Browsing by Subject "Internationales Management"

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Erfolgsfaktoren von Kooperationen innerhalb der Internationalisierungsstrategien von Familienunternehmen
(2012) Ostertag, Martina M.; Müller, Christoph
Considering the global economy, one can observe for some years now the growing importance of internationalization. Increasingly companies are faced with growing competitive pressure. New, foreign competitors are entering the market and more and more companies are taking advantage of the opportunities that arise in the context to globalization. Often the first step for opening new markets is to develop sales partnerships with businesses in the target country. Based on the development of international distribution partnerships, family run businesses are considering co operations. The goal is to identify specific success factors for co-operations, based on the concept of the determinants of success and the special characteristics of family run businesses and based thereon, under the aspect of the effectuation model, to develop an ideal co-operation process. The focus is on the highest possible practical use for family run businesses that want to be active internationally by setting up sales co-operations. Taking into consideration uncertainty, the result is an optimized process, which primarily meets the special needs of family run businesses and allows a structured implementation of the defined international strategy.
Lokale Serviceorientierung von Tochtergesellschaften internationaler Unternehmen : theoretische Entwicklung und empirische Analyse
(2012) Bothe, Stephanie; Hadwich, Karsten
Although the relevance to align international companies with services is without debate, there is no research on service orientation in an international business context. Due to that serious research lack this study aims to develop an understanding of what service orientation in subsidiaries is and to generate management implications how to implement service orientation in a subsidiary. Based on the grounded theory approach, twenty-two interviews with managers of subsidiaries were conducted. The resulting understanding of service orientation as well as its relations with antecedents and its consequences have been validated in a quantitative study of 223 subsidiaries. The results show that service orientation in a subsidiary leads to service-oriented employee behavior and relationship commitment of its customers, which both influence the economic success of the subsidiary. These causal relations are independent of external factors, e. g. the cultural and physical distances between the subsidiary and its global head office, which do not have any significant moderating effect. This dissertation filled in a serious research gap in marketing science and gives guidance to managers how to implement service orientation in a subsidiary.