Tools
Tools
Schumann, Uwe (2019) The marketing decision making in SME: The influence of leader's intuition on company growth. DBA thesis, University of Gloucestershire.
Full text not available from this repository.Abstract
Michael Polanyi told us in his book "The Tacit Dimension" in 1966 "we can more than we tell" (Polanyi, 1966, p. 4) and he gave hints to gestalt philosophy in this chapter. As well as we could understand, that we able to ride a bicycle but we are not able to explain it in that ·way that somebody who is not able to ride a bicycle could learn it from our explanation, a more practical way of looking on the tacit knowledge phenomenon. In this paper we like to analyze the decision making in small and medium size Enterprises (SME) with a special attention of leader intuition or gut feeling in decision making. During the Interviews with SME leaders· I learned that many personal abilities, like self-esteem, experience, values, society, network, reflection, education and cultural heritage from family are responsible for successful gut decisions but as well the power of making decisions for own business on own risk. In this paper I concentrate on the personal abilities which are born in the "tacit Dimension" not in the power of ownership. We find out that not only tacit knowledge, based on experience, an excellent source of information and education also a special kind of self-certainty and braveness supports the successful intuitive decision making by SME managers. By this outcome of the research a theory for a framework of successful decision making in SME was formulated and discussed. The research take place in the environment of an extremely competitive German industry sector of machine tool and congeneric sector. The method was a multi case study with a saturation target on rich data and answering the research questions. After data collection and analysis culminated with data saturation after 7 in depth interviews. The analysis showed a direct relation in the area of decision making to mainly intuitive decisions, these intuitive decisions were driven by tacit knowledge of the owner manager. Additionally, a relation between tacit knowledge and family owned and managed companies was assessed. Furthermore, the application for Greiners model "The five phases of growth" was partly applicable to the researched SME.
| Item Type: | Thesis (DBA) | |||||||||
|---|---|---|---|---|---|---|---|---|---|---|
| Thesis Advisors: |
|
|||||||||
| Additional Information: | A print copy of this thesis is available for reference use only. | |||||||||
| Uncontrolled Keywords: | Small and medium-sized enterprises (SMEs); Leadership; Owner-Managers; Intuition; Marketing decision-making; Tacit knowledge; Family-owned businesses; Machine tool and congeneric sector, Germany | |||||||||
| Subjects: | H Social Sciences > HD Industries. Land use. Labor > HD2340.8 Small and Medium-sized businesses, artisans, handcrafts, trades H Social Sciences > HF Commerce > HF5001 Business > HF5410 Marketing H Social Sciences > HF Commerce > HF5001 Business > HF5437-5444 Purchasing. Selling. Sales personnel. Sales executives |
|||||||||
| Divisions: | Schools and Research Institutes > School of Business, Computing and Social Sciences | |||||||||
| Depositing User: | Susan Turner | |||||||||
| Date Deposited: | 03 Sep 2024 08:25 | |||||||||
| Last Modified: | 04 Sep 2024 11:02 | |||||||||
| URI: | https://eprints.glos.ac.uk/id/eprint/14335 |
University Staff: Request a correction | Repository Editors: Update this record
