Managers’ influence in decision process

: the choice of new international markets : Automotive Industry Case Study : MCG-Mind for Metal, Lda.

Abstract

The current environment experienced within the various industries is characterized by globalization, competitiveness and high demand. These days it is extremely important for a firm to have the ability to adapt and it is also important its effectiveness in doing so. For an organization to tackle these challenges it is fundamental to see internationalization as a competitive advantage. Therefore, and to be effective in the process of entering in new markets, the decision-making and influence at management level can dictate the success of the organization. Hence, the aim of this work is to explore a firm’s process of entry into new international markets as well as the management influence power in decision-making and choice of these same new markets. The theme of the dissertation was explored through a case study of a Portuguese family business with productive activity in the automotive industry: MCG-Mind for Metal. The case study was developed through interviews with the general director of MCG and the directors of the main functional areas of the automotive sector as well as through direct observation and documentation. It was concluded that the strongest influence in decision process regarding new markets happens in the strategic phase of the process. This happens due to an homogeneity in the management team where the managers influence is going for more comfortable and less risky options. This influence in decision is mainly because of the emotional fear factor of going to diferent and not so mature market.

Date of Award	10 May 2016
Original language	English
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Laure Leglise (Supervisor)