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Åge, Lars-Johan
Publications (10 of 21) Show all publications
Fremont, V., Eklinder-Frick, J., Åge, L.-J. & Osarenkhoe, A. (2019). Interaction through boundary objects: controversy and friction within digitalization. Marketing Intelligence & Planning, 37(1), 111-124
Open this publication in new window or tab >>Interaction through boundary objects: controversy and friction within digitalization
2019 (English)In: Marketing Intelligence & Planning, ISSN 0263-4503, E-ISSN 1758-8049, Vol. 37, no 1, p. 111-124Article in journal (Refereed) Published
Abstract [en]

Purpose The purpose of this paper is to analyze friction and controversies with interaction processes and their effects on forming new resource interfaces, through the lens of boundary objects. Design/methodology/approach The empirical setting consists of two organizations that are trying to enhance their competitive advantage through digitalization. During the process of data collection four different boundary objects were identified. The study illustrates how these boundary objects were characterized in terms of their modularity, standardization, abstractness and tangibility. This paper provides an analysis of how respondents perceived that the development of these boundary objects affected the creation of novel resource interfaces, and the resulting friction and controversy between new and old structures. Findings The study concludes that within a producer?user setting a focal boundary object will take on tangible and standardized properties, and the interaction process will expose friction in terms of both power struggles and resource incompatibilities. On the other hand, a boundary object?s modularity gives the actors central to the interaction room to maneuver and avoid resource incompatibilities and the development setting will hence be characterized by controversies. Originality/value The analysis indicates that the way individuals perceive boundary objects is central to interaction processes, answering calls for studies that investigate the role of objects within subject-to-object interaction.

Place, publisher, year, edition, pages
Emerald, 2019
Keywords
Manufacturing industry, Boundary object, Industry 4.0, Digitalization, Industrial marketing, Resource interaction
National Category
Economics and Business
Identifiers
urn:nbn:se:hig:diva-27881 (URN)10.1108/MIP-04-2018-0135 (DOI)2-s2.0-85053261428 (Scopus ID)
Available from: 2018-09-10 Created: 2018-09-10 Last updated: 2019-03-19Bibliographically approved
Molin, J. & Åge, L.-J. (2017). Business streamlining - an integrated model of service sourcing. The journal of business & industrial marketing, 32(2), 194-205
Open this publication in new window or tab >>Business streamlining - an integrated model of service sourcing
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 2, p. 194-205Article in journal (Refereed) Published
Abstract [en]

Purpose The purchasing of services is a significantly under-researched area. The purpose of this study is to suggest a conceptual model of service sourcing relationships, including the post-contract phase. Design/methodology/approach A qualitative methodology involving two longitudinal case studies that were analyzed with a grounded theory approach in order to build a conceptual model. Findings The proposed model consists of a core process that is termed ?business streamlining? and denotes the process by which four interrelated dimensions are managed in order to making the business processes of the buying organization simpler and more effective and/or productive. Research limitations/implications Although the research methodology is qualitative and does not allow statistical generalization, the study does provide valuable insights into the management of the service (out-) sourcing process. Practical implications The model proposed in this study can be utilized by managers to impose a useful conceptual structure on otherwise fluid and intangible processes, which makes them easier to analyze and facilitates strategic corporate decision-making. Originality/value The paper proposes a model that grasps the dynamics and reality of service (out-) sourcing relationships, including the ongoing relationship management process.

Keywords
Outsourcing, Purchasing, Buyer-seller relationship, Sourcing
National Category
Business Administration
Identifiers
urn:nbn:se:hig:diva-23522 (URN)10.1108/JBIM-01-2015-0011 (DOI)000399074300002 ()2-s2.0-85014708929 (Scopus ID)
Available from: 2017-02-06 Created: 2017-02-06 Last updated: 2018-03-13Bibliographically approved
Åge, L.-J. & Eklinder-Frick, J. (2017). Goal-oriented balancing: happy–happy negotiations beyond win–win situations. The journal of business & industrial marketing, 32(4), 525-534
Open this publication in new window or tab >>Goal-oriented balancing: happy–happy negotiations beyond win–win situations
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 4, p. 525-534Article in journal (Refereed) Published
Abstract [en]

Purpose This paper aims to suggest a dynamic model incorporating the important dimensions that exist in negotiation processes. Design/methodology/approach To produce a general and conceptual theory of negotiation, the grounded theory methodology is deployed. Findings The core process in this model is dubbed ?goal-oriented balancing? and describes how he negotiator is continuously balancing opposing, and seemingly contrasting, forces in a situation specific and dynamic manner to reach agreements. Based on these findings, this study also suggests a concept to describe negotiations that is focused on collaboration and that is not an oxymoron as is the concept of ?win?win?. Practical implications This conceptual model can be used by managers and practitioners to navigate in a negotiation process. Originality/value This is the first grounded theory study in negotiation research and attempt to describe negotiation processes as dynamic events in which different dimensions are managed simultaneously.

Keywords
Negotiation, Grounded theory, Business negotiation
National Category
Economics and Business
Identifiers
urn:nbn:se:hig:diva-24576 (URN)10.1108/JBIM-12-2015-0237 (DOI)
Projects
ISNET
Funder
Knowledge Foundation, 20150221
Available from: 2017-06-27 Created: 2017-06-27 Last updated: 2018-03-13Bibliographically approved
Åge, L.-J., Herbst, U. & Hedberg, P. (2017). Guest editorial. Paper presented at 2017/06/27. The journal of business & industrial marketing, 32(4), 485-486
Open this publication in new window or tab >>Guest editorial
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 4, p. 485-486Article in journal, Editorial material (Other academic) Published
Place, publisher, year, edition, pages
Emerald, 2017
National Category
Economics and Business
Identifiers
urn:nbn:se:hig:diva-24577 (URN)10.1108/JBIM-11-2016-0270 (DOI)
Conference
2017/06/27
Projects
ISNET
Funder
Knowledge Foundation, 20150221
Available from: 2017-06-27 Created: 2017-06-27 Last updated: 2018-03-13Bibliographically approved
Eklinder-Frick, J. & Åge, L.-J. (2017). Perspectives on regional innovation policy: from new economic geography towards the IMP approach. Industrial Marketing Management, 61, 81-92
Open this publication in new window or tab >>Perspectives on regional innovation policy: from new economic geography towards the IMP approach
2017 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 61, p. 81-92Article in journal (Refereed) Published
Abstract [en]

The European Union has the aim of becoming the world's most competitive and knowledge-based economy, which entails investments in industry agglomeration. However, these investments have had limited impact. This conceptual paper problematizes the new economic geography terminology used in policy and, more specifically, the way that the key concepts of "industry agglomeration," "social capital," "knowledge," and "innovation" are conceptualized. By adding the perspective of the industrial network or industrial marketing and purchasing (IMP) approach, this paper contributes to a more nuanced understanding of how to facilitate innovation within regional policy. Since the IMP approach offers an organizational-level perspective, including such a perspective will help make the EU's policies more practically applicable. We propose that regional policy should pay more attention to the socio-material resource interaction between the actors involved in the cluster initiatives. This would shift the focus away from creating spillover effects of knowledge towards viewing knowledge as a performative construct that is inseparable from the specific resource interaction in which it is embedded. Also, the definition of innovation within policy could benefit from being reconceptualized as the processual use within producer-user relationships. 

National Category
Business Administration
Identifiers
urn:nbn:se:hig:diva-22832 (URN)10.1016/j.indmarman.2016.07.005 (DOI)000399623000009 ()2-s2.0-84994130014 (Scopus ID)
Projects
ISNET
Funder
Knowledge Foundation, 20150221
Available from: 2016-11-25 Created: 2016-11-25 Last updated: 2018-03-13Bibliographically approved
Agndal, H., Åge, L.-J. & Eklinder-Frick, J. (2017). Two decades of business negotiation research: an overview and suggestions for future studies. The journal of business & industrial marketing, 32(4), 487-504
Open this publication in new window or tab >>Two decades of business negotiation research: an overview and suggestions for future studies
2017 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, ISSN 0885-8624, Vol. 32, no 4, p. 487-504Article, review/survey (Refereed) Published
Abstract [en]

Purpose: This article present a review of articles on business negotiation published between 1995 and 2015.

Design/methodology/approach: This literature review is based on 490 article on business negotiation.

Findings: When analyzing the conceptual underpinnings of this field, two paradigms emerge as dominant. The most prominent paradigm is a cognitive, psychological approach, typically relying on experiments and statistical testing of findings. The second dominating paradigm is a behavioral one, largely concerned with mathematical modelling and game-theoretical models.

Practical implications: Besides offering a description of the characteristics adhered to the business negotiation field, this paper will also suggest recommendations for further research and specify areas in which the research field needs further conceptual and empirical development.

Originality/value: This literature review serves to be the first representation of the characteristics adhered to the budding research field of business negotiation.

Keywords
Negotiation, Literature review, Business negotiation
National Category
Economics and Business
Identifiers
urn:nbn:se:hig:diva-23961 (URN)10.1108/JBIM-11-2015-0233 (DOI)000404812500002 ()2-s2.0-85020105566 (Scopus ID)
Projects
ISNET
Funder
Knowledge Foundation, 20150221
Available from: 2017-05-02 Created: 2017-05-02 Last updated: 2018-03-13Bibliographically approved
Fremont, V., Eklinder-Frick, J., Åge, L.-J. & Osarenkhoe, A. (2017). Understanding interaction through boundary objects: How digitalization affects activity coordination. In: : . Paper presented at 22nd CBIM Academic Workshop, Center for Business & Industrial Marketing, Stockholm Business School, Stockholm, Sweden, 19-21 June 2017..
Open this publication in new window or tab >>Understanding interaction through boundary objects: How digitalization affects activity coordination
2017 (English)In: , 2017Conference paper, Oral presentation with published abstract (Refereed)
Abstract [en]

This study focus on analyzing interaction processes and their effects on activity coordination through the lens of boundary objects. The empirical setting is organizations that are trying to enhance their competitive advantage by technological innovation and the use of big data.This study also contributes by addressing the cognitive dimensions of interactions by analyzing how activity links are being viewed by the involved actors based on their perceptions of the boundary objects.

National Category
Economics and Business
Identifiers
urn:nbn:se:hig:diva-23943 (URN)
Conference
22nd CBIM Academic Workshop, Center for Business & Industrial Marketing, Stockholm Business School, Stockholm, Sweden, 19-21 June 2017.
Funder
Knowledge Foundation, 20150221
Available from: 2017-04-28 Created: 2017-04-28 Last updated: 2018-03-13Bibliographically approved
Eklinder Frick, J. & Åge, L.-J. (2016). ”Happy-happy” business negotiation – agreements beyond ”win-win”. In: Proceedings of the 32nd Annual IMP Conference: Change and Transformation of Markets, Networks and Relationships. Paper presented at The 32nd Annual IMP Conference, Change and Transformation of Markets, Networks and Relationships, 30th August - 3rd September 2016, Poland,.
Open this publication in new window or tab >>”Happy-happy” business negotiation – agreements beyond ”win-win”
2016 (English)In: Proceedings of the 32nd Annual IMP Conference: Change and Transformation of Markets, Networks and Relationships, 2016Conference paper, Published paper (Refereed)
Abstract [en]

The Research background - describes the business negotiation literature as historically dominated by a transactional perspective, which has affected the conceptual discourse as well as the scope of interest for empirical studies. Assumptions that arise from this transactional perspective includes the notion that (1) business negotiations are a linear process that follows episodic or stage models. (2) That business negotiations are geared towards an outcome in the form of a one-time exchange. (3) That the value of the negotiation outcome is often expressed in economic or mathematical terms. (4) That negotiation research focuses on the single negotiator or negotiation in a dyad. (5) That the research historically has viewed negotiation as a “zero-sum” game. Viewed from an interactional perspective, influenced by IMP theory, there is good reason to challenge these five assumptions within the business negotiation literature. The interactional perspective goes beyond the dyadic perspective and views value creation as emanating from the mutual adaptation of resources that takes place between several interacting actors within a network context: a view that is incompatible with the five assumptions posed above. Methods – This is a theoretical paper. The purpose of this paper - is to analyse and discuss the differences in the way that central aspects of negotiations such as the process, outcome, value, actors and resources are conceptualized in both the business negotiation and in the IMP literature. Also, we will discuss and analyze managerial implications that come from the inclusion of IMP perspective into the business negotiation research. The main contribution of this paper – is to divide the business negotiation literature into the transactional and interactional perspectives and then discusses the concept of “win-win” and the way it is used in negotiation research. An alternative concept is suggested to describe that negotiations is non-linear and focusing on mutual interdependence, emphasizes value creation, networks and mutual adaptations. This concept is thus more interactional and is dubbed “happy-happy” negotiation outcome.

Keywords
Business negotiation, win-win, interactional perspective, negotiation outcome
National Category
Business Administration
Identifiers
urn:nbn:se:hig:diva-25084 (URN)
Conference
The 32nd Annual IMP Conference, Change and Transformation of Markets, Networks and Relationships, 30th August - 3rd September 2016, Poland,
Available from: 2017-08-22 Created: 2017-08-22 Last updated: 2018-03-13Bibliographically approved
Åge, L.-J. & Gustavsson, B. (2016). The art of discovering - experiences of novice researchers. Qualitative Research Journal, 16(2), 125-137
Open this publication in new window or tab >>The art of discovering - experiences of novice researchers
2016 (English)In: Qualitative Research Journal, ISSN 1443-9883, Vol. 16, no 2, p. 125-137Article in journal (Refereed) Published
Abstract [en]

Purpose - The purpose of this paper is to conceptualize and analyze novice researchers' experiences of the Glaserian grounded theory methodology.

Design/methodology/approach - The grounded theory analytical procedures were applied.

Findings - The paper suggests that the creative freedom inherited in the Glaserian grounded theory approach empowers novice researchers, and many students reported positive emotions related to this freedom. At the same time, this freedom can represent a difficulty. Several students thought the tabula rasa instruction was something of a paradox, and the instructions within the methodology to be without preconceptions, let the theory emerge, and find the social process was difficult for most students to understand. However, some students found that they could counteract this difficulty via a systematic coding process and by working in pairs that enabled them to conduct an analytical dialogue.

Originality/value - This is the first study that investigates the way that novice researchers experience the Glaserian grounded theory methodology.

Keywords
Methodology, Grounded theory, Researcher experiences
National Category
Information Systems, Social aspects Educational Sciences
Identifiers
urn:nbn:se:hig:diva-24798 (URN)10.1108/QRJ-04-2015-0024 (DOI)000376203400002 ()2-s2.0-84962788784 (Scopus ID)
Available from: 2016-06-27 Created: 2017-08-07 Last updated: 2018-03-13Bibliographically approved
Eklinder-Frick, J. & Åge, L.-J. (2016). Transactional and interactional perspectives on business negotiation. In: Peter J. Batt (Ed.), IMP ASIA in Africa: Book of Abstracts. Paper presented at IMP ASIA in Africa - The 7th meeting of the IMP Group in Asia and 1st meeting of IMP Group in Africa, 4th-7th December 2016, Cape Town, South Africa (pp. 21). Industrial Marketing and Purchasing Group
Open this publication in new window or tab >>Transactional and interactional perspectives on business negotiation
2016 (English)In: IMP ASIA in Africa: Book of Abstracts / [ed] Peter J. Batt, Industrial Marketing and Purchasing Group , 2016, p. 21-Conference paper, Oral presentation with published abstract (Refereed)
Abstract [en]

A transactional perspective has historically dominated the business negotiation literature. Assumptions which arise from this transactional perspective include the notion that: (i) business negotiations are a linear process that follow episodic or stage models; (ii) business negotiations are geared towards an outcome in the form of a one-time transaction; (iii) the value of the negotiation outcome is often expressed in economic or mathematical terms; (iv) negotiation research focuses on the single negotiator or negotiation in a dyad; and (v) research historically has viewed negotiation as a "zero-sum" game. Viewed from the interaction approach within the IMP perspective, there is good reason to challenge these five assumptions within the business negotiation literature. The purpose of this conceptual paper is to analyse and discuss the differences in the way that central aspects of business negotiations such as the process, outcome, value creation, involved actors and resource allocation are conceptualized in both the business negotiation and the IMP literature. The conceptual deliberation concludes that business negotiation research has thus far tended to focus on individual skills and the examination of isolated dyadic interactions. Business negotiation research largely ignores the fact that the nature of industrial business is predominantly relationship-based rather than transactional. Introducing the relational perspective of the IMP tradition into business negotiation research would help in furthering the critique already posed within this stream of research towards its transactional, linear and dyadic focus. Viewing business negotiation through an interactional perspective will further managers understanding of the negotiation process.

Place, publisher, year, edition, pages
Industrial Marketing and Purchasing Group, 2016
National Category
Business Administration
Identifiers
urn:nbn:se:hig:diva-23139 (URN)
Conference
IMP ASIA in Africa - The 7th meeting of the IMP Group in Asia and 1st meeting of IMP Group in Africa, 4th-7th December 2016, Cape Town, South Africa
Projects
ISNET
Funder
Knowledge Foundation, 20150221
Available from: 2016-12-22 Created: 2016-12-22 Last updated: 2018-03-13Bibliographically approved
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