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Management Accounting Research 19 (2008) 80–102

Strategic management accounting and sense-making in a multinational company
Katja Tillmann, Andrew Goddard ∗
School of Management, University of Southampton, Southampton SO17 1BJ, United Kingdom

Abstract
This paper investigates strategic management accounting in a large multinational company in Germany. Much of the prior research in SMA has concentrated on which accounting techniques are used and in what circumstances. This paper is more concerned with how SMA is perceived and used in practice. The principal research findings relate to the core phenomenon of sense-making. The paper explores just what is meant by sense-making and how management accounting is used to assist the process. A substantive grounded theory of strategic management accounting and sense-making is developed. Sense-making is a basic social process that revolves around organisational actors’ attempts to understand their past, present and future situations. Management accountants consciously and unconsciously undertake ‘sense-making’ activities through the strategies of structuring and harmonising; bridging and contextualising and compromising and balancing. Sense-making is also carried out within both external and internal contexts.
In addition, the intervening conditions that have an impact on the sense-making activities were ‘sets of information’, ‘professional know-how’ and ‘a feel for the game’. Two sets of consequences of sense-making were discovered; consequences for making strategy and consequences for management accountants. All these phenomena and their interrelationships are discussed in the paper and a nascent formal theory of SMA is proposed by discussing the substantive theory in relation to broader theoretical frameworks.
© 2007 Elsevier Ltd. All rights reserved.
Keywords: Strategic management accounting; Sense-making; Grounded theory

1. Introduction
This paper investigates strategic management accounting in

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