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  • 1.
    Aldin, Niklas
    et al.
    Intentia Switzerland AG, Zug, Switzerland.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Johansson, Anders
    Saab Aircraft, Linköping, Sweden.
    Business development with electronic commerce: refinement and repositioning2004In: Business Process Management Journal, ISSN 1463-7154, E-ISSN 1758-4116, Vol. 10, no 1, p. 44-62Article in journal (Refereed)
    Abstract [en]

    Electronic commerce enables business development for marketing channel intermediaries and strengthens their existing operations and strategic management. This research shows that electronic commerce provides stepwise business development refinement and repositioning in the form of process change and increased customer service. Based on marketing and logistics literature, a business development model with three developmental phases is proposed in this paper. The findings are based on the electronic commerce development of three intermediaries providing industrial products and services in the northern European market. Refinement is achieved through a focus on activities for internal efficiency, and through changing processes for increased integration, shorter time and lower costs. Repositioning involves extended focus on service improvements, image and customer tailored services. It is found that electronic commerce has not radically reshaped and developed the role of marketing channel intermediaries. Instead, it has strengthened existing business. Future electronic commerce efforts need to be viewed in a business wide development context, including structural change and reaching new segments or markets, to utilise fully the development potential of electronic commerce.

  • 2.
    Anderson, Helén
    et al.
    Internationella Handelshögskolan i Jönköping.
    Andersson, Dan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Huge-Brodin, Maria
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Lilliecreutz, Johan
    CMA.
    Öhrwall Rönnbäck, Anna
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Suppliers' Articulation of Value Using the Internet2004In: Industrial Marketing and Purchasing Conference, IMP,2004, Köpenhamn: Copenhagen Business School , 2004Conference paper (Refereed)
  • 3.
    Bergvall, Erik
    et al.
    LiTH.
    Spångö, Johan
    LiTH.
    Andersson, Dan
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Logistics .
    Stahre, Fredrik
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Logistics .
    En översikt av företag inom kategorin kött och chark och deras situation på den svenska marknaden2007Report (Other academic)
  • 4.
    Brandes, Ove
    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 .
    Chambre Separée in Product Development - Learning by Cooperation In the Automotive Industry2008In: Strategic Management Society Annual Conference,2008, 2008Conference paper (Refereed)
    Abstract [en]

       

  • 5.
    Brandes, Ove
    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 Strategic Importance of Supplier Relationships in the Automotive Industry2013In: International Journal of Engineering Business Management, ISSN 1847-9790, Vol. 5, no 17Article in journal (Refereed)
    Abstract [en]

    The aim of this paper is to analyse longitudinally the development of purchasing strategies in the automotive industry during the last 20 years. The amplitude of the business cycle during this time frame hasbeen very high and includes periods of financial/automotive crisis as well as high sales and demand. Our empirical data is primarily drawn from a 1990–2010 longitudinal case study of the relationship between automaker Volvo Personal Cars and Autoliv, a supplier of seat belts andairbags, complemented with secondary data framing the development of the industry level. The theoretical focus is on outsourcing and purchasing strategies developed within long‐lasting buyer‐supplier relationships;theoretical pillars are found in transaction‐cost theories and the resource‐based view of the firm.

    Based on the longitudinal case study, our analysis pinpoints the importance of intimate cooperation between customer and supplier in areas close to the core values and core competences of the buyer (that is, the automaker). From an industry‐level perspective, the winners in the automobile industry from 2010 and onwards have been and will be those who can organize long‐term collaboration partnerships between the automakers, their suppliers, and the political stakeholders, and who can outsource a large part of the technical development to the suppliers in areas also close to the core competences. The automakers must accept that their suppliers have competing automakers as their customers and search for synergies in their product portfolio. Theoretically, there is a need for conceptual development through deeper studies of the firm’s relational capability and its implications.

  • 6.
    Brandes, Ove
    et al.
    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.
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Lilliecreutz, Johan
    CMA.
    Chambre separée in product development: Vertically mediated coopetition in the automotive supply chain2007In: International Journal of Automotive Technology and Management, ISSN 1470-9511, Vol. 7, no 2-3, p. 168-183Article in journal (Refereed)
    Abstract [en]

    Coopetition, i.e., parallel competition and cooperation between the same companies, has many faces in the automotive industry. This paper focuses on vertically mediated coopetition in product development. The concept of 'chambre separée' is introduced as a metaphor for supplier-mediated coopetition to denote the situation when competing car manufacturers, often called OEMs, partner the same supplier in different product development projects. These projects are organisationally kept apart. When a supplier handles several development projects at the same time with different OEMs, 'chambres separées' is a way to protect Intellectual Property Rights (IPR) and allow OEM-specific solutions to be developed. But at the same time, the competitors are supporting the building of a common core competence at the First-Tier Suppliers (FTSs). The OEMs also accept some 'overhearing' from one project to another, which strengthens the supplier's knowledge base. Coopetition in this form tends to be advantageous to both OEMs and FTSs. Copyright © 2007 Inderscience Enterprises Ltd.

  • 7.
    Brandes, Ove
    et al.
    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.
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Lilliecreutz, Johan
    Centrum för Marknadsanalys.
    Vertically Mediated Coopetition - the case of the automotive supply chain2006In: European Forum on Market-Driven Supply Chains EIASM,2006, 2006Conference paper (Refereed)
  • 8.
    Brandes, Ove
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Economics.
    Deregulation for competition - the case of car distribution in the European Union2004In: EIASM,2004, 2004Conference paper (Other academic)
  • 9.
    Brandes, Ove
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Outsourcing - financial stress on bonds and relations.2002In: IMP Conference,2002, 2002Conference paper (Refereed)
  • 10.
    Brege, Staffan
    et al.
    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.
    Lindskog, Helena
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Public Procurement as a Change Agent: The Case of the Swedish Telecommunications Market Development2009In: The Journal of The Institute of Telecommunications Professionals, ISSN 1755-9278, Vol. 3, no 1, p. 31-40Article in journal (Other academic)
    Abstract [en]

    This article investigates how public procurement can be used as a change agent to initiate and promote the development in the telecom industry. From the perspective of the buyers of telecommunication, four phases in the development of the telecom market are mapped; from full monopoly to full competition and from one specific solution for a specific function to competing technologies that can solve the same requirement. Five distinctive purchasing roles driving the development are identified based on three generic purchasing roles (rationalization, development and supplier base structuring). This longitudinal, from the 1980s to 2006, study is based on the situation in Sweden, which has been at the forefront of the transformation of the telecom sector in Europe. Obtaining a better understanding of the purchasing role beyond the actual contract in driving restructuring of the market and technological solutions is one of the important implications from this study.

  • 11.
    Brege, Staffan
    et al.
    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.
    Lindskog, Helena
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, The Institute of Technology.
    Sourcing, Insourcing and Outsourcing of Telecom for the Swedish Public Sector2010In: Strategic Outsourcing, ISSN 1753-8297, E-ISSN 1753-8300, Vol. 3, no 2, p. 144-162Article in journal (Refereed)
    Abstract [en]

    Purpose – The purpose of this paper is to describe and analyze how and why the question of outsourcing or insourcing within a specific empirical context, telecommunications services, has been handled differently over time.

    Design/methodology/approach – A longitudinal study on procurement of telecommunications for the Swedish public sector's organizations during the last 40 years. The empirical data were collected from three case studies and one research project.

    Findings – The paper identifies four phases: from a simple buying situations, via insourcing of equipment in order to produce some services in-house, to outsourcing of telecommunications in a first step and to outsourcing of combined data and telecommunications in a second step. Three major contextual determinants are identified for the public procurement of telecommunications services: de-monopolization, rapid technical development and pressure on public agencies from politicians, citizens and others. In addition to low cost, core competence, control and flexibility, the paper identifies business development as a new logic for outsourcing and insourcing.

    Research limitations/implications – This study is limited to Sweden and public procurement of telecommunications services. Therefore, it would be of value to test if the development of public procurement of telecommunications in other countries passed through the same phases and with the same determinants.

    Practical implications – Many of the findings are valid for public procurement in other countries, especially in the European Union due to the common legislative base for public procurement.

    Originality/value – The paper fulfills an identified need to carry out a longitudinal study of changes in public procurement of telecommunications through the different phases of in/outsourcing.

  • 12.
    Brege, Staffan
    et al.
    Linköping University, Department of Management and Economics, Industrial marketing. Linköping University, The Institute of Technology.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Economics, Logistics. Linköping University, The Institute of Technology.
    Rehme, Jakob
    Linköping University, Department of Management and Economics. Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics.
    Managing Supplier Relations with the Balanced Scorecard2008In: International Journal of Knowledge Management Studies, ISSN 1743-8268, E-ISSN 1743-8276, Vol. 2, no 1, p. 147-161Article in journal (Refereed)
    Abstract [en]

      As a consequence of increased outsourcing, companies become more and more virtual organisations and dependent upon external sources to reach their strategic objectives. Here, lacking supplier performance or commitment can result in failure of the outsourcing programme that significantly risks the financial results of the outsourcing company. Consequently, when outsourcing it is important to assure that the supplier performs as expected. This study uses a Balanced Scorecard (BSC) perspective for investigating performance measurements in outsourcing. The results illustrate the importance of a process perspective when outsourcing (securing volume, high quality at the right time). Formulating a BSC for a supplier, an outsourcing company could better control/steer the supplier on an output/performance level.

  • 13.
    Brege, Staffan
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    De nya affärsrelationerna - en överlevnadsfråga2008In: Marknadsorientering - Myter och möjligheter / [ed] Lars-Gunnar Mattsson, Malmö: Liber AB , 2008, 1, p. 97-114Chapter in book (Other academic)
    Abstract [sv]

    Svenska industriföretag rustar idag för en ständigt ökad konkurrens, vanligtvis genom att pressa kostnaderna och anpassa sig till lägre internationella prisnivåer. Samtidigt arbetar man på att knyta kunderna närmare till sig, med ett djupare engagemang i kundernas verksamheter. Om man lyckas inträffar det paradoxala att istället för att bli utkonkurrerad av företag från lågkostnadsländer, så förstärks positionerna hos kunder och mera generellt på marknaden. En fördjupad relation uppnås genom att erbjuda en mer heltäckande lösning, ett helhetserbjudande som integreras som en viktig del i kundens verksamhet. Företagets affärsmodell styrs in mot att tjäna pengar på en redan installerad kundbas, genom att under hela erbjudandets livscykel tillföra kompletterande erbjudanden som utgår från att effektivisera kundens affärs- och produktionsprocesser. Dessa utvecklade affärsrelationer kräver en väsentligt bredare coh djupare interaktion med kunderna. Det blir viktigt för företaget att på djupet förstå kundens verksamhet och affär. Detta blir en nödvändighet för att kunna skapa och utveckla attraktiva kunderbjudanden.   

  • 14.
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    E-handeln är död! - Länge leve e-företaget2005In: TH : Transport & Hantering, ISSN 0346-2773, Vol. 20, p. 10-10Article in journal (Other academic)
  • 15.
    Brehmer, Per-Olof
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Involvera din kund i logistikutvecklingen2004In: TH : Transport & Hantering, ISSN 0346-2773, Vol. 11, p. 26-27Article in journal (Other (popular science, discussion, etc.))
  • 16.
    Brehmer, Per-Olof
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Logistics.
    Brandes, Ove
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
    Innovations in the car sales and distribution system2003In: EURAM,2003, 2003Conference paper (Refereed)
  • 17.
    Brehmer, Per-Olof
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Logistics .
    Kindström, Daniel
    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 .
    Organizing for Enhanced Service Offerings - The Role of Central and Local Entities in Service Development and Production2007In: EGOS Colloquium,2007, 2007Conference paper (Refereed)
  • 18.
    Brehmer, Per-Olof
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Logistics .
    Lindskog, Helena
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Introduction2008In: International Journal of Knowledge Management Studies, ISSN 1743-8268, E-ISSN 1743-8276, Vol. 2, no 1Article in journal (Refereed)
  • 19.
    Brehmer, Per-Olof
    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.
    Drivers for key account management programmes2014In: Handbook of Strategic Account Management: A Comprehensive Resource / [ed] Diana Woodburn, Kevin Wilson, London: John Wiley & Sons, 2014, 1, p. 53-76Chapter in book (Other academic)
  • 20.
    Brehmer, Per-Olof
    et al.
    Linköping University, Department of Management and Engineering, Logistics . 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.
    Proactive and reactive: drivers for key account management programmes2009In: EUROPEAN JOURNAL OF MARKETING, ISSN 0309-0566, Vol. 43, no 7-8, p. 961-984Article in journal (Refereed)
    Abstract [en]

    Purpose - Key account management (KAM) programmes are a way for companies to develop existing relationships and increase sales, thus being proactive and searching for opportunities (which is often expected of KAM). It is also a way to meet changing customer demands arising from changes in purchasing strategy, buyers mergers and acquisitions and the search for synergies in order to reduce costs. The purpose of this article is to analyse different key account management programmes on how they manage the sales process complexity and customer expectations. Design/methodology/approach - The paper draws on qualitative data collected during a field study of ABB and six of their major customers, based on annual or biannual interviews with 50 individuals within ABB from 1996 to 2006 and three to ten individuals from each of the customers. Interviewees included corporate managers, key account managers and sales personnel/project managers. The customers involved in the study belonged to mining, automotive, process equipment manufacture, building technology, energy production and telecommunication sectors. Findings - In this study three different programmes are identified and analysed: the proactive programme - which is driven by sales opportunity; the reactive programme - which is driven by customer demands; and the organisation-based programme - which is driven by the belief in customer-centric organisational units. Practical implications - The paper identifies sales aspects (complexities) of K-W programmes that are handled in different ways by different types of programmes. Originality/value - With an empirical base the paper provides a basis for understanding the reasons behind the establishment of several KAM programmes in the same corporation.

  • 21.
    Kollberg, Beata
    et al.
    Linköping University, Department of Management and Engineering. Linköping University, The Institute of Technology.
    Dahlgaard, Jens Jörn
    Linköping University, Department of Management and Engineering, Quality Technology and Management . Linköping University, The Institute of Technology.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics . Linköping University, The Institute of Technology.
    Measuring Lean Initiatives in Health Care Services: Issues and Findings2007In: International Journal of Productivity and Performance Management, ISSN 1741-0401, E-ISSN 1758-6658, Vol. 56, no 1, p. 7-24Article in journal (Refereed)
    Abstract [en]

    Purpose: To discuss how a performance measurement system called 'the flow model' is designed to measure changes towards lean thinking in health care services.

    Design/methodology/approach: Integrates literature from the health care sector and the lean production movement in order to understand whether lean thinking is applicable in healthcare and thereby identify key performance indicators that measure changes towards lean thinking in health care. The flow model is discussed in relation to this measurement framework.

    Findings: Finds that lean thinking is applicable in health care settings, and that the flow model is a suitable tool for following up these initiatives. However, it is argued that the flow model needs to be balanced with other measurements in order to receive a complete picture of lean performance.

    Research limitations/implications: Shows that the framework of measurements may be used in empirical research of assessing changes towards lean thinking in health care settings.

    Practical implications: Shows that health care practitioners may use the findings to develop measurements of the outcome of lean initiatives on existing care processes.

    Originality/value: Shows analysis and discussion of the application of an industrial concept - Lean Production - in health care services.

  • 22.
    Kowalkowski, Christian
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering.
    Cost efficiency: How to improve the efficiency and the effectiveness of the service production process2006Report (Other academic)
    Abstract [en]

    Industrializing After Sales Services, IASS, is a research and development project equally financed by participating companies and VINNOVA, performed by the Marketing Technology Centre, MTC, Linköping University School of Management, and the Swedish Industrial Design Foundation, SVID. Participating companies are AGA/Linde Gas, BT Industries, TeliaSonera, ITT Flygt, Metso Minerals, Electrolux Laundry Systems, Volvo Bus Corporation, and Saab Technologies. The aim of the project is to identify how to increase companies- ability to develop and produce after-sales services in an industrialized way. This report summarizes the work within one of four IASS subprojects, with the intention of supporting companies- to improve the efficiency and the effectiveness of their service production. Examples from four companies are discussed and service productivity models and tools are introduced.

  • 23.
    Kowalkowski, Christian
    et al.
    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 .
    Technology as a driver for changing customer-provider interfaces2008In: Management research news, ISSN 0140-9174, Vol. 31, no 10, p. 746-757Article in journal (Refereed)
    Abstract [en]

    The purpose of this paper is to explore how information and communication technology (ICT) is affecting and driving changes in the service processes and customer interfaces of capital goods manufacturers.  

  • 24.
    Kowalkowski, Christian
    et al.
    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 .
    Technology as a Driver for Changing Customer-Provider Interfaces in Industrial Service Production2007In: QMOD Conference,2007, Lund: Lunds universitet , 2007Conference paper (Refereed)
    Abstract [en]

      

  • 25.
    Kowalkowski, Christian
    et al.
    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 . 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.
    Managing industrial service offerings: requirements on content and processes2009In: International Journal of Services Technology and Management, ISSN 1460-6720, E-ISSN 1741-525X, Vol. 11, no 1, p. 42-63Article in journal (Refereed)
    Abstract [en]

    This paper develops a typology for industrial service offerings, inter-relating service scope (degree of bundling), service focus (level of customer integration), and service process interfaces. Different forms of industrial services and the impact of information and communication technology on the three service dimensions are discussed, and requirements are identified related to the expansion of services. It is suggested that bundled and process-orientated services hold a major potential for manufacturing companies and can facilitate the creation of competitive advantage and long-term relationships with customers. Increased knowledge of the customers’ installed base and business processes enables better customisation of the service offerings. Even if more emphasis is put on standardising and formalising central and local processes, companies need to recognise local differences among subsidiaries.

  • 26.
    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.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Logistics Management. Linköping University, The Institute of Technology.
    Managing industrial service offerings in global business markets2011In: Journal of Business & Industrial Marketing, ISSN 0885-8624, Vol. 26, no 3, p. 181-192Article in journal (Refereed)
    Abstract [en]

    Purpose – Despite the increased focus on industrial services in manufacturing companies, little research to date has focused on understanding the roles of local and central organizations in global service management. In order to address this research gap, the paper investigates how industrial service offerings are developed and managed in multinational manufacturing companies.

    Design/methodology/approach – A qualitative case study with respondents from two internationally leading manufacturers was conducted. Eight industrial service offerings with different characteristics serve as units of analysis.

    Findings – A broad portfolio of industrial service offerings implies having a very wide range of skill sets, including both global efficiency and local responsiveness. With specialized and extensive offerings, it becomes more important to have a high level of central-local and product-service integration and to internalize service provision. Furthermore, with global customers, the central service organization needs to assume a more prominent role, initiating both an organizational exploitation of current service capabilities and the exploration of new ones.

    Research limitations/implications – The main focus was on service offerings performed by high-volume manufacturing companies operating primarily in developed markets.

    Originality/value – Previous studies of industrial service management in manufacturing companies have not explicitly considered the roles of central and local organizations. Thus, the authors were able to complement the existing theory. The paper promotes a deeper understanding of the complexity of managing service offerings on a global basis.

  • 27.
    Kowalkowski, Christian
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics.
    Kindström, Daniel
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics.
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering.
    Service Innovation - A Business Model Approach2008In: Journal of Harbin Institute of Technology, ISSN 1005-9113, Vol. 15, no Supplement No. 1, p. 51-56Article in journal (Refereed)
    Abstract [en]

    Many manufacturers change their traditional business models as they offer more services and integrated solutions. Service innovation is not limited to the service offering and the service production processes as it can likewise modify or change other parts of the business system, creating a new business model. The business model, here with three dimensions called Offering, Market position, and Operative platforms, is a tool to analyze service innovation from a holistic perspective. It is found that service innovation takes place in all three dimensions as Offering innovation, Position innovation and Process innovation respectively. Together, these three innovations form what is called a Paradigm innovation. The interdependencies between the dimensions of the business model are important to understand when managing service innovation. Additionally, firms need to have an understanding of how one type of service innovation affects other parts of the service system and the business model.  

  • 28.
    Kowalkowski, Christian
    et al.
    Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics .
    Kindström, Daniel
    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 .
    Service innovation - a business model approach2008In: International Conference on Service Science ICSS 2008,2008, Beijing: Harbin Institute of Technology , 2008, p. 51-Conference paper (Refereed)
  • 29.
    Kvålshaugen, Ragnhild
    et al.
    BI Norwegian Business School Oslo, Norway .
    Hylde, Katja Maria
    International Research Institute of Stavanger Oslo, Norway .
    Brehmer, Per-Olof
    Linköping University, Department of Management and Engineering, Industrial Economics. Linköping University, Faculty of Science & Engineering.
    Innovative capabilities in international professional service firms: enabling trade-offs between past, present, and future service provision2015In: Journal of Professions and Organization, ISSN 2051-8803, E-ISSN 2051-8811, Vol. 2, no 2, p. 148-167Article in journal (Refereed)
    Abstract [en]

    This study examines the relationship between service provision and innovation in international professional service firms (IPSFs). Through an extended study in one IPSF, we find that innovation stems from the provision of services in the past and present. Different service provisions offer different learning opportunities which influence the modification, renewal, and creation of service concepts, service processes, technologies, and relationships. In order to take advantage of the learning opportunities, certain operational and dynamics capabilities are identified as important. With regard to operational capabilities, understanding customer needs, internal learning, formalization, external and relational learning, integration, and commercialization are identified as important capabilities. Further, two dynamic capabilities driving innovation are identified: learning and knowledge accumulation and scaling and expanding the service portfolio. The learning and knowledge accumulation capability is grounded in the efficient provision of standardized-provided services. By providing these services, insights into customer’s needs are gained, specialized expertise is developed, and reputation and legitimacy for solving novel and complex problems increase. The scaling and expanding capability enables the IPSF to develop customized–co-produced services into standardized-provided services over time with global outreach. Our study shows that careful management of the service portfolio is of utmost strategic importance for the sustainable competitive advantage of IPSFs.

  • 30.
    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.

  • 31.
    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.

  • 32.
    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.

  • 33.
    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

  • 34.
    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

  • 35.
    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.

  • 36.
    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.

  • 37.
    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.

  • 38.
    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.

  • 39.
    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]

      

  • 40.
    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.

  • 41.
    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.

  • 42.
    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.

  • 43.
    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.

  • 44.
    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.

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