Dissertations / Theses: 'Retail trade – Management'

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El-Amir, Ayman M. Ragaa. "Retail brand management : towards modelling the grocery retailer brand from an ethnographic perspective." Thesis, University of Stirling, 2004. http://hdl.handle.net/1893/9243.

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As producers of national and international brands, manufacturers and service providers were the focus of brand management literature. However, as retailers have become major players nationally and internationally, managing retailers as brands have become a major challenge. The retailer unique business nature, and managerial needs as well as its ever-changing business environment render managing the retail brand a unique and complex task. For the retail brand to embrace and adapt to its managerial challenges, a multitude of brand management approaches should be employed. However, when addressing retailers as brands, the retail management literature has failed to account for this multiplicity exposing a gap in the literature. To fill this gap, a communal retail brand management model is proposed to help retailers embrace and adapt to their various branding requirements inflicted by their business challenges. To build the model, a common core among the various approaches involved in managing retail brands should be identified so as to simplify, by forming a unified approach, yet maintain the essence of each approach. The holistic, humanitarian and managerial orientations of the concept of organizational culture identify it as the common core and thus act as the backbone on which the model will be built. Since the model will be built through cultural interpretation, the ethnographic tradition of qualitative inquiry is utilized because it provides an emic perspective, which is the best strategy (that consequently provides best tools) for interpreting cultures. Besides, the flexibility of the ethnographic tradition allows the adoption of other qualitative traditions of enquiry to aid in building the model. Thus, the case study tradition is employed to confine the study within the precincts of a single retail brand in order to conduct deep analysis for several stakeholders simultaneously. Additionally, the analytical technique of the grounded theory tradition is employed to capitalize on its systematic ability to form conceptual themes out of raw data that, ultimately, become the model's building blocks. In light of conducting a five-months participant observation study in two grocery stores of a leading supermarket brand in two countries (Sainsbury's stores in the UK and Egypt), the findings revealed that modelling the retail brand culture resembles, metaphorically, a tree. The culture symbols resemble the tree attractive leaves, the rituals & local heroes resemble the supportive trunk, and values resemble the roots that anchor in the soil, which, in turn, resembles the cultures in which the retailer operates. The thesis concludes that the Tree- Model is a road map that guides retailers to build and manage their brand identity and consequently enable them to embrace and adapt to the various branding requirements dictated by their business challenges.

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Wong, Amy. "The management of customer relationships in the retail industry." Monash University, Dept. of Management, 2002. http://arrow.monash.edu.au/hdl/1959.1/9305.

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Esmeraldo, Rosa. "How can a potential franchisor establish a successful franchise in fast moving consumer goods." Thesis, Port Elizabeth Technikon, 2004. http://hdl.handle.net/10948/235.

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Franchising has become the latest trend in business expansion and business acquisition and with the South African franchising market estimated at being around 12% and growing rapidly, enormous potential for future growth is indicated. Companies both local and international are seeking franchise expansion opportunities in Africa despite the higher risks. The significance of implementing franchises into Africa is the filtering down of business opportunities to the small and medium enterprise sector. It can be said that franchising promotes business growth and private ownership, while improving the quality of life of the poor through its impact on income and employment. A franchise organisation that grows too quickly might not have the necessary ‘factors’ in place to support all of the units properly. In the survey conducted, it was indicated that the franchise business practice echoed the literature reviewed. All the steps necessary to establish a franchise are important but not necessarily as equal. The more matured franchisee needed less guidance from the franchisor and relied more on the business concept and location. Potential franchisors need to take the necessary steps to establish a franchise and treat each step as an important part of the franchise process.

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Thomson, Guy. "Franchising a full service restaurant concept : a case study." Thesis, Nelson Mandela Metropolitan University, 2008. http://hdl.handle.net/10948/874.

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This treatise investigates the restaurant industry, entrepreneurship, franchising and restaurant franchising in order to develop a model that will enable a full service restaurant concept to be converted into a successful franchise system. Restaurants play a significant role in our lifestyle, and dining out is a favoured social activity. The industry plays an important role in the transfer of skills as many people start working in the restaurant industry before moving onto more formal careers. The restaurant industry offers many opportunities for entrepreneurial activity as a result of the relatively low barriers to entry. Entrepreneurship is the pursuit of opportunity regardless of the resources at hand and it requires a willingness to take calculated risks in order to build something of value from virtually nothing. The success of emerging economies such as China and India has proven that the only growth sectors in these economies are small and medium enterprises, which are driven by entrepreneurs. Franchising is considered to be a viable growth strategy for small business as it provides a means of raising capital and a method of expanding the business in a relatively low risk manner. There are many well established restaurant franchise brands that originated in South Africa, starting out as successful single outlets and then by means of the business format franchise model, developed into multi unit franchise systems. There are certain basic generic steps that must be followed when developing a franchise system. This was verified by the empirical study of this treatise which was conducted as a single unit case study on the Dulce Franchise Group. Finally, as a result of the analysis of the literature study and the findings of the case study, a restaurant franchise conversion model was developed.

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Ollhoff, Barbara Jean. "A study to identify essential management skills needed to manage chain apparel specialty stores in regional shopping centers." Diss., This resource online, 1991. http://scholar.lib.vt.edu/theses/available/etd-07282008-134216/.

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Chiu, Esther Y. "An exploratory study of franchisee turnover and its relationship with franchisee satisfaction." Thesis, This resource online, 1992. http://scholar.lib.vt.edu/theses/available/etd-10062009-020109/.

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Oppong, George. "The role of strategic supply chain management in liquor retail." Thesis, Nelson Mandela Metropolitan University, 2009. http://hdl.handle.net/10948/895.

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The underlying objective of this research was to assess the extent to which an efficient supply chain can help retail businesses; particularly liquor businesses to manage their business risks. The case study firm for the research was Big Daddy’s Group, one of the leading independent liquor distribution and retailing firms in South Africa. In order to achieve the objective of the research, a review of relevant literature was done. It began with literature review of retailing in general, highlighting on the major roles they play and the modern trends in the industry. Afterwards the literature was narrowed down to liquor retailing. This was done to ascertain the unique characteristics of that aspect of retailing including the regulations guiding the industry and the specific business risks in that business. The final part of the literature review was on specific concepts and management models such as value chain, supply chain as well as business risk and its management. The literature highlighted the means by which the retailer creates value for the customer and the inherent risks in the industry. There was the indication of supply chain being a key component of the value creating activities (value chain) of the business, and serving as a tool in mitigating possible risks. The literature provided the theoretical proposition (hypothesis) for the assessment of the case study findings from the Big Daddy’s Group. The data collection exercise was done by means of a questionnaire complimented by personal interview. Due to the nature of the firm, in terms of structure and operations, two persons, with considerable insight into the business, the director and the sales/area manager were interviewed for the exercise. The questions posed were categorised into seven key areas of retail operations such as product range, imports, customer awareness, marketing and advertising, supply chain and human resource. The findings were compared with the theoretical propositions developed in the literature review, and the pattern matching logic technique was used to determine the existence or not of any similar predictions or differences. The risks identified in the findings were analysed with the logic of an efficient supply chain as the mitigating tool. The conclusion was that supply chain management is key to the value creation activities and hence the survival of the business. The recommendation therefore is that the retailer should ensure the efficient management of the supply chain network since it has the potential to reduce the inherent risks in their operations.

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Beamer, Bobby G. "Internal organization and management of fresh produce marketing in retail supermarket chains : implications for marketing specialty produce /." Thesis, This resource online, 1990. http://scholar.lib.vt.edu/theses/available/etd-03032009-040405/.

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Inma, Chutarat. "Building successful franchises: the influence of franchise heterogeneity and relationship management on franchise success." Thesis, Inma, Chutarat (2002) Building successful franchises: the influence of franchise heterogeneity and relationship management on franchise success. PhD thesis, Murdoch University, 2002. https://researchrepository.murdoch.edu.au/id/eprint/107/.

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Franchising is a form of business arrangement which has been claimed to offer a high possibility of business success. The reason for its growing support may be due to the benefits franchising offers to the individuals (franchisees), the organisations (franchisors), the public and the whole economy. The notion that franchising offers a successful guarantee for business operations warrants investigation into what factors contribute to likely success. The characteristics of franchise firms have been identified as a significant factor in ensuring franchise success. In this study, franchise firms were classified into four groups using hierarchical cluster analysis: the beginners, the developers, the growers and the matures. The profiles were tested against reported performance measures, indicating that franchise firms in the growing group outperform firms in other groups. However, this is only one component which may influence a successful franchise development. Relationship management is a second, critical area in building a strong franchise network. Some significant relationship building factors are explored in this thesis. Control, influence strategy, franchisee information asymmetry and communication strategy were found to be significant factors which lead to franchise competitive advantage. The results show that control and coercive influence strategy negatively influence franchise outcomes, while noncoercive influence strategy, information asymmetry and communication strategy positively enhance the franchise relationship. The results of multiple regression analyses also indicate that the combined effects of these franchise strategies have a significant impact on franchise outcomes; namely, financial performance, franchise goal congruence and franchisee satisfaction. The findings suggest that franchise firms can adjust their strategies to enhance their business success. Control, influence, information and information strategies can be used to maintain and induce healthy franchise relationships within the franchise dyad. The study also significantly extends the existing understanding of franchise heterogeneity theories, key criteria of franchise business competitiveness, the unique business relationship between franchisor and franchisee and franchise factors contributing to franchise success in the current franchising literature.

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Inma, Chutarat. "Building successful franchises : the influence of franchise heterogeneity and relationship management on franchise success /." Inma, Chutarat (2002) Building successful franchises: the influence of franchise heterogeneity and relationship management on franchise success. PhD thesis, Murdoch University, 2002. http://researchrepository.murdoch.edu.au/107/.

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Franchising is a form of business arrangement which has been claimed to offer a high possibility of business success. The reason for its growing support may be due to the benefits franchising offers to the individuals (franchisees), the organisations (franchisors), the public and the whole economy. The notion that franchising offers a successful guarantee for business operations warrants investigation into what factors contribute to likely success. The characteristics of franchise firms have been identified as a significant factor in ensuring franchise success. In this study, franchise firms were classified into four groups using hierarchical cluster analysis: the beginners, the developers, the growers and the matures. The profiles were tested against reported performance measures, indicating that franchise firms in the growing group outperform firms in other groups. However, this is only one component which may influence a successful franchise development. Relationship management is a second, critical area in building a strong franchise network. Some significant relationship building factors are explored in this thesis. Control, influence strategy, franchisee information asymmetry and communication strategy were found to be significant factors which lead to franchise competitive advantage. The results show that control and coercive influence strategy negatively influence franchise outcomes, while noncoercive influence strategy, information asymmetry and communication strategy positively enhance the franchise relationship. The results of multiple regression analyses also indicate that the combined effects of these franchise strategies have a significant impact on franchise outcomes; namely, financial performance, franchise goal congruence and franchisee satisfaction. The findings suggest that franchise firms can adjust their strategies to enhance their business success. Control, influence, information and information strategies can be used to maintain and induce healthy franchise relationships within the franchise dyad. The study also significantly extends the existing understanding of franchise heterogeneity theories, key criteria of franchise business competitiveness, the unique business relationship between franchisor and franchisee and franchise factors contributing to franchise success in the current franchising literature.

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Udekwe, Emmanuel. "The impact of human resources information systems in selected retail outlets in Western Cape." Thesis, Cape Peninsula University of Technology, 2016. http://hdl.handle.net/20.500.11838/2348.

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Thesis (MTech (Business Administration))--Cape Peninsula University of Technology, 2016.
Human Resource Information Systems (HRISs) are systems that merge Human Resources (HR) and Information Systems (ISs) for a fast, easy, and convenient way of operating and reporting the human and material resources in an organisation. The retail sector is an important and active sector in terms of its job creation and a major contributor to the economy. This research focuses on the level of impact HRISs have in the retail sector by reassessing its functions, problems, prospects, and benefits to the retail industries. This research further focuses on two retail outlets that use HRISs to explore how effective HRIS implementation is, the benefits these systems are able to offer, and its contribution to the organisation. A multiple case study was used as research strategy. Interviews and semi-structured questionnaires were conducted to collect the data. Data was analysed using summarising, categorising and thematic analysis. The problem statement is that HRISs are difficult to implement and maintain and as a result, organisations cannot effectively utilise these systems to their benefit. The aim of this research is based on exploring how HRISs can be implemented and maintained in order for organisations to gain the expected benefits of the system. The contribution of the study is a proposed guideline for retail organisations to assist in the effective implementation and maintenance of their preferred HRISs. All ethical standards as required by CPUT were followed. Consent was obtained in writing from the companies as well as the interviewees.

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Sanderson, Karin. "Store loyalty and the total retail experience." Thesis, Stellenbosch : Stellenbosch University, 2004. http://hdl.handle.net/10019.1/50104.

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Thesis (MEcon)--Stellenbosch University, 2004.
ENGLISH ABSTRACT: With heightening competitive pressures in the retailing environment, customer satisfaction and customer loyalty have become barometers of retailer performance. Determining the relationship of all the controllable elements that encourage or inhibit consumers during their contact with a retailer, defined as the Total Retail Experience (Berman and Evans, 1998: 19), with customer satisfaction and customer loyalty, formed the basis of this study. The dimensions ofTRE that were applied in this study were five controllable components, namely personal interaction, merchandise value, internal store environment, merchandise variety and complaint handling. The empirical study was applied specifically to a retailer dealing in health, home and beauty products. Data for this study was gathered via questionnaire from 34 000 of the most loyal card holders which participated in the loyalty program offered by the health, home and beauty retailer. The results of the data study indicated that the TRE instrument was a valid instrument to measure the success of providing a positive TRE for their consumers. Further, the instruments used to measure customer satisfaction and loyalty were deemed highly reliable. Of the five elements of TRE, enhancing the quality of personal interaction should be the primary focus in improving customer satisfaction, and it is significant that this retailer's management need only focus on improving these five dimensions of TRE to enhance customer satisfaction, given that almost three-quarters of customer satisfaction was accounted for by the five TRE dimensions. Results indicated that in contrast to customer satisfaction, customer loyalty was primarily driven by product related issues, with merchandise value being the strongest predictor of loyalty. Again, it was noted that more than half of the retailer's customer loyalty could be accounted for by the five TRE dimensions. Thus, efforts to improve any of the five TRE dimensions would enhance customer loyalty within this retailer's cardholder base. The varying importance of the specific TRE dimensions to both customer satisfaction and customer loyalty allow this retailer to identify the driving forces behind each of these concepts and allow for prioritizing strategies to optimize satisfaction and loyalty within their consumer base. By analyzing the responses of the individual items (questions) that measure each of the TRE dimensions as they appeared in the questionnaire, this study enables the retailer to focus on very specific aspects that influence each dimension of the TRE experience. Overall, it must be noted that respondents had positive experiences at the health, home and beauty retailer, which provides the retailer with a useful indicator of current satisfaction and loyalty levels and a point of comparison in determining the impact of the strategies employed to heighten satisfaction and loyalty.
AFRIKAANSE OPSOMMING: Toenemende druk van mededinging in die kleinhandelomgewing veroorsaak dat klientsatisfaksie en -lojaliteit barometers van kleinhandelprestasie word. Die basis van hierdie studie is daarin gelee om vas te stel wat is die verwantskap tussen al die beheerbare elemente wat verbruikers se gedrag tydens kontak met 'n kleinhandelaar aanmoedig of inhibeer, gedefinieer as die Totale Kleinhandelervaring (TKE) (Berman en Evans, 1998: 19), en klientsatisfaksie en -lojaliteit is. Die dimensies van TKE wat in hierdie studie toegepas is, is vyf beheerbare komponente, naamlik persoonlike interaksie, handelsware waarde, interne winkelomgewing, handelsware verskeidenheid en klagte hantering. Die empiriese studie is spesifiek toegepas op 'n kleinhandelaar wat handel dryf in gesondheid-, huis- en skoonheidsprodukte. Data vir die studie is ingesamel met behulp van 'n vraelys wat aan 34 000 van die mees lojale kaarthouers wat lid is van die lojaliteitsprogram van die gesondheid-, huis- en skoonheidsprodukte kleinhandelaar, gestuur is . Die resultate van die studie toon dat die TKE instrument 'n geldige instrument is om die sukses te meet indien 'n positiewe TKE vir kliente aangebied word. Voorts is ook bevind dat die instrumente wat gebruik is om satisfaksie en lojaliteit te meet, hoogs betroubaar is. Die verbetering van persoonlike interaksie tussen kliente en personeel blyk die primere fokus te wees indien klientsatisfaksie verbeter wil word. Die vyf dimensies van TKE is verantwoordelik vir byna driekwart van kliente se satisfaksie. Die kleinhandelaar se bestuur behoort dus slegs te fokus op die verbetering van die vyf dimensies van TKE. In kontras met satisfaksie, blyk lojaliteit primer veroorsaak te word deur produk verwante kwessies, met handelsware waarde as die sterkste voorspeller van lojaliteit. Meer as die helfte van die lojaliteit aan die kleinhandelaar word teweeggebring deur die vyf dimensies van TKE. Dus, pogings om enige van die vyf dimensies van TKE te verbeter, sal lei tot 'n verhoogde klientlojaliteit onder die kleinhandelaar se lojaliteit-kaarthouers. Die varierende belangrikheid van die verskillende TKE dimensies vir beide klientsatisfaksie en -lojaliteit stel die kleinhandelaar in staat om die dryfkragte agter elkeen van hierdie konsepte te identifiseer en maak die prioritisering van strategiee om satisfaksie en lojaliteit te maksimeer, moontlik. Die ontleding van die response op die individuele items (vrae) wat elkeen van die TKE dimensies meet soos wat dit in die vraelys voorkom, maak dit vir die kleinhandelaar moontlik om op spesifieke aspekte wat elke dimensie beinvloed, te fokus. Globaal gesien is bevind dat respondente positiewe ervarings by die gesondheid-, huis- en skoonheidsprodukte kleinhandelaar gehad het en hierdie kan as 'n nuttige indikator gebruik word van bestaande satisfaksie- en lojaliteitsvlakke en ook as 'n punt van vergelyking vir die bepaling van die doeltreffendheid van strategiee wat aangewend word om satisfaksie en lojaliteit te verbeter.

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Hui, Che-nung Stephen, and 許志能. "From concepts to context: an enquiry into thestrategic management process of the speciality retailer." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1990. http://hub.hku.hk/bib/B31264657.

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Collins, Alan Michael. "The determinants of retailer power within retailer manufacturer relationships evidence from the Irish food manufacturing industry." Thesis, University of Stirling, 2000. http://hdl.handle.net/1893/1524.

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This research investigates the determinants of retailer power within retailer-manufacturer relationships by specifying and testing three models of retailer power. It is based on a sample of 55 Irish food manufacturers and their experiences of relationships with Irish and British retailers. The study adopts the view that the existing body of research into relationships with retailers is fragmented, and that a more complete understanding of these power relations may be obtained by simultaneously focusing on three sets of factors. The factors are industry specific, firm and product specific, and relationship specific. Much of the existing empirical work investigating power relations implicitly assumes power to be unidimensional through the measures employed. Consequently, the current study investigates retailer power, measured as a unidimensional construct. However, the work proceeds to explicitly acknowledge that power is multidimensional by examining retailers' power over manufacturers' product related and margin related activities. In examining these two dimensions of power, findings ofa more strategic nature are obtained. The analysis draws on the importance French and Raven (1959) attributed to observability as a determinant of power. While neglected throughout the power literature, observability, by introducing monitoring activities, provides a bridge with the transaction cost literature. In this way, specific investments, and the role of retailers' branding strategies, are incorporated into our study of power. The relationship between retailers' monitoring activities and power is specified. Proceeding from monitoring activities, the analysis sheds light on the determinants of inter-firm integration between retailers and food manufacturers. The role of specific investments, symmetric dependency, brand portfolio and retail influence on price are highlighted. The analysis of retailers' product related power supports the role of retail concentration, product shelf-life, manufacturer specific investments and retailers' product monitoring activities. Examining retail margin related power points to the importance of retail concentration, own brand penetration, the importance of economies of scale in manufacturing, product shelf life and manufacturer specific investments. Finally, retail power, measured as a unidimensional construct, is found to be related to own brand market penetration, the importance of economies of scale in manufacturing, manufacturer specific investments and retailers' monitoring activities.

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Nagel, Christelle. "A business plan for an innovative food retail outlet." Thesis, Stellenbosch : University of Stellenbosch, 2010. http://hdl.handle.net/10019.1/6419.

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Thesis (MBA (Business Management))--University of Stellenbosch, 2010.
INTRODUCTION: This research report investigates the feasibility of an innovative food outlet in Cape Town called HOME CHEF. The food and groceries industry is continuously changing to suit the needs of individuals and to respond to current economic and health trends. Charles Darwin observed, “It‟s not the strongest nor the most intelligent creature that survives. It's the one that is most responsive to change” (Goodreads). HOME CHEF is a new business concept with a unique approach to assist people with the acquisition of their groceries and the preparation of their home-cooked meals, whilst providing a variety of different meal options for a typical family. With Darwin‟s theory in mind, HOME CHEF will respond to the changing environment by taking advantage of evolving food and retail trends. HOME CHEF will target a large market that includes the typical fast food, online retail and grocery segment. Because of the demographic variety of the customer base and due to the innovative nature behind the HOME CHEF concept, little information regarding, market trends, operations and existing strategies was available. Innovative approaches had to be used to acquire the information required for a suitable business plan.

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Lee, Daton. "Supply chain relationships in apparel retail product development." Thesis, University of North Texas, 2002. https://digital.library.unt.edu/ark:/67531/metadc3131/.

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The purpose of this study was to investigate supply chain relationships within the apparel retail product development process under a single site case study setting. Relationship determinants (i.e. drivers, facilitators and barriers) that facilitated or impeded the degree of collaborative efforts between the retailer and the supply chain members were identified. As the retailer integrated its product development process with its suppliers, a triangular relationship was formed between the retailer, the overseas manufacturers, and the designated suppliers. The study found that the retailer sought operational efficiency in its business relationships with supply chain members, but continued to seek long-term commitment in these relationships to establish a virtual vertical company.

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Collins, Bradley. "Crafting and executing an operational strategic plan for a retail product line." Thesis, Stellenbosch : University of Stellenbosch, 2009. http://hdl.handle.net/10019.1/918.

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Thesis (MBA (Business Management))--University of Stellenbosch, 2009.
ENGLISH ABSTRACT: The following research report is titled “Crafting and executing an operational strategic plan for a retail product line”. The report presents operational analysis which results in creating operational strategy which is relevant to current trading conditions and which is clearly aligned with both the organisation’s group and corporate strategic goals. The primary focus is therefore not on the development of organisational strategy, but on strategic implications, interpretation and operational execution. The central research question is described as follows: How can the current operational strategic planning process be improved in order to deliver strategic plans which are aligned and clearly support the key strategic thrusts at group and corporate level? A literature study was conducted by consulting a vast number of books, articles and websites in order to gain a comprehensive understanding of the latest management thinking pertaining to the creation and implementation of strategy. Primary research, which took the form of informal interviews with key personnel, was also conducted in order to ascertain the opinions and insights of individuals who are directly affected by the operational strategic process. The research resulted in a one year operational strategic framework which can be used as a tool by all central buying teams when creating operational strategic plans. The framework allows teams to follow a standardised process which results in concise summary populated with key strategic points. Teams are thus guided by these points and are also prompted to corrective action by ensuring that each strategic action has a measurable outcome. The framework is also populated with group and corporate goals, which act as guiding principles to team members. The final recommendation is that teams allow for a degree of flexibility in the operational strategic actions which were identified in their initial analysis. While key strategic points at group and corporate level will most likely remain unchanged during the course of a financial year, certain operational activities may have to be reconsidered should the micro and macro trading environment change. AFRIKAANSE OPSOMMING: Die titel van die volgende navorsingverslag is: “Crafting and executing an operational plan for a retail product line”. Die verslag is ‘n weergawe van ‘n bedryfsontleding wat lei tot die ontwerp van ‘n bedryfs-strategie wat van toepassing is op die huidige handelsmilieu. Die strategie is verder in lyn met beide die organisasie se groep en korparatiewe doelwitte. Die verslag fokus hoofsaaklik op strategiese implikasies, interpretasie en operasionele uitvoering en nie op strategiese ontwikkeling nie. Die sentrale navorsingskwessie word soos volg beskryf: Watter verbeterings kan aangebring word aan die huidige bedryfs-strategiese beplannings proses om sodoende strategiese planne op te lewer wat in lyn sal wees en ondersteuning sal gee aan die sleutel strategiese dryfkrag op groep en korporatiewe vlak. ‘n Aantal sekondêre bronne – boeke,artikels and webwerwe - is nageslaan en ‘n letterkundige studie is gedoen om ‘n omvattende begrip te kry van die nuutste bestuursdenke met betrekking tot die ontwerp en implementering van strategie. Onderhoude is gevoer met sleutel personeel wat gedien het as primere bronne. Sodoende is die opinies en insigte verkry van individue wat direk betrokke is by die bedryfs-strategiese proses. Die ondersoek het as gevolg ‘n bedryfs-strategiese raamwerk. Dit kan as instrument gebruik word deur alle sentrale aanskaffingspanne wanneer hulle bedryfs-strategiese planne ontwerp. Die raamwerk maak voorsiening vir ‘n gestandaardiseerde proses wat kulmineer in ‘n een-bladsy opsomming wat strategiese punte bevat. Die opsomming gee dus rigting aan spanne en hulle word aangespoor tot korrektiewe aksies elk met meetbare uitkomstes. Die raamwerk bevat ook groeps- en korporatiewe doelwitte wat deur spanne as riglyne gebruik kan word. ‘n Finale voorstel is dat spanne voorsiening maak vir ‘n mate van plooibaarheid in die bedryfsstrategiese aksies wat aanvanklik in hul ontledings geidentifiseer was. Sekere strategiese punte sal waarskynlik op groep en korporatiewe vlak onveranderd bly na afloop van die finansiele jaar terwyl sekere bedryfsaktiwiteite heroorweeg sal moet word na gelang van veranderinge in die mikro en makro handelsmileu.

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Walsh, Susan. "The adoption and integration of transaction and relationship marketing activity, marketing management decision making/implementation and marketing management competencies, in the retail bank circumstance." Thesis, University of Ulster, 2001. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.342531.

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Liu, Haidi. "Radio Frequency Identification (RFID) adoption in the South African retail sector: an investigation of perceptions held by members of the retail sector regarding the adoption constraints." Thesis, Rhodes University, 2008. http://hdl.handle.net/10962/d1002774.

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Radio Frequency Identification (RFID) technology is a ethod of identifying unique items using radio waves that communicate between RFID tags and readers without line-of-sight readability. RFID technology provides great potential in many industries and a wide spectrum of possible uses. Areas of application include person identification, logistics, pharmaceutical, access control, security guard monitoring and asset management. One of the areas where RFID is being used and where it promises excellent results is the retail industry. While RFID systems have the potential to revolutionise the way products and goods are tracked and traced in the retail supply chain, barriers to its widespread adoption exist: for example; technical constraints, return on investment constraints, a lack of awareness and education and as well as privacy and security issues. The research aims to identify the barriers to the adoption of RFID and to investigate the perceptions of RFID held by members of the retail sector in South Africa (SA). Current research and available literature are used to identify RFID adoption barriers and a conceptual framework on this subject is proposed, which is then verified by SA retailers’ perceptions, established by means of a survey. Initial barriers to widespread adoption include a shortage in skills, a lack of standards, high costs associated with RFID devices, the difficulty of integrating with current legacy systems, and a lack of familiarity with the system. Finally, an enhanced framework is proposed, describing RFID adoption barriers within the South African retail sector. In summary, the framework is an outline of the barriers impacting RFID adoption in the SA retail sector that need to be considered and addressed. The framework identifies six categories of RFID adoption barriers, with each category containing two or more barriers relating to that particular category. These categories are Technological, Cost and return on investment, Privacy and security, Implementation, Organisational factors and People.

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Pragnell, Bradley John School of Industrial Relations &amp Organisation Behaviour UNSW. "???Selling Consent???: From Authoritarianism to Welfarism at David Jones, 1838-1958." Awarded by:University of New South Wales. School of Industrial Relations and Organisation Behaviour, 2001. http://handle.unsw.edu.au/1959.4/18241.

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This thesis investigates the history of labour management at David Jones, the major Australian retailer and manufacturer, between the years 1838 and 1958. This thesis examines the development of consent-based approach to labour management at David Jones, in particular the development of paternalism and welfarism. In doing so this thesis explores both general questions regarding the factors that influence why certain firms adopt a consent-based approach to labour management, as well as informing debates around the existence of nineteenth century paternalism and the origins of twentieth century welfarism. The historical material contained at the David Jones Archives and elsewhere reveals little evidence of paternalism as a deliberate management strategy. This brings into question the usefulness of paternalism as a concept in the historical study of Australian labour management. The inability to trace paternalism also undermines explanations of twentieth century welfarism premised on the pre-existence of nineteenth century paternalism. The historical materials, however, do note that twentieth century welfarism was a deliberate labour management strategy adopted by David Jones management. Welfarism, combined with systematic management and training, was initially adopted following the First World War to deal with the threat of industrial turmoil. However, in the 1930s, welfarism increasingly became a pro-active strategy designed to create skilled selling and raise the profile of the firm within the community. Further, welfarism at David Jones in the inter-war period was more than merely a new form of paternalism, somehow transformed by being in a larger, more bureaucratic setting or a result of employers confronted an increasingly feminised workforce. Welfarism at David Jones was a deliberate strategy, informed by overseas experiments, management consultants and the new science of psychology. Welfarism at David Jones continued into the post World War Two period. However, new forms of retailing, in particular self-service, undermined attempts to create skilled selling. Elements of welfarism remain at David Jones and continue to support the firm???s corporate image as a provider of high-quality customer service.

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Colesky, Yolanda. "Investigating sustainable supply chain practices within the luxury brand market." Thesis, Nelson Mandela Metropolitan University, 2017. http://hdl.handle.net/10948/14917.

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Luxury fashion brands seem to contradict sustainability. The values of sustainability are commonly associated with terms such as sharing, collaboration, austerity, and collective thinking. Luxury, however, is associated with excess, self-indulgence, delight and decadence (Kapferer & Bastien, 2012:360). Further paradoxes exist where the apparel of the luxury consumer is often manufactured by labourers in low wage-paying producing countries. High wastage is evident in the seasonality of the fashion industry. However, work opportunities are created by the fickleness of the fashion industry and the constant need to own the most current designs (Black, 2012:8). Owing to the high visibility of luxury fashion and the contractions between one -- on the one hand -- supplying income to families by way of employment and -- on the other hand -- not complying to sustainable international human resource practices, fashion brands are the focus of many non-governmental organisations (NGOs) that use the mass media to expose any social wrongdoing in the industry. Luxury fashion brands are constantly in the spotlight, as highlighted in articles posted by the Clean Clothes campaign, a custodian for employees in the global garment industries; Greenpeace; and People for the Ethical Treatment of Animals (PETA). An example of such practices was when Greenpeace reported in 2009 that shoe brands such as Timberland and Clarks were manufactured from leather sourced from the hides of cattle in illegally deforested areas in Brazil. This provided negative publicity for these luxury shoe brands as well as for the Brazilian government that was financing this project (Vurro, Russo & Perrini, 2009:609). The luxury fashion brand industry, as well as the consumers of luxury fashion labels, are accused -- often only for the sake of sensationalism -- of living in the lap of luxury whilst maintaining a supply chain that is riddled with unsustainable practices. The social structure and hierarchy of patrons within a community have, since the Middle Ages, been signalled by the clothes they wore. Social class was a birthright. Today, sporting luxury brands continues to serve as status symbols, but unlike mediaeval times, it is not limited to people with a high social standing at birth as one can work for status, and purchase the items because one deserves them. (Han, Nunes, & Drèze, 2010:15). In 2009, during the International Herald Tribune (IHT) Suzy Menkes, the fashion editor at The Herald, called for “luxury”’ and “fashion” to be separated. Luxury prides itself in its handcrafted garments manufactured by respected tradesmen in the industry. The outcome is that the manufactured goods are made to last a lifetime (Gibson, 2012:23).

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Waddell, Alda. "An evaluation of a motor retail organisation's lead management system." Thesis, Rhodes University, 2012. http://hdl.handle.net/10962/d1003900.

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This research was motivated by the lack of systems and methodologies in the automotive retail business sector to adequately monitor and analyse prospective customers' behaviours as a basis for developing sales. The objective of this research was to determine if lead scoring would indeed represent a good investment of time and resources for Barloworld Motor Retail. The real value for Barloworld Motor Retail is in the proven methodology for properly managing leads and the sales process. Lead scoring should have sales teams more focused because of the qualified opportunities. The sales cycle can also be efficiently managed from introduction to closure. What is Lead Scoring? In short, lead scoring identifies or measures the value of a lead to determine to which extent a lead could result in a sale. The aim of the lead scoring process is to gather as much information as possible from the prospective customer. Once information has been acquired, it is important to hand over the hot leads to sales while the warm and cold leads remain with marketing to be nurtured. A lead is a potential customer who wants to learn more about what a company has to offer, and who has acknowledged having a requirement or need that a company could help satisfy. Where this position is coupled with elements of the ideal or desired customer profile, a meaningful lead definition emerges. When a salesperson receives a lead as depicted in Figure 1, the decision must be made as to whether to promote the lead into an opportunity or recycle it back to marketing. The crucial determination would be whether the prospect is ready to enter a buying cycle, or not. Figure 1 also illustrates the lead scoring "evaluation" process. The researcher used the Barloworld Automotive www.mywheels.co.za Webpage to obtain information for this research project. The results obtained from this measurement were compared with the results obtained from other marketing initiatives and practices in the automotive industry to describe the value of lead scoring. This research is undertaken under two main headings, namely marketing and evaluating a lead management system by introducing lead scoring. In reference to marketing, Albee (2010) says that lead scoring is based on marketing that can automate the ability to know exactly when the leads in the nurturing program are sales ready and then transition them to the sales force without delay. Chekitan and Schultz (2005), introduced the notion of SIVA which stands for Solution, Information, Value, and Access. This is basically the four p's of the marketing mix, namely product, promotion, price and placement Kotler (2000) renamed and reworded to provide a customer focus. Marketing managers use this model to generate the best possible response from the target market by blending four or more combinations in the best way. The elements of the marketing mix are all controllable variables. The marketing mix can be adjusted on a frequent basis to meet the changing needs of the target market and the other dynamics of the marketing environment. The study of internet consumer behaviour is a fundamental part of the gathering of information related to lead scoring. To an extent it is also relevant to the formulation of a leads nurturing model that will positively influence buyer perceptions and help to trigger the purchase decision. With regard to the purchasing of motor vehicles, consumers will seldom make a purchase decision without personal exposure by way of sensory explanation (look, feel and touch). Internet marketing connects the physically remote consumer with the product benefits through a process of abstract positioning, and focuses on obtaining "hits" from consumers who are competent and enabled to make a positive purchase decision. Internet marketing refers to the strategies that companies use to market their products or services online. The marketing concept remains the guiding concept for companies wishing to design and implement an effective leads scoring system. Lead scoring is the process that involves the following activities: • Lead identification; • Lead collection and consolidation; • Predictive analysis of lead scoring; • Lead nurturing; • Lead distribution.

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Gikas, Evangelos. "An information system process model for a small South African enterprise in the retail sector." Thesis, Stellenbosch : Stellenbosch University, 2002. http://hdl.handle.net/10019.1/52675.

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Thesis (MBA)--Stellenbosch University, 2002.
ENGLISH ABSTRACT: This study acts as a consulting solution to a South African small retail enterprise in developing an information system process model that will assist them to achieve their goals. A thorough analysis of the enterprise and the existing processes is conducted, where after the development of a transactional processing system is critically analysed. Small enterprises have specific information technology needs that are vastly different from large firms. The study takes into consideration the very specific conditions that will lead to successes and failures for this enterprise. It illustrates that from planning through to implementation and evaluation, it is important to integrate the technology as seamlessly as possible with the existing culture and operation. A review of existing principles for small enterprises is conducted and the guidelines flowing from this are outlined and applied to the business under investigation in a developing a practical solution. The owner understands that technology could be utilised to the benefit of his business. His backing and conviction that this is the way forward is imperative to the long-term success of the ultimate solution. Some guidelines to the study are set parameters as the owner has expressed specific requirements regarding the ultimate solution. This study provides a framework from which the developer, consultant and owner can sit at a planning stage and discuss an action plan for initialising and completing this project. Specifications and technical requirements can be deduced from the conclusions drawn in this study. The success of the new information system will depend solely on the quality of information and involvement of the users. The success of the ultimate solution will need the support of non-technology related functions. The information system will be dependent on the current processes and how well they are managed in conjunction with the new system.
AFRIKAANSE OPSOMMING: Hierdie studie behels die formulering van 'n oplossing vir 'n Suid Afrikaanse kleinsake onderneming. Die ontwikkeling van 'n inligtingstelsel proses model wat die onderneming in staat sal stel om hulle doelwitte te bereik is die fokus van die studie. Die onderneming en huidige prosesse word in diepte geanaliseer waarna die ontwikkeling van 'n transaksionele prosesering sisteem krities bestudeer word. Klein ondernemings het spesifieke informasie tegnologie behoeftes wat grootliks verskil ten opsigte van groot ondernemings. Hierdie studie neem in ag die spesifieke omstandighede wat die onderneming se suksesse en mislukkings sal bepaal. Dit wys uit dat die proses vanaf beplanning, tot en met implementasie en evaluasie, dit noodsaaklik is om die informasie tegnologie sonder haakplekke te integreer met die huidige kultuur en operasie. Bestaande beginsels vir kleinsake besighede word hersien en die gevolgtrekkings wat daaruit vloei word saamgevat en toegepas op die onderneming wat bestudeer word om 'n praktiese oplossing te ontwikkel. Die eienaar is bewus van die voordele wat informasie tegnologie vir sy onderneming kan inhou. Sy steun en oortuiging dat dit die regte oplossing is, is noodsaaklik vir die langtermyn sukses van die uiteindelike oplossing. Riglyne vir die studie word voorgeskryf waar die eienaar spesifieke parameters aangaande die uiteindelike oplossing vereis. Die studie verskaf 'n raamwerk waarmee die programeerder, konsultant en eienaar 'n beplanningsessie kan bywoon om 'n aksieplan te bespreek vir die oorsprong en voltooiing van die projek. Dit is moontlik dat spesifikasies en tegniese vereistes afgelei kan word vanaf die gevolgtrekkings gemaak in die studie. Die sukses van die nuwe inligting stelsel sal ten volle afhanklik wees van die kwaliteit van inligting en betrokkenheid van die verbruikers. Die sukses van die uiteindelike oplossing moet ondersteun word deur die funksies wat nie direk verwant is aan tegnologie nie. Die inligtingstelsel sal afhanklik wees van die huidige prosesse en hoe goed die prosesse gesamentlik met die nuwe stelsel bestuur word.

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Melamed, Graham Morrison. "Determining the essential traits for successful retail pharmacists in the Port Elizabeth-Uitenhage metropole." Thesis, Port Elizabeth Technikon, 2000. http://hdl.handle.net/10948/22.

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The research problem addressed in this study was to determine whether successful retail pharmacists exhibited specific traits. To achieve this objective a theoretical schedule of traits was developed, using relevant literature in which traits of entrepreneurs are described. The theoretical list consisted of the possession of the following traits: The need to achieve; Confidence in their abilities; The successful management of risk; Creativity and the possession of vision; The tendency/ability to view changes as opportunities; Internal locus of control; Leadership; High level of motivation; Tenacity; Communication skills. Each trait of the schedule was analysed using the literature identified during the literature study. The theoretical list was then used to develop a questionnaire to test the degree to which retail pharmacists in the Greater Port Elizabeth/Uitenhage Metropole concur. The empirical results obtained indicate a strong concurrence with the theoretical list of traits of successful retail pharmacists that was developed in the study. This resulted in the theoretical schedule being confirmed and accepted as a list of traits possessed by successful retail pharmacists.

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Parsa, Haragopal. "Exploratory investigation of organization power, and its impact on strategy implementation and firm performance : a study of the hospitality franchise systems /." Diss., This resource online, 1994. http://scholar.lib.vt.edu/theses/available/etd-06062008-164617/.

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Van, Selm Andre. "The role of consumer retail price promotions in the marketing strategies of manufacturers and retailers." Thesis, Stellenbosch : Stellenbosch University, 2000. http://hdl.handle.net/10019.1/52017.

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Thesis (MBA)--Stellenbosch University, 2000.
ENGLISH ABSTRACT: Retail sales promotions are one of the most fundamental and high profile concepts of retail marketing. Everyday consumers are bombarded with various forms of information regarding sales promotions. Manufacturers and retailers go to great expense, up to 75% of the United States' marketing expenditures are spent on promotions (Lewison, 1994), but very little is done to measure the effectiveness of these promotional activities (Walters, 1991). Price promotions form an integral part of the marketing strategies of both manufacturers and retailers, yet they are often neglected in terms of assessing their impact on the marketing strategies of individual products. Lewison (1994) supports this statement by saying, "the precise positioning of sales promotion in terms of marketing strategy is often vague". "The increase in sales promotion spending in consumer goods field is greater than that of advertising promotion. However, it is important to know that a substantial part of this money is being misspent, some of it through poor planning" (Shapiro 1977). This statement is dated and probably aimed at the American retail market in particular, but it evokes some relevant questions about the South African domestic market. Are our manufacturers and retailers misspending valuable promotional budget on poorly planned and illogical sales promotions? An article in Sales and Marketing Management (1979) made a good, and relevant, point that "sales promotion is an orphan child of marketing. Both sales promotion budgets and sales promotion objectives are virtually ignored by senior management". More than twenty years later one would expect that the effectiveness of promotions would be monitored more closely and the promotional budgets of both manufacturers and retailers would be subject to close scrutiny by marketing directors. This appears, however, not to be the case, and little study has been done, particularly in South Africa, on the profitability and marketing effectiveness of price promotions within the retail grocery market. The use of trade promotions has risen considerably during the late 20th century. Within companies intense competition and increasing sophistication in sales promotion techniques together with a greater pressure to increase sales has resulted in an increased frequency of promotions. .Market factors have also fostered an increase in promotions. These factors include a rise in the number of brands (especially generic brands) and a decrease in the efficiency of traditional advertising due to increasingly fragmented consumer markets and advertising 'clutter'. A review of the marketing literature on grocery retail price promotions appears to be indicating a move toward a new approach to retailing which sees more focus being given to cutting costs out of the system, usually through improvements to the supply chain. Retail giant Wal-Mart introduced a policy of Every Day Low Pricing (EDLP) and moved heavily toward certain supply chain methodologies like Quick Response and Efficient Consumer Response which focus on reducing inventories and increasing supply chain efficiencies. These policies shun the retail sales promotion in favour of more constant sales trends and supply of goods. It appears that this policy is working, and not just in America, but in Canada and Germany as well (Kalish, 2000). This paper will focus on the inefficiencies of the traditional South African retail price promotion, particularly prevalent in the grocery chains, versus the current American and European retail promotion techniques that focus less on temporary price reductions and more on eliminating costs out of the value chain. A current South African price promotion model is given and a price promotion model for the future is proposed. Without a more complete study it would be immature to think that this paper could be a definitive study of the reasons, cause, and effects of retail price promotions, rather it is intended as a stimulus for further research in this area. This mini-thesis looks at pricing policies in the South African grocery retail market relative to international trends. Particular detail is paid to the grocery value chain and the effects of retail price reduction promotions on the supply chains within the value chain. Inefficiencies in the current South African pricing system are highlighted from both a marketing and a supply chain management perspective. A future value chain is proposed and the migration to this new value chain discussed. International trends like EDLP are discussed with relevance to the South African grocery retail market.
AFRIKAANSE OPSOMMING: Kleinhandel reklame promosies is een van die mees fundamentele and hoë profiel begrippe van kleinhandel bemarking. Daaglikse verbruikers word gebombardeer met verskeie vorms van inligting betreffende reklame promosies. Vervaardigers en kleinhandelaars gaan groot kostes aan, tot 75% van die Verenigde State se bemarkingsuitgawes is gemik op promosies (Lewison, 1994), maar daar word baie min gedoen om die doeltreffendheid van hierdie promosionele aktiwiteite te meet (Walters, 1991). Prys promosies vorm 'n integrale deel van die bemarkingstrategie van beide vervaardigers en kleinhandelaars, nogtans word hulle dikwels afgeskeep in terme van die beraming van hulle impak op die bemarkingstrategieë van individuele produkte. Lewison (1994) steun hierdie bewering deur op te merk dat, "the precise positioning of sales promotion in terms of marketing strategy is often vague". "The increase in sales promotion spending in consumer goods field is greater than that of advertising promotion. However, it is important to know that a substantial part of this money is being misspent, some of it through poor planning" (Shapiro, 1977). Hierdie opmerking is verouderd en waarskynlik spesifiek gerig op die Amerikaanse kleinhandel mark, maar lok sekere relevante vrae uit in verband met die Suid Afrikaanse plaaslike mark. Is ons vervaardigers en kleinhandelaars besig om waardevolle promosie begrotings op ondeurdagte en onlogiese reklame promosies te verkwis? 'n Artikel in "Sales en Marketing Management" (1979) maak die goeie en relevante punt dat "sales promotion is an orphan child of marketing. Both sales promotion budgets and sales promotion objectives are virtually ignored by senior management". Meer as twintig jaar later sou mens verwag dat die effektiwiteit van promosies in detail gemonitor word en die promosie begrotings van beide vervaardigers en kleinhandelaars noukeurig bestudeer word deur bemarkingsdirekteure. Dit blyk nie die geval te wees nie en, veral in Suid Afrika, is daar min navorsing gedoen oor die winsgewendheid en bemarkings effektiwiteit van reklame promosies binne die kleinhandel kruideniersmark. Die gebruik van handelspromosies het merkbaar gestyg in the laat twintigste eeu. Binne ondernemings het intensiewe kompetisie en toenemend gesofistikeerde handelspromosietegnieke tesame met groter druk om reklame syfers te laat styg gelei tot 'n toename in die frekwensie van promosies. Hierdie faktore sluit in 'n styging in die aantal handelsmerke (veral generiese handelsmerke) en 'n afname in die doeltreffendheid van tradisionele advertering weens toenemend gefragmenteerde verbruikersmarkte en advertensie "romme!". 'n Hersiening van die bemarkingsliteratuur op kruideniershandel reklamepromosies blyk daarop te dui dat 'n verskuiwing plaasvind na 'n nuwe benadering waarin meer fokus daarop geplaas word om kostes in die sisteem te sny, gewoonlik deur middel van verbeteringe aan die verskaffingsketting. Kleinhandel reus Wal-Mart het 'n beleid van "Every Day Low Pricing (EDLP)" ingestel en sterk beweeg na sekere verskaffingsketting metodologie soos "Quick Response" en "Efficient Consumer Response" wat fokus op die verminderde inventarisse en verhoogde doeltreffendheid in die verskaffingsketting. Hierdie beleide vermy die kleinhandel reklame promosie ten gunste van meer konstante reklame tendense en verskaffing van goedere. Dit blyk dat hierdie beleid besig is om te werk, nie net in die Verenigde State nie, maar ook in Kanada en Duitsland (Kalish, 2000). Hierdie werkstuk sal fokus op die ondoeltreffendheid van die tradisionele Suid Afrikaanse reklame prys promosie, veral heersend in die kruidenierskettingwinkels, teenoor die huidige Amerikaanse en Europese reklame promosie tegnieke wat minder toegespits is op tydelike prys verlagings en meer op die eliminasie van koste in die waardeketting. 'n Huidige Suid Afrikaanse prys promosie model word daargestel en 'n prys promosie model vir die toekoms voorgestel. Sonder 'n meer deeglike studie sal dit naief wees om te dink dat hierdie werkstuk 'n beslissende studie kan wees vir die redes vir, oorsaak en gevolge van kleinhandel prys promosies. Die bedoeling is eerder dat dit dien as 'n stimulus vir verdere narvorsing op die gebied. Hierdie mini-thesis ondersoek die prys beleid in die Suid Afrikaanse kruidenierskleinhandelmark relatief tot internasionale tendense. Veral word daar aandag gegee aan die kruidenierswaardeketting en die invloed van kleinhandel prysvermindering promosies op die verskaffingskettings binne die waardeketting. Tekortkominge in die huidige Suid Afrikaanse sisteem van prysbepaling word uitgelig uit beide 'n bemarkings en verskaffingskettings bestuur oogpunt. 'n Toekomstige waardeketting word voorgestel en die migrasie na hierdie nuwe waardeketting bespreek. Internasionale tendense soos EDLP work bespreek met betrekking tot die Suid Afrikaanse kruideniers reklamemark.

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Huo, Yang Hwae. "Internal environment, organizational form and their impact on financial performance of hotel chains." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/40202.

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The primary objective of this study was to investigate the relationship between internal environment, organizational form, and financial performance in hotel chains. Using a contingency framework, this study investigated the match between internal environmental factors--such as capital scarcity, monitoring cost, and asset specificity--and organizational form--such as company owned, franchised, or combination of both--in an attempt to distinguish between high and low performing hotel chains. The key findings of this study indicate that hotel chains which showed a "match" between the monitoring cost of their internal environmental factors and organizational form performed better than if those elements did not match. The other finding of this study indicates that hotel chains operating under different organizational forms, such as company-owned, franchised, and combination of both, did not differ in their financial performance levels which were measured in terms of return on investment and growth in unit sales. This study contributes to the body of knowledge in the lodging industry by introducing the contingency theory in investigating the interrelationship between internal environment, organizational form, and financial performance. In other words, this study utilized internal environmental factors such as capital scarcity, monitoring costs, and asset specificity as moderators in order to measure their impact on organizational forms and financial performance relationship. Specifically, this study provides unique ways to measure the internal environmental factors, organizational form, and financial performance: (1) capital scarcity was measured using financing activities data included in the statement cash flows, (2) organizational form of the firm was categorized into company-owned, franchised, and combination of both, and (3) financial performance was measured using return on investment (ROI) and growth in unit sales. From the industry point of view, the findings of this study will aid in recognizing organizational form in conjunction with internal environment and financial performance. This study provides empirical support with regard to the relative models in predicting appropriate organizational form that will show better financial performance. In other words, the firm that evaluates and analyzes its internal environmental factors could have the adequate organizational form that generates high profitability. From the theoretical point of view, this study provides a body of knowledge in franchising by providing empirical findings with regard to internal environmental factors in explaining the relationship between organizational form and financial performance. Furthermore, this study contributes to the existing agency theory literature in franchising by providing empirical research to the evaluative contingency theory.
Ph. D.

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Kellner, Ashlea Kate. "Examining the Balance between Franchisor Control and Franchisee Autonomy in Human Resource Management." Thesis, Griffith University, 2013. http://hdl.handle.net/10072/367774.

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The franchise model has transformed modern retailing and the economic effects have been experienced on an international scale. Although the contemporary approach to franchising was only developed half a century ago, it has quickly evolved into a highly effective, profitable and widely adopted business strategy, particularly in the Australian market. Despite the current profusion of franchising and the potential for continued growth, fundamental questions about the management of people in these organisations remain relatively unexplored. Franchising presents a unique composition of autonomy and control. The autonomy of franchisees is located midway between that of employed managers and independent business owners, while the powerful franchisor controls core business processes such as marketing and product development. Although agency theory suggests that heavy franchisor control over certain functions is integral to the success of the franchise model, the applicability of this concept to human resource management (HRM) is unclear. This thesis addresses research deficiencies at the junction of HRM and franchising through three research questions: how is the approach to HRM enacted in the franchise relationship; what factors influence the approach to HRM in the franchise relationship, and; what are the implications of the approach to HRM for franchisees? The HR department is critical to determining the approach an organisation adopts to managing human resources. In this thesis, the work conducted by the HR department was identified and classified according to existing models, enabling comparisons with the roles performed in more traditional organisations. Determination of these roles was regarded as an outcome of the strategic decision-making process, influenced by certain contextual variables. Accordingly, this thesis considers how strategic HRM decision-making in franchises is impacted by internal and external factors determined by an extensive review of the relevant literature.
Thesis (PhD Doctorate)
Doctor of Philosophy (PhD)
Griffith Business School
Griffith Business School
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Oostendorf, Jean Jacques. "The influence of supervisors on role stress, performance and job satisfaction in the retail food industry in the Cape Metropolitan area." Thesis, Cape Peninsula University of Technology, 2018. http://hdl.handle.net/20.500.11838/2702.

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Thesis (MTech (Business Administration))--Cape Peninsula University of Technology, 2018.
This study examines and identifies evidence of employees’ perception of their supervisors’ influence on role stress, performance and job satisfaction. This study provides an opportunity to understand how the extent of influence is impacted by the elements of role stress: ambiguity and conflict, performance and job satisfaction. Evidence of employees’ perception was elicited using a quantitative survey instrument and administered to 300 respondents from participating stores. The responses were analysed using the Statistical package SPSS (version 19). The study found evidence of influence on elements of role stress (significant – ambiguity, but not-significant – conflict): with both job satisfaction and performance (significant). These findings contribute to the understanding of the perceived supervisor’s influence over role stress, job satisfaction and performance. The study concludes that although there is evidence of supervisor’s influence on role stress, performance and job satisfaction, the influence on role stress is balanced significantly between ambiguity and conflict compared to job satisfaction and performance. The role of employees is depending on the employees social and economic context and could determine ambiguity and conflict level without a supervisor. It would be incumbent on the supervisors to moderate their supervisory function according to the employee’s role and responsibility for an improved performance and satisfaction outcome.

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Schwartz, Johan. "A critical analysis of the appropriate co-branding factors in the South African retail industry : a management perspective." Thesis, Stellenbosch : Stellenbosch University, 2007. http://hdl.handle.net/10019.1/49205.

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Thesis (MBA)--Stellenbosch University, 2007.
ENGLISH ABSTRACT: In the past decade, through the study of business acquisitions and through empirical research it has become evident that brands are amongst the most important assets of a company. Brands are the core of the consumer-driven economy and companies' sustainable business future is dependent on the success of their brands. Brands enable companies to establish and differentiate their company and its products. Additionally, brands provide the base or launching pad for new products and new business ventures. Brand leverage strategies are described as strategies that use established brands to influence the perceptions of new products. These brand leverage strategies include line extensions, vertical extensions, brand extensions and co-branding. Co-branding as a brand leverage strategy is investigated in this study. This study investigates the perceptions of brand practitioners towards co-branding within the retail industry of South Africa and identifies key aspects of co-branding strategies. The key factors in co-branding strategies are: the perceived fit (compatibility) between the brands; the different fOiTIls of co-branding; the considerations when choosing a partner and the general reasons for pursuing a co-branding strategy. This empirical study examines these key factors and conclusions are drawn from the data obtained. Data for this study was gathered by means of a questionnaire which was sent to retail branding practitioners. Subsequent to analysing the data conclusions were drawn with regards to the appropriate co-branding factors. The research results indicate that branding practitioners believe that the fit between two brands is an important consideration when evaluating co-branding strategies. Results also indicated that the fit between brand images is deemed to be a more important consideration than the fit of operational aspects when brand managers consider a co-branding strategy. Sales improvement and reaching out to new segments of the market are deemed to be appropriate reasons why retail brand practitioners pursue co-branding strategies. In comparison with improvement of sales, the improvement of brand image is deemed to be a less important reason for pursuing a co-branding strategy. Results further conclude that joint marketing is the preferred co-branding Conn and that retail managers prefer co-branding with companies in the FMCG sector. Results also suggest that retail brand practitioners place the biggest emphasis on the possibility of sales improvement when evaluating potential co-branding partners. Co-branding is deemed to be a viable alternative brand leverage strategy for retail brand managers. This study highlights the different aspects and considerations that brand mangers take into account when evaluating a possible co-branding strategy.
AFRIKAANSE OPSOMMING: In die afgelope dekade het die bestudering van besigheidswerwings (business acquisitions) en empiriese navorsing daarop gedui dat handelsmerke een van die belangrikste bates van ondememings is. Handelsmerke is die kern van die verbruiker gedrewe ekonomie en die volhoubare besigheids toekoms van maatskappye is afhanklik van die sukses van hierdie handelsmerke. Handelsmerke stel ondememings in staat om huI besigheid en hul produkte te vestig en te differensieer. Handelmerke dien ook as 'n basis vir die ontwikkeling van nuwe produkte en nuwe besigheidsgeleenthede. Handelsmerk hefboom (brand leverage) strategiee word beskryf as strategiee wat gevestigde handelmerke gebruik om die persepsies oor nuwe produkte te beinvloed. Hierdie handelsmerk hefboom (brand leverage) strategiee sluit lyn-uitbreiding, vertikale uitbreiding, handelsmerk uitbreiding en medehandelsmerking (co-branding) in. Hierdie studie ondersoek mede-handelsmerking as 'n handelsmerk hefboom strategie. Hierdie studie ondersoek die persepsies van handelsmerkingpraktisyns binne die Suid Afrikaanse kleinhandel industrie. Die persepsies van handelsmerkingpraktisyns teenoor mede-handelsmerking word ondersoek om die kern aspekte van medehandelsmerking strategiee te identifiseer. Die kern aspekte van mede-handelsmerking strategiee (co-branding strategies) is die waarneembare passing (fit) tussen handelsmerke, die verskillende medehandelsmerkingvorms, die oorwegende faktore tydens die keuse van 'n medehandelsmerksvennoot en die algemene redes vir die nastrewing van 'n medehandelsmerking strategie. Data vir hierdie navorsing is ingesamel deur middel van 'n vraelys wat aan kleinhandel handelsmerkpraktisyns (brand practitioners) gestuur is. Na die analise van die data is bepaalde gevolgtrekkings oor die toepaslike mede-handelsmerkfaktore gemaak. Die navorsings-resultate dui aan dat handelsmerkpraktisyns glo dat die passing (fit) tussen twee handeIsmerke 'n belangrike oorweging is wanneer mede-handelsmerking strategiee oorweeg word. Resultate dui ook aan dat die passing (fit) van die handelmerk beelde 'n belangriker oorweging is as die passing van operasionele aspekte. Verbetering in verkope en die uitreik na nuwe segmente in die mark word beskou as die geskikte redes waarom handelsmerkpraktisyns mede-handelsmerking strategiee volg. Wanneer mede-handelsmerking strategiee gevolg word, word die verbetering in verkope as 'n belangriker rede as die verbetering van die handelmerk beeld beskou. Resultate wys ook dat gesamentIike bemarking (joint marketing) die voorkeur medehandeismerkingvorm is. Die studie kom ook tot die gevolgtrekking dat maatskappye in die VBVG (Vinnig bewegende verbruikers goedere) sektor die voorkeur sektor is waarmee kleinhandelaars wil saamwerk. Resultate dui ook aan dat kleinhandel handelsmerkpraktisyns (brand practitioners) die grootste klem plaas op die moontlikheid van verkope toename wanneer potensieIe medehandelsmerkingsvennote oorweeg word. Mede-handelsmerking word beskou as 'n lewensvatbare altematiewe handelsmerk hefboom strategie (brand leverage strategy) vir kleinhandel handelsmerk bestuurders Hiedie studie bring na vore die verskillende aspekte en oorwegings wat handelsmerk bestuurders in ag neem wanneer moontlike mede-handelsmerking strategiee ontleed word.

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Mat, Johari. "The influence of leadership style on internal marketing in retailing." Thesis, University of Stirling, 2008. http://hdl.handle.net/1893/2153.

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An exploratory investigation using a survey study approach was undertaken in two organisations in retailing, to explore whether there is any connection between HOD leadership style and the effectiveness of marketing concept in the organisation. Findings emerged on several levels. Despite the agreement on the importance of leadership in IM, little integration of leadership and IM research is found in the literature. Traditionally, leadership studies relate to job satisfaction, motivation, performance, productivity and communication. The term leadership means different things to different people (De Jong 2006). Although no ultimate definition of leadership exists (Yukl 2002) the majority of definitions reflect some basic elements including influence, motivation, intention, and change. Despite the importance of acknowledging the concept of leadership and its implications on internal marketing, it emerges that empirical studies of the relationship between leadership and internal marketing are unduly under-represented. Looking at the results, the achievement oriented and participative styles are positively associated with internal marketing. The achievement oriented is somewhat a better predictor than participative style in predicting variability in internal marketing. Conversely, the directive style is negatively associated with the internal marketing variable. The only leadership style that has no significant effect on internal marketing is the supportive style. The results also show that staff job satisfaction levels are positively predicted by leadership style. Further analysis shows that only 2 out of 4 leadership styles have positive significant effects on internal marketing; these are: achievement oriented and participative styles. The other two are not significant in predicting the variability in job satisfaction. The regression results show that leadership style has a significant effect on the HOD performance variable. All leadership styles, except supportive style, have significant effects on HOD performance. The achievement oriented and participative styles have positive significant effects, but the directive style has a negative effect on HOD performance. The overall results show that achievement oriented and participative styles have positive significant effects directly and are mediated by internal marketing effects on job satisfaction and HOD performance. But the directive style of leadership has a significant direct negative effect and is mediated by internal marketing on HOD performance only and not on job satisfaction. Survey data at the individual level was aggregated across the two organisations and analysed. While these results cannot be statistically generalisable because of the small and unrepresentative sample used, the findings suggest that the link between individual organisation members’ perceptions of Internal Marketing and HOD leadership would be worthy of a larger study.

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Simms, Peter D. "Exploring the criteria used by managers to measure the effectiveness of customer loyalty programs." Thesis, Edith Cowan University, Research Online, Perth, Western Australia, 2000. https://ro.ecu.edu.au/theses/1356.

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Since the 1970s there has been a paradigm shift away from mass marketing towards the establishment and maintenance of individual relationships known as relationship marketing. Customer loyalty programs can be seen as the tactical strategies that have resulted from this change in focus, as they attempt to retain existing customers by developing a long-term, mutually satisfying relationship. The first of these such strategies was introduced in 1981, and they are still a relatively new and unexplored phenomenon. The limited research on these strategies conducted thus far has shown the many purported advantages to be doubtful at best, yet their number and scope continue to increase exponentially (Bejou, 1997). As a result of this apparent contradiction between the published research and what is being observed in practice, this study used exploratory, qualitative methods to investigate the objectives of management when implementing loyalty programs as well as the criteria they used to assess the effectiveness of these programs. The sample for this study comprised six managers of several large organisations within Australia. Individual depth-interviews probed managers' motivations for implementing customer loyalty programs and their perceptions of the performance of these programs to date. The results of this study suggest that the objectives behind the implementation of customer loyalty programs may have evolved over time to a more bottom-line orientation. Furthermore, the informants contend that exclusive loyalty is virtually impossible to achieve with a loyalty program, or any other method. Nonetheless, this research suggests that those loyalty programs offering rewards that aim to improve the value proposition of the core product, may be more successful in terms of differentiation and loyalty. Finally the results suggest that despite the fact that many organisations are forced to offer a loyalty program to maintain their competitive position, if well constructed and well managed there appears to be benefits to the company in terms of marketing flexibility and alternative revenue streams. Due to the nature of the research design, the objective of this research was not to provide statistical indicators about the performance of sample members' loyalty programs. It is hoped that the findings drawn from the data can enhance the understanding of the customer loyalty program phenomenon, from a qualitative perspective, and thus guide future research into areas in which the current literature is deficient. For example, this study highlighted the confusion that surrounds the definition of a customer loyalty program and the implications this has had for the appraisals of these programs. Further research into this, and other important areas of inquiry raised in this study, may enable academics and practitioners to better explain the continued growth of loyalty programs, and fully understand the real benefits and costs associated with them.

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Dakora, Edward Atta Naa. "Multi-channel retailing as a growth strategy for SMME retail businesses in South Africa." Thesis, Cape Peninsula University of Technology, 2007. http://hdl.handle.net/20.500.11838/1630.

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Thesis (MTech (Retail Business Management))--Cape Peninsula University of Technology, 2007
As the retail industry remains persistently competitive, progressive retailers tend to adopt multi-channel retailing (MGR) to gain competitive advantage and to achieve other potential benefits. Many experts argue that MGR widens the retailer's target market and operations to satisfy the needs of a wide range of customers and, subsequently, eam the retailer potential benefits (Dawson, 2002:5; Berman & Thelen, 2004:148-149; Ghanesh, 2004:140; Sotgiu & Ancarani,2004:128). According to Dawson (2002:5), MGR is being used extensively by large retail outlets worldwide to complement their traditional operations, thereby providing the most convenient means for customers to shop while the outlets gain competitive advantage. However, the benefits of MGR are not achieved by retail small, micro and medium enterprises (SMMEs), OWing to the fact that there are low levels of MGR adoption in retail SMMEs. This therefore limits their market opportunities. The research reported here examines how MGR could become a growth strategy for retail SMMEs. The study necessitated an extensive literature review of retailing and multi-channel retailing, multi-channel strategy and the multi-channel customer. Both qualitative and quantitative data was collected through personal interviews and questionnaires, and from large and small retail outlets and their customers in the Gape Town region. The stUdy found that the large retail outlets studied are doing well with MGR, without having to build concrete multi-channel strategies to integrate their different channels. What contributes to that achievement is their ability to harmonise their channels to achieve channel inter-dependency. The study also revealed that there is not much difference between large and small retailers when it comes to the potential benefits of MGR; therefore size is not a major issue. The differences lie in the different sectors, and with different target markets and different product categories, as these require different mixes of channels. Moreover, retail transactions in an MGR environment are found to follow a cycle of steps within the overall process, in which a customer's visit to one channel often becomes just one step in the purchase process. The study provides a useful guide for retail SMMEs to successfully adopt MeR for their profitability and growth.

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Van, der Vyver Janetta. "The importance of store image dimensions in apparel retail : customer and management perceptions." Thesis, Stellenbosch : Stellenbosch University, 2008. http://hdl.handle.net/10019.1/2077.

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Thesis (MComm (Industrial Psychology))--Stellenbosch University, 2008.
The apparel retail environment is highly competitive. Products and services that are easily replicated, together with informed and demanding consumer markets, add to the complexity of this dynamic, fast changing retail and manufacturing industry. One avenue that companies explore to differentiate themselves from the competition is by the development of their corporate identity. A fundamental element of marketing communication and corporate identity representation is store image, as it is a vehicle that affects the customers’ perception of the store and the store’s identity. To be able to invest in store image optimally, retailers should take cognisance of the need to manage store image in order to increase potential sales. The purpose of the current study was to expand the existing body of knowledge on retail store image and the female apparel consumer in the Western Cape with special reference to the perceived importance of retail store image dimensions. The research question directing the current study was formulated as follows: How do consumers perceive the various store image dimensions in apparel retail and how congruent are customers’ and management’s perceptions of these store image dimensions? The literature review focuses on the importance of store image for retail differentiation purposes as well as independent (demographics, lifestyle, shopping orientation) and dependent variables (patronage behaviour, store loyalty, customer satisfaction) in store image research. Congruity as well as gap analysis are also discussed as these are the focus of the research analysis. The Store Image Scale (SIS) was used as measuring instrument. Management (n -= 14) and customer (n = 200) samples from a leading apparel retailer were used to measure the importance of the various store image dimensions. The questionnaire was adapted for the purpose of reaching all the set empirical objectives. The customer questionnaire included five sections to measure the ideal and the actual store image and the management questionnaire included two sections to measure management’s perception of the importance of store image dimensions for customers. Data was subjected to reliability analysis, descriptive statistics and analysis of variance. Results indicated that Atmosphere, Merchandise and Service were rated as most important dimensions according to customer perceptions of the ideal, while Atmosphere, Promotion and Service were the most important dimensions according to management. Atmosphere, Convenience and Merchandise were rated as most acceptable by customers. Due to the nature of the research design congruency analysis was used. The congruency analysis yielded 29 of the 55 attributes as congruent. The analysis of congruency between acceptability and importance ratings of customers indicated that the dimensions Convenience, Institutional and Sales Personnel showed no significant differences. It therefore was concluded that management’s perception and customers’ perceptions of the importance of ideal store image are closely related for these dimensions. However, closer consideration has to be given to the specific attribute design. Significant differences between management’s and customers’ perceptions were found for the Promotion, Merchandise and Service dimensions. Based on the results, recommendations were made to management from which they could infer possible adjustments to the strategic management of store image dimensions. This is one of the first academic studies to attempt to provide management with feedback on the performance of their retail strategy and is therefore exploratory in nature. The recommendations from the current study could help retailers meet consumer needs, and thereby create a competitive advantage and unique market position for the store. This could contribute to building brand equity, store patronage and, consequently, sales, as well as support the possibility of benchmarking the importance of specific store image dimensions as retail practices in the chain store apparel sector. This could contribute to this retailer’s ability to project a store image that meets customers’ expectations while enforcing the strategic corporate identity.

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De, Witt Jacques. "Edcon : a case study in strategic management." Thesis, Stellenbosch : Stellenbosch University, 2000. http://hdl.handle.net/10019.1/51735.

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Thesis (MBA)--Stellenbosch University, 2000.
ENGLISH ABSTRACT: The consumer in 2000 has various new options on which to spend money, even when compared to only one year ago. In South Africa new spending destinations and higher interest rates, fuel prices and administered prices led to changes in consumer patterns, which implies less spending on traditional retail products such as furniture, clothes, shoes and more spending in the growth sectors such as cell phones and internet. The retailer who wants to ensure success in this changing environment has to competently address a number of strategic issues. Effective positioning significantly contributes to an organisations competitiveness and consequent success in any line of business. The loss of the Edgars group clothing, footwear and textile market share despite expensive efforts to buy sales and add space, was the clearest indicator that every retailer's most treasured asset, the customer, was migrating to competitors, and/or spending less with the group. In this study the key strategic issues that led to Edgars decline in marketshare from 1995 through to 2000 has been examined in the light of changes in the internal and external environment of retail. Case study research in the form of documentary analysis of Edgars, together with knowledge originating from the literature review, provided a sound basis for generating questions to be answered.
AFRIKAANSE OPSOMMING: Die verbruiker het in die jaar 2000 verskeie nuwe opsies waarop geld spandeer kan word. Nuwe bestedingsareas in Suid-Afrika het as gevolg van hoër rentekoerse, brandstofpryse en administraiewe kostes gelei tot verandering in verbruikerspatrone, wat impliseer dat minder op tradisionele handelsprodukte soos meubels, klere, en skoene teenoor sektore soos selfone en die internet spandeer word. Die handelaar wat 'n sukses in so 'n situasie wil verseker, moet 'n aantal strategiese vraagstukke op 'n bekwame en vaardige wyse aanspreek. Effektiewe posisionering sal 'n besondere bydrae maak tot enige onderneming se mededinging en sukses. Die verlies aan markaandeel van Edgars se klerasie, skoene en tekstiel bedryf ten spyte van hoë besteding aan bemarking en addisionele vloerspasie, was 'n duidelike aanwysing dat elke handelaar se mees gewaardeerde bate, die klient, na kompetisie migreer of minder by die handelaar spandeer. In hierdie studie word verskeie strategiese vraagstukke ondersoek in die lig van die interne en eksterne omgewing van die handelaar. Identifisering van hierdie veranderinge en tendense sal handelaars help om probleme te formuleer vir verdere strategiee. Gevallestudie navorsing in die vorm van dokumentere analise rakende die Edgars ondersoek, tesame met kennis verkry uit literatuuroorsig, het 'n sterk grondslag gelê vir die formulering van vrae wat beantwoord kan word.

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Forrest, Colin. "Evaluating the drivers that impact the relationship between a sales representative and customer within the retail sector and the impact this relationship has on the sales volume of Coca-Cola products within in the Western Cape." Thesis, Stellenbosch : Stellenbosch University, 2007. http://hdl.handle.net/10019.1/50707.

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Thesis (MBA)--Stellenbosch University, 2007.
ENGLISH ABSTRACT: Companies within the FMCG sector are continually trying to create value from their brands by increasing their margins and/or selling more of their products. Taking cost out of the value chain gives the company a competitive advantage, but this advantage is short lived as competitors also reduce costs. Differentiating a product through enhanced features and benefits also provides a competitive advantage, but is also subject to imitation by rivals. As competition increases, companies are looking for new avenues to differentiate themselves. Relationships marketing has, as a result, increased its prevalence as a competitive tool to provide that point of difference. This research report analyses the factors that influence the relationship between a Coca-Cola sales representative and his/her customers with the Cape Town region. The geography is unique in that is has a cross section of people who represent different races, religions and languages. This research report examines the impact that age, gender, education and culture have on the ability of a sales representative to build a relationship with a customer. Culture is broken down into four categories. These categories examined the race, language, religion and area of residence of a sales representative relative to a customer and the impact these attributes have on the ability to build a relationship. Positive relationships have an impact on the sales representative's ability to influence the store owner to activate certain in-store drivers which will increase the sales volume of products through an outlet. In-store drivers have been defined as the availability of a product through listing, the amount of forward share allocated to the product and the price of the product. If the profile of a sales representative relative to that of a customer, has an impact on the strength of the relationship, companies could "match" sales representatives to customers based on their respective profiles. This "matching" would have a positive benefit for the sales representative and his/her company. The research showed that there was a correlation between the profile of a sales representative and a customer. It is easier for a sales representative to build a relationship with a customer who is a similar age. It is however easier for the sales representative to influence a younger customer. Gender plays no role in a sales representative's ability to build a relationship. With respect to education, a stronger relationship exists between a customer and sales representative of a similar education. Again it is easier for a representative to influence a customer who has a lower level of education. Race does have an impact on the ability to build relationships. The research showed that an African sales representative should service an African customer. The same applies to a Xhosa speaking sales representative. There is a positive link between matching sales representatives and customers who come from similar areas and have the same religion. Understanding what factors can improve or inhibit a relationship provides important insights into how management can influence a competitive advantage in customer relationship marketing.
AFRIKAANSE OPSOMMING: Maatskappye binne die FMCG-sektor probeer deurlopend om waarde tot hulle handelsmerk toe te voeg deur hulle winsmarges te vergroot en/of meer produkte te verkoop. Om koste uit die waardeketting te verwyder, gee die maatskappy slegs vir 'n kort tydjie 'n mededingende voordeel aangesien mededingers ook koste verlaag. Om produkte te differensieer deur kenmerke en voordele te verbeter, bied ook 'n mededingende voordeel maar kan eweneens deur mededingers nageboods word. Soos wat kompetisie toeneem, soek maatkappye nuwe maniere om hulself te differensieer. Verhoudingsbemarking kom gevolglik al meer voor as 'n mededingende instrument om daardie klein verskil te maak. Hierdie navorsing ontleed die faktore wat 'n invloed uitoefen op die verhouding tussen 'n verkoopsverteenwoordiger van Coca Cola en sy/haar mededingers binne die Kaapstad-streek. Die geografie is uniek omdat dit 'n verskeidenheid mense van verskillende rasse, godsdienste en tale omvat. Die navorsingsverslag ondersoek die impak wat ouderdom, geslag, opvoeding en kultuur uitoefen op die vermoe van die verkoopsverteenwoordiger om 'n verhouding met 'n klant op te bou. Kultuur word in vier kategoriee verdeel. Hierdie kategoriee ondersoek die ras, taal, godsdiens en woonarea van 'n verkoopsverteenwoordiger relatief tot 'n klant en die impak wat hierdie kenmerke uitoefen op die vermoe om 'n verhouding op te bou. Positiewe verhoudings het 'n impak op die verkoopsverteenwoordiger se vermoe om die winkeleienaar te beinvloed om sekere aandrywers in die winkel toe te pas om die verkoopsvolume van produkte deur so 'n winkel te verhoog. Hierdie aandrywers in die winkel is geidentifiseer as die beskikbaarheid van 'n produk deur notering, die hoeveelheid aandele wat vooruit aan die produk toegeken word en die prys van die produk. As die profiel van 'n verkoopsverteenwoordiger relatief tot die van die klant 'n impak uitoefen op die kwalitieit van die verhouding kan maatskappye verkoopsverteenwoordigers by klante "pas" op grond van hulle onderskeie profiele. Hierdie "passing" kan 'n positiewe voordeel vir die verkoopsverteenwoordiger en sy/haar maatskappy inhou. Die navorsing het aangetoon dat daar 'n korrelasie bestaan tussen die profiel van 'n verkoopsverteenwoordiger en die klant. Dit is makliker vir 'n verkoopsverteenworrdiger om 'n verhouding op te bou met 'n klant van 'n soortgelyke ouderdom. Dit is egter vir die verkoopsverteenwoordiger makliker om 'n jonger klant te beinvloed. Geslag speel geen rol in die verkoopsverteenwoordiger se vermoe om 'n verhouding op te bou nie. Sover dit opvoeding aangaan, is daar ook 'n sterker verhouding tussen 'n klant en verkoopsverteenwoordiger van soortgelyke opvoeding. Weer eens is dit makliker vir 'n verteenwoordiger om 'n klant met 'n laer vlak van opvoeding te beinvloed. Ras het wel 'n impak op die vermoe om verhoudinge te bou. Die navorsing het aangetoon dat 'n swart verkoopsverteenwoordiger beter vaar met 'n swart klant. Dieselfde geld vir 'n Xhosa-sprekende verkoopsverleenwoordiger. Daar is 'n positiewe gevolg waar verkoopsverteenwoordigers en klante uit soortgelyke areas en met dieselfde godsdiens by mekaar gepas word. 'n Begrip vir die faktore wat 'n verhouding kan verbeter of inhibeer bied belangrike insigte in maniere waarop bestuur 'n mededingende voordeel kan meebring deur verhoudingsbemarking op klante toe te pas.

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Jordaan, Adrian. "The development of guidelines for the evaluation of franchising as a business option." Thesis, Stellenbosch : Stellenbosch University, 2006. http://hdl.handle.net/10019.1/20891.

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Thesis (MBA)--Stellenbosch University, 2006.
ENGLISH ABSTRACT: New economic activity is essential to create jobs that can absorb the surplus~ abour being created by, amongst other things, the increase in population rate, particular1y in developing countries like South Africa, and rationalisation and increased productivity characterising larger organisations nowadays. Entrepreneurship has been identified as one of the key sources and driving forces behind job creation and long-term economic growth, yet South Africa performs well below average in terms of entrepreneurial activity, particularly when compared to other developing countries. The weaknesses in the training and education system, lack of financial support, lack of research and development transfer and poor access to physical infrastructure were consistently identified in the various Global Entrepreneurship Monitor studies as accounting for the low entrepreneurial activity in South Africa. v-- The franchising business model has be/ldescribed in terms of Porter's value-chain analysis and shows that the franchisor prescribes to the franchisee a business model by providing procedures, guidelines, sharing, training and support for the execution of the primary and secondary activities within the franchisee's value chain. This is achieved through the tangible interrelationships that exist between franchisor and franchisee, which are characterised by the sharing and support of activities that are related within the two value chains and the intangible interrelationships involving the transfer of management know-how through training and mentoring. Considering the nature and the advantages of the franchise business model as described in terms of Porter's value-chain analysis, franchising can go a long way towards overcoming the lack of training and education and access to finance many entrepreneurs in South Africa are faced with. There is therefore evidence to suggest that franchising as a business model can reduce many of the risks associated with starting up a new business and contribute towards the improvement of the entrepreneurial status of South Africa. One of the main rationales behind purchasing a particular franchise is the confidence that the franchise will contribute to making the individual's business success more predictable. For this to become a reality requires that the franchisor provides an individual with a tried and test concept linked to a respectable and well-known brand within a structure that provides extensive initial and continuous support. However, although there are clear guidelines for the structure and conduct within the franchise business model, there are no all-encompassing rules regarding the extent to which all the aspects of a franchise business model have to be present for a particular franchise system to be considered good or bad. One franchise system may allow franchisees more leeway in some aspects of the business and have less formalised interrelationships within its value chain compared to another franchise system yet they may be equally successful systems depending on the extent to which their structure and the personal profile of the prospective franchisee complement each other. Therefore there are different management styles applied within different franchise systems and whether a particular franchise system will be successful for a particular franchisee depends upon the fit between the individual's personal profile, which encompasses the individual's skills, personality, entrepreneurial profile, risk profile, control profile, independence profile, work habits, ambitions, dreams, strengths and weaknesses and the franchise culture, functionality, structure, dynamic inter-relationships and regulation that prevails in the franchise network being considered. These factors, combined with others such as the current franchisor recruitment practices; abuse of the franchise concept and the balance of power considerations between franchisor and franchisee, emphasise the necessity for a prospective franchisee to take responsibility by performing his/her own thorough evaluation. The aim of this study was therefore the development of an analytical framework, which can be used by a prospective franchisee as a guideline for evaluating and deciding whether he/she is suited for franchising, whether a particular franchise opportunity is a sound and legitimate option and whether there is a fit between the personal profile of the individual and the profile of a particular franchise investment option being considered. By following the proposed analytical framework a prospective franchisee is able to develop a personal profile according to recommended guidelines and evaluate each potential franchise being considered
AFRIKAANSE OPSOMMING: Nuwe ekonomiese aktiwiteit is noodsaaklik om werk te skep wat die ooraanbod van arbeid kan absorbeer wat onder andere veroorsaak word deur die bevolkingsaanwas, veral in ontwikkelende lande soos Suid-Afrika, en rasionalisering en groter produktiwiteit wat deesdae groter organisasies kenmerk. Entrepreneurskap is ge'identifiseer as een van die sleutelbronne en dryfvere agter werkskepping en langtermyn ekonomiese groei. Tog presteer Suid-Afrika ver onder die gemiddelde in terme van entrepreneurskapsaktiwiteit, veral as dit vergelyk word met ander ontwikkelende lande. Die tekortkominge in die onderwys- en opleidingstelsel, gebrek aan finansiele ondersteuning, gebrek aan oordrag van navorsing- en ontwikkelingskundigheid en swak toegang tot fisiese infrastruktuur is konsekwent deur die Global Entrepreneurship Monitor ge'identifiseer as redes vir die lae vlak van entrepreneursaktiwiteit in Suid-Afrika. Die konsessie-sakemodel is in terme van Porter se waardekettinganalise beskryf en toon dat die konsessiegewer aan die konsessiehouer 'n sake model voorskryf deur prosedures, riglyne, deelname, opleiding en ondersteuning te voorsien vir die uitvoering van die primere en sekondere aktiwiteite binne die konsessiehouer se waardeketting. Dit word bereik deur die tasbare interverhoudings wat tussen die konsessiegewer en konsessiehouer bestaan, wat gekenmerk word deur die deelname aan en ondersteuning van aktiwiteite wat verwant is binne die twee waardekettings en die ontasbare interverhoudings wat betref die oordrag van bestuurskennis deur opleiding en mentorskap. As die aard en die voordele van die konsessie-sakemodel oorweeg word, soos beskryf in terme van Porter se waardeketting, kan die konsessiebedryf baie doen om die gebrek aan onderwys en opleiding en toegang tot finansiering wat baie entrepreneurs in Suid-Afrika ondervind, teen te werk. Daar is dus aanduiding dat konsessies as sakemodel baie van die risiko's kan verlaag wat verband hou met die totstandbring van 'n nuwe onderneming en kan bydra tot die verbetering van die entrepreneurstatus van Suid-Afrika. Een van die hoofbeweegredes agter die aankoop van 'n spesifieke konsessie is die vertroue dat die konsessie daartoe sal bydra om die individu se besigheid meer voorspelbaar te maak. Ten einde dit moontlik te maak, moet die konsessiegewer 'n individu voorsien van 'n beproefde konsep gekoppel aan 'n gerespekteerde en bekende handelsmerk binne 'n struktuur wat omvattende aanvanklike en deurlopende ondersteuning bied. Alhoewel daar duidelike riglyne is vir die struktuur en bedryf binne die konsessie-sakemodel, is daar geen allesomvattende re~ls betreffende die omvang waartoe al die aspekte van 'n konsessie-sakemodel teenwoordig moet wees ten einde te bepaal of 'n spesifieke konsessiestelsel goed of sleg is nie. Een konsessiestelsel mag konsessiehouers meer vryheid bied in terme van sekere aspekte van die besigheid en minder formele interverhoudings he binne sy waardeketting vergeleke met 'n ander konsessiestelsel, maar hulle mag ewe suksesvolle stelsels wees afhangend van die mate waarin hulle struktuur en die persoonlike profiel van die voomemende konsessiehouer mekaar komplementeer. Daar word dus verskillende bestuurstyle toegepas binne verskillende konsessiestelsels en of 'n spesifieke konsessiestelsel suksesvol sal wees vir 'n spesifieke konsessiehouer hang grootliks af van die passing tussen die individu se persoonlike profiel, wat insluit die individu se vaardighede, persoonlikheid, entrepreneursprofiel, risiko-profiel, kontrole-profiel, onafhanklikheidsprofiel, werkstyl, ambisies, drome, sterkpunte en swakpunte en die konsessie se kultuur, funksionaliteit, struktuur, dinamiese interverhoudings en regulering wat bestaan in die konsessienetwerk wat oorweeg word. Hierdie faktore, tesame met ander soos die huidige konsessiegewer se aanstellingspraktyke, misbruik van die konsessiekonsep en die magsbalans-oorwegings tussen die konsessiegewer en konsessiehouer, beklemtoon die noodsaaklikheid vir 'n voornemende konsessiehouer om verantwoordelikheid te neem deur sylhaar eie deeglike evaluering te doen. Die doel van hierdie studie is daarom die ontwikkeling van 'n analitiese raamwerk wat deur 'n voornemende konsessiehouer gebruik kan word as 'n riglyn vir die evaluering en besluitneming ten opsigte van sy/haar eie gepastheid vir die konsessiebedryf, of 'n spesifieke konsessiegeleentheid 'n grondige en wettige opsie is en of daar 'n passing is tussen die persoonlike profiel van die individu en die profiel van 'n spesifieke konsessiebelegging wat oorweeg word. Deur die voorgestelde analitiese raamwerk te volg, sal die voornemende konsessiehouer in staat wees om 'n persoonlike profiel te ontwikkel volgens aanbevole riglyn en elke potensiele konsessie wat oorweeg word, te evalueer.

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Kleintjies, Ivan Graham. "Spar's category management strategy to enhance future sales and meet customers' needs." Thesis, Stellenbosch : Stellenbosch University, 2001. http://hdl.handle.net/10019.1/49705.

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Thesis (MBA)--Stellenbosch University, 2001.
ENGLISH ABSTRACT: As Spar began to grow, its stores became increasingly proactive resulting in the better SPAR stores wanting to compete and to expand but being frustrated by their many conservative SPAR retail colleagues. In order to increase effectiveness and competitive advantage, SPAR had to consider a new approach. This came in the form of Category Management and the extent to which it would be understood, evaluated and implemented. SPAR was being forced to do things in different ways. Many consumer packaged goods companies believe that Category Management is the "new way". These companies are expanding great amounts of energy and cash to be the player in the category management arena. Category Management is regarded as a process that involves managing product categories as business units and customizing them on a store-by-store basis to satisfy customer needs. The ideal in this process is to identify the optimal mix and stock each store with specific products customers wish to purchase. In simple terms, Category Management can be identified as the process of bringing the right product to the consumer at the right time and price. As a discipline, this process is in its infancy within the boarders of South Africa. The scope of the study is to introduce the Spar model for implementing Category Management into the voluntary trading environment. The biggest challenge identified is that if a robust analysis process is not undertaken by SPAR, the actions of going forward would be insufficient to develop clear Category Management strategies which could be included in the overall business strategy. Without successful analysis, SPAR will not be able to transform itself successfully. Organizationally, culturally, and technically, Category Management is fundamentally different to what has gone before. Many facets of the SPAR business have to change in a relatively short space of time for Category Management to work. Category Management helps establish new strategic intents and plans. It is a go-to market strategy that, when adopted within an organization, sets the tone and direction for all strategic and tactical decisions. The Category Management process is consumer focused and is the most effective and efficient means whereby the retailer and its suppliers can together generate value for their end customer.
AFRIKAANSE OPSOMMING: Namate SPAR begin groei het, het sy winkels toenemend proaktief begin word, wat daartoe gelei het dat die beste SPAR-winkels wou meeding en uitbrei, maar deur hul talle konserwatiewe SPAR-kleinhandelskollegas gedwarsboom is. Ten einde doeltreffendheid en mededingende voordeel te verhoog, moes SPAR 'n nuwe benadering oorweeg. Dit het die vorm van Kategoriebestuur en die mate waarin dit verstaan, geëvalueer en geïmplementeer sou word, aangeneem. SPAR is genoodsaak om dinge anders te doen. Baie maatskappye wat verpakte verbruikersgoedere verkoop, is van mening dat Kategoriebestuur die "nuwe rigting" is. Hierdie maatskappye bestee groot hoeveelhede energie en kontant om dié speler in die kategoriebestuursarena te wees. Kategoriebestuur word beskou as 'n proses wat behels dat produkkategorieë as sake-eenhede bestuur word wat op 'n winkelgrondslag pasgemaak word ten einde in kliëntebehoeftes te voorsien. Die doelwit van hierdie proses is om die optimale mengsel te identifiseer en elke winkel te bevoorraad met bepaalde produkte wat kliënte wil koop. In eenvoudige terme kan Kategoriebestuur omskryf word as die proses om die regte produk op die regte tyd en teen die regte prys aan die verbruiker te bied. As 'n dissipline staan hierdie proses in sy kinderskoene binne die grense van Suid-Afrika. Die omvang van die studie is om die SPAR-model bekend te stel vir die implementering van Kategoriebestuur in die vrywillige handelsomgewing. Die grootste uitdaging is dan indien SPAR nie 'n deeglike ontledingsproses onderneem nie, die aksies vorentoe nie voldoende sal wees om duidelike Kategoriebestuurstrategieë te formuleer wat in die algehele sakestrategie ingesluit kan word nie. Sonder 'n suksesvolle ontleding sal SPAR homself nie suksesvol kan transformeer nie. Organisatories, kultureel en tegnies verskil Kategoriebestuur fundamenteel van dit wat voorheen gegeld het. Vir Kategoriebestuur om te werk, sal talle fasette van die SPAR-onderneming in 'n betreklik kort tydjie moet verander. Kategoriebestuur dra by tot die formulering van nuwe strategiese doelwitte en planne. Dit is 'n bemarkingstrategie wat, indien dit binne 'n organisasie gevolg word, die toon en rigting vir alle strategiese en taktiese besluite aangee. Die Kategoriebestuursproses is verbruikersgerig en is die doeltreffendste wyse waarop die kleinhandelaar en sy produkverskaffers tesame waarde vir hul eindkliënt kan genereer.

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Heunis, C. "A comparative study of the pharmacy business models with specific reference to Nuclicks and Pick 'n Pay." Thesis, Stellenbosch : Stellenbosch University, 2003. http://hdl.handle.net/10019.1/53233.

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Thesis (MBA)--Stellenbosch University, 2003.
ENGLISH ABSTRACT: The purpose of this report is to create a better understanding of the new pharmacy initiatives in the South African market, with specific reference to the Nuclicks and Pick 'n Pay groups. In order to understand the respective business concepts better the following abstracts from each chapter of the study is given. Chapter one is basically the introduction to the study and describes the events that lead to the above mentioned corporate retailers to enter the pharmacy market place. An introduction to Hamel's business model theory is also discussed and identified as a possible means of evaluating the corporate retailers' business concepts. In Chapter two the strategic analysis of the South African retail pharmacy industry is performed. This analysis is performed to create an understanding of the different forces at work in the industry. Some of the key findings in this chapter are that changes to the pharmacy act and the way dispensing licences are going to be awarded creates uncertainty. The profit outlook of retail pharmacy, though on the decline, still compares favourably to other retailers. In chapter three the core concepts of Hamel's business model are presented in more detail and applied to the retail pharmacy environment. In his view, a strategy needs to change the industry rules. This chapter ends with the concept of wealth potential based on Hamel's teachings. The wealth potential concept is about creating cash flow and profits. A business model that is able to create customer benefits well below the cost of the competitors is regarded as efficient. By utilising the Hamel way the Nuclicks (chapter four) and Pick 'n Pay (chapter five) business concepts is unpacked. Both Nuclicks and Pick 'n Pay pharmacy business models are presented within the corporate framework of the groups. Nuclicks bought an established pharmacy franchise while Pick 'n Pay launched Healthpharm. Nuclicks creates a possible choke point by buying UPD. The Nuclicks pharmacy strategy is a more comprehensive health strategy, while Pick 'n Pay follows a more cautious approach. As franchising will playa major role in both pharmacy concepts, the theory of franchising is presented in chapter six. Telephonic interviews with Link franchisees are conducted and the possible reasons for the ambiguity that crept into the Link business model are discussed. As the Healthpharm franchise is a new concept, it is evaluated based on information gathered from press releases and the Healthpharm web-site. In chapter seven universal conclusions and recommendations, based upon the literature study and this investigation, are presented. One of the key findings are, success in the face of changes requires more than the current way of doing business. It requires an innovative thinking process. New business models have to be formulated that allows retail pharmacists to establish a focused and well-differentiated value proposition. This value proposition needs to be meaningful for consumers and must strengthen a pharmacy outlet's competitive position.
AFRIKAANSE OPSOMMING: Die doel van hierdie verslag is om 'n beter begrip vir die nuwe apteek inisiatiewe in die Suid-Afrikaanse mark te ontwikkel, met spesifieke verwysing na die Nuclicks en Pick 'n Pay groepe. Om die onderskeie besiqheidskonsepte beter te verstaan, word die volgende opsomming van elke hoofstuk van die studie uiteengesit. Hoofstuk een is 'n inleiding tot die studie en beskryf die gebeure wat aanleiding gegee het tot die bogenoemde korporatiewe kleinhandelaars se toetrede tot die apteek mark. 'n Inleiding van Hamel se besigheidsmodel teorie is ook bespreek en is geïdentifiseer as evaluering van die korporatiewe kleinhandelaars se besigheidskonsepte. Hoofstuk twee bied 'n strategiese analise van die Suid-Afrikaanse kleinhandelaars apteek industrie. Hierdie analise is geskep om beter begrip te ontwikkel vir die verskillende kragte wat inwerk in die industrie. Van die bevindinge in die hoofstuk is die veranderinge in die apteek wetgewing en die wyse waarop resepteer lisensies toegeken gaan word, en hoeveel onsekerhede dit tot gevolg het. Die wins vooruitsigte van kleinhandelaars apteke, alhoewel aan die afneem, vergelyk steeds gunstig met ander kleinhandelaars. In Hoofstuk drie is die kern konsepte van Hamel se besigheidsmodel in meer detail uiteengesit en toegepas op die kleinhandelaar apteek omgewing. Uit sy oogpunt, is 'n strategie nodig om veranderinge te weeg te bring in die industrie reëls. Hierdie hoofstuk eindig met die konsep van waarde potensiaal wat gebaseer is op Hamel se teorie. Hierdie waarde potensiaal konsep is gebaseer op die skep van kontantvloei en 'n Besigheidsmodel wat in staat is om die kliënt te begunstig heelwat laer as die koste van die teenstander, word beskou as effektief. Hamel se teorie is gebruik om Nuclicks (hoofstuk vier) en Pick 'n Pay (hoofstuk vyf) se besigheidskonsepte te analiseer. Beide Nuclicks en Pick 'n Pay se besigheidsmodelle word aangebied binne die korporatiewe raakwerke van die groepe. Nuclicks het 'n gevestigde apteek konsessie gekoop terwyl Pick 'n Pay vir Healthpharm begin het. Nuclicks het 'n moontlike 'wurgpunt" geskep deur die aankoop van UPD. Die Nuclicks apteek strategie is 'n meer omvattende gesondheidstrategie, terwyl Pick 'n Pay 'n meer versigtige benadering volg. Aangesien besigheid konsessie 'n belangrike rol speel in beide apteek konsepte, word die teorie van konsessie in hoofstuk ses behandel. Telefoniese onderhoude is gevoer met Link konsessiehouers en die moontlike redes vir die twyfelagtigheid van die Link besigheidsmodel word bespreek. Aangesien die Healthpharm konsessie 'n nuwe konsep is, word dit geëvalueer op grond van inligting wat versamel is uit die media en die Healthpharm webtuiste. In Hoofstuk sewe word universele afleidings en aanbevelings, gebaseer op die literatuurstudie en die ondersoek, uiteengesit. Een van die hoof bevindings was dat sukses benodig meer as die huidige manier van besigheid doen. Nuwe besigheidsmodelle moet geformuleer word, wat dit vir kleinhandelaar apteke moontlik sal maak om 'n gefokusde en goed gedifferensieerde waarde voorstel tot stand te bring. Hierdie voorstel moet betekenisvol wees vir die verbruiker en moet die apteek kompeterende posisie versterk.

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Van, der Bank Francois. "The development and validation of a partial competency model for branch managers in the clothing retail industry." Thesis, Stellenbosch : Stellenbosch University, 2007. http://hdl.handle.net/10019.1/18709.

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Thesis (MComm)--University of Stellenbosch, 2007.
ENGLISH ABSTRACT: Understanding and measuring job performance constructs enables organisations to utilise their human resources more effectively. The job performance of workers can be conceptualised on two levels, namely on a job result or outcome level (e.g. sales figures, units produced) and on a behavioural level (e.g. planning a budget, attentiveness to customers). To the extent that the former is within the control of the worker responsible, its success is a function of the worker’s behaviour on the job. Successful performance on the job outcome level for which the job exists thus requires specific levels of performance (i.e., competence) on the behavioural competencies in that the latter complexly determines the former. The level of performance achieved on the outcome level could, however, also recursively feed back onto the level of performance reached on the behavioural competencies. A complex network of causal influences thus exist between the job outcomes for which the job exists and the latent behavioural competency variables. Although this multi-dimensional structural model between job behaviour and job outcomes are widely recognised in theory, it is not often developed or tested in practice. Such models will give credence to performance criteria used as part of performance management and will also assist organisations in selecting and evaluating job success predictors. In addition, these models can serve as diagnostic tools for organisational development. This research study develops and evaluates a performance or competency structural model for branch managers in the clothing retail industry. The results seem to suggest a reasonable good fit for the exogenous model (i.e. competency measurement model), but a poor fit for the endogenous model (i.e. job outcomes measurement model). Due to estimation problems with the endogenous model, multiple regression analysis is used instead of the more appropriate analysis in this case, structural equation modelling, for evaluating the structural model. The regression results confirm the importance of certain competencies in terms of unit performance and provide understanding of the rather complex performance domain.
AFRIKAANSE OPSOMMING: Die verstaan en meet van posprestasie stel organisasies in staat om hul menslike hulpbronne meer effektief te bestuur. Die posprestasie van werkers kan op twee vlakke gekonseptualiseer word, naamlik op ‘n posuitkomsvlak (bv. verkoopssyfers, eenhede geproduseer) en op ‘n gedragsvlak (bv. beplanning van ‘n begroting, oplettendheid teenoor klante). Sukses op die eersgenoemde vlak, in die mate waartoe dit binne die beheer van die verantwoordelike werker is, is ‘n funksie van die werker se gedrag in die werk. Suksesvolle prestasie op die posuitkomsvlak, waarvoor die pos bestaan, vereis dus spesifieke vlakke van prestasie (dws. bevoegdheid) op die gedragsvlak deurdat die laasgenoemde die eersgenoemde op ‘n komplekse wyse bepaal. Die vlak van prestasie behaal op die uitkomsvlak sou egter ook ’n terugvoereffek kon hê op die vlak van prestasie op die gedragsbevoegdhede. ‘n Komplekse netwerk van kousale invloede bestaan dus tussen die posuitkomse waarvoor die pos bestaan en die latente gedragsbevoegdhede veranderlikes. Alhoewel hierdie multi-dimensionele strukturele model tussen werksgedrag en posuitkomste wyd erken word in die teorie, word dit nie algemeen ontwikkel of getoets in die praktyk nie. Sulke modelle sal geloofwaardigheid bied aan prestasiekriteria wat aangewend word as deel van prestasiebestuur en sal ook bydra tot organisasies se seleksie en evaluasie van voorspellers vir possukses. Hierdie modelle kan verder as diagnostiese instrumentasie dien vir organisasieontwikkeling. Hierdie navorsingstudie behels die ontwikkeling en evaluering van ‘n strukturele prestasie- of bevoegdheidsmodel vir takbestuurders in die klere-kleinhandelindustrie. Die resultate blyk ‘n redelike goeie passing aan te dui vir die eksogene (bevoegdheids-) model, maar ‘n swak passing vir die endogene (posuitkoms-) model. As gevolg van beramingsprobleme met die endogene model word meervoudige regressieontleding gebruik in plaas van strukturele vergelykingsmodellering wat ‘n meer toepaslike analise in hierdie geval sou wees. Die regressieresultate bevestig die belangrikheid van sekere bevoegdhede in terme van eenheidsprestasie en werk mee om ‘n redelike komplekse prestasiedomein meer verstaanbaar te maak.

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Volschenk, Marius Stephanus. "OK Bazaars (1929) Ltd : a strategic management analysis of the period 1970 to 1997." Thesis, Stellenbosch : Stellenbosch University, 2001. http://hdl.handle.net/10019.1/52379.

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Thesis (MBA)--Stellenbosch University, 2001.
ENGLISH ABSTRACT: The aim of this dissertation is to attempt to shed some light on the strategic issues and shortfalls that accompanied the OK Bazaars (1929) Ltd on its path from being the oldest and largest retailer in South Africa to becoming a spiralling loss-maker and being sold for a mere R1 at the end of what is probably the longest existing retail-trade history for a company this size in South Africa. Only a limited number of South African case studies exist in the field of Strategic Management and the writer will, in the latter part of the dissertation, condense the broad facts to a case study that will serve South African students in the field of Strategic Management. The study firstly follows a theoretical discussion on some Strategic Management theory, especially the two important concepts of vision and mission. This leads to the discussion of a model for Strategic Management or more specific, strategic analysis. The study then concludes with the application of the model on the OK Bazaars, which entails the essence of the report. The focus is on the company since the early seventies and thereafter up until its sale by The South African Breweries(SAB) in 1997. The period under discussion is fragmented into roughly the three decades, that is the seventies, the eighties and the years 1990 to 1997(the nineties). The writer at this stage wishes to emphasise that, due to a number of factors which will be discussed shortly, a broad analytical approach is followed on the seventies with a somewhat more detailed analysis being done on the eighties and, as far as is possible, a full-on analysis of the nineties. The reasons for this approach are as follows: • The 0K Bazaars in its pre-1997 form does not exist anymore and the people involved with the then-existing company are no longer available for comment. Almost no media-published material is available on the OK Bazaars during the seventies with only limited published material on the eighties. • Due to the SAB and Shoprite Holdings, the new owners of OK Bazaars, currently still being in a dispute as to the exact extent of the losses incurred by the OK just prior to the take-over and the nett asset value of the OK Bazaars at the time of the take-over, the situation surrounding the OK and its financial figures are very sensitive at present. As a result very little information is available from Shoprite with no information from SAB except the annual financial reports. By August 2000 there were still indications that the dispute was not yet resolved (De Vynck,2000). Due to the poor performance of OK Bazaars in the last years of its presence in the SAB stable, the annual financial reports of SAB also reflect the minimum information on the company (OK). It is however the aim of the writer to evaluate, with the somewhat limited information at hand, the company from a strategic management point of view and construct these facts to a practical case study for fellow students in this interesting field of management.
AFRIKAANSE OPSOMMING: Die doel van hierdie proefskrif is om te poog om die strategiese probleme en tekortkominge uit te lig wat bygedra het tot die ondergang van OK Bazaars (1929) Bpk, vanaf die stadium dat die OK die grootste kleinhandelaar in Suid-Afrika was totdat dit 'n onomkeerbare verliesmaker geword het en verkoop is vir 'n skamele R1 aan die einde van wat waarskynlik die langsbestaande kleinhandelsgeskiedenis vir 'n maatskappy van hierdie grootte in Suid Afrika is. Daar bestaan slegs 'n beperkte aantal Suid Afrikaanse gevallestudies in die veld van Strategiese Bestuur en die skrywer sal, in die laaste deel van die proefskrif, die breër feite tot 'n gevallestudie reduseer wat gebruik kan word deur Suid Afrikaanse studente in the veld van Strategiese Bestuur. Die studie begin met 'n bespreking van sekere teoretiese aspekte van Strategiese Bestuur, veral die twee belangrike onderwerpe van visie en missie. Dit lei tot die bespreking van 'n model vir Strategiese Bestuur, of meer spesifiek strategiese ontleding of analise. Die studie gaan dan voort met die toepassing van die model op die OK Bazaars, wat die kern van die verslag vorm. Die fokus is op die maatskappy sedert die vroeë sewentigerjare en daarna tot en met die verkoop daarvan deur die SAB in 1997. Die tydperk onder bespreking word rofweg opgedeel in die drie dekades, naamlik die sewentigerjare, die tagtigerjare en die jare 1990 tot 1997 (die negentigerjare). Die skrywer wil reeds op hierdie stadium beklemtoon dat, as gevolg van 'n paar faktore wat hierna bespreek sal word, 'n breë oorsigtelike benadering gevolg word ten opsigte van die sewentigerjare met 'n ietwat meer gedetailleerde ontleding wat ten opsigte van die tagtigerjare gedoen word en, sover as moontlik, 'n volwaardige ontleding van die negentigerjare. Die redes vir hierdie benadering is as volg: • Die OK Bazaars soos dit gelyk het voor 1997 bestaan nie meer nie, en die persone wat betrokke was by die maatskappy soos dit op daardie stadium daar uitgesien het, is nie meer beskikbaar vir kommentaar nie. • Daar is feitlik geen media-gepubliseerde materiaal omtrent OK Bazaars gedurende die sewentigerjare beskikbaar nie, terwyl slegs beperkte gepubliseerde materiaal omtrent die tagtigerjare beskikbaar is. • As gevolg van die feit dat SAB en Shoprite Holdings, die nuwe eienaars van OK Bazaars, tans steeds in a dispuut is insake die presiese omvang van die verliese aangegaan deur die OK net voor die oorname asook die netto batewaarde van OK op die stadium van die oorname, is die situasie rakende die OK en die finansiële resultate daarvan hoogs sensitief op die oomblik. Gevolglik is baie min inligting beskikbaar vanaf Shoprite, terwyl geen inligting vanaf die SAB kant buiten die statutêre jaarverslae beskikbaar is nie. Teen Augustus 2000 was daar steeds aanduidings dat die dispuut nie opgelos is (De Vynck,2000). As gevolg van die swak vertoning van die OK Bazaars in die laaste jare waartydens dit nog binne die SAB stal geval het, reflekteer die jaarlikse finansiële verslae van die SAB slegs die minimum inligting omtrent die maatskappy (OK). Dit is egter die doel van die skrywer om met die beperkte inligting beskikbaar, die maatskappy uit 'n strategiese bestuur-oogpunt te evalueer en hierdie feite dan saam te voeg ten einde 'n praktiese gevallestudie daar te stel vir mede studente in hierdie interessante veld van bestuur.

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Bruwer, Juan-Pierre. "Sustainability of South African FMCG SMME retail businesses in the Cape Peninsula." Thesis, Cape Peninsula University of Technology, 2010. http://hdl.handle.net/20.500.11838/1724.

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Dissertation submitted in fulfilment of the requirements for the MTech: Internal Auditing In the Faculty of Business at the CAPE PENINSULA UNIVERSITY OF TECHNOLOGY, 2010
The concept of Small Medium and Micro Enterprises (SMMEs) was created and implemented by the South African Government in an attempt to improve the economy of South Africa, reducing the unemployment rate and eliminating poverty. As a basic objective, SMMEs strive toward sustainability, however in recent years sustainability is at an all time low as substantial a number of these businesses fail to become viable entities. Popular literature show that Fast Moving Consumer Goods (FMCG) retail SMMEs make ineffective use of their accounting resources, resulting in them making critical business decisions without understanding and interpreting their financial performance or financial positions. These decisions have a ‘toxic’ affect on their business sustainability and as a result, it is perceived that these SMMEs make inefficient use of financial performance measures. The key objective of this research is to establish what financial performance measures sourced from accounting resources are regarded as being critical for the sustainability of FMCG retail SMMEs during the current dispensation of an economic depression in South Africa. To achieve the above dispensation, applied research will be used using ‘action research’ as the primary research paradigm supported by questionnaires for the purpose of data analysis, results of which were analysed using descriptive and inferential statistics. Recommendations culminate from the research to mitigate the research problem.

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Mok, Yin-mung Glenda, and 莫燕夢. "A critical appraisal of the marketing strategy of a Hong Kong retail group: with particular reference to storepositioning." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1994. http://hub.hku.hk/bib/B31266174.

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Van, der Vyver Juan Lodewyk. "An investigation into an expansion strategy for the garden centre strategic business unit of the Starke Ayres group of companies." Thesis, Stellenbosch : University of Stellenbosch, 2010. http://hdl.handle.net/10019.1/6436.

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Sadi, Muhammad A. "International business expansion through franchising: the case of fast-food industry." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/39038.

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The purpose of this research project was threefold: 1) to establish a set of research questions , propositions and hypotheses about the nature of international fast-food franchising; 2) to identify the distinctive strategies employed by fast-food franchise firms in foreign markets and 3) to provide a set of guidelines for managers which will assist them in dealing with the challenges of initiating and expanding a fast-food franchise system in a foreign country. A multiple-case study approach was used focusing on how U. S . franchise firms have adapted their domestic business practices to the Canadian, Japanese, and Russian Markets. Special attention was given to the degree to which their firms have modified franchise objectives, expansion strategies, marketing mix elements, control system and support services. A principal finding of this research project is that fast-food companies do in fact extend domestic franchise strategies to foreign markets when expanding internationally. However, they do make certain alterations in their domestic method of doing business. The alterations are in the areas of expansion strategies, franchise objectives, control systems and support services. These alterations do not follow a consistent pattern. They vary from country to country and from firm to firm.
Ph. D.

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Bosereewong, Vipaporn. "Identification of environmental factors that influence the choice of franchising methods of U.S. restaurant companies in Pan Pacific region." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/40304.

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Franchising has become a proven and acceptable method of distributing products and services for both domestic and foreign markets. The pressures on franchisors to search for foreign markets have led to heightened interest in international franchising. According to Franchising in the Economy (1990), restaurants of all types rank number one, followed by business aids and services. Therefore, the restaurant industry leads the domain of business in international franchising. The primary objective of this study was to develop a model based on experts' opinion for the selection of different franchising methods to be used as a guideline for restaurant companies that plan to franchise internationally. Environmental factors that affect international franchising in the Pan Pacific region are identified. The major methods used in franchising are: 1. direct franchising, 2. master franchise agreements, and 3. joint venture agreements. The recommendation of the most popular franchising methods for singapore, Korea, Thailand, and Malaysia are studied.
Ph. D.

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Sarantidis, Paraskevi. "Factors affecting store brand purchase in the Greek grocery market." Thesis, University of Stirling, 2012. http://hdl.handle.net/1893/12854.

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This study is an in-depth investigation of the factors that affect store brand purchases. It aims to help both retailers and manufacturers predict store brand purchases through an improved understanding of the effects of three latent variables: customer satisfaction and loyalty with the store; which is expressed through word-of-mouth; and trust in store brands. An additional aim is to explore variations in the level of store brand adoption and the inter-relationships between the selected constructs. Data was collected through a telephone survey of those responsible for household grocery shopping, and who shop at the nine leading grocery retailers in Greece. A total of 904 respondents completed the questionnaire based upon a quota of 100 respondents for each of the nine retailers. Data were analyzed through chi-square, analysis of variance and partial least square. The proposed model was tested by partial least square path modeling, which related the latent variables to the dependent manifest variable: store brand purchases. The findings provide empirical support that store brand purchases are positively influenced by the consumers’ perceived level of trust in store brands. The consumer decision-making process for store brands is complex and establishing customer satisfaction and loyalty with the store does not appear to influence store brand purchases or the level of trust in the retailer’s store brands in the specific context under study. Consequently the most appropriate way to influence store brand purchases in the Greek market is through increasing in the level of trust in the retailer’s store brands. It is suggested that retailers should therefore invest in trust building strategies for their own store brands and try to capitalize on their brand equity by using a family brand policy. Theoretical and managerial implications of the findings are discussed and opportunities for further research are suggested.

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Crespo-Bulnes, Patricia, and Ximena Ortiz-Lozada. "Estudio de prefactibilidad para la instalación de una empresa que brinde el servicio de compra para el menú del hogar con un enfoque de servicio integral." Bachelor's thesis, Universidad de Lima, 2016. http://repositorio.ulima.edu.pe/handle/ulima/3218.

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El propósito de este trabajo es analizar el negocio del servicio logístico de las compras del menú del hogar en el mercado peruano a través de un estudio de pre factibilidad, puesto que dicho negocio en el Perú es muy pequeño y limitado a solo algunos proveedores con una presencia reciente, a pesar de que en el mundo éste ya lleve varios años y esté en constante crecimiento como resultado de los cambios en los hábitos de consumo derivados de la preocupación del consumidor por una mayor comodidad y un mayor tiempo para sus actividades sin sacrificar la calidad e inocuidad de los alimentos.
The purpose of this project is to analyze the business process of logistics service regarding the purchase of the supplied food for Peruvian market, through a pre-feasibility study. In Peru, this type of business is limited to just a few suppliers, although in the world, this business have several years of development and is constantly growing as a result of changes in consumer habits and consumer concerns: “greater comfort and longer time for their personal activities without influencing in quality and food safety.
Trabajo de investigación

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Реу, І. В. "Кадрова політика підприємства в сучасних умовах (на прикладі мережі магазинів «Usupso» ТОВ «АТАМІ»)." Thesis, Одеський національний економічний університет, 2021. http://local.lib/diploma/Reu.pdf.

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Доступ до роботи тільки на території бібліотеки ОНЕУ, для переходу натисніть на посилання нижче
У роботі розглядаються теоретичні аспекти розробки та функціонування кадрової політики. Розкрито сутність, види, принципи та складові кадрової політики. Проаналізовано фінансово-економічні показники діяльності підприємства ТОВ «АТАМІ», досліджено кількісно-якісний склад персоналу та функціонуючу систему управління персоналом. Запропоновано: 1. Удосконалено складові процесу реалізації політики роботи з кадрами. 2. Обґрунтовано використання нематеріальних методів управління в роздрібній мережі (залучення працівників до участі у багатьох процесах функціонування та ототожнення себе поряд з стратегічними цілями компанії є обов'язковим нюансом ефективного процесу реалізації та функціонування кадрової політики підприємства). 3. Наведено загальні рекомендації щодо вдосконалення недоліків в системі управління персоналом в «Usupso Ukraine». За результатами дослідження сформульовані заходи щодо підвищення ефективності функціонування існуючої Кадрової політики, яка відповідає загальній стратегії підприємства. Наведено обґрунтовані розрахунки економічного та соціального ефекту від запропонованих заходів.
The theoretical aspects of development and functioning of personnel policy are considered in the work. The essence, types, principles and components of personnel policy are revealed. The financial and economic indicators of activity of the enterprise of LLC «ATAMI» are analyzed, the quantitative and qualitative structure of the personnel and the functioning system of personnel management is investigated. The following are proposed: 1. The components of the process of implementation of the personnel policy are improved. 2. The use of intangible management methods in the retail network is substantiated (involvement of employees in many processes of functioning and identification with the strategic goals of the company is a mandatory nuance of the effective process of implementation and functioning of personnel policy of the enterprise). 3. General recommendations for improving the shortcomings in the personnel management system in "Usupso Ukraine" are given. According to the results of the study, measures are formulated to increase the efficiency of the existing Personnel Policy, which corresponds to the overall strategy of the enterprise. Substantiated calculations of economic and social effect of the proposed measures are given.

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SOUZA, Marcio Roberto de. "Percep????o dos gestores de compras de empresas varejistas do Brasil sobre o processo de gest??o dos eventos econ??micos da cadeia de suprimentos." FECAP, 2017. http://tede.fecap.br:8080/jspui/handle/jspui/750.

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Submitted by Elba Lopes (elba.lopes@fecap.br) on 2017-11-18T16:08:32Z No. of bitstreams: 2 Marcio Roberto de Souza.pdf: 3290425 bytes, checksum: beebb33e7919dbb799efa3b2b936dfb3 (MD5) license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5)
Made available in DSpace on 2017-11-18T16:08:32Z (GMT). No. of bitstreams: 2 Marcio Roberto de Souza.pdf: 3290425 bytes, checksum: beebb33e7919dbb799efa3b2b936dfb3 (MD5) license_rdf: 0 bytes, checksum: d41d8cd98f00b204e9800998ecf8427e (MD5) Previous issue date: 2017-08-28
Understanding and practicing Supply Chain Management ??? SCM - with excellence has become a prerequisite for the continuity of the organizations in the era of network competition. However, even after some decades of evolution under the aegis of the systemic approach, the methodology still needs to provide instruments capable of measuring the economic results of this broader system, since the existing models in the area - SCOR and GSCF - do not fulfill this function in its completeness and, therefore, does not allow to check if the supply chain is effective. The probable solution of the problem passes through the use of innovations developed in the scope of Managerial Accounting such as the Model of Economic Management in the SCM. To the accounting-management artifact is attributed the concepts of economic events and economic profit - the best indicator of effectiveness of the "enterprise system" and, it is believed, the "supply chain system" - whose application in the context of the supply chain depends on the ability of managers from companies with greater bargaining power to perceive systems, because if they do not see it, they do not understand it or manage it strategically, nor do they know adequate measures for this angle of analysis. This work aimed, therefore, to know the systemic view of the managers of purchases of Brazilian retailers, of the areas of telephony and/or electronics products, on the process of management of the economic events of the upstream supply chain, not properly for that moment to apply a system of measurement of the global economic results of the system, but to investigate if there is fertile field to develop it, because these managers, supported by the company with greater bargaining power in the chain, have in their hands the decision about the economic event "purchase" and can influence the strategic objectives of the chains that their company integrates and the adoption of instruments to manage them. To achieve the proposed goal, the Focus Group technique was used with six retail managers and content analysis to handle the data collected at this stage. Subsequently, their inferences were investigated through questionnaires sent to retail purchasing managers from all over the country. The data of 44 respondents were modeled with logistic regression and it was verified that the congruence of objectives and the creation of knowledge together are the constructs that most influence the systemic vision that the managers have on the process of management of the economic events of the chain of and there is propensity for the development of systems for measuring the overall economic profit of the system.
Compreender e praticar o gerenciamento da cadeia de suprimentos ??? ou SCM, acr??nimo de Supply Chain Management ??? com excel??ncia tornou-se pr??-requisito para a continuidade das organiza????es na era da competi????o em rede. No entanto, mesmo depois de algumas d??cadas de evolu????o sob a ??gide da abordagem sist??mica, ainda falta ?? metodologia prover instrumentos capazes de mensurar os resultados econ??micos desse sistema mais amplo, pois os modelos existentes na ??rea ??? SCOR e GSCF ??? n??o cumprem essa fun????o em sua plenitude e, por isso, alijam a capacidade de conferir se a cadeia de suprimentos ?? eficaz. Conjectura-se que a solu????o do problema passa pelo aproveitamento no SCM de inova????es desenvolvidas no ??mbito da Contabilidade Gerencial como ?? o Modelo de Gest??o Econ??mica. Ao artefato cont??bil-gerencial se atribui os conceitos de eventos econ??micos e lucro econ??mico ??? o melhor indicador de efic??cia do ???sistema empresa??? e, acredita-se, do ???sistema cadeia de suprimentos??? ??? cuja aplica????o no contexto da cadeia de suprimentos depende da habilidade dos gestores das empresas integrantes com maior poder de barganha em perceber sistemas, pois se n??o o enxergam, n??o o compreendem nem o gerenciam de modo estrat??gico, nem tampouco conhecem medidas adequadas para esse ??ngulo de an??lise. Este trabalho buscou, portanto, conhecer a vis??o sist??mica dos gestores de compras de varejistas brasileiros, das ??reas de telefonia e/ou eletr??nicos, sobre o processo de gest??o dos eventos econ??micos da rede ?? montante, n??o propriamente para j?? nesse momento aplicar um sistema de mensura????o dos resultados econ??micos globais do sistema, mas sim para investigar se h?? campo f??rtil para desenvolv??-lo, pois esses gestores, suportados pela companhia com maior poder de barganha da rede, t??m em suas m??os a decis??o sobre o evento econ??mico ???compra??? e podem influenciar os objetivos estrat??gicos das cadeias que sua empresa integra e a ado????o de instrumentos para gerenci??-las. Para atingir o objetivo proposto, utilizou-se a t??cnica de Focus Group com seis gestores do varejo e an??lise de conte??do para tratar os dados levantados nessa etapa. Posteriormente, se investigou suas infer??ncias por meio de question??rios enviados a gestores de compras do varejo de todo o pa??s. Os dados de 44 respondentes foram modelados com regress??o log??stica e constatou-se que a congru??ncia de objetivos e a cria????o de conhecimento em conjunto s??o os constructos que mais influenciam a vis??o sist??mica que os gestores t??m sobre o processo de gest??o dos eventos econ??micos da cadeia de suprimentos e que h?? espa??o para o desenvolvimento de sistemas de mensura????o do lucro econ??mico global do sistema.

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Dissertations / Theses on the topic 'Retail trade – Management'

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