Management Tools sind Werkzeuge, um Managemententscheidungen vorzubereiten und zu unterstützen. Sie sind standardisiert, setzen bestimmte Fähigkeiten zur Anwendung voraus und werden häufig von Unternehmensberatungen angeboten.

This article compares instruments which IT-firms use to integrate their business consultants - esp. the way monitoring and coordination of activities works. It is based empirically on interviews with consultants and managers of consulting units of a U.S. American firm in Germany, the Swiss...

Cross-selling – selling multiple products or services to a buyer – is a common practice in business-to-business markets. In this paper, I exploit the preferences revealed in the relationships between buyers and suppliers to investigate the origin and magnitude of client-specific economies of...

Bien que le conseil en management soit un secteur en croissance, plusieurs defis restent a relever; ceux-ci sont souvent imposes par l'evolution des besoins des clients. Ces nouveaux besoins sont a l'origine de l'émergence d'une nouvelle forme de conseil en management qui s'appuie sur la...

Although commercial services always accompanied the trade activities, the impact and power of these business were really felt about 3 decades ago. This paper aims to present the concept of commercial services from different points of view and to analyze various commercial business operations...

Management control practices are influenced by different professional groups, their interpretations and power struggles. We study a company whose strategy and daily management rely on non financial stakes, notably upon the concept of “brand”. We show how management accountants introduce a...

Established theories in international business come to different conclusions when specifically applied to the analysis of the international activities of start-up companies in high-technology industries. Using a new dataset of 495 British and German start-ups operating in high-technology...

For firms acting in technological niches the expansion into foreign markets can be a way to increase sales and to thus to recover initial sunk costs over a shorter time frame. Our research, based on survey data for nearly 600 British and German high-tech start-ups, examines whether...

We examine the impact of technological product advantages, prior international experience of the management, firm size and age, country differences, and sunk costs as determinants of the timing of international market entry. The timing of internationalisation is analysed using ?event history...