Bove, Karsten3; Harmsen, Hanne4; Grunert, Klaus G.6
R. Sanchez & A. Heene
1 Department of Marketing and Statistics, Aarhus School of Business, Aarhus BSS, Aarhus University2 MAPP - Centre for Research on Customer Relations in the Food Sector, Aarhus School of Business, Aarhus BSS, Aarhus University3 unknown4 Aarhus School of Business, Aarhus BSS, Aarhus University5 Department of Management, Aarhus BSS, Aarhus University6 Department of Management, Aarhus BSS, Aarhus University
The purpose of this paper is to analyse which competencies top managers perceive as the most important ones for achieving success, and to analyse how these competencies create success, and how they influence each other. Competence elements perceived to be important for achieving company success were inductively identified in qualitative interviews with top managers, following a managerial cognition approach. The results were used as input for a representative study of manufacturing firms in Denmark, where the most important competencies were identified. The data analysis revealed 10 key competencies: Sales competence, production management, internal market orientation, product development, image, strategy and vision, customer knowledge, quality management, surveillance and marketing competence. The performance on these competencies and background variables were then related to success measures to identify the causes of success. A structural equation model was tested to analyse how competencies influence each other in a complex network that leads to success. The model estimated shows a high relative importance of competencies compared to background characteristics in the explanation of company success among manufacturing firms in Denmark. It also shows the importance of viewing competencies as an interrelated web that creates success.
Research in Competence-based Management. Vol. 6 C, 2000, p. 23-43
MAPP; Competence; Competence-based management; Company succes; Manufacturing companies; Denmark