This research revolves around two major theoretical topics: international network and international sales. The study aims to combine both distinct research areas in order to understand how changes in the sales network influence the sales strategy of the firm. The focus is hereby on born global companies respectively international new ventures. For this reason a framework is introduced that explains the inherent dynamics between sales network and sales strategy with a cycle model. Hereby it is argued that sales network characteristics have influence on specific dimensions of the sales strategy. The sales strategy itself apparently affects the firm’s performance which in turn is argued to influence the sales network. This framework is further on tested with the help of propositions. The empirical basis is provided by a qualitative single case study that is conducted with observations and interviews. The empirical data shows the influence between sales network characteristics and sales strategy components. Whereas no significant empirical proof can be granted to the introduced framework there is evidence that it should be tested with a bigger sample of firms in order to check its validity. Therefore this study contributes to theory in providing a framework for researching dynamics in sales network and sales strategy context. As is this research combines international network and sales literature it is adding to a more holistic understanding of international business. It is also contributing to managerial knowledge in a way that it adds to an understanding of how the sales environment of a firm influences the sales strategy and what impact is expected on the performance of the company.

Many scholars agree that networks play an important role for company’s internationalization and its speed. International New Ventures (INVs) are among those companies which utilize networks for successful market entry as soon as they are often lacking certain resources and knowledge themselves to which networks can grant access. The goal of the current Master’s Thesis was to analyze the influence of networks on small company’s internationalization in a market specific context — market of industrial auctioneers. The context of the study chosen is not given enough attention by internationalization scholars and, thus, this work deals with a novel topic. Research method chosen for conducting this research was qualitative which allowed using semi-structured interviews as mean of data gathering. At the same time research was structured in a way that primary data was collected through interviewing the case company and it was supported by four interviews with managers of companies operating in auctioning sector. It provided certain reliability of data and lessened the subjectivity of results. Topic of interviews were designed according to the theories covered in the first chapters, however, due to different means of conducting them (face-to-face, phone and email) questions as it is allowed by semi-structured interviews had certain differences, but kept the same pattern. The data received through semi-structured interviews has been analyzed according to separate topics designed in theoretical and methodological parts. The outcomes of the study have proved the high importance of networks within the industrial auctioneers’ market, where reputation and previous recommendations can secure a competitive position in the market. However, even though interviewees claimed that networks play one of the highest roles in the market, they underlined the importance of other factors like advanced technology and new knowledge for success in link building with auctioneers. At the end of the study there were provided managerial implications based on the results of empirical analysis. The main result of the study and its theoretical contribution was a connection of network approach and internationalization of INVs into the context market of industrial auctions which has not been given attention before.

In our current and continuously globalising world, opportunities do not have borders any more. This fact encourages the rise of international immigrant entrepreneurs who are not afraid of leaving their home country in order to exploit opportunities in foreign territories. Indeed, these opportunities do not come with ready-made instructions. Therefore, it challenges entrepreneurs to evolve in an unpredictable environment and to leverage contingencies to make their business prosper. An intensive use of their social capital, network, self-efficacy, empathy and a creative use of their resources figure in among the key success factors of a venture, especially in the early stage of its life. Based on previous literature reviews regarding entrepreneurship, international entrepreneurship, immigrant entrepreneurship and a longitudinal case study from 2008–2015 which uses an auto-ethnographic approach to analyze the data, we have been able to determine key characteristics of the international immigrant entrepreneur’s behavior and illustrate how effectual principles dictate their actions. This paper aims to contribute to the discussions concerning immigrant entrepreneurship, give some insights regarding the entrepreneurial journey and encourage more persons to embrace this path, especially students.

The purpose of this thesis is to describe different strategic roles of the sales manager in key account management. This thesis looks at the different strategic roles of the key account management (KAM) from the perspective of the sales manager. Previous researches have mainly based on fact that sales manager responds to top-management, and key account manager responds to sales manager. Sales manager is typically seen as key account manager’s direct superior and at the same time, sales manager is responsible for key account manager’s performance to the top-management. According Flaherty and others (2012) sales literature follows a top-down approach and based on sales management specific behaviors to improve poor performance. Nevertheless, today’s research has had more nuances that sales manager’s and key account managers job is more collaboration. Reality of today’s sales manager role have changed from top-down, leader-centered paradigm to more like collaboration which comes a vast network of complex relationships (Flaherty and others 2012). This thesis tries to show that sales manager’s role is not only to be key account managers superior. Key account manager’s and sales manager’s dynamic relationship is unnerved in previous researches. Actually, key account manager and sales manager has intense interaction and the information flows one to another and also they both effect on each other’s performance. Sales manager and key account manager, as a conclusion, can be seen as team more than monitored — supervisor partners. According Flaherty and others (2012) reality of today’s sales manager role have changed from top-down, leader- centered paradigm to more like collaboration which comes a vast network of complex relationships. The findings from the interview shows the same; all the interviewees said that nowadays sales managers should collaborate with KAMs. Still, there are seen the effect of regulations, rules and laws which change the style of leadership. Also sales manager take part on operative work. The previous academic literature stated that sales manager position is like invisible. That means sales manager won’t take part that much on operative work. In every interview the result was that operative work with customers is one part of every sales manager job in practice. Motivating KAMs to perform better is important. In a sales oriented organizations everybody knows how much the expected sales target are for KAM’s and at the same time sales manager need to provide all the needed rules that KAM’s could achieve those sales targets. Also this thesis finds out that organizational culture could effect on sales manager’s performance. It could create boundaries between sales manager and KAM but also it could provide framework which help everyday operations in the organization.

Global deployment in information technology (IT) requires understandings of the cultural constraints in technology acceptance and usage behavior. Prior research indicates that the salient technology acceptance models may not be applicable to all cultures since empirical support was mainly obtained from North America. Cultural impact on user acceptance is still at the early stage of research. There has been little research done on technology acceptance and usage behavior in the context of China, which exhibits distinctive cultural differences from countries in North America. The purpose of this thesis is to test the cross-cultural applicability of Technology Acceptance Model in the People’s Republic of China (PRC), and to investigate the influence of cultural values on user acceptance of IT. Based on a synthesis of technology acceptance and cultural theories, this study incorporates work related cultural values into Technology Acceptance Model (TAM). The four cultural values of individualism/collectivism, power distance, uncertainty avoidance, and masculinity/femininity identified by Hofstede are posited to either directly influence or to moderate user acceptance to email in the context of the PRC. Data were collected from the banking industry in the PRC. Cultural values were measured at the individual level to avoid over generalizations of cultural typology and to remedy the inadequacy of post hoc explanation in conventional IS cultural studies. Instead of using the scores of national culture proposed by Hofstede’s cultural study in 1980, this study measures cultural values in terms of personal traits to reflect the changes in and the complexity of cultural values in face of a two-decades of societal change. Structural equation models (SEMs) and moderated structural equation models (MSEMs) are used in the study to explore the direct impact and the moderating effect of cultural values. Confirmatory factor analysis and structural path analysis using LISREL were performed to analyze data collected. The findings show that cultural values have both direct impact and moderation effect on user acceptance to email. The TAM general model was found to be applicable in the Chinese context. Collectivism was found to be an antecedent of Subjective Norms, while Masculinity has no significant influence on Perceived Usefulness. In addition, Power Distance was found to moderate the relationship between Subjective Norms and Intention to Use email; while Uncertainty Avoidance moderates the relationship between Perceived Ease of Use and Perceived Usefulness of email. The findings are expected to provide insights that can help international businesses to enhance technology acceptance across national boundaries. An understanding of the relationship between cultural values and technology acceptance should help organizations understand the influence of core societal values on email acceptance and so to better utilize social and cultural practices in organizational technology diffusion. This study suggests a few guidelines for better utilizing computer mediated communication technology in regard to the cultural challenges.

This study examines the role of inward activities in the internationalization of firms from China and proposes a theoretical framework of internationalization using the contingent resource theory. Based on case studies of four Chinese enterprises and a survey of Chinese manufacturing firms, the study shows that by engaging in inward activities, firms may acquire the critical resources that can lead to outward activities and the internationalization process. Whether firms can succeed in internationalization is conditional upon several contingency factors including management motivation, absorptive capacity, resource fungibility, exploration strategy, exploitation strategy and government support. Lastly, we explore the implications of the inward activities-based approach to internationalization, internationalization strategies for firms from developing economies, and the directions for future research.

Prior research on capability upgrading in developing country firms has emphasised the importance of gaining legitimacy in the public domain. For technology-based firms this implies disclosure of knowledge assets through patents and scientific publications. In the absence of a managed approach to intellectual property (IP) protection, this disclosure often takes place in a desultory manner with disappointing results. Therefore, this research focuses on the formalisation of IP as a key indicator of the evolution of a developing country technology-based MNC using Sasol as a case study. The paucity of research into South African firms compared to the abundance of literature on the evolution of firms from other developing countries provides further justification for this study. Patent and publication data associated with Sasol (1955-2005) was analysed using multidimensional scaling and multiple regression techniques in order to examine the nature of disclosure. Patent value was estimated using forward citations and an adaptation of Putnam’s Value Index, while journal impact factors served as a proxy for the value of scientific publications. The role of international connections was investigated by examining co-authorships. The evidence suggests that formalisation of IP promotes an awareness of the purpose of disclosure, enhancing indigenous capability to appropriate returns from R&D and gain legitimacy within the global research community. This evolutionary trajectory may be accelerated by leveraging international research connections. / Dissertation (MBA)--University of Pretoria, 2007. / Gordon Institute of Business Science (GIBS) / unrestricted

No description available.

Thesis (LL. M.)--University of Toronto, 2004. / "A thesis submitted in conformity with the requirements for the degree of Master of Laws, Graduate Department of Law, University of Toronto." Adviser: Ian Lee.

Thesis (doctoral)-University of Heidelberg, 2007. / Includes bibliographical references (p. [235]-250) and indices.