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  • 1. Askerlund, Therese
    et al.
    Javaheri, Frida
    Nilsson, Emma
    Soleiman, Shadan
    Hagberg, Caroline
    Lindblad, Annika
    Raag, Vaike
    Nadina, Nadina
    Småbarnsföräldrars konsumentbeteende: En kvantitativ studie om engagemang, säkerhetstänkande, värderingar och omgivningens påverkan på köpbeslut2008Report (Other academic)
    Abstract [sv]

    Den här boken är resultat av åtta studenters arbete under en uppsatsperiod på tio veckor. Vi började träffas i mars 2008 och i april satte arbetet igång på allvar. Under perioden gjorde studenterna en enkät, samlade in data och analyserade för att komma fram till hur småbarnsföräldrar funderar kring inköp av artiklar åt sina barn. I slutet av maj var arbetet klart! Det har varit ett nöje att få handleda arbetet och jag känner mig stolt att som handledare få presentera den här boken, vars innehåll är väldigt rikt med tanke på under vilken kort period den skapats. Jag hoppas att den kommer att läsas av studenter i marknadsföring som vill ha inspiration till hur undersökningar om konsumentbeteende kan genomföras, eller som helt enkelt bara vill läsa sig mer om ämnet. Vi vill alla tacka några personer som engagerat sig i att hjälpa till med arbetet, genom att låta sig intervjuas, släppa in oss i sällskap av konsumerande föräldrar eller givit synpunkter på arbetet som helhet. Tack till Linn Söderlund, Nicolaus Eberhardt och Maria Hedlund. Cecilia Lindh, Maj 2008

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  • 2. Drennan, Todd
    et al.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Dreifalt, Nathalie
    A mixed-method approach to study country of origin effects on brand perceptions in international online behaviour2021In: Journal of Customer Behavior, ISSN 1475-3928, E-ISSN 1477-6421, Vol. 20, no 4, p. 275-299Article in journal (Refereed)
    Abstract [en]

    This study employs a mixed-method approach to online purchase intent in an international setting, with a combination of focus group interviews with a structural model based on a multi-national survey, consisting of 734 online consumers from 58 countries. Geographical borders make less of a difference online and call for an investigation regarding the effect of country of origin (COO) and brand preferences on purchase intent when consumers purchase online from foreign countries. Quantitative data analysis of the data set revealed that the effect on consumers' purchase intent and their openness to foreign countries and brand preferences are conditionally intertwined. However, if little is known or top-of-mind during the purchase decision process, the brand and its image have greater weight, thus alluding to the need to assess further the fundamental judgments and decisions used in online purchase decisions. 

  • 3.
    Drennan, Todd
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Rovira Nordman, Emilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Integrating research in master's programmes: Developing students' skills to embrace digitally transformed markets2021In: Management and Information Technology after Digital Transformation, Taylor and Francis , 2021, p. 238-248Chapter in book (Other academic)
  • 4.
    Ekman, Peter
    et al.
    Mälardalen University, School of Business, Society and Engineering.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering.
    Melander, Maria
    Mälardalen University, School of Business, Society and Engineering.
    The practical use of information technology in multinational enterprises2012In: Management Dilemmas int the Information Technology Era / [ed] Celina Solek, Warsawa: WAT , 2012, 1, p. 55-66Chapter in book (Other academic)
  • 5.
    Erixon, Cecilia
    et al.
    Mälardalen University, School of Business.
    Lindh, Cecilia
    Mälardalen University, School of Business.
    Thilenius, Peter
    Mälardalen University, School of Business.
    Révay, Péter
    Mälardalen University, School of Business.
    The impact of information technology on social interaction in business relationships2006In: microcad 2006 International Scientific Conference, 2006Conference paper (Refereed)
  • 6.
    Hadjikhani, A.
    et al.
    Uppsala University.
    Lindh, Cecilia
    Mälardalen University, School of Sustainable Development of Society and Technology.
    Thilenius, Peter
    Uppsala University.
    The impact of discontinuity on firms' business relationship behaviour2012In: European Business Review, ISSN 0955-534X, E-ISSN 1758-7107, Vol. 24, no 2, p. 134-150Article in journal (Refereed)
    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.

  • 7.
    Hadjikhani, Amjad
    et al.
    Uppsala Universitet.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation. Mälardalen University.
    Pourmand Hilmersson, Firouze
    Linneaus University.
    Thilenius, Peter
    Uppsala Universitet.
    Direct and indirect impact of political activities on business performance – the case of the European Union and Swedish small firms2016In: International Journal of Business Environment, ISSN 1740-0589, E-ISSN 1740-0597, Vol. 8, no 1, p. 1-18Article in journal (Refereed)
  • 8.
    Hadjikhani, Amjad
    et al.
    Uppsala University.
    Lindh, Cecilia
    Mälardalen University, School of Sustainable Development of Society and Technology.
    Thilenius, Peter
    Uppsala University, Sweden.
    The Effect of Discontinuity in Business Relationship2010In: Proceedings from the 26th IMP-conference in Budapest, Hungary in 2010, 2010Conference paper (Refereed)
  • 9.
    Hadjikhani, Annoch
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Digital love – inviting doubt into therelationship: the duality of digitalization effects on business relationships2021In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 36, no 10, p. 1729-1739Article in journal (Refereed)
    Abstract [en]

    Purpose – This study aims to hypothesize that the implementation of information technology (IT) in industrial business relationships entails bothpositive and negative effects for the relationship’s continuation. The purpose is to study the digitalization of business relationships with a focus oneffects on commitment in context with uncertainty and cooperation.

    Design/methodology/approach – Hypotheses are tested with data from 353 customer relationships in the industrial market. The model suggeststhe impact of IT on business relationship commitment.

    Findings – The results show that IT use in industrial relationships has a direct impact on commitment, as well as an indirect effect via uncertaintyand cooperation, which both can increase as a result of IT use. When IT use increases uncertainty, it negatively impacts commitment, and when itincreases cooperation, the effect on commitment is positive.

    Research limitations/implications – IT use in industrial relationships has a direct impact on commitment, as well as an indirect effect viauncertainty and cooperation, which both can increase as a result of IT use. When IT use increases uncertainty, it negatively impacts commitment,and when it increases cooperation, the effect on commitment is positive.

    Practical implications – Awareness of the effect of IT use and the factors involved entails working with cooperative activities to counteract thenegative impact there may be if the IT leads to increased uncertainty. Companies need to have knowledge regarding the effect of IT use in each oftheir business relationships to manage them according to their given situation.

    Originality/value – This study contributes to industrial marketing by demonstrating that digitalization can increase uncertainty and cooperation(differently), and they have different effects on commitment, thus that there is a “bright,” as well as “dark” side to it, evident in the businessrelationship dynamics.

  • 10. Haglund, L.
    et al.
    Kovala, Tommy
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Managing complexity through business relationships: The case of the Swedish electricity market2019In: International Journal of Management and Decision Making, ISSN 1462-4621, E-ISSN 1741-5187, Vol. 18, no 2, p. 209-227Article in journal (Refereed)
    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. 

  • 11.
    Herre, L.
    et al.
    Department of Electrical Engineering, DTU Denmark Technical University, Lyngby, Denmark; KTH Royal Institute of Technology, School of Electrical Engineering and Computer Science, Stockholm, Sweden .
    Kovala, Tommy
    Söder, L.
    KTH Royal Institute of Technology, School of Electrical Engineering and Computer Science, Stockholm, Sweden.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Flexibility now or later?: Impact of market timing on flexibility and social welfare of demand response2022In: Electricity Journal, ISSN 1040-6190, E-ISSN 1873-6874, Vol. 35, no 7, article id 107159Article in journal (Refereed)
    Abstract [en]

    Demand side management enables flexible electricity consumers to participate in system services that contribute to enhanced integration of renewable energy sources. The specific market timing, pricing scheme and demand response program decide in which way consumers receive and react to incentives. Aside from pricing, several other parameters were found to greatly influence consumer response. Policy makers can improve the market design of wholesale and balancing markets. This would be a necessary tool to increase the demand side flexibility, but could also be used to allow better forecasts of production. Here, the impact of lead time on the flexibility of consumers is investigated and its impact on social welfare is estimated. The price elasticity of consumers can vary in different ways depending on the lead time and estimations may be uncertain. Therefore, the concept of a demand flexibility gap is proposed in order to quantify how the uncertainty of consumers’ responses may affect the social welfare of such a policy change. We recommend that lead time should be considered in electricity market design, e.g., in consecutive ahead markets in order to tap the full potential of flexibility from the demand side.

  • 12.
    Johnstone, L.
    et al.
    Department of Business Administration, Örebro University School of Business, Örebro, Sweden.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Online E-Communication Channels: The Impact of CSR and Reviews on Purchase Intent2021In: Springer Proceedings in Business and Economics, Springer Science and Business Media B.V. , 2021, p. 161-183Conference paper (Refereed)
    Abstract [en]

    The ever-growing online shopping environment provides an opportunity for companies of all sizes to reach expanding customer bases across borders. However, research on the factors influencing online purchase intent are limited, and even more from an international point of view given that geographical marketplace barriers are less evident online. This paper explores the various antecedents of online purchase intent in terms of e-communication strategies (e.g. corporate social responsibility [CSR], peer reviews and expert opinion) for international consumers. To approach this as a global phenomenon, an international dataset of 804 international online consumers is analysed. The study finds complexity in the actors and pathways that inform purchase intent in the online retail context. Particularly, it finds that a company’s CSR has no direct effect on purchase intent but is mediated by information received from online reviews by peers and experts as intermediary e-communications channels. This suggests that online retailers must consider other communication strategies, beyond the traditional buyer-seller dyad, to boost CSR perceptions and purchase intent. The study offers a first step to theorising the online retail context as an international phenomenon where traditional marketing concepts currently remain under-problematised.

  • 13.
    Johnstone, L.
    et al.
    Department of Business Administration, Örebro University School of Business, Örebro, Sweden.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Sustainably sustaining (online) fashion consumption: Using influencers to promote sustainable (un)planned behaviour in Europe's millennials2022In: Journal of Retailing and Consumer Services, ISSN 0969-6989, E-ISSN 1873-1384, Vol. 64, article id 102775Article in journal (Refereed)
    Abstract [en]

    This study explores if, how and through what channels millennials' sustainability values translate into action when it comes to fashion garments. By testing a research model on 448 European millennials, it contrasts extant theories of planned behaviour, finding that purchase intent is often guided by unintentional, non-linear processes wherein trust in intermediaries such as celebrity influencers, rather than the fashion retailers’ corporate social responsibility (CSR) approach condition behaviour. For fashion retailers, it suggests the strategic use of influencers to (un)consciously market sustainable garments. Its novelty is built on sustainably sustaining fashion consumption in a post-pandemic world, characterised by increased online sales.

  • 14.
    Johnstone, L.
    et al.
    School of Business, Örebro University, Örebro, Sweden.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    The sustainability-age dilemma: A theory of (un)planned behaviour via influencers2018In: Journal of Consumer Behaviour, ISSN 1472-0817, E-ISSN 1479-1838, Vol. 17, no 1, p. E127-E139Article in journal (Refereed)
    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.

  • 15.
    Johnstone, L.
    et al.
    Örebro Universitet, Sweden.
    Svärd-Sandin, E.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    The Scandinavian cooperative advantage?: A mixed method approach to highlight the influence of contextual conditions for environmental CSR uptake2017In: 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)
    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.

  • 16.
    Khodabandeh, Afsaneh
    et al.
    Mälardalen University.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    The importance of brands, commitment, and influencers on purchase intent in the context of online relationships2021In: Australasian Marketing Journal, ISSN 1441-3582, E-ISSN 1839-3349, Vol. 29, no 2, p. 177-186Article in journal (Refereed)
    Abstract [en]

    This study aims to investigate the external input of influencers and the internal input of commitment in online relationships as antecedents for purchase intent with consideration of the mediating role of brand image. Data were gathered from a survey of 730 international online consumers, and results were analyzed using LISREL. The result shows the importance of the brand image for the purchase intent in online relationships, and also finds that the brand mediates an effect from influencers and commitment on purchase intent. Companies working to strengthen their relationships concerning their brand can learn that it is meaningful to also work with relationship commitment (to encourage customers to be part of a continuous relationship) and to find influencers appropriate to showcase the product. Also, even if strong relationships build brands, carefulness concerning the brands offered in the online store is strategically important. This study adds to the literature by extending research on brand importance in online relationships, specifically by adding the concepts of commitment and influencers' influence into the model. The latter expands knowledge of how complex the online environment is in terms of factors to consider for online marketers.

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  • 17.
    Lindh, Cecilia
    Mälardalen University, School of Business.
    Business Relationships and Integration of Information Technology2006Doctoral thesis, monograph (Other scientific)
    Abstract [en]

    It is a well-established view that, over time, companies in a business-to-business setting develop long-lasting business relationships. The business relationship between two companies involves a wide range of exchanges on products, technical and economic issues. It also has a social content as it engages people in both companies. Business relationships are, therefore, argued to be founded on a varying extent of exchanges and content of behaviour. This thesis deals with the current and complex issue of the integration of information technology in such business relationships.

    Integration in this thesis refers to when information technology is purposefully used and inseparable from the business relationship. A special standardized questionnaire was used to collect extensive empirical data on 353 business relationships between suppliers and one of their important customers. The results of the analysis of the data in the thesis show that high information technology integration, in terms of exchanges and behaviour, increases the efficiency of information exchanges in business relationships. Integration is also connected to the importance of business relationships for the development of information technology and increases a company’s knowledge on this technology. Furthermore, the results show that what is fundamental for the integration of information technology is its combination with the strength of the business relationship. Thereby, the integration of information technology has a wider impact on business relationships than simply facilitating higher efficiency under certain circumstances. It affects the general competence in using information technology, and allows new opportunities for the business relationship and the companies.

    Through its rich empirical content, theoretical approach and proximity to current business situations, this thesis is of interest to researchers and students who wish to understand the employment of information technology in business relationships, or for business professionals who want to further understand their situation regarding information technology in order to make decisions about further employment.

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  • 18.
    Lindh, Cecilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Integration of information technology in business relationships: A managerial issue2011In: Management and Information Technology: Challenges for the Modern Organization, Taylor and Francis , 2011, p. 83-94Chapter in book (Other academic)
    Abstract [en]

    The use of information technology in business is a challenging managerial issue; the technology is commonly employed to increase effi ciency and fi nd new ways of exchanging necessary information. However, the situation where this is achieved is not one that is reached instantly or easily maintained. Accomplishing this situation in a company is a cumbersome task but still within the range of control of a single management. The issue of information technology use in the business with customers and suppliers is even more complex and tedious as managers from not only one company, but two, need to have an understanding of the new technology in its actual business setting if they want to use it effectively. Several studies have provided valuable insights into how information technology is adopted by a single company’s organization and what benefi ts can be achieved when the technology is part of the organization’s activities. However, when information technology becomes part of actual business-i.e. used in the interaction between two companies’ organizations instead of within the single one-the situation is very different and calls for alternative approaches. In this chapter the situation of information technology in the interaction of two companies is approached with a business relationship perspective. This perspective is argued to be more suitable for fi nding crucial knowledge necessary for managers given the focus on information technology use in the interaction between companies. The managers of companies need this knowledge and other input on the matter of how information technology is integrated in business relationships and, above all, what the implications of information technology are when it is integrated in the business with suppliers and customers in order to reach the desired increased effi ciency. 

  • 19.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Anastasiadou, Elena
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Vasse, Thibault
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Are consumers international?: A study of CSR, Cross-Border Shopping Commitment and Purchase Intent among Online Consumers2018In: Journal of global marketing, ISSN 0891-1762Article in journal (Refereed)
    Abstract [en]

    The purpose of this study is to investigate purchase intent in online marketplaces as an international phenomenon. A profile of the international online consumer is established, taking into account factors such as indicators of socio-economic development of their home countries. A structural model is analyzed using LISREL, testing the importance of CSR, the propensity to buy from international online vendors and commitment with purchase intent as the dependent variable. A cross-national dataset of 804 respondents from 57 countries is analyzed, showing that CSR activities alone do not increase purchasing intent, but they do when mediated by commitment.

  • 20.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering.
    Dahlin, Peter
    Jönköping International Business School, Sweden.
    Amjad, Hadjikhani
    Uppsala university, Sweden.
    How Does Information Technology Impact on Business Relationships?: The Need for Personal Meetings2008Conference paper (Refereed)
  • 21.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Ekman, Peter
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Integration of information technology in business relationships: Implications for the extended network2016In: 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)
  • 22.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Lisichkova, Nadezhda
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Rationality vs. emotionality among online shoppers: The mediating role of experts as enhancing influencer effect on purchasing intent2017In: Journal of Customer Behaviour, ISSN 1475-3928, Vol. 16, no 4, p. 333-351Article in journal (Refereed)
    Abstract [en]

    The purpose of the paper is to study the role of expert and influencer consultancy in the online shopping environment and its effect on purchasing intent, highlighting consumer behaviour governance by emotion or rationality. A cross-national data set of 788 respondents from 59 countries is analysed with a structural equations model showing that the influencers' influence alone does not increase purchasing intent, but the mediator of expert advice does. The implication from this is clear: consumers in the online environment want multiple sources of information, particularly from people they like/follow, known as influencers, and those who give expert advice. Building trust in a virtual environment such as the Internet may be challenging, but the use of influencers and experts to guide customers can be a working strategy for marketing managers.

  • 23.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Rovira Nordman, Emilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Emotional bonds as promotors of it capability: A study of affective commitment in industrial business relationships2020In: Scandinavian Journal of Information Systems, ISSN 0905-0167, E-ISSN 1901-0990, Vol. 32, no 1, p. 117-146, article id 4Article in journal (Refereed)
    Abstract [en]

    The purpose of this paper is to investigate the prospective effect of affective commitment on relationship IT capability, and also investigate the role that relationship information exchange plays to support IT capability in industrial markets. Building on information systems research and business relationship research, a research model is developed and tested with LISREL on a sample of 353 customer-relationships of Swedish industrial firms. The results show that affective commitment in business relationships serves as a fundament that strengthens IT capability, when the exchange of information is important to a relationship. Interestingly enough, the LISREL-analysis provides empirical evidence that the effect of affective commitment on IT capability is mediated by information exchange in business relationships, but that the path from affective commitment to IT capability is not significant. Well-functioning information exchange systems are, thus, vital for affective commitment to impact IT capabilities in business relationship settings. This finding contributes with new knowledge about the role of emotions as prerequisites of IT capability development in the interfirm business relationships of industrial firms. The results highlight the importance of emotional bonds to support the development of interfirm IT capability.

  • 24.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Rovira Nordman, Emilia
    Stockholm School of Economics, Stockholm, Sweden.
    Information technology and performance in industrial business relationships: the mediating effect of business development2017In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 7, p. 998-1008Article in journal (Refereed)
    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. 

  • 25.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Rovira Nordman, Emilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    New Service Development and Digitalization: Synergies of Personal Interaction and IT Integration2018In: Services Marketing Quarterly, ISSN 1533-2969, E-ISSN 1533-2977, Vol. 39, no 2, p. 108-123Article in journal (Refereed)
    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.

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  • 26.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Rovira Nordman, Emilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Melén Hånell, Sara
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation. Stockholm School of Economics, Stockholm, Sweden.
    Safari, Aswo
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Hadjikhani, Annoch
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Digitalization and International Online Sales: Antecedents of Purchase Intent2020In: Journal of International Consumer Marketing, ISSN 0896-1530, Vol. 32, no 4, p. 324-335Article in journal (Refereed)
    Abstract [en]

    This paper seeks to contribute to the literature on consumers’ online purchasing behavior as an international phenomenon. Specifically, to address consumers’ Internet skills, website perceived ease of use, and website trust as antecedents of purchase intent. With a crossnational dataset of 788 consumers from different countries, five hypotheses are tested, and a model is suggested. The findings highlight that consumers’ Internet skills and website perceived ease of use positively impact purchase intent. Interestingly, trust in the website does not. To overcome the cases where consumers feel a lack of trust, this study highlights the need for website usability and adapting to consumers’ Internet skills. The findings also illustrate that online shopping is a global phenomenon, a finding that was made possible by analyzing a large international dataset. Future studies can benefit from an online international purchasing approach, which takes the internationality of consumers’ purchasing into account.

  • 27.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Rovira Nordman, Emilia
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Melén Hånell, Sara
    Handelshögskolan i Stockholm, Sweden.
    Safari, Aswo
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Hadjikhani, Annoch
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Digitalization in the global sales era: The analysis of a cross-national dataset2018Conference paper (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.

  • 28.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Thilenius, Peter
    Uppsala Universitet, Sweden.
    Hadjikhani, Amjad
    Uppsala universitet, Sweden.
    Distrust online in the financial services market: the relevance of experiential knowledge and information exchange2016In: Journal of Customer Behavior, ISSN 1475-3928, E-ISSN 1477-6421, Vol. 15, no 2, p. 173-191, article id 6421Article in journal (Refereed)
  • 29.
    Lindh, Cecilia
    et al.
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Öberg, Hans
    Students going from ‘knowing that’ to knowing-in-practice: A case study of teacher-centred to student-centred learning in marketing education at a Swedish university2015In: Proceedings of The 5th MAC 2015, Prague: MAC Prague Consulting , 2015Conference paper (Refereed)
  • 30.
    Lindh, Cecilia (Editor)
    Mälardalen University, School of Business, Society and Engineering, Industrial Economics and Organisation.
    Andersson, Per (Editor)
    Mälardalen University.
    Sattar, Malena (Editor)
    Mälardalen University.
    MER21, MDH's Evaluation for improved Research quality: Research evaluation conducted at Mälardalen University in 2020-212021Report (Other academic)
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