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- Camén, Carolina, 1975-, et al.
(författare)
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Contracts as a Cornerstone in the Relationship Building
- 2012
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Ingår i: International Journal of Quality and Service Sciences. - : Emerald. - 1756-669X .- 1756-6703. ; 4:3, s. 208-223
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Tidskriftsartikel (refereegranskat)abstract
- The purpose of this paper is to investigate the significance of contracts in long‐term relationship building comparing public and private contexts. In order to investigate this, the paper addresses literature about relationship building, negotiation process and the role of contracts.Design/methodology/approachThis paper takes a qualitative approach and is based on comparative studies between the private and public sectors with the main focus on four companies within the public transport and paper industry. The unit of analysis is the enterprise's use of contracts in relationships. The analysis is based on the empirical material received from interviews and contextual analysis of the actual contracts. Internal and external documents have also been used in the analysis. The paper has categorized the material into different areas in relation to the relationship building.FindingsIn this paper the authors highlight the importance of contracts in the interaction between companies in different business situations. The findings in this study show that contracts function as cornerstones in relationship building. The conclusions also indicate that the type of contract used is depending of the uncertainty in the business relationship due to the relationship lifecycle. A main contribution from the study is that contracts affect the relationship building. In the private sector the relationship forms the contract while in the public sector the contract forms the relationships.Originality/valuePrevious research has mainly focused on how to manage long‐term relationships where the relationship is the result of a gradual development process between the parties and where there are few or next to no regulations regarding the interactions between the parties, for example who are involved or how the counterparty should be selected. Consequently, the results of this study adds to the literature the importance of contracts in long‐term relationship building comparing private and public contexts. Further, previous research has acknowledged that there is a need for more empirical research concerning the nature and form of contractual arrangements.
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| 2. |
- Camén, Carolina, 1975-, et al.
(författare)
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To trust or not to trust : formal contracts and the building of long-term relationships
- 2011
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Ingår i: Management Decision. - : Emerald. - 0025-1747 .- 1758-6070. ; 49:3, s. 365-383
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Tidskriftsartikel (refereegranskat)abstract
- The purpose of this paper is to explore how contracts are used to build and develop long‐term relationships in contexts where trust cannot be expected in advance – i.e. there is a lack of initial trust.Design/methodology/approachThis paper is based on a qualitative approach, while the present study used a documentary study focusing on 21 formal contractual dyads between contractors and fulfillers within the public transport sector.FindingsThe analysis of contracts in the public sector reveals the importance of formal contracts in relationship building, as a result of a number of factors that characterize this setting, including: the highly detailed specification of terms, legislation having an effect on the design of the contract, the bidding process, in situations where there is no negotiation process, no scope for further discussion after signing contracts, no learning processes, and contracts being used to conduct day‐to‐day business.Originality/valueThis research acknowledges the fact that there is a lack of empirical investigation into the nature and form of contractual arrangements, while the study contributes to this area by using formal contracts in a public context.
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| 3. |
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| 4. |
- Rundh, Bo, 1947-, et al.
(författare)
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Delivering Sport Events - The Arena Concept in sports from a Network Perspective
- 2011
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Konferensbidrag (refereegranskat)abstract
- This paper contributes to the sport marketing field by analyzing the market situation in anetwork perspective. It also gives an idea of the relative positions of the organizationsmaking up the network. When a sport club is delivering a sport event there is a complex setof actors that must interact and intervene with each other. Which those actors are and whatthey bring to the network depends on if you consider the network from a non-commercialsport point of view, or from a business and commercial point of view. In a traditionalperspective the side of the network that is based on the non-commercial or sport side consistsof actors that are volunteers and engaged in the team for the fascination of sport. This paperprovides a unique insight into how a sports club have been able to use different resources tocreate a successful incubation from primarily being a non-profit organization. The arenaconcept has been an important part in building relationships with different business actors inrelation to the surrounding actors and the community. The ARA-model provides theanalytical tools for analyzing the actors, resources and activities for developing the marketingstrategy for a sport club.
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| 5. |
- Rundh, Bo, 1947-
(författare)
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Development of customer value in a supply chain : managerial thinking about strategic marketing
- 2011
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Ingår i: Journal of business & industrial marketing. - Karlstad Univ, Dept Business Adm, Karlstad, Sweden. : Emerald. - 0885-8624 .- 2052-1189. ; 26:4, s. 260-272
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Tidskriftsartikel (refereegranskat)abstract
- Purpose - The purpose of this paper is to describe and analyse how the main driving forces are affecting companies in a supply chain. The focus is on what managers expect will influence customer value from a strategic point of view. Design/methodology/approach - The paper is based on a qualitative study where managers at a division level have been interviewed. Findings - The main driving forces have been identified. These driving forces have been found to affect the business and marketing strategy in the market among different actors, in the technology and due to external changes in the market, e.g, by changes in demography resulting in dissimilar market behaviour. Co-operation among actors has been found to improve customer value. Practical implications - The managerial implications therefore indicate that managers need to assess the main driving forces and find a competitive and marketing strategy that can match competition and influence driving forces in the actual market area. Original/value - The paper has a longitudinal approach. An important value of the paper is that actors at different stages in the supply chain have been interviewed during a longer period of time.
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| 6. |
- Rundh, Bo, 1947-
(författare)
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From protection to marketing : Packaging's contribution to marketing
- 2020
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Konferensbidrag (refereegranskat)abstract
- The role of packaging has changed from strictly protecting goods to become a moremulti-faceted tool for marketing purposes. The multi function of packaging haschanged its role in marketing and packaging plays a strategic role as the first productattribute to which consumers are exposed in a store or supermarket. The researchmethod in this study is based on a qualitative approach based on secondary datacombined with field visits and personal interviews. The result in this study show theimportance of material research made by suppliers, but also the influence of differentrequirements from actors in a supply chain driving development resulting in packagingsolutions for the benefit of end consumers. A main managerial implication is the use ofprogress within material development and application of necessary processes for higherefficiency within a supply chain. Another managerial implication is the importance ofpackaging design. A theoretical implication is a need for a better integration of marketinformation in to the packaging development process. Another theoretical contributionis a need of higher integration of packaging into marketing strategy.
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| 7. |
- Rundh, Bo, 1947-
(författare)
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International expansion or stagnation : market development for mature products
- 2023
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Ingår i: Asia-Pacific Journal of Business Administration. - : Emerald Group Publishing Limited. - 1757-4323 .- 1757-4331. ; 15:4, s. 626-645
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Tidskriftsartikel (refereegranskat)abstract
- Purpose The purpose of this paper is to explore international market development for mature products and practices used in a novel business context. Design/methodology/approach Taking a qualitative approach, the case study method was chosen to investigate how firms develop markets in relation to a new international business context. Critical international decisions are analysed using a managerial perspective. Findings The success of international ventures depends on managerial learning and effectiveness. In this paper, the authors argue that decisions about international market development can add significantly to the understanding of how business firms enter and develop markets in novel business contexts. Two case studies show different approaches for meeting challenges in distant markets. Four propositions are developed. Originality/value A theoretical contribution of this study is the importance of factors that explain international market development decisions in novel business contexts. The balance between incomplete knowledge and making resource commitments is of central concern to international managers. Some of this is tacit knowledge that a firm achieves and learns during the process of market development and other knowledge can only become available after an actual market entry. A second theoretical contribution of this study is the significance of contextual market knowledge in a novel business context.
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| 8. |
- Rundh, Bo, 1947-
(författare)
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International market development : new patterns in SMEs international market behaviour?
- 2001
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Ingår i: Marketing Intelligence & Planning. - : Emerald Group Publishing Limited. - 0263-4503 .- 1758-8049. ; 19:1, s. 319-329
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Tidskriftsartikel (refereegranskat)abstract
- In the changing market environment it is necessary even for small and medium-sized companies to build long-term relationships in order to survive and to be competitive in the marketplace. The process of building relationships is a demanding and complex task, especially if it is done in an international environment. As a result of greater international competition changes on the marketplace are occurring more rapidly and companies need to be able to react to the actual competitive situation. This require is different kinds of knowledge about international markets which might be another drawback for small and medium-sized companies trying to build relationships in the local network.
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