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  • 1. Abrahamsson, Lena
    et al.
    Bengtsson, Lars
    Gremyr, Ida
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Lindahl, Marcus
    Nilsson, Anders
    Rehn, Alf
    Segerstedt, Anders
    Säfsten, Kristina
    Öhman, Peter
    Industriell ekonomi och organisering2016Bok (Refereegranskat)
  • 2.
    Adrodegari, Federico
    et al.
    University of Brescia, Italy.
    Saccani, Nicola
    University of Brescia, Italy.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken School Econ, Finland.
    A framework for PSS business models: formalization and application2016Ingår i: PRODUCT-SERVICE SYSTEMS ACROSS LIFE CYCLE, ELSEVIER SCIENCE BV , 2016, Vol. 47, s. 519-524Konferensbidrag (Refereegranskat)
    Abstract [en]

    In order to successfully move "from products to solutions", companies need to redesign their business model. Nevertheless, service oriented BMs in product-centric firms are under-investigated in the literature: very few works develop a scheme of analysis of such BMs. To provide a first step into closing this gap, we propose a new framework to describe service-oriented BMs, pointing out the main BM components and related PSS characteristics. Thus, the proposed framework aims to help companies to take into account the relevant elements that need to be designed to successfully implement a service-oriented BM and thus guide strategic decisions. (C) 2016 The Authors. Published by Elsevier B.V.

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  • 3.
    Adrodegari, Federico
    et al.
    University of Brescia, Italy.
    Saccani, Nicola
    University of Brescia, Italy.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken School Econ, Finland.
    Vilo, Jyrki
    KINE Robot Solut, Finland.
    PSS business model conceptualization and application2017Ingår i: Production planning & control (Print), ISSN 0953-7287, E-ISSN 1366-5871, Vol. 28, nr 15, s. 1251-1263Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The discussion about business models has gained considerable attention in the last decade. Business model frameworks have been developed in the literature as management methods helping companies to comprehend and analyse their current business logic and guide the deployment of new strategies. In response to calls for a deeper understanding of the application of a business model approach to product-service systems (PSS), this study develops a two-level hierarchical framework that (i) includes a set of components with pertinent, second-order variables to take into account when undergoing the shift from products to solutions; (ii) supports industrial companies, especially SMEs, in designing their future business model and in consistently planning the actions needed to implement it. The framework was applied and refined within real-life settings. The application to KINE - a robot solutions supplier - shows how key challenges faced by servitization firms may be thoroughly addressed through the adoption of a business model perspective.

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  • 4.
    Benoit, Sabine
    et al.
    University of Surrey, Guildford, United Kingdom; Australian National University (ANU), Canberra, Australia.
    Kienzler, Mario
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken School of Economics, Helsinki, Finland.
    Intuitive pricing by independent store managers: Challenging beliefs and practices2020Ingår i: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 115, s. 70-84Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Independent store managers—who constitute a substantial portion of the retailing sector—often have limited resources with which to practice the formalized, data-driven pricing processes prescribed in the literature. On that basis, this article addresses how independent convenience store managers arrive at prices and whether their practices are effective. To begin with, 33 interviews with independent convenience store managers identified six common beliefs and ten practices underlying managers’ intuitive decision making. Based on point-of-sale survey data from 1,504 customers of two convenience store chains at petrol stations, a second study compared market-oriented managerial beliefs with actual customer price perceptions and buying behaviors. The combined insights from these studies reveal that managers base their pricing decisions on beliefs that are only partially accurate and suggests how managers might benefit by altering their price-setting practices.

  • 5.
    Biggemann, Sergio
    et al.
    New Zealand.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Brege, Staffan
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Maley, Jane
    Creation and implementation of business solutions: Effects on supplier firms’ network identity and position2015Konferensbidrag (Refereegranskat)
    Abstract [en]

    This research investigates the dynamic effects that the creation and implementation of business solutions have on the supplier’s network position and identity. The study is based on publicly available data from websites and industry reports, as well as interviews with key decision makers in industrial firms and their networks. It contributes to business marketing literature by modelling the dynamic changes that organisational networks experience when organisational actors interact to create and implement business solutions. It focuses on the concepts of network position and network identity.

    Previous research on the creation and implementation of business solutions find that this is a highly interactive process that reshapes markets, introduces new actors, and makes redundant other actors to the focal company network. Overall, the wider business environment where organisational actors operate is affected. Dynamic changes on the network level occur despite the parties' intentions and are also difficult to predict. Nevertheless, the effects on the shape of the network become quite apparent, and affect the parties' rights and obligations as perceived by other organizations; that is, the changes on the network shape affect organizations’ network position. As the process of creation of business solutions evolves, both customer and supplier find themselves interacting with new companies and organisations. This change requires the learning of new norms and rules, and creates opportunities to develop new skills. The introduction of new parties onto the network changes the set of resources and capabilities that the supplier can access and thus make available to their customers. Customers, then, construe the supplier’s network identity differently, eventually more capable than the network identity of competitors, which may create and lead to sustained competitive advantage of the supplier. To conclude, this paper portrays how the network identity changes as a consequence of the parties’ interaction in creating and developing business solutions.

  • 6. Biggemann, Sergio
    et al.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Brege, Staffan
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Maley, Jane
    Creation and implementation of business solutions: Effects on supplier firms’ network position and identity2015Ingår i: Proceedings of the 31st IMP Conference, 2015, s. 1-12Konferensbidrag (Refereegranskat)
    Abstract [en]

    This research investigates the dynamic effects that the creation and implementation of business solutions have on the supplier’s network position and identity. The study is based on publicly available data from websites and industry reports, as well as interviews with key decision makers in industrial firms and their networks. It contributes to business marketing literature by modelling the dynamic changes that organisational networks experience when organisational actors interact to create and implement business solutions. It focuses on the concepts of network position and network identity.

    Previous research on the creation and implementation of business solutions find that this is a highly interactive process that reshapes markets, introduces new actors, and makes redundant other actors to the focal company network. Overall, the wider business environment where organisational actors operate is affected. Dynamic changes on the network level occur despite the parties' intentions and are also difficult to predict. Nevertheless, the effects on the shape of the network become quite apparent, and affect the parties' rights and obligations as perceived by other organizations; that is, the changes on the network shape affect organizations’ network position. As the process of creation of business solutions evolves, both customer and supplier find themselves interacting with new companies and organisations. This change requires the learning of new norms and rules, and creates opportunities to develop new skills. The introduction of new parties onto the network changes the set of resources and capabilities that the supplier can access and thus make available to their customers. Customers, then, construe the supplier’s network identity differently, eventually more capable than the network identity of competitors, which may create and lead to sustained competitive advantage of the supplier. To conclude, this paper portrays how the network identity changes as a consequence of the parties’ interaction in creating and developing business solutions.

  • 7.
    Biggemann, Sergio
    et al.
    University of Otago, New Zealand.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Brege, Staffan
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Maley, Jane
    Development and implementation of business solutions as drivers of new business models in the mining industry2012Konferensbidrag (Övrigt vetenskapligt)
  • 8.
    Biggemann, Sergio
    et al.
    University of Otago, Department of Marketing, New Zealand.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics.
    Maley, Jane
    Macquarie University, Sydney, Australia.
    Brege, Staffan
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Development and implementation of customer solutions: A study of process dynamics and market shaping2013Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 42, nr 7, s. 1083-1092Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    A broad, dynamic network perspective on solution processes remains scarce. This article presents the process of developing and implementing customer solutions and its effects on the wider business environment by investigating customers and suppliers in the global mining industry (Australia, Chile, and Sweden), analyzing the deployment of a new customer solution, and assessing the changes to the competitive environment and focal firms' relationships with other customers and suppliers. It shows that the forces that drive customer and supplier interests and motivation to co-develop customer solutions may change over time, thus redefining the aim and scope of solutions and creating failure risks. Customers present problems; suppliers respond, on the basis of not only the feasibility of the customer-specific solution but also of their evaluation of future solutions in a broader market; then suppliers aim to standardize successful solutions across markets. Customers want close supplier relationships and unique solutions but also like standardized and repeatable solutions, so they can share development costs with competitors and expose the supplier to competition to avoid lock-in effects. From a network perspective, a novel solution can have a market-shaping effect and evoke reactions from other actors who want to enhance their market position. However, these changes are not necessarily deliberate, and the dynamics that market introductions of solutions trigger may be difficult to predict.

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  • 9.
    Brambila-Macias, Sergio Andres
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell miljöteknik. Linköpings universitet, Tekniska fakulteten.
    Sakao, Tomohiko
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell miljöteknik. Linköpings universitet, Tekniska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Interdisciplinary Insights Found for Product/Service System Design2016Ingår i: DS 84: PROCEEDINGS OF THE DESIGN 2016 14TH INTERNATIONAL DESIGN CONFERENCE, VOLS 1-4, The Design Society, 2016, s. 137-144Konferensbidrag (Refereegranskat)
    Abstract [en]

    Product/Service System (PSS) is a different way of fulfilling customer needs by providing a bundle of products and services. PSS is by nature an interdisciplinary field of research that needs collaboration across disciplines. This research paper investigates how much interdisciplinary research has been carried in terms of insights used between two important disciplines, namely, Engineering Design and Industrial Marketing. The results show that few insights have been used across disciplines which shows a gap for further research.

  • 10.
    Brashear Alejandro, Thomas
    et al.
    Isenberg School of Management, University of Massachusetts Amherst.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Ritter, João Gustavo da Silva Freire
    Pontifícia Universidade Católica do Paraná, PUC/PR, Curitiba.
    Marchetti, Renato Zancan
    Programa de Pos-Graduação em Administração – PPAD/PUCPR, Pontifícia Universidade Católica do Paraná, PUC/PR, Curitiba.
    Prado, Paulo Henrique
    Centro de Pesquisa e Pós-Graduação em Administração, Universidade Federal do Paraná, CEPPAD/UFPR, Curitiba.
    Information search in complex industrial buying: Empirical evidence from Brazil2011Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 40, nr 1, s. 17-27Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business management systems. Findings show that formalization of the organization is a key driver of information search efforts. Situational characteristics of importance, novelty and bargaining power increased the level of information search. Also, conformity of the purchasing agent and organizational centralization reduce information search efforts among the sampled Brazilian firms.

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  • 11.
    Brehmer, Per-Olof
    et al.
    Linköpings universitet, Tekniska högskolan. Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Logistik.
    Kindström, Daniel
    Linköpings universitet, Tekniska högskolan. Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi.
    Kowalkowski, Christian
    Linköpings universitet, Tekniska högskolan. Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi.
    Organizing for Enhanced Service Offerings - The Role of Central and Local Entities in Service Development and Production2007Ingår i: EGOS Colloquium,2007, 2007Konferensbidrag (Refereegranskat)
  • 12.
    Breidbach, Christoph
    et al.
    Univ Melbourne, Australia.
    Choi, Sunmee
    Yonsei Univ, South Korea.
    Ellway, Benjamin
    Univ Canberra, Australia.
    Keating, Byron W.
    Australian Natl Univ, Australia.
    Kormusheva, Katerina
    Australian Natl Univ, Australia.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken Sch Econ, Finland.
    Lim, Chiehyeon
    Ulsan Natl Inst Sci and Technol, South Korea.
    Maglio, Paul
    Univ Calif Merced, CA USA.
    Operating without operations: how is technology changing the role of the firm?2018Ingår i: Journal of Service Management, ISSN 1757-5818, E-ISSN 1757-5826, Vol. 29, nr 5, s. 809-833Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose The purpose of this paper is to analyze the history and future of service operations, with the goal to identify key theoretical and technological advances, as well as fundamental themes that can help to imagine the future of service operations in 2050. Design/methodology/approach A review of the service operations literature was undertaken to inform a discussion regarding the role that technology will play in the future of service operations. Findings The future of service operations is framed in terms of three key themes - complexity, orchestration, and elasticity. The paper makes three contributions to the service science literature by: reviewing key themes underpinning extant service operations research to frame future trajectories of service operations research; elaborating a vision of service operations in 2050 based on history and technology; and outlining a research agenda for future service operations. Practical implications The case of service automation is used to provide an illustration of how the three themes converge to define future service operations, and in particular, to show how technology is recasting the role of the firm. Originality/value Service operations in the next 30 years will be very different from what it was in the past 30 years. This paper differs from other review papers by identifying three key themes that will characterize and instill new insights into the future of service operations research.

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  • 13.
    Brozovic, Danilo
    et al.
    Stockholm University.
    Nordin, Fredrik
    Stockholm University.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Vilgon, Mats
    Stockholm School of Economics.
    Clashing logics: The SKF case2011Ingår i: Proceedings of the 16th International Symposium on Logistics, ISL 2011, Berlin, Germany, 2011Konferensbidrag (Refereegranskat)
  • 14.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Ellström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    When service turns smart: Implications for customer-firm relationships2016Ingår i: Frontiers in Service, Bergen, 2016, Vol. 25Konferensbidrag (Övrigt vetenskapligt)
  • 15.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    A lean approach for service productivityimprovements: Synergy or oxymoron?Manuskript (preprint) (Övrigt vetenskapligt)
    Abstract [en]

    Purpose: Service productivity has received increasing attention as service continues to cover greater parts of the economy. And as the competition increases, the need to look at service productivity becomes increasingly important. However, there is scant research on developing services that are both efficient and with high customer satisfaction. The present study aims to address this topic by conceptualizing the applicability of lean principles to service.

    Design/methodology/approach: The paper presents a conceptual analysis of the six most commonly used lean principles in manufacturing and their applicability in a service context for different types of services.

    Findings: The study suggests promising synergies, as well as important obstacles, for applying lean principles in services. Standardizing services and increasing reliability in service processes through lean principles can increase efficiency. However, the active role of the customer in certain services along with simultaneously high diversity makes it increasingly difficult to apply lean principles. Also, customer satisfaction must be considered when improving service productivity, otherwise the positive long-term effects of a lean approach in service will be absent.

    Practical implications: The findings are useful for organizations aiming to improve their service productivity. Particularly, lean principles are invaluable to increase the efficiency for services with low diversity and low customer participation. This paper suggests a direction for the proper use of lean  principles for different service types, and how efficiency and customer satisfaction is affected through a lean approach.

    Originality/Value: The study contributes to the research on service productivity. The study also contributes to continuing discussions on prototypic characteristics of service and manufacturing orientations.

  • 16.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics.
    A lean approach to service productivity improvements: Synergy or oxymoron?2013Ingår i: Managing Service Quality, ISSN 0960-4529, E-ISSN 1758-8030, Vol. 23, nr 4, s. 291-304Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose – Service productivity continues to receive ever-greater amounts of attention as service covers a greater portion of the economy. As competition increases, service productivity becomes increasingly important. This study aims to explore the applicability of lean principles in a service context and to conceptualize how these principles impact service productivity.

    Design/methodology/approach – This paper presents a conceptual analysis of the six most commonly used lean principles in manufacturing and their applicability to a service context for different types of services. Using this analysis, six propositions are developed to examine the influence of lean on service productivity.

    Findings – This study suggests promising synergies, as well as important obstacles, for applying lean principles in services. Standardizing services and increasing reliability in service processes through lean principles can increase efficiency. However, the customer's active role in certain services and, simultaneously, high diversity make the application of lean principles increasingly difficult. Also, customer satisfaction must be considered when improving service productivity, otherwise the positive long-term effects of a lean approach in service will be absent.

    Practical implications – These findings are useful for organizations aiming to improve their service productivity. Particularly, lean principles are invaluable to increase efficiency and customer satisfaction for services with low diversity and low customer participation. This paper suggests a direction for the proper use of lean principles for different service types, and how efficiency and customer satisfaction are affected through a lean approach.

    Originality/value – This study contributes to the research on service productivity and continues the discussion on prototypic characteristics of service and manufacturing orientations.

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  • 17.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Lean principles in business-to-business services: Synergy or oxymoron?2012Konferensbidrag (Refereegranskat)
  • 18.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics.
    Service innovation and new service development: An analysis of research 1986-20122013Ingår i: Proceedings of the QUIS13 International Research Symposium onService Excellence in Management, Karlstad, Sweden, 2013, s. 480-482Konferensbidrag (Refereegranskat)
  • 19.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Service modularity as an enabler for value co-creation2012Konferensbidrag (Refereegranskat)
  • 20.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan. Department of Marketing, CERS – Centre for Relationship Marketing and Service Management, Hanken School of Economics, Finland.
    The evolution of service innovation research: A critical review and synthesis2014Ingår i: Service Industries Journal, ISSN 0264-2069, E-ISSN 1743-9507, Vol. 34, nr 5, s. 373-398Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The number of service innovation articles has increased dramatically in the past 25 years. By reviewing 128 articles published between 1986 and 2010, primarily in leading marketing and innovation journals, this study analyzes the progression of service innovation research according to topicality and perspective. The authors summarize prior research by clustering it into three evolutional phases and drawing parallels with the evolution of the wider services marketing field. Overall, the view of service innovation has evolved, from a complement of traditional product innovation to a multidimensional, all-encompassing notion that entails several functions, both within and outside the firm.

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  • 21.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    The service innovation concept: A literature review2011Konferensbidrag (Refereegranskat)
  • 22.
    Carlborg, Per
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Value in Service Systems: Extending the Service Innovation Concept2011Konferensbidrag (Refereegranskat)
  • 23.
    Diaz Ruiz, Carlos
    et al.
    Department of Marketing, Hanken School of Economics, Helsinki, Finland.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics.
    Market representations in industrial markerting: Could representations influence strategy?2014Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 43, nr 6, s. 1026-1034Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    A central question in industrial marketing is whether the form in which the external environment of a firm is represented influences the marketing strategy. This influence has been studied generally through case study research, and quantitative evidence is limited. In response to this limitation, this paper reports on a quasi-experiment investigating whether market representations have a constructive aspect in business. Empirically, this study compares two types of ostensive and performative market representations—service focus and product differentiation—in order to test for influence exacted by industrial marketing on strategies. Results indicate that service focus is selected when market representations rely on agency in firms (i.e., performative), and product strategies are selected when structures are emphasized (i.e., ostensive). This paper contributes to methodology development by expanding the link between a case study approach and quasi-experiments explaining how quasi-experiments can replicate findings in industrial marketing.

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  • 24.
    Diaz Ruiz, Carlos
    et al.
    Hanken School of Economics.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics.
    Market representations in industrial marketing: An experimental investigation2013Konferensbidrag (Refereegranskat)
  • 25.
    Edvardsson, Bo
    et al.
    CTF, Karlstads universitet.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Strandvik, Tore
    Hanken Svenska handelshögskolan.
    Voima, Päivi
    Hanken Svenska handelshögskolan.
    Critical Waves in Business Markets: Towards a Framework for Analyzing Relationship Turbulence2011Konferensbidrag (Refereegranskat)
  • 26.
    Edvardsson, Bo
    et al.
    Karlstads universitet.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Strandvik, Tore
    Hanken Svenska handelshögskolan.
    Voima, Päivi
    Hanken Svenska handelshögskolan.
    Critical waves in business relationships: An extension of the critical incident perspective2010Konferensbidrag (Refereegranskat)
  • 27.
    Edvardsson, Bo
    et al.
    Service Research Center, Karlstad University, Karlstad, Sweden.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan. Department of Marketing, Hanken School of Economics, Helsinki, Finland.
    Strandvik, Tore
    Department of Marketing, Hanken School of Economics, Helsinki, Finland.
    Voima, Päivi
    Department of Marketing, Hanken School of Economics, Helsinki, Finland.
    Negative critical waves in business relationships: an extension of the critical incident perspective2014Ingår i: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 29, nr 4, s. 284-294Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose

    This study aims to extend understanding of business-to-business relationship dynamics by introducing and discussing the phenomenon of a ‘negative critical wave’ (NCW), defined as a disturbance in a relationship that emerges and develops within or beyond individual working relationships.

    Design/methodology/approach

    The dynamics of working relationships in two manufacturing firms in Finland and Sweden were studied by analysing the narratives of unstructured personal interviews with 16 middle managers and 14 operational executives, who recalled experiences of relevant situations over three years, with emphasis on unexpected disturbances, challenges and problems.

    Findings

    Respondents discussed 77 NCWs, the development and effect of which proved to depend upon the original ‘locus’, ‘magnitude’ and ‘amplitude’, and embedded ‘energy’. Waves could be distinguished as: ‘silent compact’, ‘silent extensive’, ‘intense compact’ or ‘intense extensive’.

    Research limitations/implications

    The wave metaphor for relationships dynamics, consistent with but distinct from established notions of ‘critical time’ and ‘critical incidents’ and the associated classification system are a useful starting point for further research into the phenomenon. Though the qualitative methodology achieved richness, the small sample and restricted scope place limits on the objectivity and generalisability of the findings.

    Practical implications

    The NCW framework offers strategists and managers a holistic understanding of the dynamic process of criticality, synthesising the complexities of relationship dynamics and pointing to ways in which to absorb the energy of negative waves.

    Originality/value of the paper

    More is now known about the domino effects of critical incidents in internal and external business-to-business relationships.

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  • 28.
    Ekman, Peter
    et al.
    Malardalen Univ, Sch Business Soc & Engn, Box 883, S-72123 Vasteras, Sweden.
    Röndell, Jimmie
    Malardalen Univ, Sch Business Soc & Engn, Box 883, S-72123 Vasteras, Sweden.
    Anastasiadou, Elena
    Malardalen Univ, Sch Business Soc & Engn, Box 883, S-72123 Vasteras, Sweden.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. CERS Ctr Relationship Mkt & Serv Management, Hanken Sch Econ, Dept Mkt, Helsinki 00101, Finland.
    Thompson, Steven
    Malardalen Univ, Sch Business Soc & Engn, Box 883, S-72123 Vasteras, Sweden.
    Raggio, Randle
    Malardalen Univ, Sch Business Soc & Engn, Box 883, S-72123 Vasteras, Sweden.
    Business actor engagement: Exploring its antecedents and types2021Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 98, s. 179-192Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Building on recent engagement research, this study contributes to a deepened understanding of business actor engagement (BAE) dimensions that includes both behaviors and emotions. Following a systematic combining approach, this study contextualizes and clarifies BAE. Through an analysis of dyadic data (providing firm and customers), we offer in-depth knowledge of the antecedents and types of BAE. This study identifies engagement disposition combined with engagement connectedness as the antecedents of an engagement initiative's overall BAE. Building on these dynamics, we propose a conceptual BAE framework with a set of testable propositions that links BAE with its proposed antecedents. Finally, we use the empirical and theoretical insights to derive a BAE taxonomy consisting of four types that offers guidance on how to manage customers with different engagement characteristics in practice.

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  • 29.
    Ekman, Peter
    et al.
    Mälardalen University, School of Business, Society and Engineering, Västerås, Sweden.
    Röndell, Jimmie
    Mälardalen University, School of Business, Society and Engineering, Västerås, Sweden.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Thompson, Steven
    University of Richmond, Robins School of Business, Richmond, USA.
    Raggio, Randle
    University of Richmond, Robins School of Business, Richmond, USA; Mälardalen University, School of Business, Society and Engineering, Västerås, Sweden.
    Emergent market innovation: A longitudinal study of technology-driven capability development and institutional work2021Ingår i: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 124, s. 469-482Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Extant literature focuses primarily on deliberate, proactive market-shaping efforts to understand changes in markets. This paper explores how emergent, incremental activities might unintentionally prompt market innovation due to the interactions of capability development and its required institutional work. Using a critical case method, we study a firm that successfully challenged established market logic by systematically changing its capabilities. A longitudinal field study reveals that capability development demands induce changes to institutional foundations; then, as institutions change, further capabilities can be developed, all of which may instigate wider market innovation outcomes. This study conceptualizes this intricate, iterative process, as well as its evolutionary market innovation outcomes. The proposed three-level capability model can guide firms striving to offer new and innovative services. The authors also detail a three-stage research design methodology that can help research and practice gain in-depth understanding of both emergent unintentional market innovation and strategic deliberate market-shaping activities. 

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  • 30.
    Gebauer, Heiko
    et al.
    Universität St. Gallen.
    Kowalkowski, Christian
    Linköpings universitet, Tekniska högskolan. Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi.
    Customer-focused and service-focused orientation in organizational structures2009Ingår i: CBIM Academic Workshop,2009, Atlanta: CBIM , 2009Konferensbidrag (Refereegranskat)
    Abstract [en]

     The paper provides a better understanding of the interrelatedness of customer and service orientation in the organizational structures of capital goods manufacturing companies. A qualitative, multi-case research design with 36 European capital goods manufacturing companies was employed.

  • 31.
    Gebauer, Heiko
    et al.
    EAWAG – Swiss Federal Institute of Aquatic Research, Dübendorf, Switzerland.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Customer-focused and service-focused orientation in organizational structures2012Ingår i: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 27, nr 7, s. 527-537Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose – The paper aims to provide a better understanding of the interrelatedness of customer and service orientations in the organizational structures of capital goods manufacturing companies.

    Design/methodology/approach – A qualitative, multi-case research design was employed using 36 European capital goods manufacturing companies.

    Findings – This article explored four different patterns of how companies move from being product-focused to service-focused, and from having an organizational structure that is geographically focused to one that is customer-focused. The four patterns are termed as follows: emphasizing service orientation, service-focused organizational structure, emphasizing customer orientation, and customer-focused organizational structure.

    Research limitations/implications – Although the study is based on 36 case studies, the external validity (generalizability) of the findings could not be assessed accurately.

    Practical implications – The description of the four organizational approaches offers guidance for managers to restructure their companies towards service and customer orientations.

    Originality/value – The article links the relatively independent discussions of service and customer orientations in the context of organizational structures. The four patterns provide a better understanding of how capital goods manufacturers integrate increased customer and service focuses in their organizational structures.

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  • 32.
    Guedes, Mario Joao
    et al.
    Univ Lisbon, Portugal.
    Patel, Pankaj C.
    Villanova Univ, PA 19085 USA.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken Sch Econ, Finland.
    Oghazi, Pejvak
    Sodertorn Univ, Sweden; Hanken Sch Econ, Finland.
    Family business, servitization, and performance: Evidence from Portugal2022Ingår i: Technological forecasting & social change, ISSN 0040-1625, E-ISSN 1873-5509, Vol. 185, artikel-id 122053Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Drawing on the servitization and family business literature, we ask whether family governance improves or worsens performance through servitization. Given the preference to preserve socio-emotional wealth, servitization in family firms presents a double-edged sword. That is to say, a preference to preserve socio-emotional wealth facilitates the development of relationships with service-related stakeholders, but it may also prevent family firms from diluting their socio-emotional wealth through greater service-related collaboration with outsiders. In a sample of 35,329 manufacturing firms (13,755 family firms and 21,574 non-family firms from 2010 to 2018) in Portugal, we find that family firms have lower levels of servitization, and they achieve lower performance through servitization. These findings are robust to alternative performance measures and carry important implications for the servitization and family business literature.

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  • 33.
    Gummerus, Johanna
    et al.
    Department of Marketing, CERS – Centre for Relationship Marketing and Service Management, Hanken School of Economics, Helsinki, Finland.
    von Koskull, Catharina
    Department of Marketing, University of Vaasa, Helsinki, Finland.
    Kowalkowski, Christian
    Hanken School of Economics, Helsinki, Finland.
    Relationship marketing: Past, present, and future2017Ingår i: Journal of Services Marketing, E-ISSN 0887-6045, Vol. 31, nr 1, s. 1-5Artikel i tidskrift (Övrigt vetenskapligt)
    Abstract [en]

    Purpose: In a time when relationships have become recognized as an integral part of contemporary marketing theory and practice, what role can the sub-discipline of relationship marketing play? The aim with this special issue is to critically assess the state of relationship marketing and call for new ideas to take the field forward.

    Design/methodology/approach: We had an open call for papers with an original perspective and advanced thinking on relationship marketing, resulting in 50 originally submitted manuscripts that were subjected to double-blind review. Of these, this issue presents five articles. In addition, we invited well-renowned thought leaders who have contributed to theory development within relationship marketing. This issue starts with their four thoughtful, forward-orientated contributions.

    Findings: Several thought-provoking reflections and research findings are presented that urge relationship marketing researchers to explore novel avenues for the future of this area. A prominent way forward may be looking for a common ground in relationship marketing thinking, assessing the extent to which the different literature streams add to marketing research and when they do not, and testing/deploying the learnings in new settings.

    Research limitations/implications: This special issue does not address all areas of relationship marketing research. Potential areas for future relationship marketing research are identified.

    Originality/value: To assess existent knowledge of relationship marketing is needed to take the field forward.

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  • 34.
    Helkkula, Anu
    et al.
    Department of Marketing, CERS—Centre for Relationship Marketing and Service Management, Hanken School of Economics, Helsinki, Finland.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Department of Marketing, CERS—Centre for Relationship Marketing and Service Management, Hanken School of Economics, Helsinki, Finland.
    Tronvoll, Bård
    Department of Marketing, CERS—Centre for Relationship Marketing and Service Management, Hanken School of Economics, Helsinki, Finland; Inland Norway University of Applied Sciences Elverum, Norway.
    Archetypes of Service Innovation: Implications for Value Cocreation2018Ingår i: Journal of Service Research, ISSN 1094-6705, E-ISSN 1552-7379, Vol. 21, nr 3, s. 284-301Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Service innovation is a key source of competitive differentiation across firms and markets. Despite growing attention from practitioners and academics alike, systematic scholarly inquiry into service innovation’s diverse theoretical foundations has to date been limited. This article explores different approaches to service innovation and proposes a typology of four archetypes, each informed by a distinct theoretical perspective and by different underlying assumptions. Process-based and output-based archetypes focus on value-adding phases and output value, respectively. Experiential and systemic archetypes have attracted less attention but become central for firms seeking to cocreate phenomenologically determined value within the service ecosystem. The article also contributes to service innovation research and practice by bringing together the existing archetypes, which were previously treated separately. Juxtaposing these archetypes and emphasizing value and value cocreation, the article proposes an integrative view of how novel value cocreation can be enhanced in service innovations. Finally, we develop an agenda for future research, encouraging researchers and managers to plan service innovations systematically, deploying each archetype in value cocreation, and combining them within an integrative approach.

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  • 35.
    Holmlund, Maria
    et al.
    Hanken, Svenska handelshögskolan, Helsingfors, Finland.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan. Centre for Relationship Marketing and Service Management, Hanken School of Economics, Helsinki,Helsinki, Finland.
    Biggemann, Sergio
    Marketing Department, School of Business, University of Otago, New Zealand.
    Organizational Behavior in Innovation, Marketing, and Purchasing in Business Service Contexts: An Agenda for Academic Inquiry2016Ingår i: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 69, nr 7, s. 2457-2462Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Many businesses today recognize the increased significance of service and the transition toward service orientation. Nonetheless, organizational practitioners frequently encounter problems managing this shift and seizing service-related business opportunities. This practical relevance, together with many still-unanswered service research questions, has inspired the preparation of this special section that advances the extant literatures on business services. We finish by providing a research agenda. First, more research is needed on the buyer perspective. Second, researchers need to keep in mind financial issues related to business services. Third, more researchers could tap into management, leadership, and decision-making in business service companies. Finally, sustainability, social responsibility, and environmental considerations are important topics for further exploration.

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  • 36.
    Holmqvist, Jonas
    et al.
    Kedge Business School, France.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken Sch Econ, Finland.
    Traceability in luxury: Harnessing B2B relationships to enhance ethical practices in the luxury industry2023Ingår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 111, s. 257-267Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    The luxury industry is a rapidly growing sector, with several luxury conglomerates among the worlds largest companies. This growth is reflected in the increasing number of studies on luxury research. However, most existing research focuses only on the consumer perspective and overlooks the potential of B2B relationships in the luxury industry. This paper addresses this research gap by developing how strong B2B relationships are crucial to an emerging key topic in luxury, namely traceability. Specifically, we highlight the growing significance of traceability in luxury supply chains and explain how it elevates the relevance of B2B relationships. We further identify a dual purpose for traceability in luxury: it showcases ethical practices to customers and highlights areas for improvement. We present seven research propositions for luxury companies to improve ethical practices and enhance traceability through their B2B relationships. Integrating extant research with managerial insights, we highlight the importance of two new perspectives-managerial practices and B2B relationships-as key cornerstones to understanding and improving business ethics in the luxury industry.

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  • 37.
    Kienzler, Mario
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken School of Economics, Department of Marketing, CERS – Centre for Relationship Marketing and Service Management.
    The effect of price partitioning on customer perceived value.2018Konferensbidrag (Refereegranskat)
  • 38.
    Kienzler, Mario
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. Hanken School of Economics, Department of Marketing, CERS – Centre for Relationship Marketing and Service Management.
    Pricing strategy: A review of 22 years of marketing research2017Ingår i: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 78, s. 101-110Artikel, forskningsöversikt (Refereegranskat)
    Abstract [en]

    This article investigates the development and current state of pricing strategy research by undertaking a content analysis of 515 articles published in leading academic journals between 1995 and 2016. The results suggest several developments in research focus and methodology; recent research has focused more strongly on services and applies more rigorous research designs. The results also indicate a persistent focus on consumer markets and economic theories, as well as an increasing consideration of demand-side respondents, at the expense of supply-side respondents. An important feature of this review is a set of actionable takeaways, with both theoretical and methodological implications for pricing strategy research.

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  • 39.
    Kienzler, Mario
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Filosofiska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics, Department of Marketing, CERS – Centre for Relationship Marketing and Service Management.
    Pricing strategy: An assessment of 20 years of B2B marketing research2014Konferensbidrag (Refereegranskat)
  • 40.
    Kienzler, Mario
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Filosofiska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics, Department of Marketing, CERS – Centre for Relationship Marketing and Service Management.
    Service and Solution Pricing and Revenue Models: A Review and Categorization2014Konferensbidrag (Refereegranskat)
  • 41.
    Kienzler, Mario
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi.
    Kowalkowski, Christian
    Hanken School of Economics, Department of Marketing, CERS – Centre for Relationship Marketing and Service Management.
    Hoshi Larsson, Martin
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi.
    Carlborg, Per
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi.
    Managerial Intuition in Price Setting: Boon or Bane?2017Konferensbidrag (Refereegranskat)
  • 42.
    Kienzler, Mario
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten. CERS Ctr Relationship Mkt & Serv Management, Finland.
    Kindström, Daniel
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska fakulteten.
    Purchasing professionals and the flat-rate bias: Effects of price premiums, past usage, and relational ties on price plan choice2021Ingår i: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 132, s. 403-415Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purchasing professionals arguably choose a price plan that leads to the lowest costs-all else being equal-for their companies when buying services. However, evidence suggests that they prefer flat rates, even where these are more expensive than pay-per-use options. A series of four experiments showed that experienced purchasing professionals tend to exhibit a flat-rate bias in their price plan choices across different business services. The experiments also investigated moderators that intensify or attenuate this bias, which decreased when the flat-rate option was the more expensive alternative but increased with past usage, with upper bound extremes. We also found directional support that the flat-rate bias increases when the buyer-seller relationship is stronger. The experiments also revealed how insurance, convenience, taximeter, overestimation, distrust, and administration effects are related to preferences for flat rates. Beyond their contribution to the pricing literature, these results provide actionable insights for marketing managers and purchasing professionals.

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  • 43.
    Kindström, Daniel
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Carlborg, Per
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Nordin, Fredrik
    Stockholm University.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Service selling in industrial organizations: An exploratory study of challenges and opportunities2011Konferensbidrag (Refereegranskat)
  • 44.
    Kindström, Daniel
    et al.
    Linköpings universitet, Tekniska högskolan. Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi.
    Kowalkowski, Christian
    Linköpings universitet, Tekniska högskolan. Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi.
    Development of Industrial Service Offerings - A Processual Framework2008Ingår i: AMA ServSIG International Research Conference,2008, 2008Konferensbidrag (Refereegranskat)
  • 45.
    Kindström, Daniel
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Development of industrial service offerings: a process framework2009Ingår i: JOURNAL OF SERVICE MANAGEMENT, ISSN 1757-5818, Vol. 20, nr 2, s. 156-172Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose - The purpose of this paper is to propose a service development process that is adapted to manufacturing companies and to discuss its implications for companies with a traditional focus on product development and product sales. Design/methodology/approach - The paper looks at new service development (NSD) literature and argues for a rationale to study NSD processes in a manufacturing context. Next, a generic NSD framework for manufacturing companies is presented. Examples are given based on an explorative multiple case study (ten companies) with in-depth interviews and focus groups. The analysis reveals organizational requirements and other critical factors related to each stage of the NSD process. Findings - A four-stage service offering development framework is presented. Critical aspects of NSD in a manufacturing context are highlighted. The importance of considering both NSD and new product development (NPD) together is also emphasized. Research limitations/implications - The limitations are based primarily on methodology; the case studies focused only on the service organizations of the manufacturing companies studied. Practical implications - Managers need to be aware of the inter-relationship that exists between NSD and NPD and on the specificities of service development in companies where an industrial logic dominates. A number of managerial implications are proposed and discussed. Originality/value - The paper emphasizes the importance of latter stages in NSD, something that has not previously been extensively studied or addressed. In addition, to explicitly discuss NSD in a manufacturing context is novel.

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  • 46.
    Kindström, Daniel
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics, Helsinki, Finland.
    Editorial: Service innovation in business-­‐to-­‐business firms2014Ingår i: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 29, nr 2, s. 93-95Artikel i tidskrift (Övrigt vetenskapligt)
  • 47.
    Kindström, Daniel
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    How World Leading Manufacturers Can Achieve Differentiation Through E-Business: New Services, Enhanced Relationships, and Reduced Costs2007Ingår i: 18th Information Resources Management Association International Conference, Vancouver, Canada: Managing Worldwide Operations and Communications with Information Technology, Hershey, New York: IGI Global , 2007, s. 502-506Konferensbidrag (Refereegranskat)
    Abstract [en]

    E-business development is today driven by mature and established companies and is becoming an important tool to increase competitive advantage and to sustain profitability. This paper investigates how world-leading manufacturers can achieve differentiation through their use of e-business. Many companies use e-business as vehicles to launch new information-based service, as an important enabler to enhance and deepen customer relationships, and to reduce costs associated with customer management. Using e-business in this way will increase the opportunities for differentiation and create sustainable competitive advantage. Successful employment of e-business creates services that retain current customers and attract new ones as well as justifies premium prices and keeps low-cost competitors in check.

  • 48.
    Kindström, Daniel
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell marknadsföring och industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Introduction2009Ingår i: Creating Business out of Industrial Offerings: Findings From Market Leading B2B Companies, Solna: MTC , 2009, 1, s. 13-19Kapitel i bok, del av antologi (Övrig (populärvetenskap, debatt, mm))
  • 49.
    Kindström, Daniel
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan. Hanken School of Economics.
    Service Driven Business Model Innovation: Organizing the Shift from a Product-based to a Service-centric Business Model2015Ingår i: Business Model Innovation: The Organizational Dimension / [ed] Nicolai Foss, Tina Saebi, Oxford University Press, 2015, 1, s. 191-216Kapitel i bok, del av antologi (Refereegranskat)
    Abstract [en]
    • Features contributions by leading international authors on the topics of business model and business model innovation
    • The first sustained and focused inquiry into the organizational dimension of business model innovation
    • Covers areas of business strategy, innovation and organizational change

    Business model innovation is an important source of competitive advantage and corporate renewal. An increasing number of companies have to innovate their business models, not just because of competitive forces but also because of the ongoing change from product-based to service-based business models. Yet, business model innovation also involves organizational change process that challenges existing processes, structures and modes of control.This volume features thirteen chapters written by authorities on business model innovation. The specific angle, and the novel feature of this book, is to thoroughly examine the organizational dimension of business model innovation. Drawing on organizational theory and empirical observation, the contributors specifically highlight organizational design aspects of business model innovation, focusing on how reward systems, power distributions, routines and standard operating procedures, the allocation of authority, and other aspects of organizational structure and control should be designed to support the business model the firm chooses. Also discussed is how existing organizational structures, capabilities, beliefs, cultures and so on influence the firm's ability to flexibly change to new business models.

    Readership: Researchers and academics in business and management interested in business strategy, innovation and organizational change; Practitioners, consultants and executives involved with implementation of new business models

  • 50.
    Kindström, Daniel
    et al.
    Linköpings universitet, Institutionen för ekonomisk och industriell utveckling, Industriell ekonomi. Linköpings universitet, Tekniska högskolan.
    Kowalkowski, Christian
    Hanken School of Economics, Helsinki, Finland.
    Service innovation in product-centric firms: a multidimensional business model perspective2014Ingår i: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 29, nr 2, s. 96-111Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose – This article aims to investigate the nature and characteristics of business model elements required for successful service innovation. The authors examine which unique resources and capabilities product-centric firms should develop and deploy to pursue service innovation.

    Design/methodology/approach – Data collected from several research projects support iterations across empirical data and theory, in an abductive process. Empirical data come from product-centric firms; interviews and focus groups were the main data collection methods.

    Findings – Specific resources and capabilities are needed for the proposed business model elements, as defined by the overarching strategy and structure. Firms can approach the process of service innovation from different starting points and sequences, depending on the context.

    Research limitations/implications – Because it takes a synthesizing approach, this research lacks some detail. By taking a business model approach with a holistic perspective, it forgoes detailed descriptions to provide greater breadth.

    Practical implications – Managers can use business models as tools to visualize changes, which should increase internal transparency, understanding, and awareness of service opportunities and necessary changes. Dependencies exist among elements; a change in one element likely affects the others. This study provides insights into which efforts are necessary and offers managers a guiding framework.

    Originality/value – By providing a multidimensional perspective on service innovation, this study merges various previous research into a synthesized discussion. Combining a resources and capabilities perspective with a business model framework also leads to new insights regarding service innovation and associated activities.

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