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  • 1.
    Ekman, Peter
    Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, Industriell ekonomi och organisation.
    The enterprise system revisited: How well does it capture the company's business network?2015Ingår i: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 30, nr 2, s. 208-17Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose – Enterprise systems have been presented as a “dream come true” with a seamless integration of business data through a common database and software modules that can be customized to the companies’ different functions. However, research shows that companies’ utilization of enterprise systems is limited, and that internal processes are prioritized. This paper analyses how well enterprise systems capture the business network in which an industrial company is involved.   Design/methodology/approach – European multinational companies and some of their partners have been followed through case studies between 2003 and 2010. The pattern-matching analysis has been supported by a theoretical framework that depicts industrial companies as engaged in business relationships in a network setting.   Findings – The results show that the company’s relationship-oriented activities are badly captured by the enterprise system. The study highlight limitations that future enterprise systems need to address if they are to be able to offer the company a better insight into its business network.   Originality/value – The traditionally internal focus on enterprise systems means that important business information transcending inter-organizational activities will be missed. To be worthy of the name enterprise system, more customer- and supplier-oriented activities need to be supported and captured.

  • 2.
    Ekman, Peter
    et al.
    Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, Industriell ekonomi och organisation.
    Erixon, Cecilia
    Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, Industriell ekonomi och organisation.
    Thilenius, Peter
    Uppsala Univ, Dept Business Studies, Uppsala, Sweden.
    Information technology utilization for industrial marketing activities: The IT–marketing gap2015Ingår i: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 30, nr 8, s. 926-938Artikel i tidskrift (Refereegranskat)
    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.

  • 3.
    Gremyr, I.
    et al.
    Chalmers University of Technology, Gothenburg,.
    Witell, L.
    Karlstad University.
    Löfberg, N.
    Karlstad University.
    Edvardsson, B.
    Fundin, Anders
    Mälardalens högskola, Akademin för innovation, design och teknik. Mälardalens högskola, Akademin för innovation, design och teknik, Innovation och produktrealisering.
    Understanding new service development and service innovation through innovation modes2014Ingår i: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 29, nr 2, s. 123-131Artikel i tidskrift (Refereegranskat)
    Abstract [en]

    Purpose: The purpose of this paper is to explore the role of innovation modes in understanding challenges of integrated NSD and NPD, and the use of structured NSD processes in manufacturing firms. Design/methodology/approach: The research is based on a two-stage multiple case study. The first stage is an interview study of 17 key informants representing manufacturing firms in the machine industry. The second stage is an in-depth study of three service innovations at three manufacturing firms based on 16 interviews with key informants. Findings: The results of the study show that NSD processes are often more structured if the service is developed separately from the product. The fact that different innovation modes benefit from varying degrees of structure in the development process means that integrated service development can be challenging. Furthermore, service innovations often follow a trajectory of innovation modes before succeeding in the market. Some innovation modes occur within the NSD process, while others occur outside the process. One success factor for NSD is the fit between the innovation modes and the NSD process, rather than the NSD process per se. Originality/value: This research uses innovation modes to explain why NSD in manufacturing firms is often performed on an ad hoc basis, and how service innovations go through a trajectory of innovation modes. In this way, the study contributes to theory development of service innovation, and specifically service innovations in manufacturing firms. 

  • 4.
    Lindh, Cecilia
    et al.
    Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, Industriell ekonomi och organisation.
    Rovira Nordman, Emilia
    Stockholm School of Economics, Stockholm, Sweden.
    Information technology and performance in industrial business relationships: the mediating effect of business development2017Ingår i: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, nr 7, s. 998-1008Artikel i tidskrift (Refereegranskat)
    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. 

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