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Challenges of implementing a common Commercial Management System during the Integration of TRW Automotive Holding Corporation into ZF Friedrichshafen AG

  • The objective of this thesis is to examine the recent rollout of Commercial Excellence, a sales-process standardization and improvement project within the currently ongoing integration of TRW Automotive Holding Corporation into ZF Friedrichshafen AG. Focusing on change management and the challenges posed by resistance to change, the aim is to derive recommendations for action during future rollout phases. Based on leading theories regarding change management, expert interviews delivered mixed results. While it is indicated that resistance to change was only a minor issue throughout the rollout the careful analysis of the collected responses still offered the potential for improvements. Therefore the author was able to identify the inclusion of sales support functions into the project as a solution for resistance to change caused by restrictive data release policies. Additionally, it was found that the diversification of the communication mix as well as centrally offering individualized training programs can further facilitate future rollouts of Commercial Excellence.

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Author:Stefan Müller
Advisor:Lars Binckebanck
Document Type:Bachelor Thesis
Year of Completion:2017
Granting Institution:Hochschule Furtwangen
Release Date:2017/03/01
Tag:Change management
Degree Program:IBM - International Business Management
Functional area:Business Strategy
Licence (German):License LogoUrheberrechtlich geschützt