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Publications (10 of 19) Show all publications
Dahlin, P. & Erixon, C. (2019). Regional Differences in Board Network Structures. In: : . Paper presented at INSNA Sunbelt Conference. Montreal, Canada
Open this publication in new window or tab >>Regional Differences in Board Network Structures
2019 (English)Conference paper, Oral presentation with published abstract (Refereed)
Place, publisher, year, edition, pages
Montreal, Canada: , 2019
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-45456 (URN)
Conference
INSNA Sunbelt Conference
Available from: 2019-10-07 Created: 2019-10-07 Last updated: 2019-10-07
Dahlin, P. & Erixon, C. (2018). Regional Differences in Board Network Structures. In: : . Paper presented at 21st Uddevalla Symposium, Luleå Sweden.
Open this publication in new window or tab >>Regional Differences in Board Network Structures
2018 (English)Conference paper, Oral presentation with published abstract (Refereed)
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-41670 (URN)
Conference
21st Uddevalla Symposium, Luleå Sweden
Available from: 2018-12-17 Created: 2018-12-17 Last updated: 2018-12-21Bibliographically approved
Erixon, C. & Thilenius, P. (2016). Information system providers in business-relationship triads. In: Havila, V., Pahlberg, C. & Thilenius, P (Ed.), Extending the Business Network Approach: New Territories, New Technologies, New Terms (pp. 193-210). Palgrave Macmillan
Open this publication in new window or tab >>Information system providers in business-relationship triads
2016 (English)In: Extending the Business Network Approach: New Territories, New Technologies, New Terms / [ed] Havila, V., Pahlberg, C. & Thilenius, P, Palgrave Macmillan , 2016, p. 193-210Chapter in book (Other academic)
Place, publisher, year, edition, pages
Palgrave Macmillan, 2016
National Category
Economics and Business
Identifiers
urn:nbn:se:mdh:diva-32409 (URN)10.1057/978-1-137-53765-2_11 (DOI)2-s2.0-84978354386 (Scopus ID)9781137537652 (ISBN)9781137537638 (ISBN)
Available from: 2016-07-28 Created: 2016-07-28 Last updated: 2016-12-19Bibliographically approved
Ekman, P., Erixon, C. & Thilenius, P. (2015). Information technology utilization for industrial marketing activities: The IT–marketing gap. The journal of business & industrial marketing, 30(8), 926-938
Open this publication in new window or tab >>Information technology utilization for industrial marketing activities: The IT–marketing gap
2015 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 30, no 8, p. 926-938Article in journal (Refereed) Published
Abstract [en]

Purpose – This study aims to investigates the possible gap between the logic of these information technology (IT) systems and industrial firms’ marketing practices. Industrial firms rely extensively on IT systems for their business. Design/methodology/approach – Based on the contemporary marketing practice (CMP) model, which depicts firms’ marketing practice as ranging from transactional to more relational and networked-based, the logic of IT systems and how users in industrial firms adopt them are amended to create an extended model. The extended model is used to analyze an in-depth case based on 63 interviews regarding one industrial firm’s business with customers and suppliers and how IT is utilized in this setting. Findings – Results show that industrial firms’ relationship-oriented business is poorly supported by currently used IT systems. This gap between the IT systems, which are transaction-focused, and industrial firms’ marketing practice, which is relationship-based, has severe effects on adoption and efficiency of IT systems. The marketers prefer local, non-integrated, IT with limited usefulness on an overall firm level while resisting the firms’ comprehensive IT systems. This forms an IT–marketing gap given that current IT does not match the marketing practice of relationship-oriented industrial firms. Originality/value – This study applies an extended CMP model in a novel way focusing one industrial firm, its customers and suppliers and the IT used in this setting. The study shows that all marketing practices of the CMP model can be found in one firm’s business, albeit one category, i.e. interaction marketing (a relationship approach), is dominating. The use of the CMP framework offers new and valuable insights into the fundamental cause to the industrial marketers’ limited use of integrated IT.

Keywords
Contemporary marketing practice, Database marketing, Information technology, Interaction marketing, Network marketing, Transaction marketing
National Category
Economics and Business
Identifiers
urn:nbn:se:mdh:diva-28841 (URN)10.1108/JBIM-01-2014-0014 (DOI)000368430900004 ()2-s2.0-84939863152 (Scopus ID)
Available from: 2015-09-04 Created: 2015-09-04 Last updated: 2018-02-16Bibliographically approved
Andersson, U., Ekman, P. & Erixon, C. (2015). Internal MNC structures’ bearing on externally embedded subsidiaries’ organizational performance. In: Larimo, J & Nummela, N (Ed.), Handbook on International Alliance and Network Research: (pp. 155-170). Cheltenham: Edward Elgar Publishing
Open this publication in new window or tab >>Internal MNC structures’ bearing on externally embedded subsidiaries’ organizational performance
2015 (English)In: Handbook on International Alliance and Network Research / [ed] Larimo, J & Nummela, N, Cheltenham: Edward Elgar Publishing, 2015, p. 155-170Chapter in book (Refereed)
Abstract [en]

The theoretical research stream that depicts multinational companies (MNCs) as networked organizations has offered new insights on contemporary enterprises’ way of functioning. However, the majority of the research has focused on external embeddedness, that is, MNC subsidiaries’ local business relationships, and its impact on subsidiary organizational performance. This conceptual chapter addresses the lack of research focusing on internal embeddedness, that is, subsidiary relationships with headquarters and sister subsidiaries. Internal embeddedness is discussed from two dimensions: the internal production network and the MNC manager’s social network. The characteristics of each dimension and how they relate to earlier research, leads to a number of theoretical propositions. The chapter concludes with a discussion on how external and internal embeddedness relate, as well as how they may impact the subsidiary’s (organizational) performance.

Place, publisher, year, edition, pages
Cheltenham: Edward Elgar Publishing, 2015
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-30616 (URN)10.4337/9781783475483.00013 (DOI)
Available from: 2015-12-29 Created: 2015-12-29 Last updated: 2016-01-08Bibliographically approved
Ekman, P., Erixon, C. & Dahlin, P. (2014). A case study of IT-based and human interaction in industrial business relationships. In: Coping with recurring issues in BtoB research: The Sisyphus effect? or a Rolling stone syndrome?. Paper presented at 30th Annual IMP Conference, KEDGE Business School, Bordeaux, France, 1-6 September 2014.
Open this publication in new window or tab >>A case study of IT-based and human interaction in industrial business relationships
2014 (English)In: Coping with recurring issues in BtoB research: The Sisyphus effect? or a Rolling stone syndrome?, 2014Conference paper, Published paper (Refereed)
Abstract [en]

Consumer-oriented firms (B2C) have grasped the benefits of modern integrated information technology (IT) systems as CRM and web-shops that allow them to capture, store, and manage consumer data to fulfill their expectations and needs on an individual and customized basis. This means that firms acting on consumer markets can use ‘high tech’ for ‘high touch’, i.e. using IT to met the consumer on a personal level. Based on the findings in a large case study spanning multiple business relationships (dyads) between buying and selling industrial firms we propose that the high tech/high touch logic is different at industrial markets (B2B). Here, industrial firms strive towards an increased use of interorganizational integrated IT systems (high tech) to lower interaction costs and at the same time increase the reliance in their business relationships. This is at the same time challenged by the employees’ preference for human interaction (high touch) as a mean to uphold trust and solve what they perceive as equivocalities. While consumer market’s high tech is based on the collection of consumer behavior high tech in industrial markets is much more a two-way street were partner firms work for integrated IT systems at the same time as the interacting employees appreciate the social dimension of business. This explorative study indicate that high tech and high touch in industrial markets is more a case of ‘either or’ rather that ‘and’ as in consumer markets. The study is explorative and presents a number of propositions that can be used for further studies.

National Category
Business Administration
Identifiers
urn:nbn:se:mdh:diva-26729 (URN)
Conference
30th Annual IMP Conference, KEDGE Business School, Bordeaux, France, 1-6 September 2014
Available from: 2014-11-29 Created: 2014-11-29 Last updated: 2014-12-01Bibliographically approved
Ekman, P., Erixon, C. & Thilenius, P. (2013). Information technology utilization for practical marketing activities: The IT-marketing gap. In: BUILDING AND MANAGING RELATIONSHIPS IN A GLOBAL NETWORK: CHALLENGES AND NECESSARY CAPABILITIES. Paper presented at The 29th International Marketing and Purchasing (IMP) Conference in Atlanta (GA), August 30 – September 2, 2013.
Open this publication in new window or tab >>Information technology utilization for practical marketing activities: The IT-marketing gap
2013 (English)In: BUILDING AND MANAGING RELATIONSHIPS IN A GLOBAL NETWORK: CHALLENGES AND NECESSARY CAPABILITIES, 2013Conference paper, Published paper (Refereed)
Abstract [en]

This study investigates how industrial companies’ IT infrastructure match their applied marketing approach. The supporting theoretical framework is based upon the contemporary marketing practice (CMP) model that depicts companies as spanning from transactional to more relational and networked. This is supported by theories on the logic of IT systems and how users in industrial companies adopt them. The study is based upon two longitudinal subsequent case studies of a multinational company’s business with influential customers. The analysis shows that the utilized IT systems mainly follow efficiency logic that is useful for individual business transactions. However, the form of complex industrial business that industrial companies carries out are often relationship based and sometimes even incorporating the adjacent business network. Thus, there is a IT-marketing gap given that contemporary IT does not match the need the marketing practice of a modern industrial company.

Keywords
business relationship, business network, traContemporary marketing practice, information technology, transaction marketing, business relationship, business network
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-22325 (URN)
Conference
The 29th International Marketing and Purchasing (IMP) Conference in Atlanta (GA), August 30 – September 2, 2013
Available from: 2013-11-01 Created: 2013-11-01 Last updated: 2015-11-16Bibliographically approved
Erixon, C., Ekman, P. & Thilenius, P. (2013). Studying information system provider relationships impact on business relationships. In: BUILDNING AND MANAGING RELATIONSHIPS IN A GLOBAL NETWORK: CHALLENGES AND NECESSARY CAPABILITIES. Paper presented at The 29th International Marketing and Purchasing (IMP) Conference, Friday, August 30 – Monday, September 2, 2013, Atlanta (GA), USA.
Open this publication in new window or tab >>Studying information system provider relationships impact on business relationships
2013 (English)In: BUILDNING AND MANAGING RELATIONSHIPS IN A GLOBAL NETWORK: CHALLENGES AND NECESSARY CAPABILITIES, 2013Conference paper, Published paper (Refereed)
Abstract [en]

Information systems are used for managing and supporting companies’ business relationships and have become an important part of companies’ exchanges with their customers. Information systems are usually managed by a third party, an information system provider (IS-provider). Companies are dependent on their information systems to maintain their business performances and are therefore also dependent on the IS-provider's competence. This paper studies the impact that a company’s IS-provider relationships have on its customer business relationships. By using the concept of connection and studying its degree of continuity and strength, the study offers insight on the impact of the IS-providers' relationships on a company's customer relationships. The study consists of a case study involving five customer relationships and four IS-provider relationships, creating twenty within-cases. The result shows that the companies' relationships are dependent on the exchanges with the IS-providers. This impact and the characteristic of the connection may vary over time, making the concept of continuity important to consider when evaluating a company's relationship with IS-providers. The study shows that it is important for companies to consider these two business relationships in relation to one another when managing the IS-provider relationship and the information systems that are used in customer relationships. Important management aspects can be missed in the evaluation of an IS-provider, if the connection between the relationships is left out of the analysis.

Keywords
Connection, business relationships, continuity, information system provider
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-22994 (URN)
Conference
The 29th International Marketing and Purchasing (IMP) Conference, Friday, August 30 – Monday, September 2, 2013, Atlanta (GA), USA
Available from: 2013-11-26 Created: 2013-11-26 Last updated: 2015-11-16Bibliographically approved
Erixon, C. (2012). Information System Providers and Business Relationships: A Study on the Impact of Connections. (Doctoral dissertation). Västerås: Mälardalen University
Open this publication in new window or tab >>Information System Providers and Business Relationships: A Study on the Impact of Connections
2012 (English)Doctoral thesis, monograph (Other academic)
Abstract [en]

Information systems are integrated in the daily business of companies, to support the exchanges with its counterparts. To manage these information systems, companies often turn to third parties: information system providers (IS-providers). IS-providers have competences that the companies become dependent on and they are therefore important for maintaining the company’s business performance. The companies develop dependencies on their information systems and thereby also on their IS-providers. This thesis studies the connection between a company’s relationships with IS-providers and its other business relationships.

A single case study of how a focal company’s IS-providers impact the company’s customer relationships is conducted. The applied analytical framework combines an information system’s perspective and a business relationship perspective. The analytical level is guided by the concept of connection, which has its origin in the business relationship perspective. The information system’s perspective illustrates the characteristics of the information systems that the IS-providers manage. The business relationship perspective studies each business relationship as unique, originating in different exchanges and behaviour.

The single case study involves five customer relationships and four IS-provider relationships, creating twenty within-cases. The results show that IS-providers impact differently on the business relationships of companies. The impact on companies is contingent on the information exchanges with the IS-providers, which integrate the information systems in their customer business relationships. The impact is explained by the strength of the connection and the degree of continuity of the connection. The strength of the connection depends on how the information system is used and which of the IS-providers are connected. The impact from one IS-provider can be described as a homogenous impact on all the connected business relationships. However, different IS-providers have different types of impacts, meaning that when a company has several IS-providers, the impact is heterogeneous. The study shows that the impact is most commonly positive.

The thesis is of interest for researchers who wish to understand the interconnectedness between business relationships, and of value for business professionals, who wish to increase their understanding of the complex situation of using IS-providers for management of their information systems and the impact they have on their other business relationships.

Place, publisher, year, edition, pages
Västerås: Mälardalen University, 2012
Series
Mälardalen University Press Dissertations, ISSN 1651-4238 ; 126
Keywords
Information systems, Business relationships, Connections, Information System Providers
National Category
Social Sciences Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-14508 (URN)978-91-7485-065-9 (ISBN)
Public defence
2012-06-14, Paros, Mälardalens Högskola, Västerås, 10:00 (Swedish)
Opponent
Supervisors
Available from: 2012-04-25 Created: 2012-04-23 Last updated: 2013-10-31Bibliographically approved
Erixon, C., Dahlin, P. & Ekman, P. (2009). A Business Relationship Perspective on Information System Supplier/Client Relationships Characteristics . In: : . Paper presented at The 19th Nordic Workshop on Interorganizational Research, Jönköping, Sweden, 12-14 August 2009.
Open this publication in new window or tab >>A Business Relationship Perspective on Information System Supplier/Client Relationships Characteristics
2009 (English)Conference paper, Published paper (Refereed)
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-7903 (URN)
Conference
The 19th Nordic Workshop on Interorganizational Research, Jönköping, Sweden, 12-14 August 2009
Available from: 2010-02-09 Created: 2010-02-09 Last updated: 2016-05-02Bibliographically approved
Organisations
Identifiers
ORCID iD: ORCID iD iconorcid.org/0000-0003-1463-1746

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