| 1. |
- Melén Hånell, Sara, et al.
(author)
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Pursuing Innovation : An Investigation of the Foreign Business Relationships of Swedish SMEs
- 2018
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In: British Journal of Management. - : WILEY. - 1045-3172 .- 1467-8551. ; 29:4, s. 817-834
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Journal article (peer-reviewed)abstract
- The aim of this study is to contribute to the international business field and research on the innovativeness of international SMEs, by addressing the following research question: To what extent and under which circumstances does relationship connectedness affect perceived innovativeness in international SMEs? To answer this question, the authors create a model that examines the mediating effects of two types of foreign business relationship strategies: relationship differentiation and relationship investments. In order to create this model, the authors draw upon behavioural internationalization process theory, network theory and research into SMEs. The findings reveal that relationship investments mediate the effect relationship connectedness has on perceived innovativeness. This study contributes to research about the innovativeness of international SMEs by showing that being connected to resources in the network is not, in itself, a guarantee of becoming or remaining innovative in foreign markets.
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| 2. |
- Drennan, Todd, et al.
(author)
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Does a Sustainable Orientation Affect Global Consumers' Relationships with International Online Brands?
- 2023
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In: Creating a Sustainable Competitive Position. - : Emerald Publishing Limited. - 9781804552520 ; , s. 219-236
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Book chapter (peer-reviewed)abstract
- This chapter aims to shed light on the role that a sustainable orientation plays in strengthening the relationships between global consumers and online brands. Despite many previous studies about the importance of sustainability considerations for national consumers’ brand commitments and purchase intentions, there is a lack of empirical studies focussing on this relationship from a global consumer perspective. A pre-study (consisting of focus group discussions) and a widely distributed international survey with responses from 74 countries show mixed results. Whereas the results from the focus groups imply that a sustainable orientation influences both global consumers’ purchase intentions and brand commitments towards online brands, the survey results imply that global consumers’ sustainable orientations do not affect purchase intentions directly, even though they influence brand commitments. An implication of these results is that an international online brand’s possibility to portray a sustainable orientation plays an important role in strengthening the relationship with global consumers, especially regarding brand commitment.
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| 3. |
- Drennan, Todd
(author)
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Global Consumer Online Purchase Intention : A Relationship Approach
- 2024
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Doctoral thesis (other academic/artistic)abstract
- In today's rapidly evolving digital landscape, understanding global consumer online purchase intention is paramount for firms to thrive in international markets. This dissertation investigates the evolving relationships between buyers and sellers online, focusing on the online purchase intention of consumers labeled as "global consumers". The purpose of this dissertation is to provide insights into and broaden the knowledge of the global consumer online purchase intention. Employing a relationship marketing approach, this dissertation examines the effects of various cues and relational factors on global consumer online purchase intention. This dissertation is comprised of five papers, each contributing insight into the complexities of global consumer online purchase intention. Paper Ⅰ introduces a methodology for collecting large-scale, multinational data on global consumer online purchase intention. Papers Ⅱ–Ⅴ employ this methodology to investigate the impact of specific cues and relational factors on online purchase intention. Through a mix of qualitative and quantitative methods, including focus group interviews, standardized surveys, and experiments, this dissertation reveals a nuanced interplay between cues, relational factors, and online purchase intention. The findings highlight the importance of building strong consumer-brand relationships, establishing credible product ratings, strategically aligning brand perceptions, and fostering trust in online retailers to enhance global consumer purchase intention. Thus, this dissertation contributes to relationship marketing research by offering a different perspective on online global consumers and demonstrating the applicability of a relationship approach in understanding online purchase intention on a global scale. The insights gained have significant practical implications, emphasizing the need for online retailers to prioritize relationship building, personalization, ethical practices, and positive online experiences to succeed in the competitive global marketplace.
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| 4. |
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| 5. |
- Lindh, Cecilia, 1974-, et al.
(author)
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Digitalization and International Online Sales : Antecedents of Purchase Intent
- 2020
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In: Journal of International Consumer Marketing. - : Informa UK Limited. - 0896-1530 .- 1528-7068. ; 32:4, s. 324-335
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Journal article (peer-reviewed)abstract
- 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.
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| 6. |
- Lindh, Cecilia, 1974-, et al.
(author)
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Digitalization in the global sales era : The analysis of a cross-national dataset
- 2018
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Conference paper (peer-reviewed)abstract
- 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.
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| 7. |
- Lindh, Cecilia, 1974-, et al.
(author)
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Information technology and performance in industrial business relationships : the mediating effect of business development
- 2017
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In: Journal of business & industrial marketing. - : Emerald. - 0885-8624 .- 2052-1189. ; 32:7, s. 998-1008
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Journal article (peer-reviewed)abstract
- 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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| 8. |
- Lindh, Cecilia, 1974-, et al.
(author)
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New Service Development and Digitalization : Synergies of Personal Interaction and IT Integration
- 2018
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In: Services Marketing Quarterly. - : Informa UK Limited. - 1533-2969 .- 1533-2977. ; 39:2, s. 108-123
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Journal article (peer-reviewed)abstract
- 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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| 9. |
- Lindstrand, Angelika, et al.
(author)
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Turning social capital into business : A study of the internationalization of biotech SMEs
- 2011
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In: International Business Review. - : Elsevier. - 0969-5931 .- 1873-6149. ; 20:2, s. 194-212
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Journal article (peer-reviewed)abstract
- This study examines how individuals' social capital and its dimensions affect biotech SMEs' acquisition of foreign market knowledge and financial resources during their internationalization processes. To examine these processes, we conducted a longitudinal cross-case study of 14 Swedish biotech SMEs. The results show not only that all dimensions (structural, relational, and cognitive) of social capital affect the acquisition of foreign market knowledge and financial resources, but also that the usefulness of individuals' social capital often changes during SMEs' internationalization. Social capital use can contribute to a rapid internationalization; however, this may impede a firm's understanding of a foreign market. We thus find that those biotech SMEs that experienced an incremental internationalization process were the most successful. (C) 2011 Elsevier Ltd. All rights reserved.
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