Transcription of The Concept of Key Success Factors: Theory and Method
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The Concept of Key Success Factors: Theory and Method
MAPP working paper no 4 October 1992 ISSN 0907 2101 The Concept of Key Success Factors: Theory and MethodKlaus G. GrunertCharlotte EllegaardProject no 15 Executive Summary1. The term key Success factors can be used in four different ways: a) as a necessary ingre-dient in a management information system, b) as a unique characteristic of a company, c) as aheuristic tool for managers to sharpen their thinking, d) as a description of the major skillsand resources required to be successful in a given market. We adopt the last The actual key Success factors on a market, and those key Success factors perceived bydecision-makers in companies operating in the market, will be different. A number of psycho-logical mechanisms result in misperceptions of the causes of Success on a market. Both theactual key Success factors on a market, and the way they are perceived by decision-makers,are amenable to scientific analysis.
Establishing causal relationships.....24 6. References.....26 . The Concept of Key Success Factors: Theory and Method The use of the key success factor concept in the MIS and strategy literature is traced, and a ... factors as a business characteristic, as a planning tool, and as a market description. Each view will be briefly described and ...
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