Success factors of strategic business units in the electronics and computers industry

Dov Dvir, Aaron Shenhar

Research output: Chapter in Book/Report/Conference proceedingConference contributionpeer-review

Abstract

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.

Original languageEnglish
Title of host publicationProceedings 1992 IEEE International Engineering Management Conference
Subtitle of host publicationManaging in a Global Environment, IEMC 1992
PublisherInstitute of Electrical and Electronics Engineers Inc.
Pages300-304
Number of pages5
ISBN (Electronic)0780308549, 9780780308541
DOIs
StatePublished - 1 Jan 1992
Externally publishedYes
Event1992 IEEE International Engineering Management Conference: Managing in a Global Environment, IEMC 1992 - Eatontown, United States
Duration: 25 Oct 199228 Oct 1992

Publication series

NameProceedings 1992 IEEE International Engineering Management Conference: Managing in a Global Environment, IEMC 1992

Conference

Conference1992 IEEE International Engineering Management Conference: Managing in a Global Environment, IEMC 1992
Country/TerritoryUnited States
CityEatontown
Period25/10/9228/10/92

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