It has always been a ‘mystery’, why the Danish building industry stagnated after the industrial breakthrough, and never was able to adapt the industrial production, business culture, buyer perception, and leadership and management, used in nearly all other Danish industries. This study offers a new approach to understanding the problem - by analysing systemic barriers to the industry’s transformation to a seller driven industry, in the context of a widespread neglect of the need for industrialisation (a problem addressed by relatively little literature) with the building remaining a manual, craft based industry, based on the old building process and its associated business model. Industrialisation has instead taken place in the building materials industry, which in a Danish context is a separate and highly industrialised industry. To analyse the barriers for transformation in the building industry a multidimensional approach is applied: First the building industry and modern industries are compared. Two archetype models are created using the above mentioned variables; one model for the building industry and its “Buyer Controlled Procurement Model” and one for modern industries and their “Seller Driven Marketing Model” with interrelated production and sale, enabling them to sell to unknown customers. Next the statistical productivity trends and other secondary data are examined to analyse, if the Seller Driven Marketing Model is performing better. Finally a Delphi Panel Consultation is conducted to discuss future development scenarios. Michel Foucault’s principles of historical analysis and his ‘episteme’ concept are used to analyse the outcome of the Delphi Panel Consultation.

The purpose of this study is to present dominant discourses of sex buyers in public documents published before and after the implementation of the Swedish sex buyer law; making the purchase but not the sale of sexual services illegal. The purpose is further to examine what consequences these discourses might have on social work with sex buyers. We also aim to illustrate how language, gender, sexuality and power can be understood in the reading of the empirical material stretching from 1981 to 2016. With a discourse theoretical approach drawn from Laclau and Mouffe (2008 [1985]), five prominent discourses are identified; the average man, the homosexual man, the woman as a sex buyer, the man with the problematic sexuality and the sex buyer in need of help. The main findings are that processes of conflict among the discourses outlines a social problem where discourses that don’t include the heterosexual man as a sex buyer are subdued. Gender and sexuality in general and male heterosexual sexuality in particular is performed. As demands on a stricter legislation is propositioned we identified a linguistic offset; from descriptive graphic characteristics of the sex buyer to a depersonalization focusing on the action rather than the actor.

M. Tech. (Department of Logistics Management, Faculty of Management Sciences), Vaal University of Technology. / The food retail industry is an important contributor to the economy. Buyers and suppliers in this industry work in collaboration with each other to achieve superior supply chain performance. To achieve this, they have to find ways and methods to improve it. The purpose of this study was to investigate the drivers of supply chain performance in the food retail industry in the Gauteng province. This study considers three of these drivers, namely buyer-supplier trust, buyer-supplier commitment and supply chain relationship longevity. A quantitative approach was adopted in which a survey questionnaire was used to collect data from 429 managers and staff members from food retailing firms in the Gauteng province. The study used a non-probability convenience sampling technique to select respondents. Data were analysed with the aid of two software packages, namely the Statistical Package for the Social Sciences (SPSS version 24.0) and the Analysis of Moment Structures (AMOS version 24.0). A confirmatory factor analysis was applied in examining and testing the relationships between observed constructs and their causal latent constructs while structural equation modelling was used to test the hypothesised relationships between constructs. The results of the research revealed that buyer-supplier trust, buyer-supplier commitment and supply chain relationship longevity positively and significantly influence supply chain performance. Buyer-supplier trust exerted a positive and significant influence on both buyersupplier commitment and relationship longevity. Also, the results showed that buyer-supplier commitment has a positive and significant influence on relationship longevity. The study concludes that to achieve greater supply chain performance, food retailers should expedite the levels of trust, commitment and length of relationships with their suppliers. The results of this study provide useful insights on how businesses in the food retail industry could benefit from trust, commitment and relationship longevity as well as on how to improve supply chain performance. The results of this study contribute to the existing body of knowledge by generating new information on buyer-supplier relationships. Therefore, the study is useful to buyers and suppliers in the food retail industry who wish to enhance supply chain performance and develop better relationships.

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In this study brand loyalty of pharmaceutical livestock products among commercial farmers was measured. The purpose of the study was to assist agribusinesses to identify the dominant determinant when commercial farmers purchase pharmaceutical livestock products from them. The study analysed two marketing mix elements price and product (specifically brand name) in farmer buying behaviour. A structured questionnaire was used to employ an empirical study in a quantitative style to determine the commercial farmers‟ perceptions and buying behaviour when they buy pharmaceutical livestock products. For agribusinesses the study makes it clear where to focus resources and energy in today‟s dynamic, uncertain and competitive environment that agribusinesses operate in, specifically in the North West Province of South Africa. The literature study addressed the brand loyalty constructs and their application in the agricultural market. Resultantly the contribution to the body of knowledge pertains to brand loyalty‟s influence in the marketing strategy (price and brand name). The study also explored opportunities for the successful distribution of pharmaceutical livestock products through agribusinesses. Management of agribusinesses will have to adopt a market-oriented strategy that will assist agribusinesses on various dimensions of performance and will have a significant positive effect on return on assets, sales growth and sustainability. The inputs and assistance of the suppliers and marketers are of utmost importance and will add value to the execution of agribusinesses‟ marketing strategy. / MBA, North-West University, Potchefstroom Campus, 2015

In this study brand loyalty of pharmaceutical livestock products among commercial farmers was measured. The purpose of the study was to assist agribusinesses to identify the dominant determinant when commercial farmers purchase pharmaceutical livestock products from them. The study analysed two marketing mix elements price and product (specifically brand name) in farmer buying behaviour. A structured questionnaire was used to employ an empirical study in a quantitative style to determine the commercial farmers‟ perceptions and buying behaviour when they buy pharmaceutical livestock products. For agribusinesses the study makes it clear where to focus resources and energy in today‟s dynamic, uncertain and competitive environment that agribusinesses operate in, specifically in the North West Province of South Africa. The literature study addressed the brand loyalty constructs and their application in the agricultural market. Resultantly the contribution to the body of knowledge pertains to brand loyalty‟s influence in the marketing strategy (price and brand name). The study also explored opportunities for the successful distribution of pharmaceutical livestock products through agribusinesses. Management of agribusinesses will have to adopt a market-oriented strategy that will assist agribusinesses on various dimensions of performance and will have a significant positive effect on return on assets, sales growth and sustainability. The inputs and assistance of the suppliers and marketers are of utmost importance and will add value to the execution of agribusinesses‟ marketing strategy. / MBA, North-West University, Potchefstroom Campus, 2015

In this study, the adaptive behaviour towards sustainability initiatives is investigated in interorganizational exchange relations. To do so, Small and Medium-sized Enterprises (SMEs) in a supplier role that experienced a situation where a buyer asked them to adapt to a certain sustainability initiative are asked about their power relation with their buyer. During this process, suppliers perceived dependence and buyers perceived power are compared, and the outcome of these measures on the adaptive behaviour towards sustainability is modelled. In order to explain the power relation in the dyad in more detail, the framework of the bases of power as initially introduced by French Jr. and Raven (1959) is integrated in the analysis. Sustainability in the current globalised business environment needs to be tackled on a systems level rather than by focusing on a site. The purpose of this research is to shed some light on the permeation of sustainability initiatives through the upward supply chain. The current academic literature about the drivers of Sustainable Supply Chain Management (SSCM) point towards the buyers as a powerful driver. Therefore, this driver is scrutinized in detail with the aims to: a) deliver practical advice on how to improve sustainability permeation from a buyer s perspective; and b) contribute to academic knowledge by dismantling and analysing the mechanism behind buyer power driven sustainability permeation. An online questionnaire was deployed to collect data from SMEs in a supplier role. The participants were contacted and reminded via email. The questionnaire is based on established instruments to measure suppliers dependence (Bode et al., 2011) and the bases of power (Raven et al., 1998). The quantitative analysis of the responses to the questionnaires is built around a mediation model with suppliers dependence as Independent Variable (IV), the binary outcome of sustainability adaptation as Dependent Variable (DV) and two mediators representing the magnitude of hard and soft power bases in the dyadic exchange relation. The established framework of the bases of power is a suitable instrument to explain the relationship between a supplier s adaptive behaviour towards sustainability and its dependence on its buyer. Measurements solely of how a supplier perceives its dependence on the buyer do not explain the adaptive behaviour of a supplier towards a buyer-requested sustainability initiative. Introducing the bases of power framework and distinguishing between soft and hard bases of power explains why suppliers experiencing hard power bases are more likely to reject a buyer-requested sustainability initiative, whereas suppliers experiencing soft power bases show a significantly higher acceptance of buyer-requested sustainability initiatives. Without dismantling the black box power, the observation that the two effects neutralize each other if not distinguished cannot be made. The original contribution to knowledge is the mechanism behind power in dyadic exchange relations and how this mechanism conduces to the permeation of sustainability through the supply chain. Knowing about the different pathways hard and soft, and their opposite effect on sustainability adaptation, advances knowledge in the SSCM literature and provides guidance for practitioners.

Thoroughbred racing is referred to as “the sport of Kings”, because historically it was a leisure activity of the upper-class. Thoroughbred breeding on the other hand has transformed from a hobby of the upper-class to a worldwide agricultural industry. With the deep involvement of the royal and rich in the Thoroughbred industry, the auction prices of horses are raised significantly at the top end of the market. Research in the biological sciences suggests there exits correlations between dam age, foal birthrank, and the racing performance of Thoroughbred horses. This study first investigates how the market values these biological factors and whether they are correlated with racehorses’ career earnings. We further test the impact of sire age as there is limited literature related to the subject. By using a Hedonic pricing model, results show that Thoroughbred buyers at Keeneland September Sale are willing to pay more for the yearlings at 1st, 2nd, and 3rd birthranks, yearlings out of younger mares age from 4 to 10, and yearlings by experienced sires age from 12 to 18. Results from multivariate regressions suggest negative correlations between foal birthrank, parent age and career earnings.

本研究共壹冊，預計四萬至八萬字，分六章二十節：第一章、緒論，第二章、理論共 礎與文獻探討，第三章、研究方法，第四章、我國微電腦產業發展現況與產業內外部 環境分析，第五章、我國微電腦廠商未來應採取之競爭策略，第六章、結論與建議。 Michael E•Porter 提出產業的五種競爭壓力，包括：供應商、潛在加入者、替代品 、購買者與現有廠商；並提出三種基本策略：１•全面成本領導，２•差異化，３• 集中策略。本研究之目的，即在於經由產業環境、優劣勢分析以及五種競爭壓力之分 析，配合微電腦廠商競爭策略之分析，來探討我國微電腦產業在激烈的國際競爭之下 ，應如何爭取共創造競爭優勢。

<p>Introduction: Already in the 1970’s, internationalisation was noted as a striking trend in business. Since then, the speed of internationalisation has increased as infrastructure, communication, and IT have decreased space and time barriers for international trade. Today, companies must engage in international activities to survive in the competitive environment and researchers argue that firms’ international performance is determined by their ability to establish relationships.</p><p>Problem: In order to facilitate the search for business actors globally, Chamber Trade Business to Business AB offers a database in which companies can post business inquiries. Lately, the number of inquiries published in the database has decreased. Therefore, the question arose what other tools companies use instead when searching for business partners. This empirically driven problem is also matched by a theoretical need for more research about how firms establish international relationships.</p><p>Purpose: The purpose of this thesis is to analyse how small Swedish B2B companies find downstream international partners.</p><p>Theoretical framework: In order to create a frame of reference for guidance in the collection and analysis of the empirical data, theory has been divided into three sections; Internationalisation theory, Business to Business relationships theory, and Means for international interaction.</p><p>Method: To fulfil the purpose of the thesis, a qualitative study with an inductive approach was undertaken. Secondary data in terms of literature and academic articles were scanned to create a theoretical framework and to facilitate the collection of primary data. Primary data was gathered from ten small Swedish firms in order to find out how their downstream international business relationships had been initiated.</p><p>Conclusion: Our thesis concludes that many Swedish sellers start out their internationalisation to countries with close distance by responding to unsolicited orders from foreign customers. Over time, their proactiveness increases and they primary use the following channels in order to find international partners: networks, trade fairs, trade- and industry organisations, and the Internet. Databases have several defaults for being a useful search tool, mainly their lack of precise search criteria and personal interaction. Further, when companies offer a high quality product, a reputation is created about the company. Consequently, foreign customers pull the company into new countries and the need for external search tools is low.</p>