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The issue dealt with in this chapter is the role of management in developing and maintaining business relationships among companies. Interdependent business network structures result from interactions in dyads between single actors and interactions among all involved actors collectively. Managers as ‘architects and constructors’ of business relationships, involved directly in developing the relationships between customers and suppliers, are mostly middle-management positions rather than top management. Purchasing managers, sales managers and technical managers are fundamental for the development of business relationships as they create value in business relationships. Relationships between companies cannot be developed unilaterally; they have to be developed jointly. Since value creation requires involvement of others, motivating other actors and mediating are fundamental in developing relationships and creating value. The effective development of business relationships of value hinges on the capability and skills of management to work with and through others, to relate to others and to cope with interdependencies that arise in relationships. However, the capability of a company to interact and create value in business relationships is not simply a sum of individual managerial skills; it is an issue of organising the interfaces in relationships to other business.

As a company that has continuously achieved business innovation, Apple in the United States has successfully applied strategic knowledge creation to produce a series of products that integrate various digital devices as well as diverse contents and applications, such as the iPod, iPhone, and iPad, based on a corporate vision of a digital hub concept. At the same time, the redefining of corporate boundaries that expanded Apple’s business in a horizontal direction from the Macintosh PC business to the delivery of music, smartphones, and tablets is also an indication of the evolution of a corporate vision involving Apple’s strategic transformation. This chapter presents the strategic and creative processes that enabled practitioners, including the late Steve Jobs, to demonstrate “strategic innovation capability” by “holistic leadership” at every level of management at Apple and successfully achieve a business ecosystem strategy through “creative collaboration” across diverse boundaries within and outside the company.

The chapter pays specific attention to the organizing and reorganizing process of the embedding of new technology. The aim is to increase the understanding of how a focal technology is incrementally aligned into a customer’s different business settings. Embedding becomes subject to intense organizing efforts. It becomes a struggle with activating different features of the focal technology by forging and modifying the resource interfaces between the focal technology and customer resources.

The organizing efforts are about seeking, in an explorative mood, for resource interfaces between the focal technology and the customer resources. This organizing process enables the identification of new adaptation opportunities for technology embedding processes, whereby the focal technology obtains certain feature and values.

A systematically developed knowledge of resource interfaces is a key for activating different features of the focal technology and thereby facilitating its embedding into the customer’s various business settings. This is described in a single case study in the chapter. This case and the analysis show how a supplier and a customer struggle with developing resource interface knowledge to activate the different features of the focal technology, thereby facilitating its embedding process. The first part of the chapter establishes a theoretical framework, followed in the second part by the case study and analysis. The concluding discussion emphasizes the importance of understanding and managing various interfaces as part of the organizing processes.

Many organizations are investing much time and effort in the management of quality. A few enlightened ones even have a vision to be the best. G. Howland Blackiston, the president of the Juran Institute, noted recently that, “All around the world companies are waking up to ‘quality’. Everyone is touting quality. Many are attempting it. Some organizations have gotten enviable results by using the concepts of ‘managing for quality’ dramatically to lower their costs, increase their profits and become more competitive in an increasingly competitive market. For these winners, quality has become an integral part of their business strategy”.

This paper aims to explore organisational intentions to use Big Data and Big Data Analytics (BDA) in external auditing. This study conceptualises different contingent motivating factors based on prior literature and the views of auditors, business clients and regulators regarding the external auditing practices and BDA.

Using the contingency theory approach, a literature review and 21 in-depth interviews with three different types of respondents, the authors explore factors motivating the use of BDA in external auditing.

The study presents a few key findings regarding the use of BD and BDA in external auditing. By disclosing a comprehensive view of current practices, the authors identify two groups of motivating factors (company-related and institutional) and the circumstances in which to use BDA, which will lead to the desired outcomes of audit companies. In addition, the authors emphasise the relationship of audit companies, business clients and regulators. The research indicates a trend whereby external auditors are likely to focus on the procedures not only to satisfy regulatory requirements but also to provide more value for business clients; hence, BDA may be one of the solutions.

The conclusions of this study are based on interview data collected from 21 participants. There is a limited number of large companies in Lithuania that are open to co-operation. Future studies may investigate the issues addressed in this study further by using different research sites and a broader range of data.

Current practices and outcomes of using BD and BDA by different types of respondents differ significantly. The authors wish to emphasise the need for audit companies to implement a BD-driven approach and to customise their audit strategy to gain long-term efficiency. Furthermore, the most challenging factors for using BDA emerged, namely, long-term audit agreements and the business clients’ sizes, structures and information systems.

The original contribution of this study lies in the empirical investigation of the comprehensive state-of-the-art of BDA usage and motivating factors in external auditing. Moreover, the study examines the phenomenon of BD as one of the most recent and praised developments in the external auditing context. Finally, a contingency-based theoretical framework has been proposed. In addition, the research also makes a methodological contribution by using the approach of constructivist grounded theory for the analysis of qualitative data.

The majority of business-to-business companies are working on their digital transformation in sales. Despite enormous transformation efforts, the expected productivity gains are often missing in most companies. Based on empirical research, this paper aims to develop a new market-oriented transformation model. Management implications as well as future research directions are derived for a more focused digital transformation process in sales.

Within the exploratory research study, 90 key informants were interviewed to provide better insights in the context of digital transformation in sales. The accuracy of the research results was safeguarded by triangulation.

As this research paper will show, the reasons for the missing productivity gains caused by a limited knowledge about the main success factors of digital transformation as well as a lack of understanding of digital transformation as an evolving process.

Based on the empirical research, a new market-oriented transformation model is developed and management implications as well as future research directions are derived for a more focused digital transformation process in sales.

Many of the sources constituting the management literature that were dealt with in the previous chapter will also provide business information. However, there are other sources that can be used, particularly for company and industry information.

This study aims to examine the contingent fit between business strategies and environmental uncertainty and its effect on corporate tax avoidance.

This study uses a two-stage linear regression method comprising multinomial logistic regression and panel data regression.

This study finds that under highly uncertain conditions, the contingent fit of prospector strategy is higher than the contingent fit of other two strategies, i.e. defender and analyzer strategy. The study fails, however, to demonstrate that under highly uncertain conditions, this study finds that under highly uncertain conditions the contingent fit of a “prospector” strategy is higher than for “defender” and “analyzer” strategies. The study fails, however, to demonstrate that under highly uncertain conditions the contingent fit of a defender strategy is higher than that of an analyzer strategy. The study also finds that the contingent fit between prospector strategy and environmental uncertainty has a positive effect on tax avoidance, and this effect is higher than for the misfit strategies. Moreover, in such environments the fit level of a defender strategy has a negative effect on tax avoidance while environmental uncertainty has a positive effect on tax avoidance.

This study estimated competition uncertainty using the Herfindahl index to measure competitive intensity in an industry. However, only the data from public listed companies was used due to a lack of data availability for non-public companies. Consequently, further study is recommended to include the total number of companies within an industry as a proxy of competitive intensity.

The results implied that managers, not only in Indonesia but also in other countries as well, specifically emerging countries (generally the environmental uncertainty in emerging countries is high) should consider the contingent factors when making business strategy decisions. Managers must be aware of the contingent fit with environmental uncertainty, and therefore, must assess external conditions prudently. Furthermore, the results of this study showed that managers should pay more attention to the effects of their decisions on corporate tax avoidance, while aligning their business strategy decisions with corporate tax planning strategy to obtain an optimal outcome for the company.

The Directorate General of Taxes and Board of Fiscal Policy, as regulators, need to comprehend environmental uncertainty to issue various policies that can ease the burden of the taxpayer to remain in business, particularly during the turbulence environment so that can prevent the companies doing illegal practices and will eventually reduce the number of tax avoidance.

This study developed alternative measure of tax avoidance, which is tax avoidance latent variable score (TAXLVS). The TAXLVS was derived from confirmatory factor analysis of previous existing tax avoidance measurements. This study is also the first that analyzes the effect of business strategy on tax avoidance using contingency approach.

The main aim of the present study is to propose a framework for selecting an appropriate electronic business (e‐business) model in managerial holding companies with a chain structure acting in the area of the automobile industry.

This is an applied study conducted as a survey and case study. First, the factors affecting selection of an appropriate e‐business model in managerial holding companies with chain structure in auto industry are identified through a survey and by testing hypotheses. Then, these factors are measured as a case study in Iran Khodro Co. so that the appropriate e‐business model can be determined for this managerial holding company with chain structure.

In this study, 18 different factors were identified for the five main criteria in identifying e‐business. Using the survey conducted in the statistical sample, only three factors of internal and external integration of human resources, flexibility, and decentralization in the responsibilities were identified as less important factors in identifying an appropriate model of e‐business in managerial holding companies with chain structure in automobile industry.

One limitation of the study was lack of sufficient managerial holding companies with a chain structure in the Iranian automobile industry, so that only two companies of Iran Khodro and Saipa possess holding and chain structure. Thus, generalization of the results of this study to the whole society must be done with great care in association with more researches.

This study, expanding and operationalizing a conceptual model, tries to identify the set of determining factors in selecting appropriate e‐business models in the managerial holding companies with a chain structure in the automobile industry.

The purpose of this paper is to discuss in depth the factors that lead to misalignment between the project management (PM) and the business strategy by investigating four case studies in the telecommunications industry in Saudi Arabia.

Due to the limited research on the subject of the alignment of PM and business strategy, the methodology used in this research was a case study in depth interview.

The paper highlights the important factors that affect the process of aligning the PM to the business strategy. The companies that have strong alignment between the business strategy and the PM show successful projects outcome while the companies that have mismatch alignment show less successful projects outcome.

The paper has investigated four telecommunications companies only. However, more companies will be better to compare the finding. Due to time constrains, the research has studied one project in each company. Each project was supporting one of the company's business strategies. More projects and business strategies will lead to clear picture of the alignment. Access to executives’ managers and CIO's was difficult. Several meetings were cancelled without short notice.

This paper helps the companies to implement their business strategies with embedding their projects in the overall strategy. Also, helps the PM team to execute the projects in a strategic way.

This paper contributes to the literature with a clear explanation of the concept of the alignment and provides a framework to ensure the alignment between the large PM process and the business strategy is achieved.