The evaluation of marketing strategies for the sale of sports goods in Europe

The objectives of this thesis are to examine and evaluate the process of marketing as practiced by an established and successful company in the sports trade, Dunlop Sports Company Ltd. (D.S.C.). In particular the field of strategy formulation for exporting is considered in an operational context, and compared with existing literature and theory on the subject. Market intelligence has been gathered by visiting European territories and pursuing available sources in the United Kingdom. The data now available is intended to act as a base for developing a more effective market research function within D.S.C. At various stages reports have been submitted on specific topics to the Company and this thesis represents the culmination of these reports and an outline for future policies which are open to D.S.C. The thesis chooses certain aspects of marketing and examines the way in which the marketing strategy of the Company appears to act upon these. In particular the topics of Pricing, Distribution and Market Research are considered. Initially a series of alternative market postures are postulated and assessed within the European strategy of D.S.C. Where no explicit strategy is available an implied strategy is identified and evaluated. In chapters on Pricing and Distribution some of the problems being encountered are given detailed consideration and preferred policies arc suggested. In the final chapter the major strengths and weaknesses of of the Company are brought together and the various recommendations summarised in the context of a marketing strategy which would meet some o:f the current difficulties. The emphasis tliroughout is on the effect of strategy formulation, whether or not this appears adequate, and how each of the various operational elements of the marketing mix depend upon this.

Studies in the marketing strategy of a U.K. producer of conveyor belts

Research was undertaken in the field of marketing strategy, its formulation and implementation in Dunlop Belting Division. Emphasis was placed on marketing channel strategy, but other strategies including product strategy were studied. The research has resulted in changes in management practice in the client organisation. The relevance of theories of company organisation, planning and strategy, and marketing channels was examined in the light of the research evidence. The technique of action-research was used to gain admittance to and effect change within the client organisation. Case study material was collected for subsequent analysis. The factors affecting marketing strategy formulation in the client organisation were studied. Both the external and the internal business environments were considered. The operation of the observed marketing channels was compared with channel theory. Market segmentation and penetration, and the selling and technical resources of the channels were analysed. Recommendations were made to (a) enlarge and resite the client's distribution unit to locate it centrally in England (b) use the resited unit to secure local advantage (c) obtain greater integration of field sales activities with and from the centre. A new ex-stock distribution unit was established. Improvements to the client's ex-stock marketing in Scotland were also recommended, including improvements to the Scottish distributor's stock control procedure, as well as to Dunlop-Distributor relationships at all levels. The influence of company organisation structure and formalised procedures and systems on the formulation of strategy were considered with respect to channel and product strategy, and other aspects of marketing. Conclusions were drawn that the action research resulted in successful implementation of .agreed changes in the client organisation; that theories of strategy formulation and planning, of the operation of decentralised companies, and of industrial market segmentation required modification; that the theory of marketing channels was found relevant and useful.

The role of manufacturing and market managers in strategy development:lessons from three companies

According to researchers and managers, there is a lack of agreement between marketing and manufacturing managers on critical strategic issues. However, most of the literature on the subject is anecdotal and little formal empirical research has been done. Three companies are investigated to study the extent of agreement/disagreement between manufacturing and marketing managers on strategy content and process. A novel method permits the study of agreement between the two different functional managers on the process of developing strategy. The findings consistently show that manufacturing managers operate under a wider range of strategic priorities than marketing managers, and that manufacturing managers participate less than marketing managers in the strategy development process. Further, both marketing and manufacturing managers show higher involvement in the strategy development process in the latter stages of the Hayes and Wheelwright four-stage model of manufacturing’s strategic role.

O nascimento de uma política pública: das articulações à formulação do PRONERA

This work aims at reconstructing the formulation process of PRONERA (National Program of Education in Agrarian Reform). A public policy that had its first ideas conceived within social movements and afterwards, made possible by diligences of then government. Therefore, the Program was rendered in a partnership among State, social movement, public institutions, and non-governmental organizations. As a goal, we intend to grasp both what motivated the choice for this proposal as a strategy to face educational problems in rural areas and how the actors, entities involved in this enterprise and the social-political context have influenced its formulation and entry in the governmental agenda as Public Policy. Thus, we reconstruct the history and education policy of and in rural areas. Besides, we seek to understand the context of PRONERA's conception, the factors that have influenced its creation and the actors' performances in the process. It is assumed that under the 1988 Constitution, civil society was provided with legal conditions for the active participation in political process and, consequently, in the public policy-making. We conclude, then, that PRONERA was the result of the crossing of three different flows (problems, solutions and policies) advocated by the Kingdon model. As a result, this analytical repertoire was useful to explain PRONERA’s entry in the government agenda, helping to understand how the chances of this social demand increased with an action from the politic community. It allowed its way in the government agenda as well as its becoming a public policy.

Processo de formulação estratégica sob a perspectiva dos decisores da CAERN

Os estudos sobre estratégia têm se difundido há muitos anos e seu processo de formulação também está inserido no cotidiano dos gestores. O objetivo do presente trabalho é constatar se há relação entre o pensamento, formulação e mudança estratégica e o nível acadêmico, hierárquico e tempo no cargo dos decisores da CAERN. A abordagem teórica é realizada com os seguintes pontos: estratégia, Decisão e liderança organizacional e o processo de formação da estratégia (Pensamento estratégico; Formulação da estratégia; Mudança estratégica). O estudo é de caráter exploratório descritivo. Para a tabulação e análise dos dados, utilizou-se um programa estatístico em que foi adotada a técnica de análise fatorial, e verificou-se a confiabilidade da escala de Likert utilizada no questionário através do teste Alfa de Cronbach e análise de Spearman a fim de constatar a correlação das variáveis e proporcionar uma abordagem quantitativa à pesquisa. Todos os respondentes da pesquisa são tomadores de decisão cujos níveis hierárquicos que obtiveram representatividade na amostra foram coordenadores, gerentes e chefes de seção. A partir das análises dos resultados do estudo, constatou-se que, das hipóteses levantadas, apenas uma se mostrou coerente com a realidade dos profissionais responsáveis pela estratégia organizacional da empresa: Há correlação entre a formulação estratégica e o nível acadêmico dos decisores (no constructo de formulação deliberada). Notouse também que o nível de formação acadêmica (nível superior) é importante e influencia diretamente no processo da formulação estratégica. Conclui-se que na organização em estudo o conhecimento dos gestores interfere na formulação estratégica

Processo de formulação estratégica sob a perspectiva dos decisores da CAERN

Os estudos sobre estratégia têm se difundido há muitos anos e seu processo de formulação também está inserido no cotidiano dos gestores. O objetivo do presente trabalho é constatar se há relação entre o pensamento, formulação e mudança estratégica e o nível acadêmico, hierárquico e tempo no cargo dos decisores da CAERN. A abordagem teórica é realizada com os seguintes pontos: estratégia, Decisão e liderança organizacional e o processo de formação da estratégia (Pensamento estratégico; Formulação da estratégia; Mudança estratégica). O estudo é de caráter exploratório descritivo. Para a tabulação e análise dos dados, utilizou-se um programa estatístico em que foi adotada a técnica de análise fatorial, e verificou-se a confiabilidade da escala de Likert utilizada no questionário através do teste Alfa de Cronbach e análise de Spearman a fim de constatar a correlação das variáveis e proporcionar uma abordagem quantitativa à pesquisa. Todos os respondentes da pesquisa são tomadores de decisão cujos níveis hierárquicos que obtiveram representatividade na amostra foram coordenadores, gerentes e chefes de seção. A partir das análises dos resultados do estudo, constatou-se que, das hipóteses levantadas, apenas uma se mostrou coerente com a realidade dos profissionais responsáveis pela estratégia organizacional da empresa: Há correlação entre a formulação estratégica e o nível acadêmico dos decisores (no constructo de formulação deliberada). Notouse também que o nível de formação acadêmica (nível superior) é importante e influencia diretamente no processo da formulação estratégica. Conclui-se que na organização em estudo o conhecimento dos gestores interfere na formulação estratégica

Small and medium enterprise competitiveness: Internationalization strategy

Field lab: SME competitiveness

Un aporte a la comprensión de las estrategias emergentes en las organizaciones a través del concepto de improvisación y la metáfora musical

Este trabajo se inscribe en uno de los grandes campos de los estudios organizacionales: la estrategia. La perspectiva clásica en este campo promovió la idea de que proyectarse hacia el futuro implica diseñar un plan (una serie de acciones deliberadas). Avances posteriores mostraron que la estrategia podía ser comprendida de otras formas. Sin embargo, la evolución del campo privilegió en alguna medida la mirada clásica estableciendo, por ejemplo, múltiples modelos para ‘formular’ una estrategia, pero dejando en segundo lugar la manera en la que esta puede ‘emerger’. El propósito de esta investigación es, entonces, aportar al actual nivel de comprensión respecto a las estrategias emergentes en las organizaciones. Para hacerlo, se consideró un concepto opuesto —aunque complementario— al de ‘planeación’ y, de hecho, muy cercano en su naturaleza a ese tipo de estrategias: la improvisación. Dado que este se ha nutrido de valiosos aportes del mundo de la música, se acudió al saber propio de este dominio, recurriendo al uso de ‘la metáfora’ como recurso teórico para entenderlo y alcanzar el objetivo propuesto. Los resultados muestran que 1) las estrategias deliberadas y las emergentes coexisten y se complementan, 2) la improvisación está siempre presente en el contexto organizacional, 3) existe una mayor intensidad de la improvisación en el ‘como’ de la estrategia que en el ‘qué’ y, en oposición a la idea convencional al respecto, 4) se requiere cierta preparación para poder improvisar de manera adecuada.

Mecanismos de sustentabilidade das pol??ticas de vigil??ncia sanit??ria: um olhar sobre a Anvisa

Este artigo pretende ser uma colabora????o para o debate na ??rea de gest??o estrat??gica da sa??de, com foco na vigil??ncia sanit??ria. Nele buscou-se compreender as configura????es organizacionais que viabilizam (maior) ades??o ?? formula????o de estrat??gias em uma ag??ncia reguladora, a Ag??ncia Nacional de Vigil??ncia Sanit??ria (Anvisa). Foram consultados documentos da Anvisa dispon??veis ao p??blico na Internet, al??m de documentos internos nos arquivos da ??rea de planejamento da Ag??ncia. Foram analisados dois momentos de planejamento estrat??gico da Ag??ncia, ?? luz dos aspectos relacionados aos conceitos de poder e cultura, da configura????o organizacional, al??m das formas de controle sobre as ag??ncias reguladoras. Conclui-se que mecanismos que refor??am a transpar??ncia institucional levam ao sucesso de uma formula????o estrat??gica e ?? maior sustentabilidade das pol??ticas.

Implementa????o e reformula????o de pol??ticas p??blicas: o caso do programa Cultura Viva

O presente artigo tem por objetivo demonstrar como um processo de implementa????o se modifica e ?? adaptado ao longo do tempo, podendo conduzir a um redesenho da pol??tica p??blica. Utiliza-se como estudo de caso o programa Cultura Viva. A pesquisa em que se baseia o artigo foi realizada por meio de entrevistas semiestruturadas com gestores do programa Cultura Viva e gestores de pontos de cultura, bem como por meio de um survey com os pontos de cultura do Estado de S??o Paulo e seus Munic??pios. Os resultados revelam que a implementa????o do programa alterou os crit??rios estabelecidos no processo de formula????o e incluiu novos instrumentos de gest??o, redesenhando assim a pol??tica p??blica

Or??amento p??blico: an??lise da formula????o de estrat??gias sob a perspectiva do planejamento emancipat??rio e desenvolvimentista

Este artigo tem como finalidade analisar a formula????o de estrat??gia no or??amento p??blico sob a perspectiva do planejamento emancipat??rio e desenvolvimentista. Al??m disso, busca-se descrever a reforma gerencial da administra????o p??blica federal e identificar quais as respectivas contribui????es para o aprimoramento da gest??o estrat??gica do or??amento p??blico. Apresenta-se como referencial a teoria do planejamento, abordando temas relacionados com administra????o p??blica, formula????o estrat??gica, planejamento emancipat??rio, or??amento p??blico e desenvolvimentismo. A an??lise da teoria foca as rela????es entre os elementos do planejamento: or??amento e estrat??gia, com base emancipat??ria. Descreve-se a reforma gerencial da administra????o p??blica e suas consequ??ncias para a gest??o estrat??gica or??ament??ria. Emite-se considera????es sob a perspectiva emancipat??ria do or??amento p??blico, com rela????o ?? formula????o estrat??gica e ?? vis??o desenvolvimentista.

Biodiesel production from waste frying oils over lime catalysts

Biodiesel production from semi-refined oils (SRO) and waste frying oils (WFO) was studied using commercial CaO as heterogeneous catalyst. The methanolysis tests were carried out in mild reaction conditions (62 A degrees C, atmospheric pressure). With such conditions, SRO (soybean and rapeseed) allowed to produce a biodiesel containing 97-98 % of methyl esters (FAME), whereas WFO only provided 86-87 % of FAME. The lower FAME yield for WFO oil is ascribable to the partial neutralization of the catalyst by free fatty acids. Also, soaps formation from the WFO oil reduced the weight yield of the oil phase (containing FAME) obtained and increased the MONG content of the glycerin phase. The catalysts stability tests showed high stability even when WFO oil was processed. Catalytic tests performed with blends of WFO/semi-refined oils showed blending as a good strategy to process low value raw oils with minor decay of the catalyst performance. Both WFO and semi-refined oils showed S-shape kinetics curves thus discarding significant differences of the reaction mechanisms.

Development of novel active pharmaceutical ionic liquids and salts based on antibiotics and anti-fungal drugs

Ionic Liquids (ILs) are class of compounds, which have become popular since the mid-1990s. Despite the fact that ILs are defined by one physical property (melting point), many of the potential applications are now related to their biological properties. The use of a drug as a liquid can avoid some problems related to polymorphism which can influence a drug´s solubility and thus its dosages. Also, the arrangement of the anion or cation with a specific drug might be relevant in order to: a) change the correspondent biopharmaceutical drug classification system; b) for the drug formulation process and c) the change the Active Pharmaceutical Ingredients’ (APIs). The main goal of this Thesis is the synthesis and study of physicochemical and biological properties of ILs as APIs from beta-lactam antibiotics (ampicillin, penicillin G and amoxicillin) and from the anti-fungal Amphotericin B. All the APIs used here were neutralized in a buffer appropriate hydroxide cations. The cation hydroxide was obtained on Amberlite resin (in the OH form) in order to exchange halides. The biological studies of these new compounds were made using techniques like the micro dilution and colorimetric methods. Overall a total of 19 new ILs were synthesised (6 ILs based on ampicillin, 4 ILs, based on amoxicillin, 6 ILs based on penicillin G and 4 ILs based on amphotericin B) and characterized by spectroscopic and analytical methods in order to confirm their structure and purity. The study of the biological properties of the synthesised ILs showed that some have antimicrobial activity against bacteria and yeast cells, even in resistant bacteria. Also this work allowed to show that ILs based on ampicillin could be used as anti-tumour agents. This proves that with a careful selection of the organic cation, it is possible to provoke important physico-chemical and biological alteration in the properties of ILs-APIs with great impact, having in mind their applications.

Managing innovation complexity: About the co-existence of innovation types

The purpose of this study is to contribute to the changing innovation management literature by providing an overview of different innovation types and organizational complexity factors. Aiming at a better understanding of effective innovation management, innovation and complexity are related to the formulation of an innovation strategy and interaction between different innovation types is further explored. The chosen approach in this study is to review the existing literature on different innovation types and organizational complexity factors in order to design a survey which allows for statistical measurement of their interactions and relationships to innovation strategy formulation. The findings demonstrate interaction between individual innovation types. Additionally, organizational complexity factors and different innovation types are significantly related to innovation strategy formulation. In particular, more closed innovation and incremental innovation positively influence the likelihood of innovation strategy formulation. Organizational complexity factors have an overall negative influence on innovation strategy formulation. In order to define best practices for innovation management and to guide managerial decision making, organizations need to be aware of the co-existence of different innovation types and formulate an innovation strategy to more closely align their innovation objectives.

A business plan for a new mobile application to the consumer foodservice industry

The Portuguese consumer foodservice industry is experiencing a boost in technology adoption, driven by significant changes in consumer behavior and business dynamics, due to mobile increasing penetration. Accordingly, the present work project consists on developing a business plan for meeting an identified opportunity in the technological foodservice landscape. Therefore, this report is divided into three sections, each of which addressing different objectives: (A) External Environment, providing key external insights that support the opportunity; (B) Strategy Formulation, establishing a strategic direction; and (C) Action Plan, determining an implementation plan for starting the business