TY - GEN
T1 - Success factors of strategic business units in the electronics and computers industry
AU - Dvir, Dov
AU - Shenhar, Aaron
N1 - Publisher Copyright:
© 1992 IEEE.
PY - 1992/1/1
Y1 - 1992/1/1
N2 - The overall performance of a corporation is not determined by the performance of a single product, but rather by the aggregated results of the individual business units. Previous research efforts at the business unit level are rather limited and studies focusing on the high-tech industry and its specific environment are even fewer. The research which this paper is based upon was directed at hightech business units in the electronics and computers industry, in Israel. Data on the business activity and its results along with the business strategy adopted by the business unit (using Miles and Snow typology), was gathered and analyzed in an effort to explore the main factors affecting the success of these business units. Two groups of factors that affect success were identified. The factors in the first group affect success regardless of the business strategy adopted. This group includes: The level of investment in technological infrastructure, the quality of manpower, the marketing synergy, and the quality of management. The second group includes factors which are contingent on the business strategy. Factors affecting the success of "defenders" are those which control unit efficiency. "Prospectors'" success depend on the technological experience and qualifications of the business unit manager, and "Analyzers" are mostly affected by the general management qualifications of the business unit manager and his senior staff.
AB - The overall performance of a corporation is not determined by the performance of a single product, but rather by the aggregated results of the individual business units. Previous research efforts at the business unit level are rather limited and studies focusing on the high-tech industry and its specific environment are even fewer. The research which this paper is based upon was directed at hightech business units in the electronics and computers industry, in Israel. Data on the business activity and its results along with the business strategy adopted by the business unit (using Miles and Snow typology), was gathered and analyzed in an effort to explore the main factors affecting the success of these business units. Two groups of factors that affect success were identified. The factors in the first group affect success regardless of the business strategy adopted. This group includes: The level of investment in technological infrastructure, the quality of manpower, the marketing synergy, and the quality of management. The second group includes factors which are contingent on the business strategy. Factors affecting the success of "defenders" are those which control unit efficiency. "Prospectors'" success depend on the technological experience and qualifications of the business unit manager, and "Analyzers" are mostly affected by the general management qualifications of the business unit manager and his senior staff.
UR - http://www.scopus.com/inward/record.url?scp=85067363511&partnerID=8YFLogxK
U2 - 10.1109/IEMC.1992.225298
DO - 10.1109/IEMC.1992.225298
M3 - Conference contribution
AN - SCOPUS:85067363511
T3 - Proceedings 1992 IEEE International Engineering Management Conference: Managing in a Global Environment, IEMC 1992
SP - 300
EP - 304
BT - Proceedings 1992 IEEE International Engineering Management Conference
PB - Institute of Electrical and Electronics Engineers
T2 - 1992 IEEE International Engineering Management Conference: Managing in a Global Environment, IEMC 1992
Y2 - 25 October 1992 through 28 October 1992
ER -
