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  • 51.
    Dahlgaard Park, Su Mi
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Hjärtat ska också vara med2001In: Civilekonomen : tidning för Civilekonomernas riksförbund, ISSN 1400-0997, no Nr. 8Article in journal (Other (popular science, discussion, etc.))
  • 52.
    Dahlgaard Park, Su Mi
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Kan arbetet bidra till livskvalitet?2002In: Arbetsliv, ISSN 1650-5220, no Nr. 3Article in journal (Other (popular science, discussion, etc.))
  • 53.
    Dahlgaard Park, Su Mi
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Mer sport i arbetslivet2002In: Kvalitetsmagasinet, ISSN 1104-1579, no Nr. 2Article in journal (Other (popular science, discussion, etc.))
  • 54.
    Dahlgaard Park, Su Mi
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Tillit stärker engagemanget2001In: Dagens nyheter, ISSN 1101-2447, no 30 oktoberArticle in journal (Other (popular science, discussion, etc.))
  • 55.
    Dahlgaard Park, Su Mi
    et al.
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Bergman, B
    CTH.
    Hellgren, Bo
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Reflection on TQM for the New Millenium2001In: Best on Quality, Vol. 12, p. 279-311Article in journal (Refereed)
  • 56.
    Dahlgaard Park, Su Mi
    et al.
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Bergman, Bo
    CTH.
    Hellgren, Bo
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    TQM - Managerial fad or a case of social becoming?2001In: Management in the thought-full enterprise :: European ideas on organizing / [ed] Bo Hellgren and Jan Löwstedt, Oslo: Fagbook forlaget , 2001, p. 148-178Chapter in book (Other academic)
  • 57.
    Dahlgaard Park, Su Mi
    et al.
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Dahlgaard, Jens Jörn
    Linköping University, The Institute of Technology. Linköping University, Department of Mechanical Engineering, Quality Technology and Management.
    Management Control Theories and the European Excellence Model2004In: Association of Economists of Slovenias yearly conference on modern aspects in business and organizational analysis,2004, 2004Conference paper (Refereed)
  • 58.
    Dahlgaard Park, Su Mi
    et al.
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Dahlgaard, Jens Jörn
    Linköping University, The Institute of Technology. Linköping University, Department of Mechanical Engineering, Quality Technology and Management.
    The Human Dimension -A Leadership Challenge of Past, Present and the Future2004In: 13 th National Quality Congress,2004, 2004Conference paper (Refereed)
  • 59.
    Dahlgaard Park, Su Mi
    et al.
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Dahlgaard, Jens Jörn
    Linköping University, The Institute of Technology. Linköping University, Department of Mechanical Engineering, Quality Technology and Management.
    The Human Dimension: Critical to systainable quality2003In: Quality into the 21st century :: perspectives on quality and competitiveness for sustained performance / [ed] Tito Conti,,Gregory H. Watson,Yoshio Kondo, Milwaukee, Wisconsin: ASQ Quality Press , 2003, p. 72-103Chapter in book (Other academic)
    Abstract [en]

    Many companies that are achieving the most significant business results today, made a shift in focus from the management of quality in the twentieth century to the quality of management in the twenty-first century. The big difference is that these companies focus on quality as a fundamental organization and market-wide strategy for their company’s competitiveness.

    Quality into the 21st Century: Perspectives on Quality and Competitiveness for Sustained Performancefocuses on the call for a more expansive use of quality practices throughout business in the twenty-first century than in their original application in manufacturing. It also calls for a definitive emphasis on the use of quality principles throughout health care, education, technology, medicine and government. 

    The editors complied a collection of papers that focus on the emerging themes in quality including social values, privacy, security, and software quality.

  • 60.
    Dahlgaard Park, Su Mi
    et al.
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Dahlgaard, Jens Jörn
    Linköping University, The Institute of Technology. Linköping University, Department of Mechanical Engineering, Quality Technology and Management.
    Toward a holistic understanding of human motivation: core values - the entrance to People's Commitment?2003In: International Journal of AI and Society, Vol. 17, no No.2, p. 150-180Article in journal (Refereed)
  • 61.
    Dahlgaard Park, Su Mi
    et al.
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Hellgren, Bo
    Linköping University, Faculty of Arts and Sciences. Linköping University, Department of Management and Economics, Industrial marketing.
    Bergman, Bo
    CTH.
    Reflection on TQM for the New Millennium (2)2001In: The Best on Quality, Vol. 12, p. 313-334Article in journal (Refereed)
  • 62.
    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.

  • 63.
    Elmhester, Karolina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Strategic networks initiated by public authorities2006In: Industrial marketing and purchasing group conference,2006, 2006Conference paper (Other academic)
    Abstract [en]

    The objective of this paper is primarily to describe and analyse what the structure of a strategic network and the influence support from public authorities had on the network. The opinion among researchers' concerning public involvement differs; some argue that it is mainly negative while others claim that public support can be significant for the networks. The case presented in this paper shows that the effect of involvement from public authorities was more positive than negative, and that it even may be crucial for establishing of strategic networks among small and medium-sized enterprises. The case also indicates that the question of whether the development is initiated internally or externally is secondary. The involvement among the participants in the strategic network appears to be more vital. Hence, the creation of business involvement is a significant factor for the success of a strategic network and the structure of the network seems to be an essential part of this.   

  • 64.
    Grundström, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    A Characterization of standard setting processes within the mobile telecom sector2004In: International Product Development Management Conference,2004, Dublin: Dublin , 2004, p. 527-Conference paper (Refereed)
  • 65.
    Grundström, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Basic Concepts in Industrial Marketing2005Other (Other (popular science, discussion, etc.))
    Abstract [en]

    Ger grunderna i industriell marknadsföring avseende industriella marknader, köpprocesser, säljprocesser, nätverk, funktionsförsäljning och projektförsäljning. Skriven på engelska.

  • 66.
    Grundström, Christina
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, Faculty of Arts and Sciences.
    Gaining influence in standard-setting processes: a discussion of underlying mechanisms in 3G mobile telephony technology development2003Doctoral thesis, comprehensive summary (Other academic)
    Abstract [en]

    The environment in which companies operate is such that standards become increasingly important due to the built-in rigidities resulting from previous technology investments and network externalities. The research question is: How can a market-leading company gain influence on the formation of standards perceived as vital for the company-s continued business? The purpose of the dissertation is to explore, describe, and characterise how such influence may be gained; it thus aims to reveal some of the mechanisms underlying a technology standard-setting process. Market-leading here is interpreted as the company wanting to lead the development of the market by influencing the standards that will prevail in it, thereby aiming to secure market leadership (in measurable terms).

    The dominant design concept, including technical, commercial, and procedural dimensions, serves as the basis for the theoretical discussion. From the review of literature it is concluded that the dominant design concept marginally addresses the emergence of a dominant design. Therefore the present study takes on a company "inside-out" perspective to examine how underlying mechanisms may be revealed.

    The empirical data address the third generation (3G) mobile telephony core and access networks or the 3G infrastructure, which can be treated as the core technologies for the new 3G system. The data stem mainly from interviews with individuals involved in the process at Ericsson, the mobile telephony systems developer. One outcome of the research is a case that describes the story of 3G infrastructure standard setting from Ericsson's view.

    On the basis of empirical data and theoretical framework, four foci are developed and used for analysis of the data. The foci developed are people and their relations, organizations and their relations, technology perception, and influencing others.

    The point of departure is that the technology dimension is of utmost importance in this type of standard-setting process where a system of core technologies is chosen. After exploring and describing the process from the inside-out perspective, however, the overall finding from the research is that human behaviour plays the central role as individuals constitute the process by advocating and negotiating technology, form the organizations, embody the relations (including various types of network), and influence others in the market. Since people are at the core of standard-setting processes, a truly managerial issue is how to use the right people for the right tasks with proper timing during the process.

    The findings from the 3G study are also related to the findings made in earlier research in a broader contextual analysis.

    Critical to managing the standard-setting process is an understanding of where to fit a given standard into the technical hierarchy and the standards hierarchy. The maturity of the industry also needs to be analysed and addressed. It is concluded that each standard-setting process is a mix of de jure and de facto standard-setting mechanisms with "in-between arenas" and that there are a number of sub-processes.

    A model characterising the roles of people with various functions over time and in a standard-setting process constitutes the main outcome of the research. This model constitutes three different functions (technical, tactical, strategic) and three process stages (research, formal standardisation, informal standardisation) thereby characterising nine different roles. 

    List of papers
    1. The role of personal networks in the development of industry standards: a case study of 3G mobile telephony
    Open this publication in new window or tab >>The role of personal networks in the development of industry standards: a case study of 3G mobile telephony
    2004 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 19, no 4, p. 283-293Article in journal (Refereed) Published
    Abstract [en]

    Industry standards affect the diffusion and adoption of new technology and the competitiveness of individual players but their development is not under the direct control of individual actors. Examines the role and importance of personal networks in the development of industry standards on the basis of a case study of Ericsson’s involvement in the development of standards for 3G mobile telephony. Notes how relations among parties and many types of forums stemming from previous development and marketing involvement affect the complex set of interactions shape the bottom-up self-organizing way in which standards emerge. The case study has implications for our understanding of the way standards develop and for managers attempting to influence the outcomes.

    National Category
    Social Sciences
    Identifiers
    urn:nbn:se:liu:diva-23192 (URN)10.1108/08858620410516763 (DOI)2601 (Local ID)2601 (Archive number)2601 (OAI)
    Available from: 2009-10-07 Created: 2009-10-07 Last updated: 2018-10-18
    2. Relations among actors forming dominant design: highlights from the 3G mobile telephony development
    Open this publication in new window or tab >>Relations among actors forming dominant design: highlights from the 3G mobile telephony development
    (English)Manuscript (preprint) (Other academic)
    Abstract [en]

    In this paper organisational actors to which a systems manufacturing company within the mobile telecommunication sector has its relations in order to set a dominant design are discussed. It is concluded that a company has to have a good understanding of previous technological developments and the impact thereof on present activities. Moreover it needs a high sensitivity for on-going actions in its network in order to follow-up and act on events and signals obtained and initiated.

    Keywords
    Standardisation, relations, actors, R&D, embeddedness
    National Category
    Economics and Business
    Identifiers
    urn:nbn:se:liu:diva-89645 (URN)
    Available from: 2013-02-28 Created: 2013-02-28 Last updated: 2018-10-18
    3. First, second or third wave of technology: should it matter to managers?
    Open this publication in new window or tab >>First, second or third wave of technology: should it matter to managers?
    (English)Manuscript (preprint) (Other academic)
    Abstract [en]

    When a company wishes to introduce a new technology what kind of stakeholders exists within a technology and market process where there seemingly are a lot of network externalities and installed base effects? How does the defmition of the technology affect the interdependencies created between such stakeholders in the early development phase, i.e. the standardisation process? The purpose is to discuss from the perspective of a technology developing company how different stakeholders and their forums for interaction interfere with and support each other. The case herein presents how Ericsson managed the interaction with the stakeholders and their forums during the early phase of 30 development. The analysis focuses on the arenas and the relations and the people involved in the standardisation process, and five concluding reflections regard: negotiation and power, opinions in compromise, absent customer, informal and formal arenas, multiple human skills.

    National Category
    Economics and Business
    Identifiers
    urn:nbn:se:liu:diva-89646 (URN)
    Available from: 2013-02-28 Created: 2013-02-28 Last updated: 2018-10-18
    4. Obtaining opinion leadership in the third wave: 3G mobile telephony as (CO)3
    Open this publication in new window or tab >>Obtaining opinion leadership in the third wave: 3G mobile telephony as (CO)3
    (English)Manuscript (preprint) (Other academic)
    Abstract [en]

    Opinion leadership theory normally applied on the adoption of consumer goods is evaluated for a third wave complex system as regards identity of opinion leaders and the character of the activities a company undertakes in its efforts to act as an opinion leader. The third wave complex system development process studied is the standardisation of the core network and radio access portions of the 30 mobile telephony system and this from the perspective of a large mobile systems developer. Based on the increased technical and market complexity compared to the second wave, it is concluded, contrary to existing opinion leadership theory, that the opinion leaders for third wave complex systems come from within the existing social system and that the opinion leadership is competence-oriented, collaboration-oriented and community-oriented.

    National Category
    Economics and Business
    Identifiers
    urn:nbn:se:liu:diva-89647 (URN)
    Available from: 2013-02-28 Created: 2013-02-28 Last updated: 2018-10-18
  • 67.
    Grundström, Christina
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    The many faces of standards and phases of standardisation in product development: findings from two exploratory case studies involving software2000Licentiate thesis, monograph (Other academic)
    Abstract [en]

    Product development, in-house or in collaboration with other parties, is considered one of the key issues to consider for any company interested in developing its business. Software of some kind is increasingly central to new products. At the same time standards and standardisation processes are affecting more and more aspects of society, increasingly so due to the globalisation of the world economy. This thesis takes an exploratory approach to what interactive roles the phenomena standards and standardisation take in product development processes involving software and viewed this from multiple organisational levels. By analysing two cases, the conclusion that standards have several different faces and standardisation has different phases is drawn. It is also concluded that standards and standardisation are complex and dynamic, but manageable. Regardless of the organisational level studied, standards and standardisation involve the management of people interacting. For future research it is suggested that standardisation processes are researched from the perspective of the arenas where they are shaped. Future research should also include a better understanding of when it is advisable for a company to take an active approach to standardisation.

  • 68.
    Grundström, Christina
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Anderson, Helén
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Relations among actors in the standardisation portion of an R&D project - Examples from the 3G Mobile Telephony Development2002In: ProMAC Conference,2002, 2002Conference paper (Refereed)
  • 69.
    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.

  • 70.
    Gullander, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Born Globals internationalization in the creative industries2006In: Annual Copenhagen Conference on Strategic Management Strategizing i the Global Economy,2006, 2006Conference paper (Refereed)
  • 71.
    Gullander, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Corporate Spin-offs in the independent Incubator2006In: EISB Conference,2005, 2006Conference paper (Refereed)
  • 72.
    Gullander, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Incubatee evaluation of the incubator2006In: IASP World Conference,2006, 2006Conference paper (Refereed)
  • 73.
    Gullander, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Incubatee growth - explanatory factors in a comparison Sweden-Finland2005In: Symposium on Entrepreneurship-Innovation-Marketing interface Conference,2005, Karlsruhe: University of Karlsruhe , 2005Conference paper (Refereed)
  • 74.
    Gullander, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Kommersialisering av universitetsforskning och företagens betydelse2006In: Bonniers Ledarskapshandböcker, Avsnitt Affärsutveckling, Bonnier Business Publishing , 2006Chapter in book (Other academic)
    Abstract [sv]

       Bonnier Ledarskapshandböcker är en serie som omfattar 20 handböcker vilka uppdateras kontinuerligt. Handböckerna är ett utmärkt hjälpverktyg för dagens och framtidens ledare och chefer. Som abonnent får du tillgång till aktuell kunskap, du får hem uppdateringar och får ta del av webbseminarier

  • 75.
    Gullander, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Kommersialisering av universitetsforskning och företagens möjligheter2006In: Dagens Industris Ledarskapshandböcker, Avsnitt Affärsutveckling, Dagens Industri , 2006Chapter in book (Other (popular science, discussion, etc.))
  • 76.
    Gullander, Staffan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Cornelius, B
    Globalisation and start-up firms - the role of Incubators & Business Angel Networks2004In: Conference on European Integration in Swedish Economic Research,2004, 2004Conference paper (Other academic)
  • 77.
    Gullander, Staffan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Cornelius, B
    Risk capital - the other side2004In: European Academy of Management Annual Conference,2004, 2004Conference paper (Refereed)
  • 78.
    Gullander, Staffan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Karlsson, S
    Lundqvist, J
    Lönnroth, S
    Strandqvist, N
    Att leva på sin talang - kreatörens behov av entreprenörskap2005Report (Other academic)
  • 79.
    Gullander, Staffan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Lundqvist, J
    Lönnroth, S
    Strandqvist, N
    Att leva på sin talang - kreatörens behov av entreprenörskap2006In: Småföretagsdagarna, KK-stiftelsens workshop,2006, Stockholm: KKStiftelsen , 2006Conference paper (Refereed)
  • 80.
    Gullander, Staffan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Macfarlane, J
    Virtual incubators - what are they: complement or alternative?2006In: EFMD 36th EISB Conference on Embedding Entrepreneurship Education in Europe: Evaluating Effective Policy and Practice at the Institutional, Regional and National Levels,2006, 2006Conference paper (Refereed)
    Abstract [en]

      

  • 81.
    Gullander, Staffan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Napier, G
    Business Angel Networks in the Nordic Area2004In: The European Entrepreneurship Research Area,2003, Spanien: Spanien , 2004Conference paper (Refereed)
  • 82.
    Gullander, Staffan
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Öhrwall Rönnbäck, Anna
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Produktutveckling för företag i samverkan.2004Report (Other academic)
  • 83.
    Henningsson, Markus
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    Retail trade demands on distributors: strategic and operational implications2005Licentiate thesis, monograph (Other academic)
    Abstract [en]

    The global trend of consolidation holds true also within the British Do-It-Yourself (DIY) retail trade and Builders Merchants (BM), resulting in inter alia the rise of 'mega-retailers' such as B&Q. The manufacturers and suppliers of wood products have been slow in the adaptation to the changed market situation. The suppliers' limited adaptation can to some extent be blamed on low levels of knowledge on the actual demands from the reshaped retail trade landscape.

    Wood based products. are from a retail trade perspective, a strategically important product which often represents from 4% to 20% of the retailers total turnover. Due to the products' relatively low-valued and bulky character, the retailers normally refuse to distribute them through their internal distribution centers, hence requiring the supplier to provide that service. Very low academic interest has been placed on this phenomenon. Thus, the purpose of my thesis is to describe and explain the demands of retail trade on suppliers of wood based products and explore what consequences these have on a strategic and operational level within a supplying company. The study is commissioned by SCA Timber, whereby the focus is not placed on theory generation, but rather on bridging theoretical gaps and increasing the knowledge in the area.

    To meet the purpose of my thesis, a case study has been conducted in the UK including three cases; first the supplier and also focal case company SCA Timber Supply UK (SCATS), followed by the DIY and BM segments described as two separate cases.

    The analysis shows, that the British DIY retailers and national BMs can be divided into three groups reflecting their demand profiles (DIY, BM1 and BM2). These demand profiles can be translated into corresponding offers building upon three parts; the core offer, augmented supporting services and long-term relations. In the later part of the analysis, different strategic options are discussed and their consequences are analysed against three perspectives; the marketing channel, customers and competitors.

    Distribution is a critical part of the core offer to the groups DIY and BM1. On the well-consolidated British distributor market, the distribution service needed acts as a strong entry barrier to competing suppliers with no own distribution solution. The entry barriers are raised further due to the close channel partnerships developing between supplier and buyer, where the latter can be seen as outsourcing some traditional gatekeeping functions to the supplier in order to increase the competitiveness in the whole marketing channel. Further my study stresses the importance of a high dynamic effectiveness within the supplier's organisation in order to have and maintain a high flexibility towards changes in the customers' demand profiles, and to provide its customers with individually adapted offers.

  • 84.
    Holtström, Johan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Förändrade leverantörsroller - En studie av förändringsstrategi och -förlopp i två företag, Saab Aerostructures och Volvo Aero Corporation, från starkt fokuserad kundbas till mer diversifierad.2004Report (Other academic)
  • 85.
    Holtström, Johan
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    Suppliers in mergers and acquisitions: a study of relationship changes and synergy realisation2003Licentiate thesis, monograph (Other academic)
    Abstract [en]

    Mergers and Acquisitions seem to be a relatively frequent phenomenon in business life. Even though the number of mergers and acquisitions may seem low, these companies have important relationships with their customers and suppliers, meaning that the number of companies potentially affected by a merger or an acquisition will be many. The focus when studying mergers and acquisitions is normally on the merging and acquiring companies. This study focuses on connected companies and particularly on suppliers to merging and acquiring companies. The overall goal with this licentiate thesis is to explore and describe possible relationship changes and synergy realisation on suppliers connected to merging, acquiring companies.

    The overall goal with this licentiate thesis is to explore and describe possible relationship changes and synergy realisation on suppliers connected to merging, acquiring and acquired companies.

    The study reviews five cases. Three of them describe different types of supplier relationships within the manufacturing industry. One of these three cases gives a more 'dual' perspective on effects on connected companies since it discusses both customers, suppliers and competitors. The two other cases illustrate two other types of industry, a processing one and one with rather unique products, and very long-term supplier relationships.

    The supplier's position in the network is important for possible relationship changes as a consequence of the merger or the acquisition. Findings indicate that if there will be changes the type of products or service provided by the supplier is important and also the possibility to exchange the suppliers. Concentrations in industries indicate that companies need to grow in order to meet customer demands on undertaking larger engagements i.e. mergers and acquisitions initiate other mergers and acquisitions.

    Realising synergy is important for the merging companies. The study indicates that this possibly will have an effect also on connected companies. This depends on the type of supplier and also on the type of integration e.g. vertical or horisontal. The study further indicates that mergers and acquisitions have effects on supplier organisations. Time is an important factor when realising synergy. For merging and acquiring companies short-term synergy seem more important than long-term synergy. Suppliers, though, may face long-term effects due merging companies' efforts in realising synergy.

  • 86.
    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)
  • 87.
    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)
  • 88.
    Jönsson, Petter
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Grundström, Christina
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Finding the path for innovation in the automotive industry2004In: RADMA Conference,2004, 2004Conference paper (Refereed)
    Abstract [en]

    It is our assumption that economic growth can be described and measured but never fully explained at the macro level. For explanation and better understanding of the emergence of innovation and the innovation process it is necessary to conduct studies at the micro level, i.e. from the perspective of the actors themselves, in our case the involved companies. Eliasson and Eliasson (1996) and other influential scholars have analyzed what different actors are necessary in the innovation process. Together the different actors create accumulate competencies, which Eliasson calls competence blocs as did Dahmén (1950) before him. The purpose of this paper is to shed some light on understanding how these actors act and interact. To illustrate and to get a richer and more holistic view of the problem we have chosen to look at a dual perspective; describing the market activities undertaken by a young, technology-driven innovative firm and the response given by the buying organization. By comparing the young firm-s view of the market potential of the innovation with the view of the buying organization the aim is to conceptualize the innovative and entrepreneurial environment for product innovation and the -driving- actors in the automotive industry. The described firms are involved in the development of active safety applications in the automotive industry. This industry is characterized by strong ties between manufacturers and suppliers. Most of the dominating actors (both manufacturers and suppliers) were established many decades ago and the industry has thus a hard-to-penetrate, rigid structure. The young firm is a new entrant in this established structure. The results of the study are insights concerning the conditions governing a young innovative firm supplying an established manufacture firm in a mature industry and how established firms react to such a firm. Other insights concern the environment and the incentives that lead to innovative ideas.

  • 89.
    Kindström, Daniel
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    Creating Business out of Industrial Offerings: Findings From Market Leading B2B Companies2009Book (Other (popular science, discussion, etc.))
  • 90.
    Kindström, Daniel
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Integrating E-business into Mature and Established Companies - Business Development Potential and Benefits2006In: The International Conference on Information Technology in Business ITIB,2006, Warsawa: Warsaw Agricultura University , 2006, p. 185-Conference paper (Refereed)
    Abstract [en]

    Mature and established companies, so-called Bricks-and Mortars, are now beginning to integrate e-business into all aspects of both their operational and market environments. E-business is also becoming a pivotal part in many aspects of their business development efforts. Traditionally, focus has been on the B2C area, or e-commerce. With e-B2B making inroads into more and more companies and also considering the fact that B2B are significantly larger in terms of e.g. investments and transaction volumes it is imperative that the knowledge and understanding of the B2B arena, and aspecially in reference to so called bricks-and-mortars, increase. This paper looks at the benefits, and potential, or integrating e-business into mature and established companies and especially from a business development perspective.

  • 91.
    Kindström, Daniel
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, Faculty of Arts and Sciences.
    The integration of e-business into mature and established companies: a business model approach2005Doctoral thesis, monograph (Other academic)
    Abstract [en]

    The purpose ofthis dissertation is to explore and analyse the implications of the integration of e-business into mature and established companies and how e-business can contribute to business development. Changes in general and e-business in particular have the potential to penetrate different areas of a company and thus we ought to analyse how e-business is integrated into the entire company (both strategically and operationally) if we aim to understand how this happens. By using a holistic business model framework it is argued that we get a more complete picture and understanding of the integrating e-business.

    The study is based on three case studies of mature and established, so-called bricks-and-mortar, companies that use e-business in various ways and to various extents.

    Traditionally e-bus iness has primarily been used for cost reduction purposes especially regarding transaction costs. These relatively simple solutions, "low-hanging fruits", have all but been exhausted and thus companies turn their attention to more complex and value-adding solutions and ideas. As e-business becomes more complex it also becomes more integrated into the companies and the day-to-day activities. This also demands more interaction and integration with business processes as well as external actors such as customers. E-business has the potential to intluence companies in all dimensions of the business model framework forwarded here; in the Operative platforms, in the Offering. and regarding the Market positions. Furthermore. it is argued that much of companies' contemporary business development has a clear e-business ingredient.

  • 92.
    Kindström, Daniel
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Rehme, Jakob
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Value Creation and Pricing in After Sales Services - The impact of ICT2006In: The International Conference on Information Technology in Business ITIB,2006, Warsawa: Warsaw Agricultural University , 2006, p. 201-Conference paper (Refereed)
  • 93. Kleen, Peter
    et al.
    Moberg, Claes
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Palm, Gunnar
    Världshandeln. Utveckling, aktörer och spelregler2006Book (Other (popular science, discussion, etc.))
    Abstract [sv]

    De flesta 50 åren har mänsklighetens välstånd stigit lika mycket som under tusen år dessförinnan. Flera orsaker ligger bakom, t ex fred, forskning och världshandelns liberalisering. Den senare fortskrider på alla nivåer. Utrikeshandeln växer snabbare än produktionen och konkurrensen skärps. Länder, företag och individer blir alltmer beroende av omvärlden. Världshandeln - utveckling, aktörer och spelregler förklarar på ett enkelt och begripligt sätt hur den internatonella ekonomin fungerar. Utbytet av varor, tjänster, kapital, arbetskraft och kunskap mellan olika världsdelar beskrivs. Varför uppstår handeln? Vilka regler och bestämmelser styr den internationella handelspolitiken och världshandeln? Hur mycket frihandel har egentligen uppnåtts? Hur går företagsetableringar i utlandet till och hur fungerar de kulturmöten som uppstår? Det är några av de frågor som behandlas här. Boken är främst tänkt som en introduktionsbok i kurser med internationell anknytning vid universitet och högskolor. Den kan också tjäna som allmän orientering i företag, organisationer, myndigheter och massmedier. Samtidigt ger den faktaunderlag åt var och en som vill skaffa sig grundläggande kunskaper om och förståelse för globalisering av ekonomi och handel.

  • 94.
    Kowalkowski, Christian
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Service Productivity Gains through Information and Communication Technology Applications2006In: The International Conference on Information Technology in BusinessITIB,2006, Warszaw: Warszaw Agricultural University , 2006, p. 249-Conference paper (Refereed)
  • 95.
    Kowalkowski, Christian
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    The Concept of Trust, Control and Risk in Industrial Service Offerings: A Study of Dyadic Intrafirm and Interfirm Relationships2006In: International Conference on Information Technology in Business,2006, Warszaw: Warszaw Agricultural University , 2006, p. 229-Conference paper (Refereed)
    Abstract [en]

    The relationship between industrial service provider and customer is discussed as well as the relationship between the provider's central and local organisational entities in terms of the provider's service offering. A framework of trust, control, and risk is used and besides revised to better reflect service management theory characteristics. Internally, trust building and reciprocity between parent company and subsidiary is essential. However, potential conflict through increased formal control might be necessary due to increased competition and customer demand. ERP systems and other ICT applications enable parent companies to increase their influence on subsidiaries through augmented control. If customer-provider cooperation desirable for the provider is to be enabled, there must be an incentive for interdependent, viewing each other as equal and dividing the equity fairly. A prerequisite is however, that service offerings are congruous with potential customer value. One must also understand what risks are associated with such an increased undertaking. 

  • 96.
    Kowalkowski, Christian
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Rehme, Jakob
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Svensson, Peter
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Sales Activities for Newcomers: Technology-based Start-up Firm's Business Exchange2006In: The international conference on Information Technology in Business ITIB,2006, Warszaw: Warszaw Agricultural University , 2006, p. 263-Conference paper (Refereed)
    Abstract [en]

    This paper investigates the first business exchange of new technology based start-up firms. The authors use entrepreneurial theory combined with marketing management theory, to describe technology based start-up firms selling activities and how the start-ups reach key milestones. It is a study conducted of one e-business firm and one new product development (NPD) firm which are now both successful, and how they got their first customer. The paper provides a picture of how founders and board-members/owners have contributed in the first business exchange. The paper also highlights how important the sales aktivities are, as well as how important relatinships and industrial knowledge is. Also, it concludes that the first business exchange follow a timeline with three important activity phases, 1) Credibility activities; 2) Closing activities; 3) Operations activities.  

  • 97.
    Kowalkowski, Christian
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Svensson, Peter
    Linköping University, Department of Management and Economics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    The Role of Relationship Selling in Technology Start-up Firms: Two Case Studies in Europe and Asia2005In: IMP Group in Asia Conference ¿Building Social Capital in Networks¿,2005, Curtin University of Technology , 2005Conference paper (Refereed)
    Abstract [en]

    This paper investigates the first business exchange of new start-up firms. The authors use the framework of relationship marketing combined with entrepreneurship theory to describe start-up firms selling activities. They conclude that the first business exchange passes through three important activity phases; (1) credibility, (2) closing activities, and (3) operations.

  • 98.
    Lindskog, Helena
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Public Procurement of Telecom Services/Functions: consequences for buying and selling organizations2005In: Annual Conference of POMS,2005, Chicago: CDskiva , 2005Conference paper (Refereed)
    Abstract [en]

    More and more public and private organizations decide, "to buy" instead of "to make". They decide to outsource and to buy services or whole functions. One of the most obvious candidates for many organizations is the telecom-function. The telecom market had relatively well-developed competitions at the same time, the technical development is dramatic and there are several solutions to the same requirement and high potential for rationalization, increased efficiency and/or better service levels to customers and internally. The decision to buy telecom services/functions have long-lasting consequences for all the parts involved in the procurement process. This paper investigates and analyzes the reasons for and consequences of public procurement of different types of telecom services/functions for both buying (authority) and selling (enterprise) organizations.

  • 99.
    Lindskog, Helena
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Brege, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    The Importance of Time-rich and Time-poor consumer Behavior for the E-commerce2004In: Icfaian Journal of Management Research, ISSN 0972-5342, Vol. 3, no 11, p. 36-48Article in journal (Refereed)
  • 100.
    Lindskog, Helena
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Wennberg, Helena
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Learning from "big brother" - public sector e-commerce as a role model for Swedish industry2002In: Quarterly journal of electronic commerce, ISSN 1528-3526, Vol. 3, no 3, p. 211-222Article in journal (Other academic)
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