs são reconhecidamente veículos de aprendizagem inter oganizacional influenciados pelo desenvolvimento da capacidade de gestão da aliança, ou seja, a capacidade relacional. A aprendizagem interorganizacional explora as dinâmicas envolvidas com a aprendizagem colaborativa e competitiva entre os parceiros para gerar vantagem competitiva. Escolheu-se o setor de alimentos no Brasil em função de sua relevância para os objetivos da pesquisa, destacando-se a rápida evolução tecnológica do processo produtivo, a abertura comercial brasileira e o aumento da concorrência, especialmente pela entrada de grandes empresas multinacionais no setor. O estudo adota a metodologia qualitativa a partir da estratégia de estudo de casos múltiplos, envolvendo os gestores que participam da gestão de duas JVIs selecionadas. Os dados foram coletados via seis entrevistas com três executivos seniores de cada JVI e foram tratados se utilizando a técnica de análise categorial temática com categorias definidas a-priori. Os resultados obtidos corroboram com a literatura existente ao confirmar que nas JVIs direcionadas aos resultados o desempenho é avaliado pelo conjunto de métricas objetivas e, longevidade ou término das JVIs não deve ser utilizado como indicadores de desempenho. Ratifica que JVIs representam um importante canal de transferência de conhecimento entre organizações, influenciado pela natureza competitiva entre os parceiros, sendo que a natureza competitiva não é só função da sobreposição nos segmentos de atuação, mas também das diferenças em dimensões e agendas estratégicas entre eles. A existência da capacidade relacional nas JVIs, por sua vez, através de modelos de governança efetivos, favorece a aprendizagem interorganizacional e contribui para um melhor desempenho destas JVIs. Quanto às contribuições para a prática da gestão, este estudo, através das proposições apresentadas, oferece um portfólio de conhecimento para organizações e gestores interessados na formação ou que necessitam aumentar seu entendimento sobre as dinâmicas envolvidas nesta forma organizacional. As limitações identificadas neste estudo, relacionadas ao tipo de aliança estudada, setsetor da economia e restrição geográfica, implicam em oportunidades para futuras pesquisas.

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L’objet de ce travail doctoral est d’analyser les conditions d’émergence d’une démarche de changement RSE et de diffusion de connaissances entre les parties prenantes d’un événementiel dans le contexte spécifique d’un centre des congrès et/ou d’un parc des expositions. En combinant la théorie des parties prenantes, la théorie de l’acteur réseau et les conceptualisations théoriques du transfert de connaissances, notre recherche propose d’appréhender simultanément la manière dont chaque partie prenante va être actrice de la dynamique de changement RSE d’un événement ainsi que les mécanismes de construction et de diffusion des connaissances RSE entre ces dernières durant ce processus. Notre méthodologie empirique est basée sur une étude de cas unique enchâssée réalisée dans le cadre d’une convention CIFRE au sein d’Angers Expo Congrès, une entreprise en charge de la gestion d’un centre des congrès et d’un parc des expositions. Dans cette optique, nous avons étudié deux unités d’analyse : 1) la démarche RSE de l’organisation et 2) celle de son salon professionnel Sival. Les résultats de notre recherche permettent d’identifier et de positionner les parties prenantes dans la dynamique de changement RSE d’un événement. Ils mettent aussi en lumière les modalités de l’action collective autour de la dynamique de changement RSE d’un événement et révèlent les modalités de transfert inter-organisationnel de connaissances entre ses parties prenantes. Ce travail doctoral propose conjointement une véritable méthodologie de conduite du changement RSE associant les parties prenantes d’un événementiel et des leviers d’actions pour faciliter la diffusion des connaissances RSE entre elles. / The purpose of this doctoral research is to analyse the conditions for the emergence of a CSR change process and knowledge transfer between an event stakeholders in the specific context of a convention centre and/or exhibition complex. By combining stakeholder theory, actor network theory and theoretical conceptualizations of knowledge transfer approach, our research proposes simultaneously to understand how each stakeholder is an actor in the event CSR process and the methods facilitating the construction and dissemination of CSRknowledge between them during the process. Our empirical methodology is based on a single case study carried out under a research contract (CIFRE) in Angers Expo Congrès, a company in charge of a convention centre and exhibition complex. In this context, we study two units of analysis: 1) the CSR approach of the organization and 2) the CSR approach of the tradeshow Sival. The results of our research identify and positionthe stakeholders in the event CSR change process. They also highlight the methods of collective action around the event CSR change process and the methods of inter-organizational knowledge transfer between stakeholders. This doctoral research jointly offers a real methodology for conducting CSR change involving event stakeholders and levers for action in order to facilitate the dissemination of CSR knowledge between them.