Offset Management och kulturella aspekter : En fallstudie inom Internationell Försvarsindustri

Sammanfattning: Purpose –This thesis purpose is to enhance the understanding of how cultural challenges effect offset management within the defence industry. Method -  The thesis is conducted as a qualitative case study and has been carry out on a Swedish defence company and their international businesses. Un-structured and semi-structured interviews has been conducted within the company and its partners. A referral sampling has been used to identify partners and informants relevant to the business. The data has been analysed through a three-step coding method. Results – The thesis show that in the initial phase, the biggest challenge is to create an understanding of the potential customer country’s culture and to create the initial relationships. In the implementation phase the challenge is to maintain these relationships as well as to have flexibility vis-à-vis the customer and partners. In the closuring phase the biggest challenge is to continuously to develop the partners. The most important aspect to consider during the offset business is the adaptation to the receiving country’s culture. Doing this whilst considering the factors that distinguish it from the origin’s culture the most. Theoretical implications – The thesis mainly contributes to increasing the understanding and supplementing the literature regarding Offset Management. The central culture-related challenges in offset management are highlighted and are important for future studies in this field. The thesis uses both the cultural dimensions and the Lewis Model to describe the challenges, which is of importance in studies of countries with similar cultures. Practical implications – The thesis shows the most important challenges in offset management through three different phases. In particular the contribution regarding the cultural aspects are important, as the challenges become clearer the more the origin culture differ in relation to the receiving culture.