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- Agndal, Henrik, et al.
(author)
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From product through service and solution to performance : Value propositions, interaction patterns and capabilities
- 2013
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Conference paper (peer-reviewed)abstract
- Purpose – This paper explores differences in inter- and intra-organizational interaction patterns depending on the nature of customer value propositions. It also discusses capabilities related to these value propositions.Design/Methodology/Approach – We perform a case study of the evolving value propositions of a Swedish truck manufacturer. Interviews are conducted with key representatives of the manufacturer, dealers, customers, and customers’ customers. We draw on literature in the business marketing and purchasing area.Findings – The manufacturer makes four types of value propositions (cf. Anderson et al., 2006) associated with different interaction patterns. (1) A first type involves a basic product, i.e. a vehicle along with basic services, such as a warranty. The sales process represents a short dealer-customer negotiation to determine truck customization and price and is a general solution to a general problem. Interaction remains simple throughout the truck’s operating cycle; feedback to the product development and manufacturing function comes mainly from the manufacturer’s service organization. (2) A second type of value proposition involves optional add-on services that support the use of the product, such as repairs and maintenance, tire replacement, financing, and insurance. Although each service component is standardized, the package of services is selected by the buyer based on its needs. Interaction in regard to purchase and use is therefore more complex and ongoing. (3) In a third type, the customer buys truck(s) and services as an integrated solution to its specific sourcing problem. This requires a deeper understanding of how the customer uses trucks. Such an analysis relies on interaction between the manufacturer’s sales representatives and various functions at the customer. As the truck is used, interaction between manufacturer and customer is continuous. E.g., driving patterns can be analyzed and driving training be tailored to the needs of the customer; service needs are monitored, etc. (4) A fourth type involves not only a solution to a sourcing problem, but a co-created solution to support the customer’s value-creation. The customer buys solution performance that supports its revenue generation, not just its efforts to reduce costs. A deep understanding of the customer’s business is required with a focus on how the customer uses trucks to support its customers’ value creation. As payment is based on uptime (or other form of utilization), knowledge of truck usage is also needed by the manufacturer to determine price per km and to set service level agreement. Interaction is continuous and complex, with the manufacturer’s service organization taking over part of fleet management from the customer. These value propositions exist simultaneously and place very different demands on capabilities, which increase in number and particularity with more complex value propositions.Originality/value – We empirically identify four distinct value propositions that rely on different inter- and intra-organizational interaction patterns and require different capabilities.
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- Agndal, Henrik, et al.
(author)
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Market innovation in the transport and heavy vehicle market
- 2015
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In: Proceedings of the 27th Annual NOFOMA-Conference, Molde, 3-5 June, 2015..
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Conference paper (peer-reviewed)abstract
- PurposeThe purpose of this paper is to generate a greater understanding of the interrelatedness of new business models in the truck market and developments in the road transport sector.Design/methodology/approachBased on a three year research project in cooperation with a European heavy vehicle manufacturer, we present short case descriptions showing some of the main developments in the European trucking and transport markets. FindingsNew business models emerge both in the heavy vehicle and transportation markets, in complex ways involving multiple actors. The impetus for the models can come from several direction but the final impact must be negotiated and cannot be planned by a single actor.Research limitations/implications The research looks at a selection of cases and business models to demonstrate changes and the relations between the markets, and does not claim to be exhaustive in terms of the different business models in the European market. Practical implications There is a distinct trend to greater specialization and the need for innovation to survive given the strong pressures in the commoditized transport market. Our findings show conflicting trends in terms of social implications, with improved ecological impact but the risk of worse conditions for driver. Original/valueThe paper considers the development of new business models and implications on the market from the point of view of the firms actually using the business models. This shows how different business models can co-exist and involve different types of rationalities.
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- Andersson, Jonas E., et al.
(author)
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Addressing and transforming complexities in cities : Exploring logics and routines in Sweden
- 2024
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Conference paper (other academic/artistic)abstract
- Well-managed urbanization can be a transformative force towards socially and environmentally sustainable cities. The transformative change relies on knowledge and collaborative action, rather than disconnected knowledges from different scientific disciplines and of sectorial actors. A problem that hinders collaborative action is the complexity of sustainable urbanization. In this paper we aim to expand thinking on urban transformation from a multisectoral and tri-disciplinary research perspective. Methods in use are tri-disciplinary essays to identify multisectoral interests, logics and routines in urban transformation. Essayistic insights form and develop three analytical dialogues on a range of urban transformation specificities in the urban complexity and related to sustainable urbanization. The essays are collaboratively interpreted as a Saskia Sassen inspired de-theorising process to get hold of complexities in cities by social, self-reflective and introspective processes. There are multi-sectoral issues difficult to develop with current modes of thinking and independent logic of developments. A re-theorization is proposed with collective ways of understanding, interacting and developing urban sustainable solutions that aims to appropriately address the complexities of the urban environment. Two ways of thinking and acting is contrasted. Independent and interdependent logics of leadership cultures for sustainable development are considered as a new way to theorise around the sustainable city. Implications concern complexities in cities such as how to design and develop urban projects that embraces actors' concerns and knowledge for sustainable development. There appear many simultaneous action nets of urban transformation specificities. These are based on actors’ logics, routines, ambitions, and collaboration. Leadership for transformation is not the independent cultures with one or few actors in the action nets but the interdependent culture making room for and adapt specificities of the engaged actors.
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- Beavan, Katie, et al.
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Changing writing/writing for change
- 2021
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In: Gender, Work and Organization. - : John Wiley & Sons. - 0968-6673 .- 1468-0432. ; 28:2, s. 449-455
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Journal article (other academic/artistic)abstract
- The political potential of unconventional and even transgressive forms of writing in management and organization studies has been invigorated in recent years through an explicit connection with feminist theories, ideas, and practices. The results have been a new wave of scholarship that brings together the personal, the political, and the theoretical as a means to intervene in masculine orthodoxy of organizational writing. This intervention seeks to change what and how we understand organizational phenomena, with an ultimate goal of transforming practice toward a more equal and egalitarian future. We introduce five papers that responded to a call to explore the intersections between change and academic writing, as well as an exploration of alternatives to dominant masculine academic writing styles. Such writing, we aver, might facilitate change not just in the academy, but also in organizations and by extension, society.
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