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In 2005 the wine importer and supplier Pernod Ricard Sweden acquired Allied Domecq, a company with a wide assortment of wines. However, due to Pernod Ricard Sweden’s strategic focus on spirits the last decade they now experience a lack of knowledge of how to best sell and endorse wine to restaurants. After thorough research of present academic literature we have found that there is a theoretical gap of knowledge regarding the relationship between wine suppliers and restaurants and the interactions between them. Therefore, the purpose of this thesis is to gain a deeper understanding of the influences on organisational buying behaviour when purchasing in a B2B environment. We have investigated what criteria and services are more important for restaurants when purchasing wine, in order for the supplier to understand the behaviour of the buyer and act accordingly. A qualitative research has been conducted where 18 high commercial value restaurants in the region Mälardalen in Sweden were interviewed via telephone. The interview questions consisted of both open-ended questions and close-ended Likert scale questions, in order to receive both deeper answers including the respondents’ own opinions and comments, as well as preference data and attitude measures. In the analysis of our data we have discovered the importance of offering a concept and not just a product to the restaurants. In this concept the price in relation to quality is vital, as well as value adding activities such as education, which is important since there is a lack of documented knowledge among the persons responsible for the purchasing of wine. Support and sales meetings have proven to be efficient ways for the supplier to communicate their message to the restaurants rather than the use of traditional communication channels e.g. TV and printed advertisement. Furthermore, we have observed that the relationship between the supplier and the restaurants is crucial. This is due to the fact that most high commercial value restaurants only have one supplier and their emphasised need for the business to run smoothly. Therefore, previous experience of the supplier and the established degree of trust are highly influencing factors. We believe that if the results of our study are taken into consideration, the supplier has a great chance of becoming successful and creating profitable long-term relationships with high commercial value restaurants.

<p>In 2005 the wine importer and supplier Pernod Ricard Sweden acquired Allied Domecq, a company with a wide assortment of wines. However, due to Pernod Ricard Sweden’s strategic focus on spirits the last decade they now experience a lack of knowledge of how to best sell and endorse wine to restaurants. After thorough research of present academic literature we have found that there is a theoretical gap of knowledge regarding the relationship between wine suppliers and restaurants and the interactions between them. Therefore, the purpose of this thesis is to gain a deeper understanding of the influences on organisational buying behaviour when purchasing in a B2B environment. We have investigated what criteria and services are more important for restaurants when purchasing wine, in order for the supplier to understand the behaviour of the buyer and act accordingly.</p><p>A qualitative research has been conducted where 18 high commercial value restaurants in the region Mälardalen in Sweden were interviewed via telephone. The interview questions consisted of both open-ended questions and close-ended Likert scale questions, in order to receive both deeper answers including the respondents’ own opinions and comments, as well as preference data and attitude measures.</p><p>In the analysis of our data we have discovered the importance of offering a concept and not just a product to the restaurants. In this concept the price in relation to quality is vital, as well as value adding activities such as education, which is important since there is a lack of documented knowledge among the persons responsible for the purchasing of wine. Support and sales meetings have proven to be efficient ways for the supplier to communicate their message to the restaurants rather than the use of traditional communication channels e.g. TV and printed advertisement. Furthermore, we have observed that the relationship between the supplier and the restaurants is crucial. This is due to the fact that most high commercial value restaurants only have one supplier and their emphasised need for the business to run smoothly. Therefore, previous experience of the supplier and the established degree of trust are highly influencing factors.</p><p>We believe that if the results of our study are taken into consideration, the supplier has a great chance of becoming successful and creating profitable long-term relationships with high commercial value restaurants.</p>

Der Markt der Managementkonzepte und den damit verbundenen Beratungsleistungen ist milliardenschwer. Unternehmen sind dementsprechend mit einer Vielzahl von Managementkonzepten konfrontiert, die sie entweder aktiv wahrnehmen oder die ihnen von Anbieterseite angeboten werden. Für die Unternehmen stellen diese Managementkonzepte Innovationen dar. Die Einführung von Managementkonzepten sollte folglich im Unternehmen nicht als Routineaufgabe betrachtet werden, will man aus der Innovationsforschung bekannte Probleme vermeiden. Unter Forschungsgesichtspunkten werden Managementkonzepte sowohl als Bausteine der Managementtheorie als auch als immaterielle Innovationen betrachtet. Ersteres ist häufig der Ausgangspunkt für die Forschung, die sich explizit mit Managementkonzepten beschäftigt. Managementkonzepte umfassen hier Prinzipien, Organisationsmethoden, Tools und Techniken und werden eingeführt, wenn das objektiv zweckmäßig und zielführend erscheint bzw. zum Organisationsparadigma des Unternehmens passt. Dieses Forschungsfeld fokussiert meist auf den Entstehungsprozess von Managementkonzepten und auf die Rolle der Unternehmensberater als wesentliche Anbieter. Untersuchungen der Nachfrageseite beschränken sich in der Regel auf inhaltliche Aspekte einzelner Konzepte oder die globale Betrachtung des Konzepteinsatzes. Die Mechanismen, die zu einer Nachfrage führen, werden hingegen selten thematisiert. Im Gegensatz dazu spricht die Innovationsforschung von Management-Innovationen, die in zahlreichen innovationstheoretischen Publikationen hinsichtlich Dimensionen, Widerständen, Treibern, Steuerung, Kultur oder Evaluierung erforscht werden. Allerdings sind Managementinnovationen in Form von Managementkonzepten in der gesamten Innovati-onsforschung weiterhin nur eine unterdurchschnittlich repräsentierte Innovationsform. Dieser getrennte Forschungsgang zwischen Managementkonzepten und Management-Innovationen ist erstaunlich. Weitere Forschungen auf diesem Gebiet drängen sich daher für einen Lückenschluss auf, wozu diese Arbeit beiträgt. Dazu werden vier Forschungsfragen entwickelt und mittels der Innovationstheorie, den Organisational Buying Behaviour Ansätzen, der Beratungstheorie sowie mikropolitischen Perspektiven, soziokulturellen und evolutionstheoretischen Überlegungen bearbeitet. Die vier Forschungsfragen beschäftigen sich mit probleminduzierten und angebotsindu-zierten Treibern von Management-Innovationen, dem Prozess der Einführung und seinem Einfluss auf den Innovationserfolg, mit der Rolle und Bedeutung von unternehmensinternen und -externen Schlüsselpersonen sowie mit der Relevanz von Managementkonzepten für den Unternehmenserfolg. Dazu werden jeweils theoriegeleitete Hypothesen aufgestellt und mittels Fallstudien zu Wissensmanagement-Projekten anekdotisch geprüft bzw. ergänzt. Diese Hypothesen sind Grundlage für weiterführende empirische Untersuchungen und dienen als Bausteine für eine Theorie zur Einführung von Managementkonzepten.

Cloud accounting software (CAS) emerged as part of the overall development of cloud computing. The cloud, as it is referred to, has heralded a new age in information technology and offers new and unique opportunities and challenges for organisations of all sizes. The aim of this study was to determine the awareness and perception of cloud computing technology by accounting firms in Cape Town. The findings of the survey reveal that significant awareness exists of CAS by firm managers and accountants. In some respects there are significant differences between small and medium-large firms regarding their perceptions of CAS. Smaller firms seem to be more positive toward CAS and also more agile and capable of deploying CAS than medium-large firms, and thereby are taking advantage of CAS more effectively. It is evident from the study that there are opportunities for both small and medium-large firms to make use of CAS in their attempts to grow their businesses and it is important that they become familiar with CAS and the opportunities and threats which it presents. Marketers of CAS products need to consider the firm’s size, as well as the organisational decision-making process for CAS acquisition, which can aid them in their marketing designs. / Business Management / M. Com. (Business Management)