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Publications (10 of 13) Show all publications
Haglund, L., Kovala, T. & Lindh, C. (2019). Managing complexity through business relationships: The case of the Swedish electricity market. International Journal of Management and Decision Making, 18(2), 209-227
Open this publication in new window or tab >>Managing complexity through business relationships: The case of the Swedish electricity market
2019 (English)In: International Journal of Management and Decision Making, ISSN 1462-4621, E-ISSN 1741-5187, Vol. 18, no 2, p. 209-227Article in journal (Refereed) Published
Abstract [en]

In the industrial market, electricity is an essential resource for production, as a stop in its flow may cause expensive production loss and thus tremendous cost. This strong resource dependence and the inevitable competition that comes with deregulation of the market, makes the electricity business complex and relationships of long-term orientation to form. To study such relationships, a mixed method is applied to provide contextual knowledge: by four interviews and a descriptive model and a structural model with three hypotheses developed (n = 122). Managers of products that may seem simple and traded in a market where low cost prevails should think again - stable relationships are a necessity for rational decisions also in this case, particularly since interdependence is influential. 

Place, publisher, year, edition, pages
Inderscience Enterprises Ltd., 2019
Keywords
Business relationship, Buyer-seller relationships, Commitment, Complexity, Deregulation, Electricity intensive industry, Electricity retailers, Interdependence, Mixed method, Pricing, Production resource management, Services, Structural equation modelling, Swedish electricity market, Trust
National Category
Economics and Business
Identifiers
urn:nbn:se:mdh:diva-43131 (URN)10.1504/IJMDM.2019.098657 (DOI)2-s2.0-85063726014 (Scopus ID)
Available from: 2019-04-18 Created: 2019-04-18 Last updated: 2019-06-25Bibliographically approved
Lindh, C., Rovira Nordman, E., Melén Hånell, S., Safari, A. & Hadjikhani, A. I. (2018). Digitalization in the global sales era: The analysis of a cross-national dataset. In: : . Paper presented at European International Business Academy Conference, 2018.
Open this publication in new window or tab >>Digitalization in the global sales era: The analysis of a cross-national dataset
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2018 (English)Conference paper, Oral presentation only (Refereed)
Abstract [en]

Consumers shop increasingly on-line without thinking of national borders. This circumstancehighlights the need to increase the understanding of consumers’ cross-national purchasing and e-commerce. This study focuses on consumers’ online purchasing behaviour, studying consumers’ internet skills, website perceived ease of use and web-trust as antecedents of purchase intent. By analysing a cross-national data set of 788 consumers from different countries, the results show that consumers which make online-purchases are skilled internet- users. Moreover, the lack of trust that consumers may feel when making online-purchases, canbe lessened by a website’s perceived ease of use. The results have implications for future studiesabout e-commerce as an international phenomenon.

Keywords
EASE OF USE, INTERNET SKILLS, WEB-TRUST, PURCHASE INTENT, INTERNATIONAL E-COMMERCE
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-41486 (URN)
Conference
European International Business Academy Conference, 2018
Available from: 2018-12-04 Created: 2018-12-04 Last updated: 2018-12-13Bibliographically approved
Lindh, C. & Rovira Nordman, E. (2018). New Service Development and Digitalization: Synergies of Personal Interaction and IT Integration. Services Marketing Quarterly, 39(2), 108-123
Open this publication in new window or tab >>New Service Development and Digitalization: Synergies of Personal Interaction and IT Integration
2018 (English)In: Services Marketing Quarterly, ISSN 1533-2969, E-ISSN 1533-2977, Vol. 39, no 2, p. 108-123Article in journal (Refereed) Published
Abstract [en]

This study investigates the effects of personal interaction and information technology integration (IT integration) on new service development in business-to-business (B2B) service firms' relationships. Personal interaction, IT integration and new service development are latent variables in a structural model tested with LISREL (N = 138). The relationship between personal interaction and IT integration is strong and indicates that both these constructs are drivers for new service development. Although both these constructs represent diverse ways of interacting, they both positively impact new service development. Hence, managers should not expect IT to replace personal interaction to a great extent in B2B-service contexts.

National Category
Economics and Business
Identifiers
urn:nbn:se:mdh:diva-41482 (URN)10.1080/15332969.2018.1436777 (DOI)2-s2.0-85042936769 (Scopus ID)
Available from: 2018-12-03 Created: 2018-12-03 Last updated: 2018-12-03Bibliographically approved
Lindh, C. & Rovira Nordman, E. (2017). Information technology and performance in industrial business relationships: the mediating effect of business development. The journal of business & industrial marketing, 32(7), 998-1008
Open this publication in new window or tab >>Information technology and performance in industrial business relationships: the mediating effect of business development
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 7, p. 998-1008Article in journal (Refereed) Published
Abstract [en]

Purpose: The study addresses a gap in research concerning the specific purpose of information technology (IT) in business relationships and how it impacts business development and relationship performance. To fill this gap, the purpose of this study is to investigate the prospective effects of IT on business development and relationship performance in the business relationships of industrial firms. Design/methodology/approach: Building on previous research from the industrial business relationship field, 353 relationships between Swedish industrial firms and their customers are analyzed with linear structural relations in LISREL. Findings: The findings show that the effect of IT on relationship performance is not direct but mediated by business development measured in terms of business creation and product development. Research limitations/implications: The study’s results imply that IT that is integrated in inter-firm operations has to be assigned a specific purpose to effectively influence relationship-specific performance. The results also indicate that more research is needed to provide additional insights about the relation between IT and performance in business relationships. Social implications: If the full potential of IT-based solutions could be reached, then this could lead to the generation of new products and technologies and more competitive companies, which in turn would create more jobs and greater wealth. Originality/value: In conclusion, this study fills a gap in research by highlighting that IT studied with a business relationship approach is particularly important under certain conditions. As such, the study contributes to the research stream seeking to understand the role of IT in industrial marketing and how IT should be used for increasing relationship performance. 

National Category
Economics and Business
Identifiers
urn:nbn:se:mdh:diva-36360 (URN)10.1108/JBIM-12-2016-0282 (DOI)000408646800010 ()2-s2.0-85028426190 (Scopus ID)
Available from: 2017-09-07 Created: 2017-09-07 Last updated: 2019-02-26Bibliographically approved
Johnstone, L., Svärd-Sandin, E. & Lindh, C. (2017). The Scandinavian cooperative advantage?: A mixed method approach to highlight the influence of contextual conditions for environmental CSR uptake. International Journal of Environment and Sustainable Development (IJESD), 16(4), 336-358
Open this publication in new window or tab >>The Scandinavian cooperative advantage?: A mixed method approach to highlight the influence of contextual conditions for environmental CSR uptake
2017 (English)In: International Journal of Environment and Sustainable Development (IJESD), ISSN 1474-6778, E-ISSN 1478-7466, Vol. 16, no 4, p. 336-358Article in journal (Refereed) Published
Abstract [en]

Multilateral actor-to-actor (A2A) networks, exhibited and commonplace in Scandinavia, are considered key to effective environmental CSR implementation and organisational success. This research investigates the proposed Scandinavian cooperative advantage within the construction industry in order to better understand: A) if the contextual conditions of a country affect environmental CSR uptake; b) if construction companies exhibit environmental CSR-practices differently in discrete contexts; c) the role of stakeholder collaborations for explicit (soft-law) environmental CSR uptake and competitive advantage. With Sweden and Scotland as representative examples of two different contexts within and beyond Scandinavia, the results indicate that the contextual conditions of a country affect the perceptions, and likelihood, of environmental CSR uptake from both organisational and customer perspectives. However, it remains unclear as to whether stakeholder collaborations and A2A networks, traditional within Scandinavian societies, actually influence environmental CSR uptake more so than in external contexts. © 2017 Inderscience Enterprises Ltd.

National Category
Environmental Management
Identifiers
urn:nbn:se:mdh:diva-37190 (URN)10.1504/IJESD.2017.087258 (DOI)000416505300002 ()2-s2.0-85031767608 (Scopus ID)
Available from: 2017-11-02 Created: 2017-11-02 Last updated: 2017-12-27Bibliographically approved
Johnstone, L. & Lindh, C. (2017). The sustainability-age dilemma: A theory of (un)planned behaviour via influencers. Journal of Consumer Behaviour, 1, E127-E139
Open this publication in new window or tab >>The sustainability-age dilemma: A theory of (un)planned behaviour via influencers
2017 (English)In: Journal of Consumer Behaviour, ISSN 1472-0817, E-ISSN 1479-1838, Vol. 1, p. E127-E139Article in journal (Refereed) Published
Abstract [en]

This study investigates the relation between age and sustainability awareness for consumers via the third, mediating variable of influencers to reduce the intention-behaviour purchase gap. It proposes that traditional theories of planned behaviour are limited as they do not account for unconscious and indirect pathways to axiological change. A structural model with the 3 constructs of age, influencers, and sustainability awareness is tested with linear structural relations on a sample of 788 consumers, complemented with focus groups and interviews to generate deeper insight into the model's constructs. The results demonstrate a relationship between age and sustainability awareness, as well as between the importance of influencers for increased sustainability awareness in younger consumers, namely, millennials. This suggests that practitioners should work with influencers perceived as trustworthy to increase sustainability awareness for the millennial subset consumer group. The methodology applies a mixed approach, interpreting both qualitative and quantitative aspects, and contributes to the ethical consumerism literature with new knowledge on age differences connected to sustainability awareness, particularly highlighting on the influence of influencers for the younger generations.

Place, publisher, year, edition, pages
John Wiley and Sons Ltd, 2017
National Category
Economics and Business
Identifiers
urn:nbn:se:mdh:diva-38330 (URN)10.1002/cb.1693 (DOI)000423127600012 ()2-s2.0-85033456277 (Scopus ID)
Available from: 2018-01-30 Created: 2018-01-30 Last updated: 2018-02-08Bibliographically approved
Lindh, C. & Ekman, P. (2016). Integration of information technology in business relationships: Implications for the extended network. In: Havila, V., Pahlberg, C. & Thilenius, P (Ed.), Extending the Business Network Approach: New Territories, New Technologies, New Terms: (pp. 177-192). Palgrave Macmillan
Open this publication in new window or tab >>Integration of information technology in business relationships: Implications for the extended network
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. 177-192Chapter in book (Refereed)
Place, publisher, year, edition, pages
Palgrave Macmillan, 2016
National Category
Economics and Business
Identifiers
urn:nbn:se:mdh:diva-32414 (URN)10.1057/978-1-137-53765-2_10 (DOI)2-s2.0-84978345254 (Scopus ID)9781137537652 (ISBN)9781137537638 (ISBN)
Available from: 2016-07-28 Created: 2016-07-28 Last updated: 2016-12-19Bibliographically approved
Hadjikhani, A., Lindh, C. & Thilenius, P. (2012). The impact of discontinuity on firms' business relationship behaviour. European Business Review, 24(2), 134-150
Open this publication in new window or tab >>The impact of discontinuity on firms' business relationship behaviour
2012 (English)In: European Business Review, ISSN 0955-534X, E-ISSN 1758-7107, Vol. 24, no 2, p. 134-150Article in journal (Refereed) Published
Abstract [en]

Purpose: With a comparative aim, the purpose of this paper is to challenge the general assumption behind relationship longevity. The question under attention is whether firms' relationship of a discontinuous nature is different from continuous relationships and if so what this diversity entails. In the essay, a conceptual view is developed and tested statistically. The ambition is to add new knowledge to the field of business relationships. Design/methodology/approach: The essay's theoretical foundation rests on relationship theory and employs the four relationship behaviour elements of trust, commitment, cooperation and adaptation. Differences/similarities in the effects among these elements are tested for two types of relationships, i.e. those of continuous and discontinuous exchange, using data from 353 Swedish firms. Findings: The results show that a firm's behaviour in continuous relationships rests on incremental change, in the sense that the relationship elements of trust, commitment, cooperation and adaptation display sequential and progressive effects. This supports the common notion of a gradual strengthening of the business relationship resulting in longevity. Contrary to this, a firm's behaviour in discontinuous relationships is guided by the level of trust, which thus forms the base for the remaining elements. The absence of incremental change in the relationship behaviour and the pivotal role of trust mean that these relationships are weaker and are faced with interruptions and interference from competitors. Thereby business firms are confronted with different marketing challenges. The differences in the relationship behaviour of the two types signify that the view of relationships indeed needs advancement. Originality/value: Falling from a continuous to a discontinuous business relationship is becoming more common due to reasons such as market crises, business or firm crisis or because of the nature of the businesses as such. While earlier research studied the relationships' continuity and discontinuity separately, this paper enriches the earlier efforts and compares the two types. Understanding the differences between the two types of relationship can enrich the knowledge, not only for researchers but also for business managers.

Keywords
Adaptation, Business cycles, Channel relationships, Commitment, Cooperation, Market crisis, Project marketing, Sweden, Trust
National Category
Social Sciences
Identifiers
urn:nbn:se:mdh:diva-17897 (URN)10.1108/09555341211204008 (DOI)2-s2.0-84857733208 (Scopus ID)
Available from: 2013-01-15 Created: 2013-01-15 Last updated: 2017-12-06Bibliographically approved
Ekman, P., Lindh, C. & Melander, M. (2012). The practical use of information technology in multinational enterprises (1ed.). In: Celina Solek (Ed.), Management Dilemmas int the Information Technology Era: (pp. 55-66). Warsawa: WAT
Open this publication in new window or tab >>The practical use of information technology in multinational enterprises
2012 (English)In: Management Dilemmas int the Information Technology Era / [ed] Celina Solek, Warsawa: WAT , 2012, 1, p. 55-66Chapter in book (Other academic)
Place, publisher, year, edition, pages
Warsawa: WAT, 2012 Edition: 1
National Category
Business Administration
Research subject
Industrial Economics and Organisations
Identifiers
urn:nbn:se:mdh:diva-19022 (URN)978-83-62954-57-5 (ISBN)
Available from: 2013-05-20 Created: 2013-05-20 Last updated: 2015-07-27Bibliographically approved
Hadjikhani, A., Lindh, C. & Thilenius, P. (2010). The Effect of Discontinuity in Business Relationship. In: Proceedings from the 26th IMP-conference in Budapest, Hungary in 2010: . Paper presented at 26th IMP-conference in Budapest, Hungary, 2-4 Sept., 2010.
Open this publication in new window or tab >>The Effect of Discontinuity in Business Relationship
2010 (English)In: Proceedings from the 26th IMP-conference in Budapest, Hungary in 2010, 2010Conference paper, Published paper (Refereed)
National Category
Business Administration
Identifiers
urn:nbn:se:mdh:diva-11672 (URN)
Conference
26th IMP-conference in Budapest, Hungary, 2-4 Sept., 2010
Available from: 2011-02-01 Created: 2011-02-01 Last updated: 2016-01-18Bibliographically approved
Organisations
Identifiers
ORCID iD: ORCID iD iconorcid.org/0000-0002-7438-2764

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