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Eklinder-Frick, J., Fremont, V., Åge, L.-J. & Osarenkhoe, A. (2020). Digitalization efforts in liminal space – inter-organizational challenges. Journal of business & industrial marketing, 35(1), 150-158
Open this publication in new window or tab >>Digitalization efforts in liminal space – inter-organizational challenges
2020 (English)In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 35, no 1, p. 150-158Article in journal (Refereed) Published
Abstract [en]

Purpose: The purpose of this paper is to analyze the benefits and drawbacks that strategically imposed liminality inflicts upon inter-organizational digitalization efforts within the different phases of its utilization. Design/methodology/approach: This study empirically examines digitalization in a large multinational manufacturing company, Sandvik Machining Solutions, using data that were collected through interviews and a qualitative research design. Findings: This study shows that a liminal space separated from the structures in which one is supposed to inflict changes increases the risk of developing an incompatible system that will be rejected in the incorporation phase. An inter-organizational perspective on liminality thus contributes to our understanding of the benefits and drawbacks that liminal space can pose for the organizations involved. Practical implications: The study suggests that, in the separation phase, driving change processes by creating liminal spaces could be a way to loosen up rigid resource structures and circumvent network over-embeddedness. Finding the right amount of freedom, ambiguity and community within the liminal space is, however, essential for the transition of information as well as the incorporation of the imposed changes. Originality/value: Introducing an inter-organizational perspective on liminality contributes to our understanding of the stress that liminal space can place on individuals as well as the individual organization. © 2019, Emerald Publishing Limited.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2020
Keywords
Change in networks, Digitalization, Innovation, Liminality, Relationships
National Category
Economics and Business
Identifiers
urn:nbn:se:hig:diva-31056 (URN)10.1108/JBIM-12-2018-0392 (DOI)000506090200010 ()2-s2.0-85074879177 (Scopus ID)
Available from: 2019-11-25 Created: 2019-11-25 Last updated: 2020-01-29Bibliographically approved
Eklinder-Frick, J. & Åge, L.-J. (2020). Relational business negotiation – propositions based on an interactional perspective. Journal of business & industrial marketing
Open this publication in new window or tab >>Relational business negotiation – propositions based on an interactional perspective
2020 (English)In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189Article in journal (Refereed) Epub ahead of print
Abstract [en]

Purpose: Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature.

Design/methodology/approach: To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective.

Findings: Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered. Originality/value: Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2020
Keywords
Business negotiation, Business transaction, Interactional perspective, Negotiation outcome, negotiation process
National Category
Business Administration
Identifiers
urn:nbn:se:hig:diva-31726 (URN)10.1108/JBIM-04-2019-0169 (DOI)000512066400001 ()2-s2.0-85079178612 (Scopus ID)
Available from: 2020-02-18 Created: 2020-02-18 Last updated: 2020-03-02Bibliographically approved
Åge, L.-J. (2019). Happy happy: fem steg för att komma överens med vem som helst (1ed.). Stockholm: Volante
Open this publication in new window or tab >>Happy happy: fem steg för att komma överens med vem som helst
2019 (Swedish)Book (Other (popular science, discussion, etc.))
Place, publisher, year, edition, pages
Stockholm: Volante, 2019. p. 210 Edition: 1
National Category
Other Social Sciences not elsewhere specified
Identifiers
urn:nbn:se:hig:diva-29539 (URN)978-91-88869-40-1 (ISBN)
Available from: 2019-05-06 Created: 2019-05-06 Last updated: 2019-11-25Bibliographically approved
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)000456682900008 ()2-s2.0-85053261428 (Scopus ID)
Available from: 2018-09-10 Created: 2018-09-10 Last updated: 2020-01-29Bibliographically approved
Molin, J. & Åge, L.-J. (2017). Business streamlining - an integrated model of service sourcing. 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: 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: 2019-11-29Bibliographically 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: 2020-01-29Bibliographically 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: 2019-11-25Bibliographically 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: 2019-11-29Bibliographically 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: 2019-11-25Bibliographically 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: 2019-11-25Bibliographically approved
Organisations
Identifiers
ORCID iD: ORCID iD iconorcid.org/0000-0002-3017-9975

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