We consider two broad categories of incentives by which a manufacturer can motivate its retailers to provide high customer satisfaction: 1) manufacturer assistance that reduces the retailer's cost of providing customer satisfaction (CS assistance); and 2) customer satisfaction index (CSI) bonus. We show that if a retailer has a long-term orientation, CS assistance is a more effective coordination mechanism that induces the retailer to expend more effort at customer satisfaction. However if the retailer has a short-term orientation, CSI bonus is a more effective coordination mechanism. We then show that a long-term retailed is more valuable to a manufacturer than a short-term oriented one. Finally, we show that the use of CSI incentives results in greater profits for both the manufacturer and the retailer.

Abstract Background: Sustainability practices have become a crucial factor for firms since there are external and internal pressures that expect firms to act environmentally friendly. Especially within organizations that are owned by family, being sustainable enables them to pass their firm in a good condition to the next generation. One way firms can be sustainable is through adopting clean technology strategy as it can provide both environmental and economic benefits to firms. Being sustainable and having the ability to implement clean technology requires a long-term vision or long-term orientation (LTO); a characteristic often associated with family-controlled businesses (FCBs). Purpose: The purpose is to examine the adoption of clean technology within family-controlled firms (FCBs) and non-family-controlled firms (Non-FCBs). The aim is to explore if there are certain characteristics of FCBs that facilitate implementation of clean technologies. Method: This research is based on qualitative research method with an abductive approach and interpretivism philosophy. The primary data is collected through semi-structured interviews with four companies of which three are family-controlled businesses and one is a non-family- controlled business. Conclusion: FCBs are more inclined to invest in clean technologies. The extent to which a company does or does not implement clean technologies depends not only on the institutional values of an organization but also how deeply one or more of the three LTO dimensions are implanted in those values.

Digital technologies are disrupting firms of all sizes in all industries. This prompts firms to stipulate responses to the ongoing changes and challenges digitalization spawns. Especially family businesses, with their unique structural and behavioral characteristics and economic importance, in traditional industries must reinvent themselves and transform their business digitally to ensure longevity. Despite the recent increasing contributions of academia for the digital transformation phenomenon, attention for specific organizational forms, in particular family businesses is still scarce. A better understanding of how these organizations undergo a digital transformation is vital for family business adaptation and future survival. Therefore, this study emphasizes on the specific attribute of long-term orientation. Hence, the purpose of this study was to investigate family businesses’ long-term orientations impact their digital transformation process. For the intention to contribute to academia through theory building, we have chosen a qualitative, exploratory research design using a multiple case study of six selected family businesses. 14 semi-structured interviews with seven family managers and seven non-family managers were conducted to collect data. The results show that family businesses prepare a basis for their digital transformation through the influence of their long-term orientation. Building on our findings we developed a model of a digital foundation for family businesses endeavors in their digital transformation process to manage the three phases of digital transformation. This digital foundation as a capability affected by a family business long-term orientation impacts their digital transformation process in distinct ways.

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Submitted by Friederike Trautmann (friederike.trautmann@gmail.com) on 2017-04-05T21:38:08Z No. of bitstreams: 1 FGV_Dissertation_Trautmann.pdf: 3522003 bytes, checksum: 64f407b980b1713451aa1d8ec318da07 (MD5) / Approved for entry into archive by Janete de Oliveira Feitosa (janete.feitosa@fgv.br) on 2017-04-17T14:35:22Z (GMT) No. of bitstreams: 1 FGV_Dissertation_Trautmann.pdf: 3522003 bytes, checksum: 64f407b980b1713451aa1d8ec318da07 (MD5) / Made available in DSpace on 2017-04-19T14:00:50Z (GMT). No. of bitstreams: 1 FGV_Dissertation_Trautmann.pdf: 3522003 bytes, checksum: 64f407b980b1713451aa1d8ec318da07 (MD5) Previous issue date: 2017-03-13 / This thesis investigates whether time orientation (long-term orientation versus short-term orientation) moderates the relationship between conscientiousness and planning orientation (process orientation versus outcome orientation) among Brazilians and Germans. According to Hofstede (2001), Brazilians are short-term oriented, whereas Germans are highly long-term oriented. An online survey was conducted with 103 Brazilian and 106 German participants. The survey included the HEXACO-60 model’s conscientiousness items, self-developed items based on Hofstede’s time orientation summary (Hofstede, 2001), and Woolley’s measures for planning orientation (Woolley, 2009a, 2009b). Regression analyses, frequencies, and independent samples t-tests were conducted with SPSS, with conscientiousness, time orientation and nationality as predictors and planning orientation as dependent variable. Demographic control variables were analyzed with ANOVA and multiple regression. Neither was there a significant relationship between conscientiousness and planning orientation, nor was this relationship moderated by time orientation or nationality. There was no significant positive relationship between conscientiousness and process orientation in either of the two country samples. Time orientation did also not have a direct impact on planning orientation. Brazilians were not more likely to display outcome orientation, and neither were Germans more likely to display process orientation. The demographic control variables failed to consistently and significantly predict planning orientation. A surprising finding was that other than proposed by Hofstede (2001), Germans scored as high on short-term orientation as Brazilians. Research limitations, implications for practice, and recommendations for future research were explored by the author. / Esta tese investiga se o foco temporal (foco no longo prazo versus foco no curto prazo) influencia a relação entre conscienciosidade e o foco do planejamento (foco no processo versus foco no resultado) entre brasileiros e alemães. De acordo com Hofstede (2001), brasileiros focam no curto prazo, enquanto alemães são altamente focados no longo prazo. Uma pesquisa online foi feita com 103 participantes brasileiros e 106 participantes alemães. A pesquisa incluiu os itens de consciência do modelo HEXACO-60, itens autodesenvolvidos baseados no sumário de foco temporal de Hofstede (Hofstede, 2001) e nas medidas para foco do planejamento de Woolley (Woolley, 2009a, 2009b). Análises de regressão, frequência e testes-t de amostras independentes foram conduzidos por meio do SPSS, com conscienciosidade, foco temporal e nacionalidade como preditores e foco do planejamento como variável dependente. Variáveis de controle demográfico foram analisadas por meio do ANOVA e múltiplas regressões. Não foi encontrada relação significativa entre conscienciosidade e foco no planejamento, tampouco foi esta relação influenciada pelo foco temporal ou pela nacionalidade. Não houve relação direta significativa entre conscienciosidade e foco no processo em ambos os países analisados. O foco temporal também não demonstrou um impacto direto no foco do planejamento. Brasileiros não demonstraram ser mais propensos ao foco no resultado e nem alemães demonstraram ser mais propensos ao foco no processo. As variáveis demográficas de controle falharam em predizer o foco do planejamento de forma significativa e consistente. Uma descoberta surpreendente foi que, diferentemente do proposto por Hofstede (2001), alemães pontuaram tão alto quanto brasileiros em foco a curto prazo. Limitações de pesquisa, implicações práticas e recomendações para o futuro foram exploradas pela autora.

The aim of this diploma thesis which is called Corporate culture in chosen enterprises was to specify the deciding dimensions of corporate culture, analyze them and suggest changes in the chosen companies. The surveyed companies were Pleas, a.s. and TKZ Polná, spol. s r.o.