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The role of strategic leadership in strategy implementation

  • Authors: Fourie, Barend Jacob
  • Date: 2010-02-23T10:18:30Z
  • Subjects: Strategic planning , Business planning , Leadership
  • Type: Thesis
  • Identifier: uj:6630 , http://hdl.handle.net/10210/3031
  • Description: D.Com. (Strategic Management) , A review of the literature reveals that strategy implementation is an important component of the strategic management process. In addition, it has been noted that there is a high failure rate in the implementation of strategy as a result of the existence of many potential barriers to the effective implementation of strategy. A lack of leadership – specifically strategic leadership – in the management structures of organisations has been identified as one of the possible barriers to the effective implementation of strategy. However, strategic leadership is also widely regarded as one of the key drivers of strategy implementation. In view of the fact that the role of strategic leadership in strategy implementation has been overlooked, the following research question was addressed: What is the perceived role of strategic leadership in the implementation of strategy in South African organisations? In the light of the identified problem and research question, the primary objective of this study was to investigate the perceived role of strategic leadership in the implementation of strategy in South African organisations. The thesis was that strategic leadership positively contribute to the effective implementation of strategy in South African organisations.
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Role perceptions of mutually dependent salespeople in the supply chain of a fast-moving consumer goods organisation

  • Authors: Frazer, Mariëtte
  • Date: 2012-11-02
  • Subjects: Selling , Selling - Key accounts , Sales personnel , Perception
  • Type: Thesis
  • Identifier: uj:7287 , http://hdl.handle.net/10210/8028
  • Description: M.Comm. , A review of literature reveals that salespeople may have misperceptions of their own role and these misperceptions may influence their performance. Selling has also become more complex and scientific in these tough economic times, and more salespeople are involved in selling teams that provide customised solutions to customers’ needs. Salespeople often need to depend on other types of salespeople within the supply chain to be able to successfully perform their own role. Therefore, salespeople may have misperceptions of the roles of other salespeople with whom they work and on whom they depend. These misperceptions may influence the performance of salespersons. Salespeople play an important part in the successful selling of an organisation’s products and the eventual success of the business itself. This study aims to contribute to improving the performance of salespeople by investigating the role perceptions and possible role misperceptions, of mutually dependent Key Account Managers and Sales Agents. Taking into consideration the identified research problem, the primary objective of this study was to investigate the role perceptions of salespeople regarding their own, and their mutually dependent counterparts’ role in the supply chain of a fast-moving consumer goods organisation, and the impact that such perceptions may have on performance. The study employed a mixed method approach to measure the role perceptions of mutually dependent salespeople within the supply chain of a fast-moving consumer goods organisation. The researcher used an exploratory mixed method design. The first phase comprised the collection of qualitative data, and the quantitative phase was then based on the learning’s from the first phase. An exploratory design was ideal for exploring relationships as the study variables were unknown, and a new instrument needed to be developed based on a preliminary qualitative inquiry. Therefore, the research was divided into two phases with the first phase facilitating the design of the instrument for the quantitative second phase of the study. The data collected with the questionnaire was coded, and aside from the normal descriptive statistical analysis such as frequency percentages and standard deviations, hypotheses testing using Pearson product correlations was conducted. For the two smaller groups of respondents a Spearman rank was used, and a Parametric test was employed for the larger group as the variables were normally distributed.
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Relationship marketing and internal marketing : a theoretical perspective

  • Authors: De Jong, Theunis
  • Date: 2014-02-05
  • Subjects: Marketing - Planning , Marketing - Management , Marketing - South Africa , Internal marketing
  • Type: Thesis
  • Identifier: uj:3648 , http://hdl.handle.net/10210/9032
  • Description: M.Comm. (Business Management) , Marketing as field of study has developed as a vibrant and evolutionary management function over a number of decades. In the 1950's the primary focus was on consumer goods. In the ensuing three decades industrial marketing, societal orientation and the marketing of services respectively, came to the fore. It is anticipated that relationship marketing will increasingly capture the attention of marketers in the 1990's. Relationship marketing addresses internal markets in the organisation, such as the personnel and jobs, suppliers, influencer markets, referral markets and customer markets. The focus in relationship marketing shifts from transaction marketing, as practised in the past, to long term relationships developing between the markets mentioned above (Christopher, 1991:9).The student holds the opinion that both relationship marketing and internal marketing have immense application potential in business on corporate and small business level. These concepts however, are still in the infancy stage with a low level of awareness amongst businessmen and entrepreneurs alike.
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'n Ontleding van houdinge teenoor die M.Com-Ondernemingsbestuurkursus van die Randse Afrikaanse Universiteit

  • Authors: Coetzer, P.D.
  • Date: 2014-02-10
  • Subjects: Master of business administration degree - South Africa - Johannesburg - Evaluation , Randse Afrikaanse Universiteit. Faculty of Economics and Management Sciences - Degrees.
  • Type: Thesis
  • Identifier: uj:3739 , http://hdl.handle.net/10210/9118
  • Description: M.Com. ( Business Management) , Daar is tans In nasionale gewaarwording dat daar In toenemende behoefte bestaan vir mensllke hulpbronontwikkeling wat bestuursopleiding Insluit. Die kritiese rol van bestuur in die bepaling van 'n organisasie se sukses, word allerwee aanvaar. Opleiding en ontwikkeling van bestuurders is een metode om uiteindelik die doeltreffendheid van In organisasie te verseker. Genoemde bestuursopleiding kan plaasvind 'deur' middel van interne indiensopleiding, ad hoc opleidingskursusse deur nie-tersiere instellings sowel as opleidingskursusse deur tersiere instellings. Erkende bestuurskursusse aan sodanige tersiere instelllngs is onder andere Magistergraad in Bedryfsleiding, Magistergraad in Bedryfsadministrasie en Magistergraad in Ondernemingsbestuur. Die afkorting MBA word hedendaags gebruik om te verwys na In Magistergraad in bestuurswese. Vir doeleindes van hierdie studie sal die begrippe bestuurskursus en bestuursopleiding sowel as die afkorting MBA verwys na In Magistergraad in bestuurswese. Hierdie studie fokus op bestuursopleiding as deel van menslike hulpbronontwikkeling.
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'n Lewensvatbaarheidsondersoek vir 'n direkte bemarkingsonderneming gefokus op die swart verbruikersmark

  • Authors: Smit, Petrus Coenrad
  • Date: 2014-02-11
  • Subjects: Marketing - Management , Consumer credit - South Africa , Marketing research - South Africa
  • Type: Thesis
  • Identifier: uj:3782 , http://hdl.handle.net/10210/9157
  • Description: M.Com. (Business Management) , This dissertation deals with the subject of feasibility studies, as applied to the determination of the viability of a business idea or - concept. The first section of the study comprised a search for available material on the topic. Information regarding feasibility studies and business plans, and the difference between the two, was gleaned from contemporary literature covering the subject, such as tutorials by the Small Business Development Corporation, as well as several local and international text books, in order to construe an appropriate framework for the compilation of such a study. In the second section of the dissertation the framework decided on was applied to a specific business idea. Information for the completion of this section was obtained by interviewing representatives actually engaged in a similar enterprise, requesting information from various departments of state and business enterprises, as well as searches in relevant literature. The dissertation concludes by reiterating that the purpose of such a study is purely to determine the viability or feasibility of a project or business idea, and should it be necessary to obtain funds from third parties in order to initiate such a business (given a positive result from the feasibility study), a comprehensive business plan should be compiled...
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'n Ondersoek na die markgerigtheid van Suid-Afrikaanse vervaardigingsondernemings

  • Authors: Kruger, Casper Paulus
  • Date: 2014-02-11
  • Subjects: Manufactures , Marketing research - South Africa , Product management - South Africa
  • Type: Thesis
  • Identifier: uj:3852 , http://hdl.handle.net/10210/9220
  • Description: D.Comm. (Business Management) , Market orientation is increasingly becoming recognized as the basis and the starting point of effective business management. It has received extensive publicity in recent years, indeed so much so that the notion that businesses need to respond to markets and satisfy their customers' needs seems to be so widely accepted now that it scarcely needs saying. As the marketplace evolves under the converging pressures of changing demographics, economics, technology, and social mores, so do organisations change, along with the nature of cooperation and competition among them. As organisations change, so must their management philosophies. To survive in the future, everybusiness will have to be customer focused and market-driven and flexible in its ability to deliver superior value to changing customers in the competitive marketplace. On the grounds of poor service rendered by South African enterprises in general and manufacturing enterprises in particular, the research problem chosen for this study was the cloud of suspicion hanging over the market orientation and quality of service characterising South African manufacturing enterprises. The main emphasis was on market orientation and more particularly on determining whether manufacturers of consumer and industrial products and the different branches of the manufacturing industry differed to a statistically significant extent in their market orientation. A questionnaire was sent to respondents by mail to collect the necessary information. Sections A, Band C of the questionnaire were subjected to factor analyses and coefficient alpha in order to determine the validity and dependability of the questionnaire. The statistical analyses revealed that the questionnaire has a high degree of internal validity and dependability. Besides determining normal descriptive statistics, such as frequencies, averages and standard deviations, routine statistical tests, such as t-tests, Chi-squared tests and variance analyses were performec' where necessary. A significance level of 0,05 was used throughout. In the case of significant variance analyses post-hoc Tukey tests were performed to determine which groups differ in their average scores for the dimensions of market orientation. It is concluded that South African manufacturing enterprises are not fully market oriented yet. A difference in market orientation between manufacturers of consumer and industrial products was found, namely that market orientation is more pronounced among manufacturers of industrial than of consumer products, albeit not to a statistically significant extent. It was also found that the branches of the manufacturing industry do not differ to an statistically significant extent regarding their market orientation. On balance it is clear that South African manufacturing enterprises will have to pay closer attention to the handling of complaints, to personnel focus and to internal as well as external communication if they are to become more market oriented.
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Antecedents influence the different gaps in the service quality model within a financial services institution

A framework for managing repeat purchasing of high involvement consumable industrial products

  • Authors: Kersandt, Rolf
  • Date: 2014-02-12
  • Subjects: Purchasing , New products , Consumers' preferences , Customer relations - Management
  • Type: Thesis
  • Identifier: uj:3920 , http://hdl.handle.net/10210/9283
  • Description: D.Comm. (Marketing Management) , Repeat purchasing of newly developed products is critical for new product success and customer profit maximisation. Yet this topic has received little or no attention from the literature. Today, as profitability is being challenged from global competition, marketers of consumable industrial products (MRO) have to understand better than ever before how to effectively and efficiently manage repeat purchasing to achieve their profit maximising objectives. The study investigates industrial consumable repeat purchasing from a high involvement purchasing perspective and identifies four purchasing constructs and their variables whichimpact customer purchasing decision making. These constructs relate to pre-trial purchase, trial purchase, first repeat purchase and long term repeat purchase decision making dimensions, each containing purchase decision making factors which the marketer is able to influence. The findings reveal that customers decide which vendor to select for a trial- purchase, heavily influenced by the transactional value offered and the customer's perceived probability of transactional value satisfaction with the offer. Retaining the vendor for a first repeat purchase requires confirmation of the perceived pre purchase satisfaction likelihood with the evaluation of the purchase and consumption experience. To be retained for continued repeat purchasing and profitability maximisation over the long term, requires marketing strategies that are based on the customer's repeat purchase orientation and the firm's ability to meet the customer's rising value expectations. Such orientation consists of either transactional or relational repeat purchasing. In the transactional case, vendor preference has to be maintained from a perspective of superior transactional value and transactional value .satisfaction whereas in the relational repeat purchasing case, vendor preference requires in addition.. vendor loyalty and buyer-seller relationships for retention. The empirical study verifies these findings which lead to a repeat purchasing framework and a predictor for measuring vendor retention. As vendor retention reflects a customer's attitudinal intent towards the product/vendor entity, marketers are advised to develop favourable customer attitudes before, during and after a purchase. By implementing customer relationship management (CRM), customer value, satisfaction, loyalty and value laden buyer-seller relationships can be created to achieve sustainable repeat purchasing and enhanced stakeholdervalue
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Intrapreneurship programme for the management ventures

  • Authors: Fourie, Christelle
  • Date: 2014-03-11
  • Subjects: Entrepreneurship , Retail trade - Management
  • Type: Thesis
  • Identifier: uj:4265 , http://hdl.handle.net/10210/9621
  • Description: M.Com. (Business Management) , The objective of this study is to provide a programme for the management of small ventures. This model must provide guidelines to large companies to successfully establish an environment that will support intrapreneurial activity. It must further provide guidelines to potential intrapreneurs on how to become intrapreneurs and how to execute a small venture project. The programme was set up by doing a literature study to determine the characteristics of potential intrapreneurs as well as define the concept small venture. The steps in such a programme for the management of small ventures, as well as potential problems were then deterrnined.. The contribution of the programme is to provide a vehicle for large South African companies for increased growth and competitiveness.
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Die klemverskuiwing van mode-bemarking vanaf bemarkerpersepsie na verbruikersbehoefte

  • Authors: Verster, Catharina Maria (Tina)
  • Date: 2014-03-13
  • Subjects: Fashion merchandising , Marketing research , Consumers' preferences
  • Type: Thesis
  • Identifier: uj:4328 , http://hdl.handle.net/10210/9679
  • Description: M.Com. (Marketing Mangement) , The fashion industry consists of two components: creating and developing a new product, and marketing the product. This process is repeated on four levels: raw materials, manufacturing, retailing, and marketing. It is important for the people in the fashion industry to know about every level as they are interrelated. The fashion designer should for example understand the importance of designing and selling garments, and what the consumer looks for in a garment. The fashion marketer should know what happens to the garment before it arrives at the store, so that it will be possible to make wiser marketing decisions. The fashion editor should know every aspect of the garment before starting a marketing campaign. It is important for the people in the fashion industry to understand the consumer and his needs.' Unfortunately, very little information is available in the industry about consumer demand, and satisfying the need ofthe consumer. AIM: The main purpose of this study is to determine whether there is a shift of emphasis to a more user friendly fashion market. Therefore this is an attempt to pin down current trends in fashion marketing, trends which are highly changeable for a . variety of reasons. However, it must not be seen as a prediction of the future of fashion marketing as such for the next decade. This should be seen as an attempt to establish whether the marketer, and his perception ofcustomer needs, playa more important role than the customer and his actual needs. The question which arises is whether fashion is created because of the customer need or does the designer create a fashion for which the customer the develops a need. It is therefore necessary to determine whether trends created by designers, marketers and editors create a need amongst customer. PROCEDURE: Fashion designers, -marketers, and -editors were personally interviewed to obtain information regarding their marketing strategies, target market, and especially their success in satisfying their consumers' needs. Nearly thirty questionnaires consisting offour sections ofmarketing in South Africa were completed by designers, marketers, and editors, aged 22 to 55. RESULTS: The conclusion can be made the shift of emphasis in fashion marketing has not taken place. The consumer together with the designer, marketer end editor play an important part in the fashion world. Fashion is created for which a customer then develops a need.
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Towards a managed service encounter process as an instrument to improved customer satisfaction

'n Ondersoek na die uitvoering van lewensvatbaarheidstudies deur kleinsakeondernemings gevestig in groter winkelsentrums

Totale kwaliteitsbestuur van regsdienste in Suid-Afrika met spesifieke verwysing na dienslewering.

  • Authors: Kriel, Vera
  • Date: 2014-04-23
  • Subjects: Total quality management , Legal services - South Africa
  • Type: Thesis
  • Identifier: uj:10812 , http://hdl.handle.net/10210/10319
  • Description: M.Comm. (Education Management) , Legal services Is part of the concept of service In general that can be described us any activity or gain that one partytthe supplier) can give to anothertthe consumer). This activity or gain Is substantially unassailable. Intransferable to a third party and can not be stored. The classification of legal services according to the nature of the service conduct. the relationship between client and Jurist. the discretJon used during service delivery And the way the service is delivered. the nature of the service demand and the charactertsttcs of the service as such. means that one can draw an analogy with other dtsclpltnes In order to be more Innovative and competitive. QualIty Is a permanent function of any organization and permeates all aspects of work. Quallty Is ulttmately Judged by the client and that Is why the client must he the centre of any quality Improvement program. In general quality can be descrtbed as the correlation between the expectations of the cllent and the reahsatton of these expectations. Based on the studies done by Parasurarnan. Zetthaml and Berry(1985.1988) as adjusted. the quality of legal services Is conceptualised by way of the SERVQUAL model. describing five gaps as reasons for poor service quality. It Is submitted that In order to achieve quality In legal services. a program of total quality management must be Implemented. Total quality management means to manage a legal practice In an Integrated manner. In order to comply with the needs of the client. This Is done by way of basic management functions of planning. Implementing through organizing, leading and control.
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Die belangrikheid en rol van korporatiewe identiteit vir 'n motorvervaardiger

'n Verbruikersprofiel van voetslaners in Transvaal

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