Authors : Clarissa Figueredo Rocha, Luiz Carlos Duclos, Claudimar Pereira da Veiga, Christiane Bischof dos Santos and Ney Augusto Furtado Neves
Abstract: The research aims to diagnose how the mechanisms of control, subdivided into diagnosis and interactive use can influence not only on the reformulation of strategic actions but also the strategic implementation in an organization. These subdivisions were defined by Simons whose work is related to the strategic control and how these can be inserted within a strategic process cycle. A study in a branch of a Brazilian multinational metallurgic was configured. The study focused on the analysis of the company’s critical sales process because it is crucial for its sustainable competitiveness. The research was of the documentary type whose primary data were the application of semi-structured interview with the controller of the branch investigated. Content analysis was performed with the help of the Atlas.ti 7.0 Software. The results of this study suggest that the interactive use of controls, based on analyzing strategic uncertainty, associated with the diagnostic use of controls, related with the measurements and evaluation of the performance, stimulates discussion at a strategic level and instigates a monthly review of the sales process which was characterized as dynamic. As differential contributions of this work: the theoretical and empirical model developed has been tested and validated in this company; controls help guide the redesign of organizational strategy reformulation, stimulating the necessary renewal of strategic actions.
Clarissa Figueredo Rocha, Luiz Carlos Duclos, Claudimar Pereira da Veiga, Christiane Bischof dos Santos and Ney Augusto Furtado Neves, 2016. The Control Mechanisms on the Performance of the Strategic Initiatives Management: Analysis of Critical Sales Process in a Metallurgical Business. International Business Management, 10: 357-369.