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  • 1.
    Anderson, Helén
    et al.
    Linköping University, Department of Management and Economics.
    Holtström, Johan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Are mergers or acquisitions expected to affect customer and supplier relationships? An analysis of decisions taken by a competition authority2003In: IMP Conference,2003, Lugano: BI Norwegian School of Management , 2003Conference paper (Refereed)
  • 2.
    Bhuanantanonoh, Kamol
    et al.
    Univeristy of Bath.
    Gibbons, Paul M
    Univeristy of Bath.
    Hinthong, Sareeya
    University of Bath.
    Manolis, Dimitris
    University of Bath.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Sarvanidis, Sofoklis
    University of Bath.
    MRes Curriculum2005In: Bath Univeristy Postgraduate Conference,2005, Bath: University of Bath , 2005Conference paper (Other academic)
  • 3.
    Dahlin, Peter
    et al.
    School of Business Mälardalens universitet.
    Fors, Jeanette
    Department of Business Studies Uppsala Universitet.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Press releases, annual reports and newspaper articles - Using alternative data sources for studies on business network dynamics2006In: Annual IMP Conference,2006, 2006Conference paper (Refereed)
    Abstract [en]

    Research according to the IMP-tradition has a strong foundation in case studies. These case studies are often built on interviews. Whereas interviews may capture the complexity of business relationships and networks, they are associated with weaknesses, especially if the interviews are meant to capture events that occured in the past. In this paper we challenge the one-sided use of interviews through proposing alternative data sources for studies on business network dynamics. The purpose of this paper is to discuss and exemplify how press releases, newspaper articles and annual reports can be used systematically to study business network dynamics. Examples from three ongoing studies using these sources are presented to illustrate their use. These studies indicate that press releases, annual reports and newspaper articles enable both cross-sectional and longitudinal studies of business network dynamics, where the systematic use of data enables the capturing of a network at different times of its development without the risk of rationalisation or loss of memory effects.

  • 4.
    Grundström, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Jönsson, Petter
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Acquisitions of innovative firms and their impact on customer access2005In: Modular innovation in mature structures -: A study of barriers and drivers between young and established organizations / [ed] Petter Jönsson, Linköping: Linköpings universitet , 2005, p. P3:3-P3:30Chapter in book (Other academic)
    Abstract [en]

    The field ofinterest in this study is modular innovation. This type ofinnovation replaces an old part of an existing product or adds newfunctionality to an existing product. Modular innovations areimportant to increase the performance of an existing product andretain the competitiveness of the product. The purpose of thisthesis is to suggest some explanatory factors that can influencehow and if modular innovation, which adds new functionality to anexisting product, can become adopted within a mature industry. Toachieve this purpose the analysis has been divided in two levels.The first level analyses how the modular innovation fits with theproduct architecture of the final product. The second levelanalyses how the industrial structures within the industry affectsthe possibilities for an entrant firm to establish oneself as a newsupplier. The empirical data is collected from the automotiveindustry. The study is based on in-depthinterviews.

  • 5.
    Grundström, Christina
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Öhrwall Rönnbäck, Anna
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    View and management of innovativeness upon succession in family-owned SMEs2010In: Managing the Art of Innovation: Turning Concepts into Reality, Lappeenranta, Finland: Lappeenranta University of Technology Press , 2010Conference paper (Other academic)
    Abstract [en]

    The purpose of this paper is to provide insights into how thesuccessors of family-owned manufacturing SMEs view and manageinnovativeness. Research into company take-overs mainly focuses on largecompanies and little is known about innovativeness in research on familyownedbusinesses, often SMEs. This paper presents findings from ten companysuccessions, five of which describe family successions and five external ones.The paper shows that there is little difference in how various types of successorview and manage innovativeness. A successor is chosen with care and this alsoinfluences the view and management of innovativeness: other criteria seem toapply in the succession and any (radical) changes can only be introduced if anumber of contextual factors are managed properly.

  • 6.
    Holtström, Johan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Cross-border acquisitions - Effects on the acquired companies' customers and suppliers2003In: Nordic Workshop on Interorganisational Research,2003, 2003Conference paper (Refereed)
  • 7.
    Holtström, Johan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    M&A Effects on Procurement2004In: Annual IPSERA Conference,2004, 2004Conference paper (Other academic)
  • 8.
    Holtström, Johan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Många arbetstimmar för studenter ger höga kursutvärderingar! - Om korrelationen mellan kursutvärderingar, nedlagd tid och studenters resultat på kurser2008In: CUL Konferens,2008, 2008Conference paper (Other academic)
    Abstract [en]

      

  • 9.
    Huge-Brodin, Maria
    et al.
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Björklund, Maria
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Delimiting the Logistics System: A delicate Problem in Assessing the Environmental Impact from Transport2009In: Proceedings from the Annual NOFOMA conference: 11-12 June 2009, Jönköping, Jönköping: JIBS , 2009, p. 402-417Conference paper (Refereed)
    Abstract [en]

    Purpose of this paper

    The purpose of the paper is to illustrate some of the difficulties associated with assessing the environmental performance of logistics systems. The paper focuses on the environmental effects of transports in the logistics system, and elaborates on the complexity of defining an adequate system.

    Design/methodology/approach

    This conceptual paper builds on theory and literature on systems in general, and specifically logistics systems, and the environmental assessment of them. In addition, mini-cases are used to illustrate the analysis. The cases are from different sectors. Primary data was collected through interviews and secondary data through official internet pages and internal documentation.

    Findings

    The result of the paper is a set of  ”learning lessons” which aim at providing a deeper understanding of the system delimitation problem, specifically for the environmental assessment of logistics systems.

    Research limitations/implications (if applicable)

    The paper is conceptual, and provides mainly a basis for further research. The illustrations emanate from a limited number of sectors, although the system delimitation problem is of a general nature.

    What is original/value of paper

    The problem of defining system limits is often overlooked, why this paper provides support for a better understanding of the problems of delimitations of a system.  The area of environmental assessment of logistics systems is still in its cradle, why this paper also contributes to that research field.

  • 10.
    Kollberg, Beata
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Explaining the development of new offerings in advertising industry2010Conference paper (Other academic)
  • 11.
    Kowalkowski, Christian
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Network pictures and resource integration: Cognitive alignment in extended offerings2010In: / [ed] Thomas Brashear, San Juan, Puerto Rico, 2010Conference paper (Refereed)
  • 12.
    Nordin, Fredrik
    et al.
    Stockholms universitet.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Kollberg, Beata
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Nord, Tomas
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Building a new supply chain position: an exploratory study of companies in the timber housing industry2010In: Construction Management and Economics, ISSN 0144-6193, Vol. 28, no 10, p. 1071-1083Article in journal (Refereed)
    Abstract [en]

    Innovation is an important source of growth for many companies. It is also challenging, as it may require that the companies build a new position in the supply chain. The literature is devoid of analysis of different ways to build such positions in the construction industry. The purpose here is to explore the challenges involved in implementing innovations that require companies to establish new positions in a construction supply chain. Three in-depth case studies in the Swedish timber housing industry illustrate different challenges that arise with the different modes of repositioning of organic growth, collaboration and acquisition, and with moving either backward or forward in the supply chain. Organic growth is a slow process that prevents companies from taking a first-mover advantage. Acquisitions can involve difficulties with exploiting acquired competences. Collaboration brings the risks of diversity of interests and transient solutions. Furthermore, and as shown in the cases studied, challenges are associated with pre-existing competencies and relationships, with technology-oriented companies facing customer-related difficulties and market-oriented companies mainly facing ones involving technological solutions. The construction industry's idiosyncrasies amplify these challenges, as its fragmentation makes it difficult to connect with external companies at new positions. Stronger ties with business partners are likely to enable construction companies to exploit more easily innovations that require repositioning in the supply chain.

  • 13.
    Winroth, Mats
    et al.
    Ingenjörshögskolan, Jönköping.
    Danilovic, Mike
    Ingenjörshögskolan, Jönköping.
    Björkvik, Lars
    Industriell marknadsföring Linköpings Universitet.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Manufacturing strategies implications during transition towards collaborative manufacturing network2003In: Euroma-POMS Conference,2003, Como: Eurooma/POMS Conference , 2003Conference paper (Refereed)
  • 14.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Accounting for Customer Relationship Changes2007In: 23rd IMP Conference,2007, 2007Conference paper (Refereed)
  • 15.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Accounting for Customer Relationship Dissolution - The Case of Arthur Andersen2006In: Nordic Workshop on Relationship Dynamics,2006, 2006Conference paper (Refereed)
    Abstract [en]

      

  • 16.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering.
    BT Industries - A case study on acquisitions2007Report (Other academic)
  • 17.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Co-ordinating for Creativity2010Conference paper (Other academic)
  • 18.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Customer relationship dissolution following mergers and acquisitions – Reasons, counterforces and consequences2009In: Joint Ventures, Mergers and Acquisitions, and Capital Flow / [ed] J. B. Tobin & L. R. Parker, New York, USA: Nova Science Publishers, Inc., 2009, 1, p. 207-237Chapter in book (Other academic)
    Abstract [en]

    This book deals with 3 interrelated activities in business and finance: joint ventures, mergers and acquisitions, and capital flow.

  • 19.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Customer roles in innovations2010In: The Dynamics of Innovation: Proceedings / [ed] K R E Huizingh; et al, Bilbao, Spain: International Society for Professional Innovation Management (ISPIM) , 2010Conference paper (Other academic)
    Abstract [en]

    The purpose of this paper is to discuss and classify the roles of customers in innovations. In literature on innovations, customers have been increasingly emphasised as a source for innovations and also in how they help developing ideas in their early phases. This paper exemplifies various customer roles in innovations through three case studies. These describe the customer as initiator, as co-producer and as central party for business development. Through using role theory to discuss customers in innovations, it becomes explicit how customers may act their traditional roles, add roles or transfer to new roles beyond the scope of being a customer. Furthermore, the paper shows that customer roles change during the innovation process, from added or transferred roles in early phases to more traditional ones i later phases of the innovation process

  • 20.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Customer roles in innovations2010In: International Journal of Innovation Management, ISSN 1363-9196, E-ISSN 1757-5877, Vol. 14, no 6, p. 989-1011Article in journal (Refereed)
    Abstract [en]

    The purpose of this paper is to discuss and classify the roles of customers in innovations. In literature on innovations, customers have been increasingly emphasised as a source for innovations and also in how they help develop ideas in their early phases. This paper exemplifies various customer roles in innovations through three case studies. These describe the customer as initiator, as co-producer and as inspiration for business development. Through using role theory to discuss customers in innovations, it becomes explicit how customers may play their traditional roles, add roles or transfer to new roles beyond the scope of being a customer. Furthermore, the paper shows that customer roles change during the innovation process from added or transferred towards more traditional ones.

  • 21.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Customers affecting M&A integration2010In: Proceedings from EURAM, Rome, 2010Conference paper (Refereed)
  • 22.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Hårda fakta och mjuka värden - Om årsredovisningar som underutnyttjad källa vid studier av affärsrelationer2008In: Workshop i kreativ metod,2008, 2008Conference paper (Refereed)
  • 23.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Hårda fakta och mjuka värden: Årsredovisningar som underutnyttjad källa för studier av dynamik i affärsrelationer2009In: Nordiske organisasjonsstudier, ISSN 1501-8237, Vol. 4, p. 71-93Article in journal (Refereed)
  • 24.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Identity in collaboration2010In: Abstracts from 26th Annual IMP Conference, Industrial Marketing and Purchasing Group , 2010Conference paper (Other academic)
    Abstract [en]

    Purpose: This paper targets the issue of multi-identities of companies in collaboration. Companies may participate in collaboration for various reasons and may also perceive the collaboration in different ways. What is more; companies in collaboration may to various extents regard themselves as, and be regarded as, individual companies or as part of the collaboration. Their views may in turn be reflected in how business partners of the collaborating companies perceive the collaboration. This paper builds on various actors’ perception of companies in collaboration. The paper uses the identity concept to capture the multi-identities of companies in collaboration. The purpose of the paper is to describe and discuss various actors’ perception in multi-identity settings.

    Research method: The paper is built on a case study describing three levels of identity: a company level, the level of a collaboration taking the form of a joint venture, and a contractual collaboration. These are in turn described from involved parties’ and their business partners’ perspectives.

    Research findings: The paper shows that pre-collaboration history greatly reflects the identity ascribed to the companies. This was the case both for the companies in the collaboration and their business partners’ perceptions. The more structured the collaboration, the more probable that a separate collaboration identity was established. A collaboration based on contracts merely meant that the company’s identity was affected by connections to collaboration parties, while a separate identity was not established.

    Main contribution: The paper contributes to literature on corporate identity through discussing them in relation to collaboration. It also contributes to research on perception in business relationships through pointing at differences in perception between parties, where this paper connects this to actor and relationship history along with the collaboration structure.

  • 25.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Mergers and acquisitions: A network approach2009Conference paper (Refereed)
  • 26.
    Öberg, Christina
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    On customers in mergers and acquisitions2004Licentiate thesis, comprehensive summary (Other academic)
    Abstract [en]

    This thesis focuses on how customers are perceived in mergers and acquisitions. Mergers and acquisitions (M&As) are frequent, yet complex, phenomena in business life. One dimension making M&As complex is that they can affect (the merging companies' relationships to) other companies. With an M&A being a potential source of, for example, customer losses, one must ask how, and indeed whether, customers are taken into account in the M&A process, and what are the merging parties' notions concerning customers in relation to an M&A.

    This thesis takes a triangulation approach to the subject, including a literature and press release review and two case studies. The following is concluded: Customers are seldom focused on in the M&A literature, though they are commonly referred to indirectly, in an unproblematised way. By not considering customers as part of an M&A, the literature is neglecting an important aspect - one that has been emphatically recognised in business experience. In actual M&A practice, customers figure prominently in the underlying motives of M&As, and also when determining the degree of integration. Notions concerning customers are malleable, shifting during the course of tl1e M&A process, and also differ between the official view articulated in press releases, and in intra-company discussions regarding reasons for merging or acquiring. The official discourse commonly refers to customers indirectly and as targets, whereas they are treated as actors in intra-company discussions. Once M&A intentions are realised, the focus shifts from creating value to keeping value, and at this stage, customer considerations constrain the degree of integration. While there is no clear-cutline between the integration itself and a possible post-M&A phase, when evaluating an M&A the evaluation tools correspond to how customers are defined in official M&A motives.

  • 27.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Ownership transfer or integration: When is competition challenged in an M&A?2009Conference paper (Refereed)
  • 28.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Pros and Cons of Long-Term Customer Relationships2010In: Customer relations / [ed] Victoria J. Farkas, Nova Science Publishers, Inc., 2010, p. 158-Chapter in book (Other academic)
    Abstract [en]

    Customer relations is a broadly recognised, widely-implemented strategy for managing and nurturing a companys interactions with clients and sales prospects. It involves using technology to organise, automate, and synchronise business processes -- principally sales activities, but also those for marketing, customer service, and technical support. This book presents topical research data in the study of customer relations, including how consumers use Alan P Fiske's relational models framework to construct their relationships with service organisations; measuring corporate Customer Relationship Management (CRM) strategy; and identifying the relational benefits influencing customer loyalty.

  • 29.
    Öberg, Christina
    Linköping University, Department of Management and Engineering. Linköping University, The Institute of Technology.
    På jakt efter alternativa handledningsformer2007In: Pedagogiska utmaningar i tiden: 10:e universitetspedagogiska konferensen vid Linköpings universitet 8-9 november 2006 / [ed] H. Hård av Segerstad, Linköpings universitet , 2007, p. 61-72Chapter in book (Other academic)
    Abstract [sv]

    Vad är det vi vill att studenterna utvecklar under våra kurser? Hur formulerar vi mål för dessa avsedda kunskaper och förmågor? Hur kontrollerar vi om studenterna uppfyller målen? I samband med Bolognaprocessen har formuleringar av mål för kunskap, förståelse, färdigheter och förmågor kommit i förgrunden och tvingat kursansvariga till en nyttig eftertanke om vad vi avser att studenterna ska nå för resultat i sitt lärande. Men hur mäter vi på ett någorlunda meningsfullt sätt om de gör det? I anvisningarna för Bolognaprocessen framhålls den s.k. SOLO-taxonomin som det kriterium med vilket studenternas kunskaper ska mätas.  1 Det finns därför anledning att närmare studera SOLO-taxonomin, dess innebörd´samt dess för- och nackdelar. Syftet med detta papper är att bidra till en ökad förståelse för och möjliggöra tillämpning av SOLO-taxonomin som betygskriterium. Det ska ske för det första genom att förklara taxonomin i relation till alternativa metoder, för det andra genom att exemplifiera hur taxonomin använts i praktiken på en kurs samt kritiskt diskutera dess förtjänster och tillkortakommanden. Det visar sig att även om taxonomin rätt använd kan fungera som ett instrument att värdera nivån i studenternas kunskaper, så är metoden ofullständig.

  • 30.
    Öberg, Christina
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    På jakt efter alternativa handledningsformer2006In: Pedagogiska utmaningar i tiden / [ed] Helene Hård af Segerstad, Linköping: Linköping University Electronic Press , 2006, p. 61-69Conference paper (Other academic)
    Abstract [sv]

    Handledning kan ofta uppfattas som en fokuserad, men också resurskrävande undervisningsform. Förväntningar ställs inte bara på lärarens förmåga att stimulera till egentänkande, men också på att ofta kunna fatta snabba beslut och föra ett projekt framåt. Från studenter kan handledning uppfattas som ett tillfälle att få idéer bekräftade, en möjlighet att ställa specifika frågor och driva den egna lärprocessen framåt, eller som något nödvändigt ont där läraren förväntas vara den som tar initiativ.

    En kritik som därtill ofta riktas mot projekt härrör från grupprocesser och individens syn på sin roll i en gemensam uppgift. Ur lärarperspektivet ställs krav på att stimulera hela gruppen att känna ett gemensamt ansvar, bemöta eventuella gruppinterna konflikter, o s v.

    För att om möjligt komma förbi några av handledningens tillkortakommanden har en projektförberedande seminarieuppgift införts på grundläggande ekonomikurser (industriell ekonomi på ingenjörsutbildningar). Mer specifikt är avsikten med uppgiften att ge studenterna en första orientering och breddad förståelse för det ämne de senare ska fördjupa sig inom. Genom att besvara ett antal frågor och sedan diskutera dessa i tvärgrupper med andra studenter, där varje student individuellt får representera sin grupp, är avsikten att studenterna ska öka sin förmåga att självständigt reflektera och samtidigt lära sig genom att diskutera seminariesvaren med andra studenter.

    Arbetet baseras på studenters utvärdering av projektarbetet och intervjuer med handledare på kurserna. Avsikten med detta papper är att utvärdera om denna seminarieuppgift påverkat det slutliga projektet och kursen som helhet. En avslutande diskussion förs om huruvida denna typ av uppgifter utgör ett komplement till, eller en ersättning för, den traditionella handledningsformen, samt övriga lärdomar från införandet av uppgiften.

  • 31.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    The core customer concept2011In: Service Industries Journal, ISSN 0264-2069, E-ISSN 1743-9507, Vol. 31, no 16, p. 2677-2692Article in journal (Refereed)
    Abstract [en]

    The purpose of this paper is to define and discuss the core-customer concept. This concept examines how a company develops its operations around a single or only a few customers. The customer steers what products and services the supplier develops, which means that it is the customer that dictates the supplier's operations. The core-customer concept may be one method for designing a company's operations, but the paper also aims to challenge companies to consider how they think about customers. The paper contributes to research on customer value and extended service offerings by indicating a business-development strategy based on the customer rather than the supplier's operations. Building a company around a single customer, requires flexibility and competences in finding collaboration partners or in adjusting the organisation to new requirements. The paper refers to these as secondary/supporting competences, while the core competence upon which the company builds its operation is the customer.

  • 32.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    The Importance of Customers in Mergers and Acquisitions2008Doctoral thesis, monograph (Other academic)
    Abstract [en]

    The aim of the thesis is to identify categories and patterns of how customers impact and are impacted by an M&A. In M&A (merger and acquisition) research the focus is traditionally on the M&A parties alone, and while customers are important elements of the motives behind M&As, they are rarely seen as actors affecting and being affected by an M&A.

    This thesis researches M&As from M&A parties’ and customers’ perspectives. It categorises and connects M&A parties’ activities related to expectations and activities of customers, with customers’ activities at the acquisition point and at integration.

    Based on findings from eight M&As, the thesis concludes that customers may be the reasons why companies merge or acquire. Customers may react to the M&A announcement if it involves companies the customers do not want to have relationships with, or based on the fact that customers perceive the M&A as turbulent, for instance. Customer actions, and M&A parties reconsidering their initial intentions, affect integration strategies. The realisation of integration is in turn impacted by customers’ resistance to buy according to M&A parties’ intentions and by customers actively objecting to integration.

    In short, customers impact M&As through: (i) being a reason to merge or acquire, where the M&A aims at acquirer’s or acquired party’s customers, or markets/positions, and where the M&A is a responsive activity to customers’ previous activities or is based on expectations on customers; (ii) customer reactions or changed buying behaviour; (iii) M&A parties’ pre-integration reconsideration; and (iv) post-integration difficulties, whereby customers impact integration realisation through not seeing the benefit of the M&A and thereby continue to buy as previously, through objecting to integration or through dissolving relationships.

    Customers are impacted by M&As through: (i) the M&A as possibility for change; (ii) ownership changes, which may lead to changes in competition structures; and (iii) forced integration.

    This means that the impact that customers have on M&As are both results of their own actions, and also of the expectations that the M&A parties have on customers.

    Important findings from this thesis concern adjustments of initial M&A intentions, how integration may be resisted so as not to challenge ongoing relationships, and how customers (often) make it difficult to achieve initial M&A goals and integration as the customers do not act in accordance with the integration intentions of the parties involved in the M&A.

  • 33.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    The roles of customers in M&A integration2008In: IMP Conference,2008, Uppsala: Uppsala University , 2008, p. 99-Conference paper (Refereed)
  • 34.
    Öberg, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    The roles of customers in M&A integration2008In: IMP Seminar,2008, Lancaster: Lancaster University , 2008Conference paper (Refereed)
    Abstract [en]

      

  • 35.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    What happened with the grandiose plans? Strategic plans and network realities in B2B interaction2010In: INDUSTRIAL MARKETING MANAGEMENT, ISSN 0019-8501, Vol. 39, no 6, p. 963-974Article in journal (Refereed)
    Abstract [en]

    Research concerned with business relationships and organizational levels, respectively, has addressed companies difficulties in realizing their strategies. Studies of business relationships explain this through actions and reactions among business partners. Organizational studies note gaps between strategic and operational organizational levels in perceptions and goals. This paper combines these perspectives to obtain new insights into why company strategies may not materialize. The purpose of this paper is to describe and discuss how actor bonds on various organizational levels in business relationships affect strategy realization. The paper shows that actors on similar organizational levels representing different companies may actually share more understandings and activities than actors within the same company. The paper contributes to research on dyadic business relationships by highlighting differences in perspectives on various organizational levels, adds insights into research studying organizations by including a business-relationship aspect, and increases understanding of why strategic plans sometimes fail to succeed.

  • 36.
    Öberg, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Who owns a customer relationship following a merger or acquisition?2008In: Corporate Ownership and Control, Vol. 6, no 2, p. 212-221Article in journal (Refereed)
  • 37.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Anderson, Helén
    Linköping University, Department of Management and Economics.
    Do customers matter in mergers and acquisitions (literature)?2002In: Nordic Workshop onf Interorganisational Research,2002, 2002Conference paper (Refereed)
  • 38.
    Öberg, Christina
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    What happened with the grandiose plans?: Strategic plans and network realities in B2B interaction2009Conference paper (Refereed)
  • 39.
    Öberg, Christina
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Grundström, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Challenges and opportunities in innovative firms' network development2009In: The Future of Innovation, Lappeenranta, Finland: Lappeenranta University of Technology Press , 2009Conference paper (Other academic)
    Abstract [en]

    The purpose of this paper is to describe and discuss challenges and opportunities related to the development of innovative firms' networks. The paper utilises four case studies based on interviews with representatives of young innovative firms and their present and previous network partners. The findings show that while early network partners often play several roles simultaneously, the roles of both the innovative firm and its network partners become increasingly distinct as the innovative firm develops. Such clarification of roles highlights competition between parties. For the innovative firm, the early phases are marked by innovativeness and problems related to growth and financial issues; later phases may include challenges of dependence, competition, exclusion of actors, decreased innovativeness and less innovative freedom.

  • 40.
    Öberg, Christina
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Grundström, Christina
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Challenges and opportunities in innovative firms' network development2009In: International Journal of Innovation Management, ISSN 1363-9196, E-ISSN 1757-5877, Vol. 13, no 4, p. 593-613Article in journal (Refereed)
    Abstract [en]

    The purpose of this paper is to describe and discuss challenges and opportunities related to the development of innovative firms' networks. The paper utilises four case studies based on interviews with representatives of young innovative firms and their present and previous network partners. The findings show that while early network partners often play several roles simultaneously, the roles of both the innovative firm and its network partners become increasingly distinct as the innovative firm develops. Such clarification of roles highlights competition between parties. For the innovative firm, the early phases are marked by innovativeness and problems related to growth and financial issues; later phases may include challenges of dependence, competition, exclusion of actors, decreased innovativeness and less innovative freedom.

  • 41.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Grundström, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Commercialisation via Acquistion? - A Literature Review2007In: 16th IPSERA Conference,2007, 2007Conference paper (Refereed)
    Abstract [en]

      

  • 42.
    Öberg, Christina
    et al.
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    Grundström, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Jönsson, Petter
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Acquisitions of innovative firms and their impact on customer access2005In: Proceedings (online) of the 21st IMP Conference 2005, 1-3 September 2005, Rotterdam, The Netherlands., Rotterdam: RSM Erasmus University , 2005, p. 49-Conference paper (Refereed)
    Abstract [en]

    Traditionally, the literature depicts acquisitions of technology or innovative firms as a means for the acquirer to obtain resources or knowledge. This paper challenges the traditional view. We take the perspective of an innovative firm ro ask the question: In what ways does the acquirer affect the cusromer access for the target company? This question is addressed where the acquirer is a company within a mature industry, the target is an innovative firm, and when the target's customers at the same time are competitors to the acquirer. The discussion takes its point of departure in a literature review and a case study which highlight issues of customer access in dimensions of ownership and integration. Three hypotheses targeting different aspects of customer access are developed. As this paper considers the situation from the target's perspective it contributes to the literature on acquisitions of innovative firms. Furthermore, it contributes to the innovation literature through highlighting the influence of ownership on an innovative company in the process of getting customer access.

  • 43.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Henneberg, S.C.
    Manchester Business School, The University of Manchester, Booth Street West, Manchester, M15 6PB, United Kingdom.
    Mouzas, S.
    Lancaster University, Management School, Lancaster, LA1 4YW, United Kingdom.
    Changing network pictures: Evidence from mergers and acquisitions2007In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 36, no 7 SPEC. ISS., p. 926-940Article in journal (Refereed)
    Abstract [en]

    A merger or acquisition may cause dramatic changes in a business network, which in turn affect managerial cognition as well as managerial activities. We use the concepts of 'network pictures' and 'networking' to illustrate and analyse changes in managerial sense-making and networking activities following a merger or acquisition. The paper focuses on acquiring, acquired or merging parties and those companies with which they have direct customer relationships. Based on three case studies comprising seven acquisitions and one merger, we show that following a merger or acquisition managers may need to adapt their previous network pictures in a radical way, these adaptations are, however, not always realized as shifts in network pictures and adjustments in networking activities by all the managers involved. Whereas the merging parties' network pictures and networking activities are largely driven by their perception of customers' needs and developments, it is not certain that the merger or acquisition is enacted accordingly. The paper contributes to a clearer view on the conceptual interdependence of the constructs of network pictures and networking in multi-actor situations and thus it develops a network perspective on mergers and acquisitions. © 2007 Elsevier Inc. All rights reserved.

  • 44.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Henneberg, Stefan
    University of Bath.
    Mouzas, Stefanos
    Lancaster University.
    Changing Network Pictures: The evidence from Mergers and Acquisitions2006In: IMP Journal Seminar,2006, Göteborg: Chalmers Tekniska Högskola , 2006Conference paper (Refereed)
    Abstract [en]

       

  • 45.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Henneberg, Stephan C.
    School of Management University of Bath.
    Mouzas, Stefanos
    School of Management University of Bath.
    Changing Network Pictures: The evidence from Mergers & Acquisitions2006In: Annual IMP Conference,2006, 2006Conference paper (Refereed)
    Abstract [en]

    Mergers and acquisitions (M&As) may cause dramatic changes in a business network which in turn affect managerial cognition as well as managerial activities. We use the concepts of 'network pictures' and 'networking' to illustrate and analyse changes in managerial sensemaking and networking activities following an M&A. The paper focuses on the merging parties and those companies with which they have direct customer relationships. Based on three case studies comprising eight M&As, we show that managers may need to adapt their previous network pictures in a radical way following an M&A, but that these adaptations are not always realised as shifts in network pictures and adjustments in networking activities by all managers involved. Furthermore, whereas the merging parties' network pictures and networking activities are largely driven by their perception of customers' needs and developments, it is not certain that the M&As are enacted accordingly. The paper contributes to the understanding of M&As from a network perspective and to the conceptual interdependence of the constructs of network pictures and networking in a multi-actor situation.

  • 46.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Henneberg, Stephan C
    Manchester Business School The University of Manchester.
    Mouzas, Stefanos
    Management School Lancaster University.
    Organisational Manifestations Of Network Pictures2007In: 23rd IMP Conference 2007,2007, 2007Conference paper (Refereed)
  • 47.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Henneberg, Stephan C.
    Manchester Business School The University of Manchester.
    Mouzas, Stefanos
    Management School Lancaster University.
    Organisational Manifestations Of Network Pictures - Concept and case evidence2007In: 3rd IMP Journal Seminar,2007, Manchester Business School , 2007Conference paper (Refereed)
    Abstract [en]

      

  • 48.
    Öberg, Christina
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Henneberg, Stephan
    Manchester Business School.
    Mouzas, Stefanos
    Lancaster University.
    Organizational inscriptions of network pictures:: A meso-level analysis2009Conference paper (Refereed)
  • 49.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Holtström, Johan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Are mergers and acquisitions contagious?2006In: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 59, no 12, p. 1267-1275Article in journal (Refereed)
    Abstract [en]

    In traditional literature on mergers and acquisitions (M&As), the reasons to merge or acquire are largely described as strategies of the merging or acquiring parties. This article suggests that M&As are contextually driven. Based on six case studies, the article pinpoints how M&As among customers lead to M&As among suppliers, and vice versa. The article launches the concept of parallel M&As to describe this phenomenon, and asks the following question: in what ways are M&As among customers and suppliers a driving force for M&As by the other party? Matching, dependence and keeping a power balance are found as key explanations for parallel M&As. © 2006 Elsevier Inc. All rights reserved.

  • 50.
    Öberg, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Holtström, Johan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Are Mergers and Acquisitions Contagious? Conceptualising parallel M&A: s among customers and suppliers2005In: IMP Conference,2005, Rotterdam: RSM Erasmus University , 2005, p. 49-Conference paper (Refereed)
12 1 - 50 of 53
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