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  • 1.
    Eklinder Frick, Jens
    et al.
    University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration. Science and Technology Studies Center, Department of Economic History, Uppsala University, Uppsala, Sweden.
    Waluszewski, Alexandra
    Science and Technology Studies Center, Department of Economic History, Uppsala University, Sweden.
    What’s Successful?: Accounting for the Outcome of Governmental Innovation Policy2018In: Accounting, Innovation and Inter-Organisational Relationships / [ed] Martin Carlsson-Wall, Håkan Håkansson, Kalle Kraus, Johnny Lind, Torkel Strömsten, New York: Routledge, 2018, 1, p. 216-237Chapter in book (Other academic)
  • 2.
    Eklinder-Frick, Jens
    et al.
    University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.
    Linne, Ase
    Uppsala University, Uppsala, Sweden.
    The Geographical Dimension in the Interactive World - The Importance of Place2017In: NO BUSINESS IS AN ISLAND: MAKING SENSE OF THE INTERACTIVE BUSINESS WORLD / [ed] Håkansson, H; Snehota, I, Emerald Group Publishing Limited, 2017, p. 123-139Chapter in book (Other academic)
    Abstract [en]

    In this chapter, the authors discuss how the features of the business landscape affect policies aiming to promote regional development. Regional development policies have been central in the European Union and at the single-country level. Measures taken to promote development in a geographical area, based on the concept of clusters and (national or regional) innovation systems, often fall short of their objectives. That is discussed against the findings on features of the business landscape that emphasise its heterogeneity and the importance of specific couplings within and across geographical areas. Prior Industrial Marketing and Purchasing (IMP) research emphasised the importance of firm-specific linkages to places and across places. One consequence is the relatedness of one place with other places, which implies that crossing the (imaginary) boundaries of a place appears to be the essence of business activity. The chapter concludes by highlighting how regional policies can benefit from acknowledging and taking into account firm-specific interdependences.

  • 3.
    Fremont, Vincent
    et al.
    University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.
    Eklinder-Frick, Jens
    University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.
    Åge, Lars-Johan
    University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.
    Osarenkhoe, Aihie
    University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies, Business administration.
    Interaction through boundary objects: controversy and friction within digitalization2019In: Marketing Intelligence & Planning, ISSN 0263-4503, E-ISSN 1758-8049, Vol. 37, no 1, p. 111-124Article in journal (Refereed)
    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.

  • 4.
    Åge, Lars-Johan
    et al.
    Stockholm School of Economics, Stockholm, Sweden.
    Eklinder-Frick, Jens
    Uppsala University, Uppsala, Sweden.
    Goal-oriented balancing: happy–happy negotiations beyond win–win situations2017In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 32, no 4, p. 525-534Article in journal (Refereed)
    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.

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