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  • 51.
    Elmhester, Karolina
    et al.
    Toyota Material Handling Europe.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    The Trä50 group: A supplier network of potential competitors having IKEA as their common customer2011In: Network Strategies for Regional Growth / [ed] Martin Johanson, Heléne Lundberg, New York: Palgrave Macmillan, 2011, p. 151-162Chapter in book (Other academic)
  • 52.
    Elmhester, Karolina
    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.
    Trä 50 - Ett strategiskt nätverk för IKEA2009In: Affärsutveckling inom trämanufaktur och möbler - Hur skapas effektivare värdekedjor / [ed] Brege, Staffan, Linköping: Vinnova , 2009, 01, p. 204-219Chapter in book (Other academic)
    Abstract [sv]

    Trä 50-gruppen är ett strategiskt nätverk av vid en och samma tidpunkt ca åtta möbelföretag, där över tiden några företag har tillkommit och några har lämnat. Den gemensamma nämnaren för de ingående företagen är att de till största delen är leverantörer av ”platta paket” (planmöbler) till Ikea. Ikea var formellt inte en deltagare i Trä 50, men fanns med i de olika projekten och vid olika möten och Ikeas ande svävade hela tiden över Trä 50s arbete.

    Trä 50 uppfattades av olika deltagare som en framgång och det finns också en del hårda fakta som underbygger denna ståndpunkt. Vi skulle vilja peka på följande faktorer som avgörande för Trä 50s goda resultat: 1/ Drivet av leverantörerna själva och med starkt stöd från den största kunden, Ikea, 2/ Strategiskt väldigt viktigt samarbete för de enskilda leverantörerna och med en hög grad av engagemang, 3/ En mycket kompetent projektkoordinator och en stabil administrativ organisation (som ett nav i organisationen), 4/ Mycket kompetenta leverantörer när var och en betraktas enskilt, 5/ Flexibilitet i definitioner av olika projekt och ett genomförande som inbegriper samtliga deltagare, 6/ Starka personliga bindningar mellan VDarna.

  • 53.
    Garpheden, Malin
    et al.
    Linköping University, Department of Management and Engineering. 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.
    Nordin, Fredrik
    Stockholms universitet.
    Värdeskapande hos designföretag - erfarenheter från två fallstudier2009In: Affärsutveckling inom trämanufaktur och möbler - Hur skapas effektivare värdekedjor? / [ed] Brege, Staffan, Linköping: Vinnova , 2009, 01, p. 240-260Chapter in book (Other academic)
    Abstract [sv]

    Designmöbelsegmentet har identifierats som ett segment med hög profilering, men en lönsamhet som i genomsnitt är lägre än vad många tror. I denna artikel tar vi upp ett antal frågeställningar som är centrala för att driva lönsamma tillverkande företag inom möbeldesign. Den empiriska bakgrunden är två fallbeskrivningar av Johanson Design och Lammhults, vilka båda har haft en imponerande lönsamhet under en lång rad av år.

     

    Ett antal faktorer kommer upp som viktiga. Design är naturligtvis själva kärnan och här måste designen i sig kunna kombinera form och funktion och på något sätt återspegla företagets ”själ”. Det förefaller vidare viktigt att ha långsiktiga relationer med sina externt engagerade designers och någon form av ensamrätt på deras arbete inom detta segment. Vidare är varumärkesbyggandet av mycket central betydelse, där det gäller att kunna hantera dualiteten mellan företagets varumärke och designernas egna, mera personliga varumärken.

    Produktsortimentet bör ha en viss bredd och en röd tråd, så att det inte endast består av en samling solitärer. Dock strävar inte våra fallföretag efter att ta helhetsansvar för ”totala” interiörlösningar, det är mera en fråga för inredningsarkitekter och återförsäljare. Kundanpassning spelar en viktig roll och är något som företagen försöker att utnyttja till sin fördel. Det är också vikigt att bygga en stark säljplattform och om man inte äger sina återförsäljare åtminstone ha ett starkt inflytande. IT-hjälpmedel måste allt mer kunna erbjudas i samband med visualisering av interiörer.

    Avslutningsvis är det viktigt att ha effektiva plattformar för produktion, logistik och hantering av underleverantörer (s k supply chain management). Produktionseffektivitet måste kunna samsas med inslag av hantverk. När det gäller underleverantörsnätverk, så prioriteras stabila relationer med lokala leverantörer framför att köpa från lågkostnadsländer. Kontroll sätts före låga inköpskostnader, vilket i ett totalt perspektiv ändå bedöms vara bäst för det samlade värde som man vill föra över till sina kunder.

  • 54.
    Guan, Wei
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    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.
    Drivers of customer value in the supplier-reseller relationships: Results from new product launches in the building material distribution channelsManuscript (preprint) (Other academic)
    Abstract [en]

    Purpose: Research in marketing has shown that creating value for customer is critical for success. However, the question that remains involves which actor(s) manufacturers should create value for. Different actors within the distribution channel have different purposes and their perceptions of value may vary, with potentially conflicting agendas. Limitations in the existing literature promote the current study, firstly as there is not much understanding of what equals value for channel partners, and secondly because no one has yet developed an integrated framework describing the benefits and sacrifices that drive value for channel partners. In order to add to knowledge about customer value in business relationships, the objective of this research is to explore constructs that drive value for channel partners with a focus on the phenomenon of the new product launch.

    Design/methodology/approach: This research adopted an exploratory case study approach. Five case companies – three wood product manufacturers and two building material resellers – were studied. Nine interviews ranging from 90 to 150 munities were conducted with managers who performed various functions in the companies.

    Findings: The findings derived from in-depth interviews demonstrate that value for resellers is product-, distribution-, service-, and relationship-related. Brand is identified as a product-related value driver, a fact that has not been emphasised by previous studies. Supplier and reseller have slightly different views on certain value drivers, such as profitability, brand, and cost. Creating value for resellers can be achieved by generating benefits or decreasing the costs incurred in the processes of purchase, warehousing, transportation, selling, and marketing. This study also reveals that value demonstration and communication with channel partners are as important as value creation.

    Originality/value: This study examines an important topic of customer value in the supplier-reseller relationship from both supplier and distribution perspectives. It analyses value drivers with a focus on the phenomenon of the new product launch, which is a strategically critical activity for both supplier and reseller.

  • 55.
    Guan, Wei
    et al.
    Linköping University, Department of Management and Engineering. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering. 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.
    Value Elements Analysis in Distribution Channels: A Case Study of New Timber Product Development for DIY Retailer2010Conference paper (Other academic)
    Abstract [en]

    Research in, such as marketing and product development, have shown that understanding customer needs is critical for success. However, a question remain is that manufacturers should create value for which actor (s). Different actors in distribution channel have varied purposes and their perceptions towards value may vary, with potentially conflicting agendas. Most of existing new product development literature has only focused on needs of end consumers or users. Other actors in a supply chain, such as distributor, have less been discussed. This paper examines various tangible and intangible value elements that emphasized by channel actors, particularly the retailer, with a new product launch context. This study adopted an exploratory case study approach. A value element analysis framework is firstly developed based on existing concepts and theories; it is then applied in and adjusted by a case of new timber product launch, in which the authors have researched at primary and secondary level. The findings derived from in-depth interviews demonstrate that retailer is the most important interface between manufacturers and consumers so their needs should be equally emphasized as consumers’ needs. Arguably, retailers’ needs and end consumers’ needs should be considered in different stages of new product development. In addition, this study finds out that although product, distribution, service and supplier attributes are all relevant to retailers, the importance of them varied in the stage of product design and launch. This study also notes that the identification, determination and communication of value is complex issue that could be influenced by many factors thereby can not be determined by one single rule.

  • 56.
    Henningsson, Markus
    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.
    DIY-handeln i UK - en branschstudie2009In: Affärsutveckling inom trämanufaktur och möbler - Hur skapas effektivare värdekedjor? / [ed] Brege, Staffan, Stockholm: Vinnova , 2009, 01, p. 143-158Chapter in book (Other academic)
    Abstract [sv]

    Den engelska marknaden för DIY (Do It Yourself) ligger långt framme i sin utveckling. Marknaden på detaljistsidan har under den senaste tioårsperioden konsoliderats till fyra huvudkedjor och dessa kedjor har utvidgat sitt sortiment till att omfatta allt flera produktkategorier, med fokus på flera s k mjuka produkter som tapeter, möbler och även vitvaror. Detaljistkedjornas inköpsstrategier har utvecklats mot att kraftigt minska antalet leverantörer per produktkategori och kategorin sågade trävaror är inget undantag. Trävaror räknas in som en av ”the ugglies”, dvs produkter av bulkkaraktär som har en låg marginal. Detta får som följd att detaljistkedjorna kräver att leverantören själv ska ta hand om logistiken, vilket är en av de vikigaste utgångspunkterna för att komma till fråga som ledare för en av produktkategorierna. Andra krav som står högt på prioriteringslistan är produktutveckling där konsumentens behov är står i centrum. Sammantaget, vill de engelska detaljisterna ge sina konsumenter ett brett sortiment för ”one stop shopping”, vilket gör dem beroende av starka leverantörer som tar egna initiativ och ansvar för sina produktkategorier. Leverantörerna av sågade trävaror ska ytterst bidra till att detaljistkedjorna tjänar pengar och är lönsamma.

  • 57.
    Hosseini, Mojtaba
    et al.
    Linköping University, Department of Management and Engineering. Linköping University, The Institute of Technology.
    Dadfar, Hossein
    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.
    Taxonomy of entrepreneurial firms; entrepreneurial orientation versus corporate entrepreneurship2012In: Proceedings of International Trade and Academic Research Conference (ITARC), 2012Conference paper (Other academic)
    Abstract [en]

    With attention to insufficiencies of existing measurements and recommendations to design a more comprehensive construct to gauge the Firm Level Entrepreneurship (FLE), this paper presents a fourfold taxonomy model of entrepreneurial firms. By comparing the degree of Entrepreneurial Orientation (EO) that shows the tendency of firms to engage in entrepreneurial activities and their actual engagement in entrepreneurship, which determines by Corporate Entrepreneurship (CE), the model, divides the firms into four categorizes; Non Entrepreneurial (NE), Forced Entrepreneurial (FE), Latent Entrepreneurial (LE), and Actual Entrepreneurial (AE). Main characteristics, attitudes, and behaviors of each kind are explored, and they are compared based on their goals to start the business, vision, reactions to competitors, perceived environment, risk taking, implementing of innovation, renewing the organizational structure, and obstacles to entrepreneurial actions.

  • 58.
    Hosseini, Mojtaba
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Dadfar, Hossein
    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.
    The role of entrepreneurial orientation on corporate performance: A moderated mediation model2013In: Conference Proceedings : Australia Centre for Entrepreneurship (ACE)Research Exchange Conference 2013, Australia Centre for Entrepreneurship, Brisbane, Australia / [ed] Per Davidsson, 2013Conference paper (Other academic)
    Abstract [en]

    Entrepreneurial orientation (EO), corporate entrepreneurship (CE) and their connections with corporate performance attract more attention during last decades. Researchers claimed that the EO-performance relationship is very complicated. Future studies should incorporate moderator and mediator factors in their models to precisely explain that complexity. In this paper we have chosen the most common environmental characteristics include environmental dynamism and environmental hostility to investigate their moderation effects.

    In this study EO refers to tendency of firms to have entrepreneurial activities while CE points out to the their actual entrepreneurial activities. Previous studies mentioned EO as the basis and necessary condition of CE. Therefore, we have supposed a mediation role for CE in EO-performance relationship. By incorporating this mediation model with environmental moderators, the final moderated mediation model of EO-CEperformance and environmental characteristics is designed.

    Hierarchical multiple regression and Baron and Kenny (1986)’s techniques are respectively applied to testify the moderating and mediating effects.

  • 59.
    Kindström, Daniel
    et al.
    Linköping University, Department of Management and Engineering, 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.
    The next step for e-business among mature and established companies: a focus on revenue and differentiation instead of costs2008In: International Journal of Electronic Business, ISSN 1470-6067, E-ISSN 1741-5063, Vol. 6, no 5, p. 462-475Article in journal (Refereed)
    Abstract [en]

    Abstract: For brick and mortar companies, e-business has primarily been used to lower transaction costs. Reasons for this are the relatively low risks involved, the rather unsophisticated understanding of the technology among top management, and that cost reductions provide an easy and measurable return on investment. Today, however, there is a clear trend that shows that brick and mortar companies are using e-business not only to enable growth through extended and refined offerings but also to expand their markets. Based on a study of two industrial brick and mortar companies this paper explores possible avenues for companies to extend their offerings and market by using e-business.

  • 60.
    Kollberg, Beata
    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.
    Utveckling av strategiska sortimentsalternativ: en fallstudie hos en svensk trähustillverkare2009Report (Other academic)
    Abstract [sv]

    Den ökande efterfrågan på den svenska husmarknaden har drivit utvecklingen mot en alltmer standardiserad och automatiserad hustillverkning. Samtidigt är kraven på kundanpasssning och flexibilitet i tillverkningen från kundens sida högt ställda. I mötet mellan ökad standardisering och kundanpassning uppstår en stor utmaning bland dagens hustillverkare. Det finns ett behov av att hitta en rimlig balans mellan dessa poler för att bibehålla kvaliteten och uppfylla kundernas krav och förväntningar.

    Den här rapporten syftar till att analysera hanteringen av balansen mellan kundanpassning och standardisering hos en svensk småhustillverkare. Två frågeställningar ligger till grund för studien. (1) Vilka utmaningar uppstår i samband med hantering av kundanpassade respektive standardiserade hustyper? (2) På vilket sätt kan erbjudandet förändras för att stödja företagets operativa plattformar och marknadsposition?

    Utifrån intervjuer med anställda, samt analys av dokument kan flera utmaningar identifieras. Företaget erbjuder idag kunderna ett brett sortiment av hustyper, både standardiserade och kundanpassade. Fördelningen av styckehusen är i dagsläget oklart och behöver renodlas. En stor utmaning ligger i att i större grad utnyttja den automatiserade vägglinjen i produktionen. Att öka varumärkeskännedomen för ökad säljstyrning är också något som identifieras som en stor utmaning. Utifrån företagets kalkylunderlag föreslås fyra sortimentsalternativ som ett underlag till diskussionen kring framtida sortimentsfördelning. Med produktionens totala kapacitet som utgångspunkt indikerar beräkningarna att en satsning på hustyperna i standard-serien skulle generera bäst årligt resultat. Detta under förutsättning att produktionens kapacitet kan utnyttjas i högre grad än den görs idag.

  • 61.
    Kowalkowski, Christian
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Kindström, Daniel
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Alejandro, Thomas Brashear
    University of Massachusetts Amherst.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Biggemann, Sergio
    University of Otago.
    Service infusion as agile incrementalism in action2012In: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 65, no 6, p. 765-772Article in journal (Refereed)
    Abstract [en]

    As product markets mature, firms are increasingly offering industrial services, in order to differentiate themselves and remain competitive. The general strategic view emerging from the services literature is that service infusion in manufacturing industries takes a somewhat unidirectional path from products to service provision. Based on in-depth case study research in the materials handling industry and drawing on Lindblom's (1979) concept of disjointed incrementalism, this study shows how service infusion often takes place in small steps without clearly directed efforts. The study identifies elements of incrementalism central to service infusion and demonstrates how a successful service strategy involves continuous modifications, adaptability, the seizing of ad hoc innovation, a continuous recalibration of opportunities, and the management of intertwining goals. The study introduces the concept of agile incrementalism; this concept aptly describes this contingency approach. The article contributes to a multifaceted and nuanced picture ofservice strategy and the service-infusion process.

  • 62.
    Lindahl, Ingela
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Nordin, Fredrik
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Extending the perspective on service operations strategy: An exploratory study of service infusion in a low-tech industry2009In: 16th International Annual EurOMA Conference: Implementation - realizing Operations Management knowledge, 2009Conference paper (Refereed)
    Abstract [en]

    The introduction of solutions offerings in manufacturing industries has been an issue of growing interest, since it may be a means of counteracting the commoditisation of products. The literature on solutions offerings generally focuses on the high-tech industry, however. This paper therefore investigates if, why, and how the solutions literature is applicable also to firms in the low-tech industry. To this aim, qualitative data from interviews with executives at seven furniture manufacturing firms were investigated. Based on the results, a tentative model that links product complexity and dimensions of solutions offerings is put forth.

  • 63.
    Lindskog, Helena
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Brege, Staffan
    Linköping University, Department of Management and Economics.
    The Importance of the Time-rich and Time-poor Consumer Behavior for E-commerce2003In: McMaster World Conference,2003, Hamilton: McMaster , 2003Conference paper (Refereed)
  • 64.
    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)
  • 65.
    Lindskog, Helena
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Time-Rich and Time-Poor Consumer Behavior the Importance of Time in Market Segmention2002In: MODEST 2002: transition & transformation: problems and models / [ed] Jan W. Owsinski, Warsaw: Systems Research Institute, Polish Academy of , 2002Conference paper (Refereed)
    Abstract [en]

    Some individuals and families are time-rich and others are time-poor. The degree of time-poverty or richness is more or less objectively or subjectively experienced. Therefore, time is an important variable in market segmentation for defining the customer target groups, developing products and services and building the most efficient marketing channels.

  • 66.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Conflicts in public procurement2012Conference paper (Other academic)
    Abstract [en]

    Public procurement is one of the most frequent types of transactions between organizations, in this case between public and private ones. All types of transactions follow specific laws that regulate the rights and obligations of all parties involved.  All parties involved in public procurement have to adhere to the national public procurement law, which in the case of the European Union member states is based on the European Union directives for public procurement. The decision making process and a number of stakeholders as well as their specific goals in the public procurement differ from the purchasing process between private organizations.

    This paper points out conflicts of interest in public procurement within three main areas:

    -          Political versus value of money approach

    -          Interest of EU versus member states

    -          Interest of Central government versus regional/local governments

    Already the base for the EU directives for public procurement can be a source of conflicts as the EU directives are derived from the five pillars of the Rome Treatise. These pillars are the base for the EU common market and none of them directly deals with public procurement. The EU directives, hence, also national public procurement laws, are there in order to fulfill the political goals of the common European market, which can be in conflict with economical and/or political goals of member states.

    During the last couple of years, there has been a tendency to include more and more political goals into public procurements such as environmental and societal considerations. This can result in higher price paid by the public sector compared with similar procurements in the private sector.

    The decision makers on regional/local levels are elected and should represent the interest of their communities and voters, which includes promoting regional/local companies and economic development. This task can sometimes get into conflict with the public procurement law or the central government political goals.

  • 67.
    Lindskog, Helena
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Conflicts in Public Procurement2013In: Operations Research and Decisions, ISSN 2081-8858, no 3, p. 35-42Article in journal (Refereed)
    Abstract [en]

    During the last couple of years, there has been a tendency to include more and more political goals into public procurements, such as environmental and societal considerations. This can result in higher prices paid by the public sector compared with similar procurements in the private sector. The decision makers at local level are elected and should represent the interest of their communities andvoters, which includes promoting regional/local companies and economic development. This task can sometimes get into conflict with public procurement law or the political goals of a central government.

  • 68.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Consequences of electronic public procurement2010In: MODEST: MODelling of Economies & Societies in Transition – ICT and its impacts – economy – environment – patterns in management / [ed] Jan W. Owsiński, 2010Conference paper (Refereed)
    Abstract [en]

    This paper explores and discusses how the use of electronic ways to purchase can change and influence the development of public procurement. Electronic public procurement makes it possible not only to increase efficiency of public procurement processes but it can also influence the broader development of both buying and selling organisations. The consequences for public procurement stakeholders as well as pros and contras of this development are investigated.

  • 69.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Corruption in public procurement and private sector purchasing2010In: Journal of Organisational Transformation and Social Change, ISSN 1477-9633, E-ISSN 2040-056X, Vol. 7, no 2, p. 167-188Article in journal (Refereed)
    Abstract [en]

    This article points out similarities and differences between purchasing by the public and private sectors outgoing from concepts of procurement process and buying centres. It also analyses corruption issues in both sectors' purchasing activities. The focus is on public procurement within the European Union (EU), where member states have to follow the European Community directives for public procurement

  • 70.
    Lindskog, Helena
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Corruption in public procurement and private sector purchasing2010In: Journal of Organisational Transformation and Social Change, ISSN 1477-9633, E-ISSN 2040-056X, Vol. 7, no 2, p. 167-188Article in journal (Refereed)
    Abstract [en]

    This article points out similarities and differences between purchasing by the public and private sectors outgoing from concepts of procurement processes and buying centres. It also analyses corruption isssues in both sectors' purchasing activities. The focus is on public procurement within th European Union (EU), where member states have to follow the European Community directives for public procurement

  • 71.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    How Can Public Procurement Influence Business and Social Development?2012In: Economic Essays / [ed] Gregory T. Papanikos, Athens, Greece: ATINER , 2012, p. 147-159Chapter in book (Refereed)
    Abstract [en]

    Public procurement is a large part of any country's economy, independently of its geographical location, political inclination or level of development. On average, public procurements amount to 17% of GDP among the EU countries (Bolkenstein, Frits, 2004).

    Public procurement can be considered as a special case of business transactions between organizations. Public procurement is based on a different and stricter jurisdiction than transactions between private companies.

    Just as in the private sector, the public sector strives to get the best possible deal. However, profit is not the driving force in the public sector, which means that public procurements have other and broader consequences than the private sector's purchasing activities.

    Purpose

    This paper explores, investigates and analyses positive and negative  consequences of different aspects of public procurement and its influence on the market and as a tool to achieve political goals.

  • 72.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    How public Procurement Can Influence Business and Social Development?2012In: Economic Essays / [ed] Dr. Gregory T. Papanikos, Athens, Greece: Athens Institute for Education and Research (ATINER), 2012, p. 147-161Conference paper (Other academic)
    Abstract [sv]

    The public sector is the biggest buyer on all national markets. The focus on public procurement and especially electronic public procurement has for several reasons increased in later years with more choices due to more competition nationally and internationally, rapid technical development which provides competing solutions, buying services instead of building own solutions etc.

    Public procurement aims in the same way as the private sector’s purchasing for the best possible outcome in the short and long run. However, public procurement often also aims for achieving certain political goals, which can result in an array of consequences both for the procuring organization as well as for businesses and citizens.

  • 73.
    Lindskog, Helena
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Importance of time divide for e-democracy2014Conference paper (Refereed)
    Abstract [en]

    E(lectronic)-democracy has the potential to promote democracy through the usage of Information Communication Technology (ICT), especially for direct democracy via increased citizen participation.

    The paper discusses one aspect of rising importance and should be taken into consideration while discussing e-democracy, namely, time divide or the division into time-rich and time-poor. This division can become more visible and important in the longer perspective than today’s existing digital divide or illiteracy of using Internet.

    This is an exploratory paper and the subject will need more investigation in order to compare the situation in different countries and under longer time periods.

  • 74.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Procurement after outsourcing in the public sector2011Conference paper (Other academic)
    Abstract [en]

    Outsourcing has long term implications that sometimes can be difficult to foresee at the time of the deal. After the original outsourcing contract expires it becomes necessary to purchase the now outsourced functionality through recurring procurements. This is especially important in case of the public sector. This paper identifies three main types of outsourcing in the public sector: hiving off, outsourcing with taking over of the staff and without taking over of the staff.

  • 75.
    Lindskog, Helena
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Brege, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Logistics .
    Public Procurement and Private Sector Purchasing - How do they differ?2008In: MODEST MODelling of Economies and Societies in Transition,2008, 2008Conference paper (Refereed)
    Abstract [en]

      

  • 76.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Public Procurement and Small and Medium Enterprises2011Conference paper (Refereed)
    Abstract [en]

    The public sector as the biggest buyer on national markets is an important client for and enterprise and for the SMEs in particular.

    For the SMEs to be a tenderer for governmental contracts as well as for the public agencies to choose a SME as a supplier can have considerable consequences – both positive and negative. To be a supplier for the public sector means recognition and can give a boost for new contracts. For the public agency it can mean to receive an innovative, cost reducing solution. But it can also be risky for both the SME and the public agency. By choosing an enterprise without previous documented records can put an agency in the situation of not fulfilling its obligations towards the general public and for the SME to go bankrupt.

  • 77.
    Lindskog, Helena
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    The Selling Process to the Public Sector2008In: Journal of International Scientific Publications: Economy & Business, ISSN 1313-2555, Vol. 2, no 1, p. 82-97Article in journal (Refereed)
    Abstract [en]

    This article investigates the selling process to the public sector. It is a neglected subject despite the importance of the public market and procurements to any country's economy. A model described in this article is an attempt to categorise and specify the different phases of the selling process to the public sector.

  • 78.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Will Electronic Procurement Change the Public Sector’s Purchasing Behaviour?2011In: Journal of Information Science and Technology, ISSN 1545-0287, Vol. 8, no 2, p. 36-52Article in journal (Refereed)
    Abstract [en]

    This paper highlights the findings from the KNUT project (Electronic Procurement of Telecommunications Services for the Swedish Public Sector). The project created a service to make the whole public procurement process electronically from analysis of needs, through development of request for proposal (RfP), contract administration and feed back, as well as a model for public procurement of telecommunications services outgoing from end-users’ and organisational needs. The study includes a detailed analysis of the procurement process. Among the results is a new way of looking at the pros and cons of public procurement from centrally negotiated framework contracts versus local procurement with the help of the KNUT service.

  • 79.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Will Electronic Procurement Change the Public Sector's Purchasing Behaviour?2010In: 9th Annual ISOneWorld Conference, Issues in Information Systems Research / [ed] Jeff Babb, Washington, DC, USA: The Information Institute , 2010Conference paper (Other academic)
    Abstract [en]

    This paper highlights the findings from the KNUT project (Electronic Procurement ofTelecommunications Services for the Swedish Public Sector). The project creates a service to make the whole public procurement process electronically from analysis of needs, through development of request for proposal (RfP), contract administration and feed back, as well as a model for public procurement of telecommunications services outgoing from end-users’ and organisational needs. The study includes a detailed analysis of the procurement process. Among the results is a new way of looking at the pros and cons of procurement from centrally negotiated framework contracts versus local procurement with the help of the KNUT service.

  • 80.
    Lindskog, Helena
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Will Electronic Procurement Change the Public Sector’s Purchasing Behaviour?Manuscript (preprint) (Other academic)
    Abstract [en]

    This paper highlights the findings from the KNUT project (Electronic Procurement of Telecommunications Services for the Swedish Public Sector). The project created a base for an electronic tool/service in order to carry out the whole public procurement process electronically from analysis of needs, through development of request for proposal (RfP), contract administration and feed back, as well as a model for public procurement of telecommunications services outgoing from end-users’ and organisational needs. The study includes a detailed analysis of the procurement processes and a model for structuring requirements on telecommunication for the public administration agencies. The theoretical model and a prototype of the electronic service were successfully tested in real “life” procurement of telephony services for the local government of Lindesberg community. One of the interesting results from the KNUT service is the possibility to analyse in a structured way the pros and cons of public procurement from centrally negotiated framework contracts versus local procurement.

  • 81.
    Maley, Jane Frances
    et al.
    Charles Sturt University, Bathurst, Australia.
    Kowalkowski, Christian
    Department of Marketing, Hanken School of Economics, Helsinki, Finland.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Biggemann, Sergio
    University of Otago, Dunedin, New Zealand.
    Outsourcing Maintenance in Complex Process Industries: Managing Firm Capabilities in Lock-in Effect2015In: Asia Pacific Journal of Marketing and Logistics, ISSN 1355-5855, E-ISSN 1758-4248, Vol. 27, no 5, p. 801-825Article in journal (Refereed)
    Abstract [en]

    Purpose

    The aim of the article is to analyze the rationale for choice of suppliers and the influence these decisions have on the firm’s capabilities.

    Design/methodology/approach

    We examine the choice of in-house operations versus buying maintenance in the Swedish mining industry through a qualitative case study approach.

    Findings

    The findings reveal a strong tendency to outsource maintenance.

    Research limitations/implications

    This in turn has a strong influence on the firm’s capabilities and long-term competitive advantage and sustainability.

    Practical implications

    Based on the empirical findings, we comment on the strength and weaknesses of the different outsourcing and attempt to find practical solutions that assist the firm in creating competitive advantage.

    Originality/value

    The unique contribution of this study is that it extends prior firm capabilities studies by investigating the impact of capability loss specifically in complex, intricate maintenance processes in a dynamic industry.

  • 82.
    Nordigården, Daniel
    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.
    Andersson, Dan
    Chalmers Tekniska Högskola.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Outsourcing av komponenter kombinerade med intern produktion - En parallell strategi2009In: Affärsutveckling inom trämanufaktur och möbler - Hur skapas effektivare värdekedjor? / [ed] Brege, Staffan, Stockholm: Vinnova , 2009, 01, p. 105-116Chapter in book (Other academic)
    Abstract [sv]

    Från ett kundperspektiv analyserar vi i denna artikel hur outsourcing kan kombineras med att behålla viss produktion internt, s k parallell produktion. Forskningsansatsen är en multiple-case-ansats av tre ledande skandinaviska trämanufakturföretag inom golv, fönster och dörrar. Vad studien bl a visar är att parallell produktion är en viktig strategi när leverantörerna inte har utvecklat sina förädlingsstrategier och det i ett uppbyggnadsskede inte finns någon egentlig marknad att outsourca till. Genom parallell produktion kan kundföretaget fortsatt behålla kompetens internt, få möjlighet till benchmarking mellan intern och extern operativ effektivitet samt behålla handlingsfrihet att växla tillbaka från outsourcing om inte utfallen överensstämmer med planer och kalkyler.

  • 83.
    Nordigården, Daniel
    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.
    Andersson, Dan
    Chalmers Tekniska Högskola.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Outsourcing av M/B-komponenter för trägolv - Olika sätt att se på en kostnadskalkyl2009In: Affärsutveckling inom trämanufaktur och möbler - Hur skapas effektivare värdekedjor? / [ed] Brege, Staffan, Stockholm: Vinnova , 2009, 01, p. 117-123Chapter in book (Other academic)
    Abstract [sv]

    I denna artikel studeras ett projekt med inriktning mot att outsourca den s k M/B-komponenten i golvtillverkning från Kährs till Norrskog Wood Products (NWP). Projektet nådde inte fram till ett kontrakt beroende på ett antal faktorer – att kundföretaget Kährs i utgångsläget bedrev en effektiv egen verksamhet, att Kährs ställde höga krav på kostnadsbesparing i storleksordning 20 % och att NWP inte nådde ner till dessa nivåer när manräknade in kostnaderna för en nyinvestering.

    Ur ett mera generellt perspekiv skildrar fallbeskrivningen svårigheterna för ett sågverksföretag att utnyttja integrationsfördelar mellan vidareförädlingen och sågverket så att resultatet blir effektivare än de skalfördelar som kunden kan uppnå i sin egen komponenttillverkning.

  • 84.
    Nordigården, Daniel
    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.
    Andersson, Dan
    Chalmers Tekniska Högskola.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Outsourcing inom den svenska trämanufakturbranschen - en analys av drivkrafter2009In: Affärsutveckling inom trämanufaktur och möbler - Hur skapas effektivare värdekedjor? / [ed] Brege, Staffan, Stockholm: Vinnova , 2009, 01, p. 92-104Chapter in book (Other academic)
    Abstract [sv]

    Svensk trämanufakturindustri, som vidareförädlar efter sågverkens primärproduktion, har av tradition tillverkat även komponenter och halvfabrikat internt. I dagsläget börjar outsourcing, d v s när verksamheter förflyttas från intern kontroll till externa leverantörer, bli allt mera i fokus och de första stegen mot ökad outsourcing har även tagits. I denna artikel analyseras ett antal drivkrafter till outsourcing. De viktigaste är (1) kostnadsreduktion – endera mera generellt eller för att frigöra resurser för marknadssatsningar, (2) satsningar på företagens kärnverksamhet, (3) kapacitetsrestriktioner och (4) ovilja att investera i komponenttillverkning. Resultaten bygger på fallstudier av de två största svenska golv-, dörr- och fönstertillverkarna per delbransch.

  • 85.
    Nordigården, Daniel
    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.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Walker, Helen
    Logistics and Operations Management Section, Cardiff Business School, UK .
    Outsourcing Decisions – the case of parallel production2012In: Purchasing & Supply Management in a Changing World / [ed] Emilio Esposito, Pietro Evangelista, Giovanni Pastore, Mario Raffa,, Naples, 2012Conference paper (Refereed)
  • 86.
    Nordigården, Daniel
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics.
    Rehme, Jakob
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics.
    Brege, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Chicksand, Daniel
    Warwick University.
    Walker, Helen
    Cardiff Business School.
    Outsourcing Decisions: The Case of Parallel Production2014In: International Journal of Operations & Production Management, ISSN 0144-3577, E-ISSN 1758-6593, Vol. 34, no 8, p. 974-1002Article in journal (Refereed)
    Abstract [en]

    Purpose - The purpose of this paper is to investigate an underexplored aspect of outsourcing involving a mixed strategy in which parallel production is continued in-house at the same time as outsourcing occurs.Design/methodology/approach - The study applied a multiple case study approach and drew on qualitative data collected through in-depth interviews with wood product manufacturing companies.Findings - The paper posits that there should be a variety of mixed strategies between the two governance forms of "make" or "buy." In order to address how companies should consider the extent to which they outsource, the analysis was structured around two ends of a continuum: in-house dominance or outsourcing dominance. With an in-house-dominant strategy, outsourcing complements an organization's own production to optimize capacity utilization and outsource less cost-efficient production, or is used as a tool to learn how to outsource. With an outsourcing-dominant strategy, in-house production helps maintain complementary competencies and avoids lock-in risk.Research limitations/implications - This paper takes initial steps toward an exploration of different mixed strategies. Additional research is required to understand the costs of different mixed strategies compared with insourcing and outsourcing, and to study parallel production from a supplier viewpoint.Practical implications - This paper suggests that managers should think twice before rushing to a "me too" outsourcing strategy in which in-house capacities are completely closed. It is important to take a dynamic view of outsourcing that maintains a mixed strategy as an option, particularly in situations that involve an underdeveloped supplier market and/or as a way to develop resources over the long term.Originality/value - The concept of combining both "make" and "buy" is not new. However, little if any research has focussed explicitly on exploring the variety of different types of mixed strategies that exist on the continuum between insourcing and outsourcing.

  • 87.
    Nordin, Fredrik
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Lindahl, Ingela
    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.
    Determinants of integrated solutions: exploring the role of technological contextManuscript (preprint) (Other academic)
    Abstract [en]

    Purpose – Existing literature on integrated solutions has neglected the influence of technological context. Given the increased interest in solutions as a means of meeting an increasing competition in many different industries, there is reason to investigate this issue further. Therefore, the purpose of this paper is to develop a conceptual model of the relation between technological context and solutions offerings.

    Design/methodology/approach – Qualitative data from in-depth interviews with executives at seven furniture manufacturing firms were investigated and a conceptual model was developed from the data.

    Findings – The empirical data reveals that aspects of solutions offerings may exist also in industries with products conventionally seen as relatively low in complexity. A model for relationships between different aspects of complexity and solutions is proposed and an expansion of the complexity concept suggested. As such, the paper expands the knowledge on both solutions strategy and complexity.

    Practical implications – A conceptual model is suggested that may guide managers in the development of their marketing strategies, where the adoption of a solutions strategy is guided by the degree of complexity of the product or system being developed and offered to their customers.

    Research limitations/implications – The proposed conceptual model needs to be refined and further investigated empirically, and influences of other contextual factors than the degree of complexity should be investigated.

    Originality/value – The paper focuses on the relevance of solutions as a strategy in different technological contexts and contributes with a novel perspective on solutions strategy, incorporating influences of dimensions of the technological context.

  • 88.
    Nordin, Fredrik
    et al.
    School of Business, Stockholm University, Stockholm , Sweden.
    Lindahl, Ingela
    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.
    The Applicability of Integrated Solutions Offerings: Differential Effects of Product Complexity2013In: Journal of Relationship Marketing, ISSN 1533-2667, E-ISSN 1533-2675, Vol. 12, no 1, p. 59-78Article in journal (Refereed)
    Abstract [en]

    The purpose of this paper is to develop a conceptual model of the influences of product complexity on the applicability and adoption of solutions offerings as a marketing strategy. Qualitative data from in-depth interviews with executives at seven furniture manufacturing firms were investigated and a conceptual model was developed. Based on the results, a model for relationships between different aspects of complexity and solutions is proposed and an expansion of the complexity concept suggested. The paper expands the knowledge on both solutions strategy and complexity and may also guide managers in the development of their marketing strategies.

  • 89.
    Rehme, Jakob
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Kindström, Daniel
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Brege, Staffan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Know Your Why's and How's - Towards a Contingency Model for Industrial E-procurement2005In: Strategies for Generating E-Business Returns on Investment / [ed] Namchul Shin, Hershey PA, USA: Idea Group Publishing , 2005, p. 125-142Chapter in book (Other academic)
    Abstract [en]

         Companies invest in e-business and its supporting technology for their e-business initiatives. E-business applications such as supply chain management and customer relationship management improve transaction efficiency and scope economies as well as promoting new product and service offerings and close customer relationships. However, it is difficult for companies to capture these benefits as economic value or profits. Many companies launching e-businesses have not been successful at creating economic value. To justify continued expenditures, it may be necessary for IT managers to move beyond simply demonstrating the benefits of technology and objectively demonstrate the increase in economic value these technologies can produce. To create value from e-business, companies may have to develop appropriate strategies or unique value propositions to complement their e-business investments. This book presents a group of studies that yield significant new insights into the creation of e-business value.

  • 90.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Chicksand, Daniel
    Warwick University, UK.
    Outsourcing to a non-developed supplier market: The importance of operational aspects in outsourcing2013In: Journal of Purchasing and Supply Management, ISSN 1478-4092, E-ISSN 1873-6505, Vol. 19, no 4, p. 227-237Article in journal (Refereed)
    Abstract [en]

    This article investigates how firms manage outsourcing in situations of a non-developed supplier market. This study followed the initial outsourcing activities and strategies of two case companies in the wood product manufacturing industry. The findings show that greater focus needs to be placed on operational aspects associated with non-developed supplier markets, which contrasts with the traditional strategic view of outsourcing. For practitioners, this article suggests that it is important to emphasise that the learning curve for a supplier can be lengthy, and also that alternative outsourcing routes are available when outsourcing to a non-developed supplier market.

  • 91.
    Saeedi, Mohammad Reza
    et al.
    Linköping University, Department of Management and Engineering. Linköping University, The Institute of Technology.
    Dadfar, Hossein
    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.
    Rapid Internationalization of SMEs from Developing Countries: A longitudinal Study of TEMAD Pharmaceutical Co2012In: Proceedings of LCBR European Marketing Conference, 2012, 2012Conference paper (Other academic)
    Abstract [en]

    In current global economy with hipper competition in home market, access to foreign markets has become a must for most of SMEs; therefore, SMEs internationalization has received great attention. However, internationalization of SMEs from developing countries in general and rapid internationalization in particular has remained largely unsearched. This longitudinal study was carried out with the aim of exploring the pattern of successful internationalization of an active pharmaceutical ingredient B2B SME from the resource based view (RBV). The study covers the company’s activities for establishment in foreign markets over a 12-year period (2000 - 2011) during which it entered 25 countries and increased its export by 20 times. The results of the study show that the internationalization behavior of the studied SME can be explained by a combination of three main critical resources such as entrepreneurial orientation, networking capability and adaptive production capability. These three resources have played crucial role as source of competitive advantage across foreign markets over time. Furthermore, although the RBV was constant during the period studied, the resources as bases for creating competitive advantages were changed from tangible to more intangible sources. The study has significant managerial and academic implications

  • 92.
    Saeedi, Mohammad Reza
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Dadfar, Hossein
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brege, Staffan
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    SMEs networking capability (NC) development in relationship with large size enterprises (LSEs) through inward international licensing (IIL)2013Conference paper (Other academic)
    Abstract [en]

    Many SMEs are connected to large size enterprises (LSEs) by non-equity alliances such as inward licensing. This study is an attempt to explore the impact of inward international licensing (IIL) between SMEs and LSEs as enhancing force for development of networking capability. This area has remained largely unsearched. Following this line of thought, in order to explore the impacts of IIL on the SMEs’ networking capability, a multiple-case study was chosen and performed as appropriate research strategy in the context of developing economy. The data was collected from the four pharmaceutical SMEs which have been licensed by large European pharmaceutical multinational LSEs. The results of this study reveal that the strategic alliances (licensing) between SMEs and LSEs helps the development of SMEs’ networking capability. This was particular significant in development of the main components of networking capability; such as relational initiation capability and relational developing capability.

  • 93.
    Saeedi, Mohammad Reza
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Dadfar, Hossein
    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.
    The impact of inward international licensing on absorptive capacity of SMEs2014In: International Journal of Quality and Service Sciences, ISSN 1756-669X, E-ISSN 1756-6703, Vol. 6, no 2/3, p. 164-180Article in journal (Refereed)
    Abstract [en]

    Purpose – This study aims to examine the impacts of inward international licensing (IIL) on the absorptive capacity (ACAP) of small and medium enterprises (SMEs) in a developing economy. Design/methodology/approach – The study is explorative, qualitative and elaborative in nature. Therefore, a multiple case study was selected and performed as the research strategy. The data were collected from four pharmaceutical SMEs licensed from European pharmaceutical large-scale enterprises. Findings – The results confirm that IIL has a strong effect on acquisition, assimilation, transformation and exploitation as absorptive factors. Furthermore, the results have been enhanced by several contextual factors of ACAP human resources, inter-and intra-firm relationships, internal knowledge and managerial and strategic aspects. These contextual factors have also been influenced by IIL. Originality/value – From the licensee perspective in a developing context, examining the extant literature on non-equity strategic alliances shows that very few studies have empirically examined the impact of this kind of alliance, such as IIL, on SMEs’ ACAP. On this basis, the study provides evidence that non-equity strategic alliances, particularly IIL, enhance SMEs’ capabilities such as ACAP. In other words, to overcome SMEs’ resource limitations and inadequate capabilities, IIL provides opportunities for them to obtain capabilities and critical resources.

  • 94.
    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)
  • 95.
    Öhrwall Rönnbäck, Anna
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Sjöström, Roland
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Uddenberg, Anders
    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.
    Evaluating innovation aspects for rapid growth in SMEs2012In: Proceedings of the XXIII ISPIM Conference: “Action for Innovation: Innovating from Experience” / [ed] Ian Bitran, ISPIM , 2012Conference paper (Other academic)
    Abstract [en]

    The importance of fast-growing companies, so-called gazelles, for

    the creation of jobs and wealth in society is undisputed (e.g. Birch 1981). Less

    is known about how a firm can become – and stay – a gazelle. While

    innovation is often pointed out as a key to successful business development, the

    relationship between investments in innovation and R&D activities and

    profitable long-term growth is still unclear. The aim of this paper is to evaluate

    the importance of innovation aspects for rapid growth in small and mediumsized

    enterprises, SMEs. Empirically, it is based on an initiative to enhance fast

    growth in SMEs in a region in Sweden. Early results from analyzing 39 cases

    indicate that innovation factors distinguish fast-growing companies from lowgrowing

    ones.

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