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This is due to a realization that value is not only related to the transaction of products for price, but is being created through interaction between firms that work together.Realizing that value creation is far more complex and challenging than just products for price, has made the concept of relationship value a popular and important topic.What these concepts do not explain well is how small and medium sized enterprises (SMEs), in particular microenterprises, which are increasingly credited with contributing to innovative output, are acquiring and converting resources that they do not possess.
Previous studies in the Industrial Marketing and Purchasing (IMP) approach to strategizing as well as selected strategy tool studies from Strategy-as-Practice (Sa P) have provided valuable insights on this topic.
The term strategy tools covers a set of concepts, methods, models, techniques, frameworks and methodologies that structure or influence strategic activity.
To examine these questions, this dissertation employs a manual qualitative content analysis approach to systematically review literature and build a conceptual framework.
Regarding practices as a set of tools in the IMP approach to strategizing, a multiple embedded case study design investigating tool uses in 16 buyer and seller relationships using the qualitative research interview method was employed to conduct the field research.
Second, too little empirical attention has been given to tools for strategizing in business relationships and networks, despite tools being a significant part of managerial life as an empirical phenomenon.