Internationalisation of medium sized enterprises: an integrated approach to management consulting
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Sternenfels
Wiss. und Praxis
2002
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | 223 S. Ill. : 21 cm |
| ISBN: | 3896731556 |
Internformat
MARC
| LEADER | 00000nam a22000008c 4500 | ||
|---|---|---|---|
| 001 | BV014171702 | ||
| 003 | DE-604 | ||
| 005 | 20020529 | ||
| 007 | t | ||
| 008 | 020226s2002 gw a||| |||| 00||| eng d | ||
| 016 | 7 | |a 963800647 |2 DE-101 | |
| 020 | |a 3896731556 |9 3-89673-155-6 | ||
| 035 | |a (OCoLC)50738488 | ||
| 035 | |a (DE-599)BVBBV014171702 | ||
| 040 | |a DE-604 |b ger |e rakddb | ||
| 041 | 0 | |a eng | |
| 044 | |a gw |c DE | ||
| 049 | |a DE-739 |a DE-N2 |a DE-703 |a DE-858 |a DE-521 |a DE-522 |a DE-526 | ||
| 050 | 0 | |a HD62.4 | |
| 084 | |a QP 310 |0 (DE-625)141852: |2 rvk | ||
| 084 | |a QR 380 |0 (DE-625)142028: |2 rvk | ||
| 084 | |a 17 |2 sdnb | ||
| 100 | 1 | |a Sachse, Uwe |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Internationalisation of medium sized enterprises |b an integrated approach to management consulting |c Uwe Sachse |
| 264 | 1 | |a Sternenfels |b Wiss. und Praxis |c 2002 | |
| 300 | |a 223 S. |b Ill. : 21 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Globalisierung | |
| 650 | 4 | |a Multinationales Unternehmen | |
| 650 | 4 | |a Globalization | |
| 650 | 4 | |a International business enterprises |x Management | |
| 650 | 4 | |a Small business |x Management | |
| 650 | 0 | 7 | |a Internationalisierung |0 (DE-588)4162106-2 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Klein- und Mittelbetrieb |0 (DE-588)4031031-0 |2 gnd |9 rswk-swf |
| 651 | 7 | |a Deutschland |0 (DE-588)4011882-4 |2 gnd |9 rswk-swf | |
| 689 | 0 | 0 | |a Deutschland |0 (DE-588)4011882-4 |D g |
| 689 | 0 | 1 | |a Klein- und Mittelbetrieb |0 (DE-588)4031031-0 |D s |
| 689 | 0 | 2 | |a Internationalisierung |0 (DE-588)4162106-2 |D s |
| 689 | 0 | |5 DE-604 | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009715177&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-009715177 | ||
Datensatz im Suchindex
| _version_ | 1804129051262058496 |
|---|---|
| adam_text | TABLE OF CONTENT 1
Table of content
TABLE OF CONTENT 1
INDEX OF DIAGRAMS 7
INDEX OF TABLES 8
ACKNOWLEDGEMENT 9
ABOUT THE AUTHOR 10
ABSTRACT 11
A. INTRODUCTION 13
1. Export and international business 13
2. Main issue and objective of the work 14
3. Structure and method of approach 15
B. FUNDAMENTAL CONCEPTS 17
1. The term ,,medium sized enterprise 17
2. The term ,,internationalisation 18
3. Internationalisation not only in the export department! 18
4. Theories of internationalisation 23
2 TABLE OF CONTENT
5. Models of internationalisation for medium sized enterprises 25
5.1. Institutional approach 26
5.1.1. Degree of internationalisation 26
5.1.2. Typologies of international orientation 26
5.2. Processual approach 27
C. DEVELOPMENT OF AN INTEGRATED CONSULTING
APPROACH TO INTERNATIONALISATION OF
MEDIUM SIZED ENTERPRISES 31
1. The general phase model for strategy consulting 31
1.1. Theoretical background 31
1.2. Elements of the phase model 32
2. The integrated phase model for the internationalisation of
medium sized enterprises 33
2.1. Introduction 33
2.2. Business Analysis 35
2.2.1. Project initiation 36
2.2.2. Environmental scanning 37
2.2.3. Internal examination 39
2.2.4. Competitive analysis 42
2.2.5. Key factors of internationalisation (K.FI) 43
2.2.5.1. Success factors from the perspective of the ..industrial
organisation theory 43
2.2.5.2. Success factors from the perspective of the
,,resource based view 44
2.2.5.3. Success factors of the internationalisation of
medium sized enterprises (K.FI) 46
2.2.6. SWOT Analysis 48
2.2.7. Positioning 50
2.2.8. Change management aspects in the business analysis phase 53
2.2.8.1. Global mindset 53
Do you have a global mindset? 54
Does your organisation have a global mindset? 55
2.2.8.2. Advanced aspects of change management 56
2.2.9. Summary of business analysis 57
TABLE OF CONTENT 3
2.3. Strategic Planning 61
2.3.1. Strategy preparation 62
2.3.1.1. Dialogue about the future 62
2.3.1.2. Future priorities 63
2.3.1.3. Market pre selection 64
2.3.1.4. Discussion on and focus of the strategic
success position (SSP) 67
2.3.2. Strategy generation 69
2.3.2.1. The vision 69
2.3.2.2. The cores values 70
2.3.2.3. Determination of the strategic success position (SSP) 70
2.3.2.4. The strategic force 71
2.3.2.4.1. Low budget internationalisation 72
2.3.2.4.2. Balanced internationalisation 72
2.3.2.4.3. Selection of the strategic force with the aid of
the portfolio concept 73
2.3.2.5. Targeting 74
2.3.2.6. Balanced score card in the internationalisation process 74
2.3.2.7. Change management aspects in the strategic planning phase 78
2.3.3. Summary of the strategic planning phase 79
2.4. Re configuration 81
2.4.1. Utilisation of strategy models 81
2.4.2. Planning of the re configuration 84
2.4.2.1. Scope of the market expansion 84
2.4.2.2. Timing of internationalisation 86
2.4.2.2.1. Time of market entry 87
2.4.2.2.2. Order of market entry 90
2.4.2.3. Market entry mode 92
2.4.23 A. Market entry strategies according to the degree
of capital investment 94
2.4.2.3.2. Discussion of the market entry modes 102
2.4.2.3.3. Strategic value of disinvestments (market exit) 104
2.4.2A. Marketing strategy 104
2.4.2.4.1. The market segmentation strategy 104
2.4.2.4.2. Market stimulation strategy 107
2.4.2.5. Strategy combinations / Strategy profiles 110
2.4.3. Implementation of the re configuration 111
2.4.3.1. International product policy 113
2.4.3.2. International service policy 115
2.4.3.3. International price policy 116
2.4.3.4. International distribution policy 117
2.4.3.5. International communication policy 118
4 TABLE OF CONTENT
2.4.3.6. International brand policy 120
2.4.3.7. Organisation and budgeting 121
2.4.4. Change management aspects in the re configuration phase 123
2.4.5. Summary of the re configuration phase 124
2.5. Monitoring 127
2.5.1. Elements and contents of monitoring 127
2.5.2. Change management aspects in the monitoring phase 129
2.6. Change management in the internationalisation process 131
2.6.1. Intercultural management 135
2.6.2. Conflict management 136
2.6.3. Summary of the change management phase 137
D. EMPIRICAL SURVEY OF THE INTERNATIONALISATION
OF THE MEDIUM SIZED ENTERPRISE 139
1. Design of the survey 139
1.1. Objective of the survey 139
1.2. Organisation of the survey methodology 139
1.3. Sample and execution of the survey 140
2. Result of the survey 141
2.1. General characteristics of the sample 141
2.1.1. Participants in the sample 141
2.1.2. Function of the interview partner 141
2.1.3. General characteristics of the enterprises 142
2.1.4. Current degree of internationalisation 144
2.1.5. Intensity of competition 145
2.1.6. Target markets 145
2.1.7. Mode of strategy 146
2.1.8. Foreign activities 148
2.1.9. Evaluation of the sample 148
2.2. Single aspects of internationalisation 148
2.2.1. Introduction to the illustration of the results 148
2.2.2. The importance of internationalisation 149
2.2.3. Strategic planning of internationalisation projects 151
2.2.4. Internationalisation in times of change 154
2.2.5. Requirements for realignment in internationalisation projects 155
2.2.6. Success factors of the internationalisation project 157
TABLE OF CONTENT S
2.2.7. Employment of and working with consultants 160
2.3. Evaluation of the phase model for the internationalisation process 161
2.3.1. Applicability of the phase model 162
2.3.2. Specific applicability to the enterprises interviewed 162
2.3.3. Advantages and disadvantages of the introduced
consulting approach 164
2.3.4. Effect of the application in the enterprise 165
3. Summarising view and evaluation of the empirical study 167
4. Critical assessment of the empirical study 169
E. RECOMMENDATION FOR ACTION FOR THE CONSULTING
OF THE MEDIUM SIZED ENTERPRISES 173
1. Frame conditions 173
2. Internationalisation framework 174
2.1. Business Analysis 176
2.2. Strategic Planning 176
2.3. Re Configuration 178
2.4. Monitoring 181
2.5. Change management 181
3. The internationalisation road map 184
F. CONCLUSION AND OUTLOOK 187
G. BIBLIOGRAPHY 191
H. APPENDIX 199
1. Handbook for internationalisation Checklist 199
1.1. Project Initiation 200
1.1. Project Initiation 201
6 TABLE OF CONTENT
1.2. ICP 1 Analysis Evaluation 202
1.3. ICP 2 Strategy Preparation 206
1.4. ICP 3 Strategy Generation 208
1.5. ICP 4 Realisation Planning 211
1.6. ICP 5 Implementation 214
1.7. Monitoring 217
2. Project Information for the Participants 219
3. Interview Guideline 222
4. Marketing strategy per country 223
INDEX OF DIAGRAMS 7
Index of diagrams
Diagram 1: Customer oriented alignment of employees in the internal
and external corporate environment 20
Diagram 2: Change management in projects 22
Diagram 3: Phase model of strategy consulting 32
Diagram 4: Illustration of the process of internationalisation in
medium sized enterprises 34
Diagram 5: Integrated six step process for strategic business analysis 37
Diagram 6: International product life cycle in different markets 50
Diagram 7: Norm strategies in market attractivity competitive advantages
portfolio 53
Diagram 8: Do you have a global mindset ? 54
Diagram 9: Does your organisation have a global mindset? 55
Diagram 10: Six major drivers of future change 62
Diagram 11: Foreign market attractivity, corporate potential portfolio 66
Diagram 12: Frame of reference for internationalisation 83
Diagram 13: Classification of market entry strategies 93
Diagram 14: Dynamics of the market entry strategies 102
Diagram 15: Matrix of possible competitive advantages 108
Diagram 16: Box of strategy options for international medium sized
enterprises, following Becker 110
Diagram 17: Modified Ansoff Matrix 111
Diagram 18: Structuring variable of the organisation management 122
Diagram 19: Internal function of the interviewees 142
Diagram 20: Number of employees
Diagram 21: Turnovers of the enterprises interviewed 143
Diagram 22: Market shares
Diagram 23: Export ratio of total turnover 143
Diagram 24: Degree of internationalisation 144
Diagram 25: Intensity of competition 145
Diagram 26: Target markets 146
Diagram 27: Mode of strategy 147
Diagram 28: Importance of internationalisation (n=17) 149
Diagram 29: Working with external consultants (N= 78, n=17) 160
Diagram 30: The integrated internationalisation process (IIP) 175
Diagram 31: Screening process of generating SSP for internationalisation.... 177
Diagram 32: The internationalisation road map 183
Diagram 33: Internationalisation log book main steps 186
8 INDEX OF TABLES
Index of tables
Table 1: Characterisation of the different phases of intemationalisation
following Weber 28
Table 2: Characteristics of the ,,three Es : An overview 30
Table 3: Evaluation with opportunity risk matrix 39
Table 4: Main characteristics of the Balanced Score Card for internal
examinations 41
Table 5: Evaluation of the KFI in comparison to the competition and
the resulting measures 47
Table 6: Market Attractivity/Company Strength Criteria 51
Table 7: Examples of four screening levels for country selection
systematic effect analysis 65
Table 8: Scoring model for the evaluation of different foreign markets 65
Table 9: Different success factors of the package of know how 71
Table 10: Spectrum of the international strategy, following Scholl 82
Table 11: Twelve entry strategies and their variants 100
Table 12: Segmentation evaluation for the identification of
homogenous target groups 106
Table 13: Product adjustment to foreign countries 114
Table 14: Types of different services 115
Table 15: The employment of communication policy instruments and
introductory questions for the creation of a conception 119
Table 16: Risk analysis 128
Table 17: Risk securement 128
Table 18: Impact of activities 128
Table 19: Integrated approach to the development of a comprehensive
integration of the enterprise for the expansion of international
business, part 1 133
Table 20: Integrated approach to the development of a comprehensive
integration of the enterprise for the expansion of international
business, part 2 134
Table 21: Entries for internal and external success factors from the
perspective of the interviewed medium sized enterprises.
Multiple entries were possible (N=60, n=17) 158
Table 22: Balanced Scorecard Intemationalisation 179
Table 23: Balanced Scorecard Intemationalisation 180
|
| any_adam_object | 1 |
| author | Sachse, Uwe |
| author_facet | Sachse, Uwe |
| author_role | aut |
| author_sort | Sachse, Uwe |
| author_variant | u s us |
| building | Verbundindex |
| bvnumber | BV014171702 |
| callnumber-first | H - Social Science |
| callnumber-label | HD62 |
| callnumber-raw | HD62.4 |
| callnumber-search | HD62.4 |
| callnumber-sort | HD 262.4 |
| callnumber-subject | HD - Industries, Land Use, Labor |
| classification_rvk | QP 310 QR 380 |
| ctrlnum | (OCoLC)50738488 (DE-599)BVBBV014171702 |
| discipline | Wirtschaftswissenschaften |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01863nam a22004818c 4500</leader><controlfield tag="001">BV014171702</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20020529 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">020226s2002 gw a||| |||| 00||| eng d</controlfield><datafield tag="016" ind1="7" ind2=" "><subfield code="a">963800647</subfield><subfield code="2">DE-101</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">3896731556</subfield><subfield code="9">3-89673-155-6</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)50738488</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV014171702</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakddb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">gw</subfield><subfield code="c">DE</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-739</subfield><subfield code="a">DE-N2</subfield><subfield code="a">DE-703</subfield><subfield code="a">DE-858</subfield><subfield code="a">DE-521</subfield><subfield code="a">DE-522</subfield><subfield code="a">DE-526</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HD62.4</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 310</subfield><subfield code="0">(DE-625)141852:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QR 380</subfield><subfield code="0">(DE-625)142028:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">17</subfield><subfield code="2">sdnb</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Sachse, Uwe</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Internationalisation of medium sized enterprises</subfield><subfield code="b">an integrated approach to management consulting</subfield><subfield code="c">Uwe Sachse</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Sternenfels</subfield><subfield code="b">Wiss. und Praxis</subfield><subfield code="c">2002</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">223 S.</subfield><subfield code="b">Ill. : 21 cm</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Globalisierung</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Multinationales Unternehmen</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Globalization</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">International business enterprises</subfield><subfield code="x">Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Small business</subfield><subfield code="x">Management</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Internationalisierung</subfield><subfield code="0">(DE-588)4162106-2</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Klein- und Mittelbetrieb</subfield><subfield code="0">(DE-588)4031031-0</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="651" ind1=" " ind2="7"><subfield code="a">Deutschland</subfield><subfield code="0">(DE-588)4011882-4</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Deutschland</subfield><subfield code="0">(DE-588)4011882-4</subfield><subfield code="D">g</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Klein- und Mittelbetrieb</subfield><subfield code="0">(DE-588)4031031-0</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="2"><subfield code="a">Internationalisierung</subfield><subfield code="0">(DE-588)4162106-2</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009715177&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-009715177</subfield></datafield></record></collection> |
| geographic | Deutschland (DE-588)4011882-4 gnd |
| geographic_facet | Deutschland |
| id | DE-604.BV014171702 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:58:59Z |
| institution | BVB |
| isbn | 3896731556 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-009715177 |
| oclc_num | 50738488 |
| open_access_boolean | |
| owner | DE-739 DE-N2 DE-703 DE-858 DE-521 DE-522 DE-526 |
| owner_facet | DE-739 DE-N2 DE-703 DE-858 DE-521 DE-522 DE-526 |
| physical | 223 S. Ill. : 21 cm |
| publishDate | 2002 |
| publishDateSearch | 2002 |
| publishDateSort | 2002 |
| publisher | Wiss. und Praxis |
| record_format | marc |
| spelling | Sachse, Uwe Verfasser aut Internationalisation of medium sized enterprises an integrated approach to management consulting Uwe Sachse Sternenfels Wiss. und Praxis 2002 223 S. Ill. : 21 cm txt rdacontent n rdamedia nc rdacarrier Globalisierung Multinationales Unternehmen Globalization International business enterprises Management Small business Management Internationalisierung (DE-588)4162106-2 gnd rswk-swf Klein- und Mittelbetrieb (DE-588)4031031-0 gnd rswk-swf Deutschland (DE-588)4011882-4 gnd rswk-swf Deutschland (DE-588)4011882-4 g Klein- und Mittelbetrieb (DE-588)4031031-0 s Internationalisierung (DE-588)4162106-2 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009715177&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Sachse, Uwe Internationalisation of medium sized enterprises an integrated approach to management consulting Globalisierung Multinationales Unternehmen Globalization International business enterprises Management Small business Management Internationalisierung (DE-588)4162106-2 gnd Klein- und Mittelbetrieb (DE-588)4031031-0 gnd |
| subject_GND | (DE-588)4162106-2 (DE-588)4031031-0 (DE-588)4011882-4 |
| title | Internationalisation of medium sized enterprises an integrated approach to management consulting |
| title_auth | Internationalisation of medium sized enterprises an integrated approach to management consulting |
| title_exact_search | Internationalisation of medium sized enterprises an integrated approach to management consulting |
| title_full | Internationalisation of medium sized enterprises an integrated approach to management consulting Uwe Sachse |
| title_fullStr | Internationalisation of medium sized enterprises an integrated approach to management consulting Uwe Sachse |
| title_full_unstemmed | Internationalisation of medium sized enterprises an integrated approach to management consulting Uwe Sachse |
| title_short | Internationalisation of medium sized enterprises |
| title_sort | internationalisation of medium sized enterprises an integrated approach to management consulting |
| title_sub | an integrated approach to management consulting |
| topic | Globalisierung Multinationales Unternehmen Globalization International business enterprises Management Small business Management Internationalisierung (DE-588)4162106-2 gnd Klein- und Mittelbetrieb (DE-588)4031031-0 gnd |
| topic_facet | Globalisierung Multinationales Unternehmen Globalization International business enterprises Management Small business Management Internationalisierung Klein- und Mittelbetrieb Deutschland |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009715177&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT sachseuwe internationalisationofmediumsizedenterprisesanintegratedapproachtomanagementconsulting |