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  • 51.
    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.
    Nord, Tomas
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Classification and retail positioning into strategic groups: The case of DIY retailers and builders' merchants in Sweden2012In: International Journal of Retail & Distribution Management, ISSN 0959-0552, E-ISSN 1758-6690, Vol. 40, no 8, p. 570-591Article in journal (Refereed)
    Abstract [en]

    Purpose – To understand the potential for various types of retailers, it is essential to appreciate retailer' positioning in the marketplace. Positioning has a critical effect on retailers' competitiveness and performance. Despite the significance and popularity of retail positioning, a few gaps remain that prompt the need for this research. First, little has been written about positioning in the building materials distribution industry, as compared with other retail sectors. Second, the retail classification literature has rarely included positioning as a dimension of retailer characteristics, although, in essence, they are both ways to understand retailer strategy and behaviour. To fill these research gaps, the objective of this research is to contribute to retail positioning research, using the Swedish building material distribution industry as a study setting. Specifically, it has two key goals: to develop a classification framework focusing on the Swedish building material distribution market; and to analyse those distributors by strategic groups and identify their common business priorities.

    Design/methodology/approach – This research looked at a majority of building material distributors in the Swedish market. A total of 23 interviews were conducted with managing directors or similar from case companies. Interviews ranged from 40 to 90 minutes in duration. This research adapted materials developed for other purposes in order to enhance and strengthen primary data.

    Findings – This study develops a classification framework of building material distributors and provides an overview of distributors operating in the Swedish markets. Drawing on theory from retail positioning and classification, the research result suggests that the studied distributors can be classified into three strategic groups: DIY-service focused; DIY-cost focused; and builders' merchant (BM)-service focused. Research also showed that distinguishing building material distributor by customer type is not as effective as it once was; there is a trend of internationalisation in the Swedish building material distribution industry; and distributors exert growing central control over certain areas, such as purchasing and marketing.

    Originality/value – The building material distribution industry attracts little research attention when compared to other sectors, for instance food and grocery retailing. Given this, the value of this article lies in identifying the leading companies in Sweden and offering strategic analysis of their business developments and focus. Insights into building material distributors' supply requirements are provided.

  • 52.
    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.
    Nord, Tomas
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Distributor support in New Product launch2011Conference paper (Other academic)
  • 53.
    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.
    Nord, Tomas
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    In search of critical launching factors influencing new product success-A case study from the reseller’s perspective2012Conference paper (Other academic)
  • 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.
    Nord, Tomas
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Processes of new product launches: Case studies of wood product suppliersManuscript (preprint) (Other academic)
    Abstract [en]

    Purpose: Previous studies have shown that a strong launch effort is fundamental to new product success. Most new product development (NPD) studies focus on the entire process; few consider the process of the new product launch stage alone. The purpose of this paper is to investigate what actually happens in that process.

    Design/methodology/approach: The study is based on exploratory case studies. Evidence is drawn from four wood product suppliers based in Sweden. Eight semistructured interviews and one workshop with managers working with top management and in R&D, marketing, and sales were conducted to collect data. Pattern-matching logic was the primary data analysis technique.

    Findings: Results largely support the relevance of strategic and tactical launch decision variables for a new product launch. They also show that the new product launch process can generally be divided into strategic planning, selling and negotiating with customer/channel partner, sales of new products, and launch evaluation stages. This study argues that distribution channel strategy of new product launch should be regarded as a dimension of strategic decisions rather than tactical decisions, because it is made in the early stages of new product launches, and has significant impact on tactical launch decisions regarding the marketing mix.

    Originality/value: In theoretical terms, this study contributes to an understanding of the process of the new product launch that has been given scant theoretical or empirical attention in either new product or marketing literature. We provide empirical evidence from wood product suppliers to support the separation of strategic launch variables and tactical launch variables.

  • 55.
    Göbel, Hannes
    et al.
    University of Borås.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Chicksand, Daniel
    Aston Business School.
    Cronholm, Stefan
    University of Borås.
    Towards Innovation & Relationship Enabling Processes - an IT Outsourcing Perspective2015Conference paper (Refereed)
  • 56.
    Huge-Brodin, Maria
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Rehme, Jakob
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Changing roles and conditions in supply chains2006In: NOFOMA,2006, 2006Conference paper (Other academic)
    Abstract [en]

      

  • 57.
    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)
  • 58.
    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.  

  • 59.
    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.

  • 60.
    Kumar, Naveen
    et al.
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Andersson, Dan
    Chalmers.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Logistics of low cost country sourcing2010In: International Journal of Logistics, ISSN 1367-5567, E-ISSN 1469-848X, Vol. 13, no 2, p. 143-160Article in journal (Refereed)
    Abstract [en]

    Increasing globalisation creates new possibilities for sourcing from low cost countries (LCC), but also comes with a range of logistics challenges and issues to be dealt with. The purpose of this paper is to investigate how logistics and its impacts are considered in LCC sourcing decisions. An exploratory multiple case study of industrial product companies engaged in distant LCC sourcing serves as an empirical base. Findings reveal that firms do not explicitly take logistics into account during LCC sourcing decisions. Even if logistics is considered, it is generally in a reactive way and takes a transactional cost focus. Instead, we propose a framework to proactively consider logistics factors in the early stages of LCC sourcing. This is done through identifying product and supplier related logistics factors and their impact on pre-transaction, transaction and post-transaction elements in the Total Cost of Ownership model.

  • 61.
    Lindwall, Carl
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Elmo, Anders
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Kowalkowski, Christian
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics . Linköping University, The Institute of Technology.
    Increasing customer attractiveness though upstream brand equity2010In: The International IPSERA workshop on Customer attractiveness, supplier satisfaction and customer value, Enschede, The Netherlands: IPSERA , 2010Conference paper (Refereed)
  • 62.
    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.

  • 63.
    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.

  • 64.
    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.

  • 65.
    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)
  • 66.
    Nordigården, Daniel
    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.
    Bygghandelns struktur och krav på leverantörer2009In: Affärsutvecklng inom trämanufaktur och möbler - Hur skapas effektivare värdekedjor? / [ed] Brege, Staffan, Stockholm: Vinnova , 2009, 01, p. 124-142Chapter in book (Other academic)
    Abstract [sv]

    Tendenserna inom svensk byggvaruhandel speglar den generella, internationella utvecklingen inom grossist- och detaljistsektorn. Byggkedjorna blir allt mer konsoliderade, ökar graden av centralisering inom sina koncerner och internationella kedjor möter varandra på sina hemmamarknader. Så ser det även ut på den svenska marknaden för byggvaror. Detta innebär en situation för leverantörer av sågade trävaror och trämanufakturerprodukter att de har att göra med färre och mäktigare kunder som kräver mer och mer av sina leverantörer – både vad gäller priser och produktutveckling. Anpassning av sortimenten till ett växande GDS-segment är ett sådant exempel (Gör Det Själv). I denna artikel beskrivs och analyseras strukturen på svensk byggvaruhandel, hur deras inköpsbeteende har utvecklats och vilka krav som ställs på leverantörerna. Slutsatsen är att svenska sågverk och företag inom trämanufaktur står inför stora utmaningar.

  • 67.
    Nordigården, 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.
    DIY-Reailers' Development and Supplier Consequences - A Study of the Swedish DIY Market2006In: The International Conference on Information Technology in Business ITIB,2006, Warsawa: Warsaw Agricultural University , 2006, p. 343-Conference paper (Refereed)
    Abstract [en]

    In many business contexts large retailers are developing capabilities that together with their purchasing clout mean that they can act as gatekeepers to the end-customers and gain positions as channel captains and by this push more and more responsibility towards upstream suppliers. The purpose of this paper is to contribute to a better understanding of DIY-retailers, their development and consequences for their suppliers. Some emphasis will be put on suppliers of wood products. A framework for analysis is used, which can be divided into three analysis areas; (1) technical, (2) commercial, and (3) logistical consequences.

  • 68.
    Nordigården, Daniel
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Examensarbeten som utbildningsresurs och pedagogiskt verktyg?2014In: LTHs 8:e Pedagogiska Inspirationskonferens, 2014Conference paper (Refereed)
    Abstract [sv]

    LTHs Pedagogiska Inspirationskonferens är en regelbunden konferens för att öka möjligheterna till samverkan och till utbyte av pedagogiska erfarenheter lärare emellan. Konferensen har funnits sedan 2003 och arrangeras av Genombrottet, LTHs pedagogiska stöd- och utvecklingsenhet.

    Med utgångspunkt i det stora intresset för LTHs Pedagogiska Inspirationskonferens arrangerar Lunds Universitet sedan 2007 en universitetsgemensam utvecklingskonferens vartannat år och LTHs egen Pedagogiska Inspirationskonferens kommer då bara att arrangeras de åren den universitetsgemensamma konferensen inte går.

  • 69.
    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, Department of Management and Engineering. Linköping University, The Institute of Technology.
    Moving Towards Dynamic Effectiveness - A case study of the largest wooden door manufacturer in Europe2006In: The International Conference on Information Technology in Business ITIB,2006, Warsawa: Warsaw Agricultural University , 2006, p. 329-Conference paper (Refereed)
  • 70.
    Nordigården, Daniel
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Sustainability and financial goals – the case of evaluating value in complex long-term infrastructure purchasing2015Conference paper (Refereed)
  • 71.
    Nordigården, Daniel
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Brashear, Thomas
    University of Massachusetts, USA.
    The case of J&D - Decision making and logistics consequences when sourcing from low cost countries2014Conference paper (Refereed)
  • 72.
    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.

  • 73.
    Nordigården, Daniel
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Chicksand, Daniel
    Aston Business School, UK.
    Sourcing Uncertainties: The case of Outsourcing and Global Sourcing2015In: Modern Management Science & Engineering, E-ISSN 2052-2576, Vol. 3, no 1Article in journal (Refereed)
  • 74.
    Nordin, Fredrik
    et al.
    Stockholm University.
    Kindström, Daniel
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Kowalkowski, Christian
    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.
    The risks of providing services: Differential risk effects of the service-development strategies of customisation, bundling, and range2011In: Journal of Service Management, ISSN 1757-5818, E-ISSN 1757-5826, Vol. 22, no 3, p. 390-408Article in journal (Refereed)
    Abstract [en]

    Purpose – The purpose of this paper is to examine the risks for manufacturing companies of extending their traditional goods offerings by the addition of different kinds of services.

    Design/methodology/approach – The study develops a conceptual framework of nine propositions (and corresponding diagrammatic representations) of the relationships between: three kinds of risk (operational, strategic, and financial); and three strategies for the provision of added service (customisation, bundling, and broadening the range of offerings). This conceptual framework is examined empirically by qualitative analysis of data gathered in a three-year longitudinal study of managerial representatives from nine multinational manufacturing firms engaged in the addition of services to their traditional goods offerings.

    Findings – It was found that eight of the nine propositions are fully supported, and one receives equivocal support. In addition, several contextual factors are identified as moderating influences on the relationships between the three categories of service offering and the three classes of risk.

    Research limitations/implications – The study provides an original conceptual framework and nine research propositions that represent a useful starting point for the development of a formal theory of the risks of providing services.

    Practical implications – The conceptual framework provides guidance for managers' assessments of the risks accompanying the infusion of added services to the traditional goods offerings of manufacturing companies.

    Originality/value – The paper provides a novel conceptualisation of service innovation and attendant risk.

  • 75.
    Rehme, Jakob
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Sales coordination: development of customer teams in ABB Sweden1998Licentiate thesis, comprehensive summary (Other academic)
    Abstract [en]

    The purpose of this licentiate thesis is to contribute to the body of knowledge of the development of customer teams for key customers in industrial selling.

    The study covers issues of why customer teams are formed, the interaction between the team and the customer, as well as the organisation and development of the customer team. The focus of the study is contained in the following questions:

    • What are the affecting factors and motives for the coordination of sales?
    • What are the characteristics of the customer team work set-up?
    • What are the results of the customer team work?

    The method employed was to compare two case studies of customer teams. The customer teams consisted of sales engineers from various ABB companies in Sweden. The two teams were formed for the customers Svedala-Arbrå and ABS Pumps. The empirical material was analysed primarily by comparing the two customer teams, using theories on coordination, combined with an analytical model on sales teams.

    A model was developed, describing the affecting factors on customer teams, the customer team work and the effects of the customer team.

    To increase shares in the already saturated market, was one of the most important drivers for the formation of customer teams. The customers in this study affected the customer team work primarily in terms of how the work was to be organised. Interdependence between selling companies and their sales conditions greatly affected the customer team work.

    The two teams were found to have differences in their characteristics. The first customer team followed guidelines more closely, had a more comprehensive approach with a larger customer team, and were more focused on the development of long-term relationships than the second team. The second customer team had more of a contingency approach towards its task. This team was also smaller, and the number of customer team participants was allowed to vary over time. For this customer team the most important aspect was the coordination of products in terms of technical as well as commercial issues.

    A number of customer team effects were found in the study. Of special importance were the tangible factors, such as the economic results, the product and system adaptations, and the intangible factors, such as the relationship development. In the border zone between the tangibles and intangibles were the synergetic effects which resulted from the joint type of sales activities.

  • 76.
    Rehme, Jakob
    Linköping University, Department of Management and Economics. Linköping University, Faculty of Arts and Sciences.
    Sales coordination in multinational corporations: development and management of key account programmes2001Doctoral thesis, monograph (Other academic)
    Abstract [en]

    The purpose of the dissertation is to describe and analyse the orgamsmg of sales and marketing in large scale and complex organisations and particularly how key account management programmes are developed, organised and managed.

    This means that the focus is on the development context in which the sales organisation operates, how key account management (KAM) programmes are organised, the coordination they contribute to, and how the KAM programmes are designed to manage the dyadic seller-buyer relationships.

    In particular this purpose includes two major parts:

    • Describing and analysing how KAM programmes evolve in large industrial organisations
    • Describing and analysing how KAM programmes are initiated and developed in seller-buyer relationships

    The method employed has been a multiple-case study based on five individual buyer-seller relationships in two different KAM programmes within ABB. The empirical material has been analysed primarily by the use of organisational and marketing theories.

    Driving forces for the developments of KAM's are marketing strategies, i.e. the focus on systems selling, international selling and the focus on customer share; purchasing strategies, i.e. the coordination of corporate purchas.ing nationally and internationally, and functional buying; and finally organisational contingencies, i.e. that high degree of divisionalisation underscores the importance of coordination.

    Overall organisational structures and management focus strongly affects the formation of KAM programmes and the content of the sales coordination. Marketing strategy in the form of segment marketing is used to structure KAM programmes. Buyer action to coordinate purchasing results in the considerable importance of sales coordination and thus KAM programmes, whereas solely seller-initiated programmes have more organisational adaptations.

    There are large discrepancies between individual KAM's particularly based on customer contingencies and preferences. Generally speaking, the main efforts are aimed at commercial, social, logistical and technical activities. KAM's result in improved working relationships that become more formal, greater coordination and subsequently a more integrated sales organisation.

  • 77.
    Rehme, Jakob
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Andersson, Dan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Logistics .
    The Great Retail Push: Development of Purchasing for DIY-Retailers, Builder's Merchants and Supplier Consequences2007In: IPSERA Conference,2007, 2007Conference paper (Refereed)
    Abstract [en]

      

  • 78.
    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.

  • 79.
    Rehme, Jakob
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Kowalkowski, Christian
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Sales Coordination for complex Offerings2008In: 2008 CBIM/ISBM Academic Workshop,2008, Tampa: Georgia State University , 2008, p. 50-Conference paper (Refereed)
    Abstract [en]

      

  • 80.
    Rehme, Jakob
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Kowalkowski, Christian
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    The service-sales interface: an increasingly important interface in the industrial firm2009In: CBIM Academic Workshop,2009, Atlanta: CBIM , 2009Conference paper (Refereed)
  • 81.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Kowalkowski, Christian
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology. Hanken School of Economics.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Sales coordination and structural complexity: A national-international comparison2013In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 28, no 6, p. 514-522Article in journal (Refereed)
    Abstract [en]

    Purpose - The existing literature on key account management (KAM) has focused more on sales forces and management levels than on their evolution. The purpose of this paper is to explore how sales activities can be coordinated to accommodate national and international KAM programs.Design/methodology/approach - The paper is based on a longitudinal study of the industrial conglomerate ABB, 1996-2008.Findings - The diversity associated with geography and product complexity creates demands for a more flexible organization that can provide a more complete offering portfolio across national boundaries and still handle the demands of local organizations. In addition to internal organizational contingencies, the key factors and driving forces for the development of KAM programs are the marketing and purchasing strategies that buyer and seller firms perceive and encounter.Research limitations/implications - The data are limited to one corporation and some of its key customers in different industries. Although the internal and construct validity of the findings are strong, the external validity cannot be assessed precisely.Originality/value - The 12-year study brings valuable insights to the development of KAM programs in multinational corporations and addresses coordination issues related to geographical and product complexity.

  • 82.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Mer effektiva utvärderingsmodeller för investeringar, reinvesteringar och underhåll: Elnät och investeringsbeslut under osäkerhet2015Report (Other academic)
    Abstract [sv]

    Att arbeta med affärer inom elnätsektorn är sett som förhållandevis riskfritt. Man vet vilket elnät man har idag och man kan prognosticera ganska väl hur detta ska utvecklas framöver. Till det är elnät ett naturligt monopol vilket innebär att de kunder som man har idag kommer att vara ungefär de samma i morgon. Bolagen kommer även att få ta ut rimliga tariffer av sina kunder (definierade av Energimarknadsinspektionen), så att verksamheten genererar avkastning till finansiärer och aktieägare.

    Men verksamheten är också en del av Sveriges energiinfrastruktur, och frågan är hur man kan resonera vad gäller investeringar i infrastrukturen för framtiden. Varför det är av speciellt intresse är på grund av att elnätsinfrastrukturen har lång teknisk livslängd, ofta över 50 år. Det innebär att de val som elnätsbolag gör idag kommer att få påverkan på elnät under lång tid framöver. Därför blir det viktigt att de beslut som fattas är baserade på bra underlag, och att de investeringskalkyler som görs är baserade på väl grundade antaganden om framtida utveckling.

    Ambitionen med den här rapporten är att utveckla ett förslag till  utvärderingsmodell som hanterar den långsiktighet som finns i infrastrukturinvesteringar. Förslaget baseras på befintliga metoder och modeller för investeringar för elnät och en hantering av den osäkerhet som föreligger på grund av investeringars långa tidshorisonten. Målsättningen är att ta fram en modell som kan tillämpas inom både små och stora organisationer och för olika typer av elnätsbolag.

    Ett problem vad gäller investeringar inom energisektorn är osäkerhet. All affärsverksamhet speglas av osäkerhet, exempelvis vad gäller vilken teknik som kan komma att utvecklas. Vid långsiktiga investeringar blir den osäkerheten större, och man måste hantera när i tiden som en större investering ska göras, dvs. om det i vissa fall kan vara bättre att vänta på en bättre teknik och underhålla den installerade basen, eller om denna investering ska tas idag.

    Vår rekommendation är att vid beslut om investering i olika projekt utnyttja vår föreslagna regretmodell som tar hänsyn till scenarier där parametrar kan tillåtas att variera. Regret-metoden har testats på två olika situationer: Case 1) nyinvestering och reinvestering (med kombination av olika projekt); Case 2) investeringsstrategi med tre stycken alternativa handlingsvägar. Analysen visar att regret-metoden fungerar på ett bra sätt och tar hänsyn till osäkerheten i framtida utfall. Metoden är generellt sätt allmän och enkel och användarbarheten är därmed hög. En rekommendation är att underhåll, reinvesteringar och nyinvesteringar bör analyseras i samma beslutsmodell. Det är viktigt att branschen och individuella bolag arbetar vidare med en scenarioprocess för att på så sätt identifiera olika parameternivåer. Vi föreslår även en process för scenarioplanering där aktörerna i branschen är involverade. Vid scenarioplanering finns ett antal faktorer att beakta, exempelvis hur man hanterar kapitalkostnader och elpriser över långa tidshorisonter. Detta kopplat till framtida teknikutveckling skapar osäkerhet och understryker nyttan av att arbeta med den föreslagna regretmodellen.

  • 83.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering. Linköping University, The Institute of Technology.
    Nordigården, Daniel
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics.
    Situationsanalys av nuläget hos svenska elnätsbolag2013Report (Other academic)
  • 84.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Brashear-Alejandro, Thomas
    Isenberg School of Management, University of Massachusetts, Amherst, USA.
    Evaluation Models in Complex Sales: Value Creation and Value Appropriation2012Conference paper (Other academic)
  • 85.
    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.

  • 86.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Chicksand, Daniel
    Aston Business School, UK.
    Complex purchasing: a case study of evaluation models for long-term network capital investments2015In: International Journal of Engineering Sciences and Research Technology, ISSN 2277-9655, Vol. 4, no 1, p. 427-434Article in journal (Refereed)
    Abstract [en]

    This paper addresses purchasing evaluation models in the European electrical grid sector, with a particular focus on complex and long-term network capital investments. The findings are based on 49 interviews with 10 organizations (power companies, engineering firms, the regulatory body, and special interest groups). This research contributes to knowledge building in the under-researched area of evaluating value in complex long-term purchasing. The study finds that the inherent long-term nature of the investments in products and systems, and the underlying financial situation are of the utmost importance in evaluations, together with strong regulator influence. In fact, the regulatory body not only defines the willingness to pay for the end-consumers through regulations with a focus of protecting consumers from monopolists unfair/high-prices, but also defines the opportunity costs by the predefined a number of costs in the grids in terms of ‘standard-costs’. Although theoretically customer value is defined as the perception of benefits minus the sacrifices for the end-user, in this setting it is the regulatory body that defines this value on behalf of the end-user/consumer. Thus, the regulatory body plays a pivotal role defining the value, value creation and value sharing, and is therefore pivotal in the way in purchasing evaluation models are structured.

  • 87.
    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.
    Chicksand, Daniel
    Aston Business School, Birmingham, UK.
    Public policy and electrical-grid sector innovation2015In: International Journal of Energy Sector Management, ISSN 1750-6220, E-ISSN 1750-6239, Vol. 9, no 4, p. 565-592Article in journal (Refereed)
    Abstract [en]

    Purpose – This paper aims to investigate the manner in which technological innovation in the European electrical-grid sector has developed by focusing, in particular, on the effect of public policy on innovation. To achieve this aim, this paper highlights how technological innovation and development progressed from the 1960s to the 1980s, and contrasts this period with the deregulated/privatization environment.

    Design/methodology/approach – The paper is based on a series of in-depth multiple company case studies of grid companies, some of their suppliers and other actors in their broader business network. Empirical data were collected through 55 interviews.

    Findings – The authors find that a phase of mutual collaboration was encouraged in the first period, which led to strong technological innovation with a focus on product quality and the development of functionality. Buyers played a pivotal role in the development of products and posed technical requirements. In contrast, the current role of the buyer has transformed principally into one of evaluating competing bids for specific projects. Today, buyers face increasing pressure to substantially lower CO2 emissions and transform the energy grid system. These goals are difficult to achieve without a new way of thinking about innovation.

    Research limitations/implications – Models to achieve innovation must not only focus on individual research projects; instead, the innovation should be factored into normal business dealings in the supply chain.

    Practical implications – We propose that policymakers and regulators need to: accommodate for innovation and address the collaborative elements of innovation when developing policies and regulations. Furthermore, regulators have the option of either developing a strategic vision for the electrical-grid network or incorporating sustainability into the evaluation of electrical grids and, thus, consumers’ willingness to pay.

    Originality/value – This paper makes a distinctive contribution in the area of innovation for electrical grids. Our paper shows how innovation and the development of new technology for electrical grids changed over time. Furthermore, this paper describes the energy sector in terms of a business network comprising the different actors involved in innovation and development and, thus, their role in the energy supply chain.

  • 88.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Chicksand, Daniel
    Warwick Business School, UK.
    Pendlebury, Russell
    The case of evaluating value in complex long-term purchasing – the contradiction between sustainability and financial realities2013Conference paper (Other academic)
  • 89.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Nordigården, Daniel
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Ellström, Daniel
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Chicksand, Daniel
    Operations and Information Management Group, Aston Business School, UK.
    Power in distribution channels: Supplier assortment strategy for balancing power2016In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 54, p. 176-187Article in journal (Refereed)
    Abstract [en]

    This paper focuses on the move from buyer dominance toward interdependence between buyers and suppliers in a distribution channel. The paper introduces a case study collected through in-depth interviews and participative observations. It examines the relationships between a timber supplier and its customers in the builders’ merchants sector. We stress the relevance of considering actions intended to change the power balance, rather than focusing only on trust. The power balance in a dyadic relationship is dynamic, and power positions need to be constantly re-evaluated. An important power resource is information asymmetry, manifested in the supplier’s information about: products, regional and local demand, and the usage of the products. For practitioners, we highlight the possibility of exerting a non-coercive power resource, such as information asymmetry, in order to increase the relative power. Furthermore, being open about the power position between a buyer and a seller can foster a more efficient collaboration.

  • 90.
    Rehme, Jakob
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Rangaraju, Naveen Kumar
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering.
    Andersson, Dan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Logistics .
    Offshoring " breaking old bonds and establishing new ones: A study of Swedish industrial companies increasing practice to buy from LCC2007In: IMP Asia,2007, 2007Conference paper (Refereed)
    Abstract [en]

       

  • 91.
    Rehme, Jakob
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Rangaraju, Naveen Kumar
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering.
    Andersson, Dan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Swedish Import Soucrcing: Development and trends of trade and good flows form low cost countries2006Report (Other academic)
  • 92.
    Rehme, Jakob
    et al.
    Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology.
    Svensson, Peter
    Linköping University, HELIX Vinn Excellence Centre. Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Project management, Innovations and Entrepreneurship .
    Credibility-Driven Entrepreneurship: A Study of the First Sale2011In: International Journal of Entrepreneurship and Innovation, ISSN 1465-7503, E-ISSN 2043-6882, Vol. 12, no 1, p. 5-15Article in journal (Refereed)
    Abstract [en]

    This article investigates how external stakeholders influence the first sale of technologybased business-to-business start-up companies. We combine entrepreneurship theory with marketing theory to describe start-ups’ marketing and selling activities and how they reach key milestones. The study shows how two firms, an e-business firm and a new product development firm acquired their first customers. The analysis provides a picture of how a network of the firms’ founders, board members, and owners contributed to their first sales. It also highlights the importance of sales activities, relationships, and industrial knowledge. It examines the importance of external stakeholders’ relative positions in the web of relationships and how relevant these are in affecting outcomes and speed to market. This article concludes that the first sale follows a timeline with three important phases of activities involving credibility, closing, and operations. We find that that credibility is best obtained through establishing relationships.

  • 93.
    Rehme, Jakob
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Wahlsten, Johanna
    Linköpings universitet.
    Westerberg, Anna
    Linköpings universitet.
    Utveckling inom frukt och grönt sektorn - en studie av företag inom kategorin frukt-och-grönt och deras situation på den svenska marknaden.2008Report (Other academic)
  • 94.
    Sandberg, Erik
    et al.
    Linköping University, Department of Management and Engineering, Logistics Management. 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.
    Abrahamsson, Mats
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Centralisation of logistics in retail purchasing groups - Effects and obstacles2012Conference paper (Other academic)
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