| 1. |
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| 2. |
- Adenfelt, Maria, et al.
(författare)
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Förutsättningar för innovation och tillväxt i små- och medelstora företag i försvars- och säkerhetsområdet
- 2012
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Rapport (övrigt vetenskapligt/konstnärligt)abstract
- I Sverige finns högteknologisk kompetens inom försvars- och säkerhetsområdet och en betydande del av denna kompetens står små- och medelstora företag för. Studier har visat att små- och medelstora företag är av betydelse för innovation och tillväxt, dock saknas kunskap om förutsättningarna för innovation och tillväxt i denna grupp av företag. Syftet med denna studie är således att undersöka förutsättningarna för innovation och tillväxt för små och medelstora företag i försvars- och säkerhetsområdet. Detta gjordes dels genom att kartlägga pågående policyarbete i Sverige och i EU gällande tillväxt och innovation, dels genom en enkätundersökning av små- och medelstora företag i försvars- och säkerhetsområdet. Resultaten från studien visar på tre områden inom vilka förutsättningarna för innovation och tillväxt i SMEs kan förbättras: 1) exportstöd och bilateralt samarbete, 2) personal- och kompetensförsörjning och 3) ökad involvering i kluster och affärsnätverk.
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| 3. |
- Drennan, Todd, et al.
(författare)
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Does a Sustainable Orientation Affect Global Consumers' Relationships with International Online Brands?
- 2023
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Ingår i: Creating a Sustainable Competitive Position. - : Emerald Publishing Limited. - 9781804552520 ; , s. 219-236
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Bokkapitel (refereegranskat)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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| 4. |
- Drennan, Todd
(författare)
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Global Consumer Online Purchase Intention : A Relationship Approach
- 2024
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)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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| 5. |
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| 6. |
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| 7. |
- Lindh, Cecilia, 1974-, et al.
(författare)
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Digitalization and International Online Sales : Antecedents of Purchase Intent
- 2020
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Ingår i: Journal of International Consumer Marketing. - : Informa UK Limited. - 0896-1530 .- 1528-7068. ; 32:4, s. 324-335
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Tidskriftsartikel (refereegranskat)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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| 8. |
- Lindh, Cecilia, 1974-, et al.
(författare)
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Digitalization in the global sales era : The analysis of a cross-national dataset
- 2018
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Konferensbidrag (refereegranskat)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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| 9. |
- Lindh, Cecilia, 1974-, et al.
(författare)
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Emotional bonds as promotors of it capability : A study of affective commitment in industrial business relationships
- 2020
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Ingår i: Scandinavian Journal of Information Systems. - : IRIS Association. - 0905-0167 .- 1901-0990. ; 32:1, s. 117-146
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Tidskriftsartikel (refereegranskat)abstract
- The purpose of this paper is to investigate the prospective effect of affective commitment on relationship IT capability, and also investigate the role that relationship information exchange plays to support IT capability in industrial markets. Building on information systems research and business relationship research, a research model is developed and tested with LISREL on a sample of 353 customer-relationships of Swedish industrial firms. The results show that affective commitment in business relationships serves as a fundament that strengthens IT capability, when the exchange of information is important to a relationship. Interestingly enough, the LISREL-analysis provides empirical evidence that the effect of affective commitment on IT capability is mediated by information exchange in business relationships, but that the path from affective commitment to IT capability is not significant. Well-functioning information exchange systems are, thus, vital for affective commitment to impact IT capabilities in business relationship settings. This finding contributes with new knowledge about the role of emotions as prerequisites of IT capability development in the interfirm business relationships of industrial firms. The results highlight the importance of emotional bonds to support the development of interfirm IT capability.
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| 10. |
- Lindh, Cecilia, 1974-, et al.
(författare)
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Information technology and performance in industrial business relationships : the mediating effect of business development
- 2017
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Ingår i: Journal of business & industrial marketing. - : Emerald. - 0885-8624 .- 2052-1189. ; 32:7, s. 998-1008
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Tidskriftsartikel (refereegranskat)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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| 11. |
- Lindh, Cecilia, 1974-, et al.
(författare)
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New Service Development and Digitalization : Synergies of Personal Interaction and IT Integration
- 2018
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Ingår i: Services Marketing Quarterly. - : Informa UK Limited. - 1533-2969 .- 1533-2977. ; 39:2, s. 108-123
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Tidskriftsartikel (refereegranskat)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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| 12. |
- Lindstrand, Angelika, et al.
(författare)
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Turning social capital into business : A study of the internationalization of biotech SMEs
- 2011
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Ingår i: International Business Review. - : Elsevier. - 0969-5931 .- 1873-6149. ; 20:2, s. 194-212
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Tidskriftsartikel (refereegranskat)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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| 13. |
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| 14. |
- Melén Hånell, Sara, et al.
(författare)
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Born globals or born regionals? A study of 32 early internationalizing SMEs
- 2019
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Ingår i: International Business in a VUCA World: The Changing Role of States and Firms. - : Emerald Group Publishing Limited. - 9781838672560 ; , s. 289-308
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Bokkapitel (refereegranskat)abstract
- Is a born-global strategy reflective of high performance or are there merits in a regional strategy? In studying a sample of 32 internationalizing small-and medium-sized enterprises (SMEs), we find that many of the early internationalizing firms that formally meet the accepted “born-global criteria” are actually regional. With this concept as a starting point, this study aims to contribute to the literature on early internationalizing firms by comparing how born globals (BGs) and born regionals (BRs) differ in terms of the liability of foreignness, networking activities and performance. Our results indicate that both liability of foreignness and knowledge development in networks is more challenging for BGs than for BRs, and for this reason, BRs are likely to perform better than BGs. Hence, we identify a “born global disadvantage” stemming from a lack in the capacity of acquiring relevant foreign-market knowledge and tackling foreign-market institutions. The implications of the study highlight the need for researchers and practitioners to be more careful when using the concept of BG and to acknowledge that differences do exist between regional and global business strategies.
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| 15. |
- Melén Hånell, Sara, et al.
(författare)
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Exploring the prerequisites for long-term survival of internationalising and innovative SMEs : The case of the Swedish life-science industry
- 2018
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Ingår i: The Routledge Companion to European Business. - Abingdon, Oxon; New York, NY : Routledge. - 9781138226586
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Bokkapitel (refereegranskat)abstract
- This chapter complements the empirical research, highlighting that aspects such as network access and accesses to financial resources also impact the choices that innovative small and medium-sized enterprises (SMEs) in the life-science industry make during their internationalisation. However, focusing on life-science SMEs from one European country, does not yet permit broad generalisations to be made. The chapter presents the ideas that may build a basis for how future public policy instruments can be earmarked to support innovative SMEs in Europe, and possibly elsewhere, thus promoting innovation, entrepreneurship and economic growth. It contributes to the understanding of how innovative and international SMEs grow and survive from a long-term perspective. The chapter focuses on prior research within the emerging field of international entrepreneurship, which typically focuses on innovative and international SMEs. It contributes to international entrepreneurship literature by presenting a longitudinal study based on data of 26 innovative SMEs in the Swedish life-science industry.
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| 16. |
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| 17. |
- Melén Hånell, Sara, et al.
(författare)
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Going global : a guide to succesful internationalization
- 2023
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Bok (övrigt vetenskapligt/konstnärligt)abstract
- Trots att globalisering och digitalisering har gjort det enklare än någonsin tidigare att etablera sig internationellt, så innebär globala affärer fortfarande stora utmaningar och risker. Många viktiga internationaliseringsbeslut fattas ofta på basis av magkänsla eller personliga kontakter på specifika marknader. Även om detta kan fungera i enstaka fall visar forskning att avsaknaden av en robust strategi gör det svårt att åstadkomma positiva resultat i längden.Denna bok utgår från tidlösa principer och forskningsresultat från svenska och internationella strategiforskare för att beskriva vilka faktorer som gör globala affärer mer eller mindre framgångsrika. Särskilt fokus läggs vid Dunningmodellen, ett beprövat forskningsbaserat strategiskt ramverk som kan tillämpas av moderna tillväxtföretag som verkar i en global ekonomi. Dunningmodellens styrka är att den kan hjälpa alla typer av företag att utveckla balanserade insikter och strategier för globala affärer utifrån det enskilda företagets förutsättningar. Insikter och begrepp tydliggörs genom användandet av konkreta exempel från svenska företag från flera olika branscher, exempelvis Annas Pepparkakor, BabyBjörn, auktionshuset Bukowskis, techbolaget Tobii, samt tillväxtföretag inom bioteknik. Boken är skriven av forskare inom strategi och innovation vid Handelshögskolan i Stockholm och syftar till att sammanfatta relevant forskning och nya insikter på ett så praktiskt och lättillgängligt sätt som möjligt. Den är avsedd för alla som arbetar med olika former av globala affärer i strategiska, operativa, eller rådgivande roller.
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| 18. |
- Melén Hånell, Sara, et al.
(författare)
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International entrepreneurship research during the last decade : a review
- 2013
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Ingår i: Journal for International Business and Entrepreneurship Development. - 1549-9324 .- 1747-6763. ; 7:2, s. 116-138
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Forskningsöversikt (refereegranskat)abstract
- A major contribution of the international entrepreneurship (IE) research field is that it has enhanced our understanding of the marketing challenges early internationalising firms face when they compete in constantly changing foreign markets. During the past decade, IE-research has, moreover, gone from focusing on the early internationalisation of firms to investigate the entrepreneurial processes of new business creation in foreign markets. However, ambiguity still exists regarding the level of analysis that ought to guide this new line of research. This article contributes by increasing our knowledge about the recent development in the international entrepreneurship research field by reviewing empirical studies performed between 2003 and 2011. The review focuses on the ontological perspectives used as well as the methods and theories that are adopted in the studies. Based on this review, the article contributes with a discussion about the evolution of the international entrepreneurship research field.
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| 19. |
- Melén Hånell, Sara, et al.
(författare)
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“It’s a new game out there” : e-commerce in internationalising retail SMEs
- 2020
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Ingår i: International Marketing Review. - : Emerald. - 0265-1335 .- 1758-6763. ; 37:3, s. 515-531
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Tidskriftsartikel (refereegranskat)abstract
- Purpose – The purpose of this paper is to explore how market factors (pertaining to institutions, competition and resources) shape the international strategies of an online retailer. Design/methodology/approach – A single qualitative case study research design is employed to conduct in-depth analyses of a Swedish internationalising small- and medium-sized enterprise (SME) in the retail business. Findings – The findings show that online retailers can use partnerships to tackle industry dynamics and break into foreign markets. This type of “piggy-back internationalisation” can be an effective strategy of handling foreign market dynamics in the entry phase: that is to say, the short term. Reliance upon relationships, however, may paradoxically inhibit retailers’ abilities to stay competitive in the post-entry phase (i.e. the long term) since they become cut-off from the first-hand market learning. Research limitations/implications – The authors provide propositions based upon the findings to support further research in the international marketing and international retailing literature. Practical implications – The findings enhance the understanding of how electronic commerce affects SME internationalisation. They also generate new insights into the use of possible international expansion strategies for managers in retail SMEs. Originality/value – This study introduces a new theoretical perspective to build upon international retail research and contributes to the international retail literature with relevant insights into both advantages and disadvantages of using partnerships to overcome challenges related to international online retailing
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| 20. |
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| 21. |
- Melén Hånell, Sara, et al.
(författare)
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New product development in foreign customer relationships : A study of international SMEs
- 2017
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Ingår i: Entrepreneurship and Regional Development. - : Routledge. - 0898-5626 .- 1464-5114. ; 29:2, s. 1-20
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Tidskriftsartikel (refereegranskat)abstract
- This study identifies a gap in research concerning how small and medium-sized enterprises (SMEs) can benefit from pursuing locally (rather than globally) oriented internationalization strategies. Becoming overly dependent on one single foreign market could potentially reduce the inflow and diversity of new knowledge that can serve as input for new product development. This study discusses how this risk can be minimized. In this endeavour we create a theoretical model that investigates how the local sales concentration and relationship-specific commitment of SMEs relates to new product development. To do this we draw on the behavioural internationalization process framework. The theoretical model is tested on an effective sample of 188 Swedish SMEs. The results show that relationship-specific commitment mediates the effect of local sales concentration on new product development. The implication is that investments which enable collaboration in important business relationships are crucial requisites for keeping firms innovative and in pace with market fluctuations. The findings thus contribute to international business literature by showing that a local market scope of operations combined with a relationship orientation are beneficial for new product development in international SMEs.
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| 22. |
- Melén Hånell, Sara, et al.
(författare)
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Pursuing Innovation : An Investigation of the Foreign Business Relationships of Swedish SMEs
- 2018
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Ingår i: British Journal of Management. - : WILEY. - 1045-3172 .- 1467-8551. ; 29:4, s. 817-834
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Tidskriftsartikel (refereegranskat)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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| 23. |
- Melén Hånell, Sara, et al.
(författare)
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The Continued Internationalization of the International New Venture
- 2014
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Ingår i: European Business Review. - : Emerald Group Publishing Limited. - 0955-534X .- 1758-7107. ; 26:2, s. 471-490
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Tidskriftsartikel (refereegranskat)abstract
- Purpose – This paper aims to explore longitudinally a life sciences international new venture’s (INV’s) development of foreign market knowledge (FMK) and how this knowledge development relates to the firm’s entrepreneurial orientation (EO).Design/methodology/approach – The article adopts a longitudinal case study approach to investigate an INV in the life sciences industry.Findings – The findings show that the EO of an INV changes during its internationalisation. A strong EO, often considered to be synonymous with the early expansion of an INV, is not always able to guide the INV in its later developmental stages. In its continued internationalisation, an INV instead needs firm-specific FMK accumulated from a process of learning by doing. The knowledge development of an INV is a time-consuming process that cannot be rushed by grafting new and experienced employees.Research limitations/implications – Future research focusing on larger and broader samples of INVs is recommended to validate this study’s results.Practical implications – Life sciences managers need to develop their own firm-specific FMK by interacting with their foreign business partners.Originality/value – This study contributes further insights into the FMK development processes and EO of INVs in the life sciences industry during their internationalisation. Further understanding is also provided about how the industry-specific features of an INV in the life sciences industry influence internationalisation over time. The study’s theoretical implications are that international entrepreneurship frameworks and internationalisation process theory need to be integrated to understand the longitudinal development of INVs.
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| 24. |
- Melén Hånell, Sara, et al.
(författare)
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The nature of individual experiential knowledge in internationalizing SMEs : pitfalls of superstitious learning and the need for wisdom
- 2021
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Ingår i: International Marketing Review. - : Emerald. - 0265-1335 .- 1758-6763. ; 38:2, s. 249-275
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Tidskriftsartikel (refereegranskat)abstract
- PurposeThis study addresses the research question: How does the experiential knowledge, superstitious knowledge and the wisdom of CEOs influence the internationalization behaviour of SMEs?Design/methodology/approachAn exploratory qualitative study is used. Longitudinal case studies of two Swedish life science companies are analysed.FindingsAn individual's prior experiential knowledge influence the newly started SME's market commitments and internationalization behaviour. Such prior experiences can enable early and rapid resource commitments in the newly started SMEs. Relying upon such prior experiential knowledge in deciding upon the company's market commitments however heightens the risk of superstitious learning. The findings illustrate how wisdom can work as an antidote to superstitious learning. Wisdom lures even experienced CEOs away from believing they know more than they actually know.Research limitations/implicationsThe study contributes to extend the Uppsala model by incorporating the role of individual-level experiential knowledge. The study also adds value to the literature on small firm internationalization by providing propositions for how the prior knowledge of individual key decision makers influences SMEs' internationalization behaviour. The propositions provide new input to the ongoing discussion in the literature and help to guide future research.Originality/valueGiven the fact that the Uppsala model is centred upon a firm-level view on experiential knowledge, our theoretical understanding is still limited regarding how individual-level experiential knowledge influences the internationalization behaviour of SMEs. This study addresses calls for research on how individuals' prior knowledge influences small-firm internationalization.
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| 25. |
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