Strategic Management Policy Commons^™

Dialogue And Roles In A Strategy Workshop: Discovering Patterns Through Discourse Analysis, Martin Duffy

Masters

Strategy workshops are frequently used by Executive management teams to discuss and formulate strategy but are under-researched and under-reported in the academic literature. This study uses Discourse Analysis to discover participant roles and dialogic patterns in an Executive management team’s strategy workshop, together with their effect on the workshop’s operation and outcome. The study shows how the workshop participants adopt different roles through their language and content. It then identifies a dialogic pattern in the workshop discourse, with the emphasis on achieving shared understanding rather than winning the debate. The workshop facilitator’s role is shown to bring discussion as a …

What Makes Strategy Making Across The Sales-Marketing Interface More Successful?, Avinash Malshe, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Extant research on marketing strategy making (MSM) lacks process-based theoretical frameworks that elucidate how marketing strategies are made when sales and marketing functions are involved in the process. Using a grounded theory approach and data collected from (a) 58 depth interviews with sales and marketing professionals and (b) a focus group with 11 marketing professionals, we propose that MSM within the sales-marketing interface is a three-stage, multifaceted process that consists of Groundwork, Transfer and Follow-up stages. Our process-based model explicates the specific activities at each stage that are needed to develop and execute marketing strategies successfully, the sequence in which …

Examining The Inseparability Of Enterprise And Strategy Discourse, Brendan O'Rourke

Conference papers

Small owner-managed firms are an interesting site in which to examine the deployment of strategy discourse. On the one hand, small firms offer a location where the holistic nature of strategy (Clegg et al., 2004:24; Liedtka, 1998:122; Lilley,2001: 75) is more likely to feature in daily practice On the other hand, owner-managed firms lack a key reason for the original emergence of the strategy discourse i.e. strategy as a discourse of accountability by professional managers to shareholders (Knights & Morgan, 1991). Small firm owner-managers are the ideological heroes of the enterprise discourse (Carr, 2000:101). This work looks at how owner-managers …

How To Distinguish Smart Big Moves From Stupid Ones, Paul Strebel, Anne-Valerie Ohlsson-Corboz

Research Collection Lee Kong Chian School Of Business

When top executives undertake big moves – dramatic shifts in strategic direction – their decisions can make or break a company. This paper aims to offer a methodology for cutting the risks of making a catastrophic misstep. To avoid a corporate disaster and increase the chances of a smart and ultimately successful big move the paper raises six critical questions that must be answered honestly and unequivocally by managers. The research indicates that there are five classic types of big move, each corresponding to a different position on the corporate performance curve: finding a new game; going for growth; getting …

The Implications Of Debt Heterogeneity For R&D Investment And Firm Performance, Parthiban David, Jonathan P. O'Brien, Toru Yoshikawa

Research Collection Lee Kong Chian School Of Business

An assumption in prior research is that debt is homogeneous and provides inappropriate governance for R&D investments. We argue that debt is heterogeneous: although transactional debt does indeed impose strict contractual constraints that provide inappropriate governance for R&D investments, relational debt has very different characteristics that provide more appropriate governance. Using a sample of Japanese firms, we find that firms that align their debt structures with their R&D investments perform better than those that are misaligned. Furthermore, firms tend to align their debt structure with R&D investments, but only after deregulation permits relatively free access to various types of debt.

International New Ventures: Revisiting The Influences Behind The 'Born-Global' Firm, Terence P. C. Fan, Phillip Phan

Research Collection Lee Kong Chian School Of Business

There is a small but theoretically important literature on 'born-globals' or international new venture firms that positions itself in contrast to the more established sequential international entry literature. In this paper we examine the pattern of entry into international markets for a set of international new ventures and show that they need not be a distinct breed of firms, as previous research has portrayed. Absent a specific technological advantage, the decision for a new venture to internationalize at inception is influenced by the size of its home market and by its production capacity, as well as by cultural and economic …

Exploring The Discourses Of Small Enterprise Proprietors, Brendan O'Rourke, Martyn Pitt

Conference papers

Over the last three decades the discourses of strategy and enterprise have developed significantly in the context of large corporate organizations and increasingly within and for the public sector. The discourses of strategy and enterprise have developed in relationship with each other and are generative of various attributes and dilemmas for the identity of the strategist/entrepreneur. This study looks at how these important discourses are deployed by small enterprise proprietors in periodical publishing in Ireland as they construct their business identities with one of the authors. Interview data from one proprietor is subjected to a discourse analysis drawing particularly on …

The Art Of Making Smart Big Moves, Paul Strebel, Anne-Valerie Ohlsson-Corboz

Research Collection Lee Kong Chian School Of Business

For many companies, incremental growth is not sufficient. The changing business landscape is forcing corporate leaders to learn how to reposition their businesses more fundamentally.

How Unilever Hpc-Na Sold Its Employees On The Balanced Scorecard, Bridget Lyons, Andra Gumbus

WCBT Faculty Publications

Unilever Home & Personal Care-North America (HPC-NA) not only takes marketing its products very seriously, but it heavily promotes its balanced scorecard to employees as well. No wonder Unilever HPC-NA successfully designed a unique strategy to communicate awareness of the BSC while encouraging its participation and use. Their experiences should prove valuable to other organizations implementing a balanced scorecard and to those just beginning to formulate a communications approach to internal stakeholders about its role, significance, and use. The Unilever HPC-NA marketing campaign provides an effective strategy that other firms may consider when marketing a balanced scorecard internally. The HPC-NA …

It Competency And Firm Performance: Is Organizational Learning A Missing Link?, Michael J. Tippins, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Many companies have developed strategies that include investing heavily in information technology (IT) in order to enhance their performance. Yet, this investment pays off for some companies but not others. This study proposes that organization teaming plays a significant role in determining the outcomes of IT. Drawing from resource theory and IT literature, the authors develop the concept of IT competency. Using structural equations modeling with data collected from managers in 271 manufacturing firms, they show that organizational learning plays a significant role in mediating the effects of IT competency on firm performance.

Identifying Critical Knowledge For Projects, Timothy Kotnour, Rafael Landaeta

Engineering Management & Systems Engineering Faculty Publications

This article is the result of an investigation of the challenge faced by project managers in identifying critical knowledge for projects. Five major areas of project knowledge are identified. The literature defines knowledge as information that has been given meaning.

The critical knowledge for projects was identified through the literature and by our experience as applied researchers. Managers of multi-project organizations can use this article as a guide for identifying the critical knowledge that is vital for their projects.

Searching For Greater Variety In Strategic Thinking, Brendan O'Rourke, Martyn Pitt

Conference papers

This paper proposes a use of the discursive approach to explicate variety in ways of strategic thinking. Such an explication of variety is both useful managerially in increasing awareness of greater discursive resources and also theoretically in critiquing views of strategic thinking as homogenous and organizationally contained. Ways of strategic thinking have been investigated using a variety of approaches including expertise perspectives (Voss, Greene et al. 1983), cognitive mapping (Eden, Jones et al. (1979); Huff (1990) ) and upper echelon theory (Hambrick 1998). More recently the linguistic turn in organizational sciences (Alvesson and Kärreman 2000), and the study of strategy …

Attribute-Based Differentiation Of Alternatives, Jeffrey Keisler

Management Science and Information Systems Faculty Publication Series

An intermediate step is introduced to the decision dialogue process for decision analysis. Alternatives are refined after they have been generated within a strategy table but before they are subject to more detailed evaluation. Two or more judges create a subjective mapping from alternatives to attributes that will later be mapped to criteria. In strategy tables, each of the alternative strategies consists of a coherent set of choices made across several decisions that are to be coordinated. These strategic alternatives are modified so as to increase their differentiation in the attribute space, rather than in the decision space alone. When …

The Balanced Scorecard At Philips Electronics, Andra Gumbus, Bridget M. Lyons

WCBT Faculty Publications

The drive to implement the balanced scorecard at Philips Electronics came from the top down - as a directive from the Board of Management in Europe to all Philips divisions and companies worldwide. The directive went to each of the companies and their quality departments, with the effort in the medical division headed by the Quality Steering Committee that reports to the president of Philips Medical Systems. Philips Electronics has used the balanced scorecard to align company vision, focus employees on how they fit into the big picture, and educate them on what drives the business. An essential aid to …

Business Strategies In Transition Economies By M W Peng, Internationa L Business Series, Sage, 2000, Pp 322, Price: $29.95., D Sampath

IIMB Management Review

Most theories on strategy have originated from the western world, which presupposes the existence of a certain type of institutional support existing in the economy. The "core competence" of Prahl ad and Hammel, Porter's vision of competitive dynamics, and Krishna Palepu's theory on non-applicability of focussed strategies for emerging economies have unfortunately been regarded as globally applicable by academics and practitioners alike. Culture specificity of a nation, which may be under transition, and the need to reorient the strategies with culture as one of the key variables has either been ignored or scoffed at. However, it is becoming increasingly clear …

Is Strategy Important For Small Companies?, Rishikesha T Krishnan

IIMB Management Review

Since Independence, Small Scale Industries (SSIs), have been playing a stellar role in the economic development of the country. SSIs account for more than a third of the total manufacturing output and generate almost 35 per cent of the country's exports. Importantly, they provide employment to more than ten million Indians. With the onset of economic liberalisation in the country-since 1991- even SSIs have been trying to redefine their role and adapt effectively to the changing macro-economic environment, where market forces are calling the tune. The Abid Hussain Committee, which was constituted to re-define the role of SSIs in the …

Small Industries Policy, S Shiva Ramu

IIMB Management Review

Since Independence, Small Scale Industries (SSIs), have been playing a stellar role in the economic development of the country. SSIs account for more than a third of the total manufacturing output and generate almost 35 per cent of the country's exports. Importantly, they provide employment to more than ten million Indians. With the onset of economic liberalisation in the country-since 1991- even SSIs have been trying to redefine their role and adapt effectively to the changing macro-economic environment, where market forces are calling the tune. The Abid Hussain Committee, which was constituted to re-define the role of SSIs in the …

View Point On Strategic Issues, N C B Nath

IIMB Management Review

No abstract provided.

Using Management Techniques To Solve Environmental Problems, Patrick D. Kelly

RISK: Health, Safety & Environment (1990-2002)

Arguing that little effective progress is being made in solving problems of varying urgency, this paper suggests a leadership role for science and engineering societies. It proposes that such societies attempt to prioritize problems and attempt to focus public awareness (and calls to action) in a more systematic way.