| 1. |
- 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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| 2. |
- 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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| 3. |
- Hadjikhani, Amjad, et al.
(författare)
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Does a web site's country of origin impact equally on young and adult consumers?
- 2011
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Ingår i: Young Consumers : Insight and Ideas for Responsible Marketers. - : Emerald. - 1747-3616. ; 12:3, s. 229-242
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Tidskriftsartikel (refereegranskat)abstract
- The purpose is to gain deeper knowledge of young consumers' purchasing behaviour towards web sites' country of origin and compare this with the behaviour of adults. The question is why web sites from some countries are perceived as safe and others as risky and insecure.Design/methodology/approachThe approach was to undertake a focus group methodology for data collection. Two young consumers' groups and two adults' groups are interviewed. Their behaviours towards web sites from Sweden, Russia and Australia are examined. The theoretical view is constructed on relationship elements of trust, commitment and the surrounding networks.FindingsThe research provides an insight into the young consumers' purchasing behaviour towards web sites from different countries and concludes how and why this is similar to or different from that of the adult consumers.Practical implicationsThe higher risk‐taking manner of young consumers can help families to pay more attention to their youngsters' purchasing behaviour. It aids business firms to understand why some groups of consumers avoid purchasing from their web sites.Originality/valueIt is an answer to the recent researchers' claim for the need to understand young consumers' behaviour towards web sites from different countries. The development of the theoretical view and the results obtained can add new knowledge and construct new understanding of the phenomenon.
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| 4. |
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| 5. |
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| 6. |
- Holmstedt, Matthias, 1980-, et al.
(författare)
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The Role of the Pontonier in the Trigger Phase in the Internationalization into Emerging Markets
- 2010
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Ingår i: IB´s role in building a better and stronger global economy.
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Konferensbidrag (refereegranskat)abstract
- By advancing the concept of pontonier this paper analyses the trigger of the internationalization into emerging markets. Departing from the idea that institutional distance functions as a barrier between different country markets and that the network’s structure contains gaps, the paper argues that a specific actor, who holds a position and possesses knowledge, can be instrumental in the entering firm’s internationalization. In light of this the paper introduces the concept of pontonier. Based on 22 cases from bachelor, master and doctoral theses written in Sweden we analyze the position, the knowledge, the action and the motives of the pontonier in order to develop the concept. After this the paper advances a tentative model of the pontonier’s bridge building in the trigger phase of the entry into emerging markets.
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| 7. |
- Höglund, Linda, et al.
(författare)
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Expectations and the performance of governance functions between a board, management and other stakeholders : the case of Robotdalen
- 2018
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Ingår i: Journal of Management and Governance. - : Springer Science and Business Media LLC. - 1385-3457 .- 1572-963X. ; 22:4, s. 805-827
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Tidskriftsartikel (refereegranskat)abstract
- Previous research has called for an enhanced understanding of the dynamic and interactional aspects of board work in public sector governance. Using a longitudinal case study of Robotdalen, this paper attempts to meet this call through a processual and qualitative study of board work in public organisations. The aim of the paper is to enhance our understanding of the human side of governance and the interactions between a board, the management in the governed organisation and other stakeholders. We do this by addressing the theoretical concept of an expec- tations gap. The results demonstrated how funding regimes in uence governance functions, structures and practices at the organisational level, and how internal actors such as managers also carry out governance functions. Moreover, the results show how an expectations gap shifts and changes over time. In this way we have contributed a more nuanced theoretical understanding of how the governance func- tion is co-produced and the importance of understanding the expectations gap to further understand the dynamics of public sector board work.
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| 8. |
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| 9. |
- Höglund, Linda, 1972-, et al.
(författare)
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The impact of different types of trust : Interaction between an organization and its governing board
- 2015
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Ingår i: IRSPM2015. - : IRSPM. ; , s. 1-19
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Konferensbidrag (refereegranskat)abstract
- The aim of this paper is to study the fluctuation of trust in a context of interaction between a board and a governed organization in the public sector. This paper is a response to the recent call on qualitative studies for understanding the complexity of interaction between boards and their governed organization and calls for adopting trust in this setting for understanding board efficiency and organizational performance. Based on empirical findings, we introduce and advance the fluctuation of trust in the public sector literature. This paper shows that trust is a complex and multidimensional concept. The types of trust discussed in this paper are cognitive, affective, contractual, competence and goodwill trust. The paper adds knowledge on how trust fluctuates and changes facets in the interaction process between a governing board and a governed organization. The multidimensionality of trust and its fluctuation effects captures the complexity in the interaction process and shows the importance of developing different types of trust for the benefit of organizational performance. We believe that trust fluctuation has the potential to advance our knowledge on the strength of different types of trust at different occasions in the interaction process.
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| 10. |
- Höglund, Linda, 1972-, et al.
(författare)
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The impact of types of trust in the public sector : a case study approach
- 2019
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Ingår i: International Journal of Public Sector Management. - : Emerald Group Publishing Limited. - 0951-3558 .- 1758-6666. ; :2, s. 247-263
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Tidskriftsartikel (refereegranskat)abstract
- PurposeThe purpose of this paper is to study how different types of trust develop and change over time in the collaboration between an organization and its board.Design/methodology/approachThis paper is a response to a recent call to apply the concept of trust in understanding the collaboration between a public organization, its board, and other stakeholders. Here, the authors study a single case, and based on a longitudinal in-depth case study method covering the period of 2003–2015, the authors have conducted 27 interviews, including the CEO and all the board members.FindingsThe authors introduce and advance the concept of trust in the public sector literature on board work. This paper shows that trust is complex and multidimensional at different units of analysis. The types of trust discussed in this paper are cognitive, affective, contractual, competence, and goodwill. Different types of trust are developed to make the collaboration between a governed organization and its board to work.Research limitations/implicationsBecause this paper uses the case study method and only studies one single case, the findings of this paper might be questioned on the issue of generalization.Originality/valueThe authors conceptualize and adopt trust as a multidimensional, dynamic concept, and with different units of analyses, capture the nature of the collaboration between a public organization and its board, and its complexity.
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| 11. |
- 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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| 12. |
- 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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| 13. |
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| 14. |
- Safari, Aswo, et al.
(författare)
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A search and deliberation framework for understanding consumers’ foreign online purchasing
- 2016
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Ingår i: Extending the Business Network Approach. - London : Palgrave Macmillan. - 9781137537652 - 9781137537638 ; , s. 211-226
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Bokkapitel (refereegranskat)abstract
- Information technology (IT) as an international marketing tool has been acknowledged in several studies (Beccera et al. 2013; Chang and Chen 2008; Jarvenpaa et al. 2000; Mukherjee and Nath 2007; Safari et al. 2013), and the Internet as an alternative path for firm internationalisation has been explored recently (Kim 2003; Lim et al. 2004; Pezderka and Sinkovics 2011; Sinkovics et al. 2013; Yamin and Sinkovics 2006). Similarly, consumers’ domestic online purchasing behaviour has been investigated extensively in the last two decades (e.g., Beldad et al. 2010; Jarvenpaa et al. 2000; Mukherjee and Nath; 2007; Sabiote et al. 2012). These studies have been aimed at understanding the relationship between consumers and retailers on the Internet, usually where both parties are physically located within the same country. International business and marketing scholars have also extensively studied the phenomenon of firm online internationalisation, that is, ‘the conduct of business transactions across national boundaries, where the “crossing” of national boundaries takes place in the virtual rather than the real or spatial domain’ (Yamin and Sinkovics 2006: 340). The literature on online or Internet internationalisation has usually assumed that the ‘active’ party is the firm as seller or vendor. The possibility of consumers actively using the Internet to find and transact with vendors located in foreign markets has not been extensively studied except in a few cases (e.g., Hadjikhani et al. 2011; Safari 2012). However this is an interesting and important phenomenon that merits careful study. It is interesting because it is a phenomenon that could not exist prior to the establishment and routine access to the Internet as a search and transaction medium, and it is important because this phenomenon has the potential to change the development of the global economy. Through its website, a retailer potentially has access to the whole world as prospective customers. This notion means that small firms have the potential to transform into large multinational firms. However, most customers still make their online purchases from domestic online retailers based on the notion that foreign online purchasing is risky and complicated. This raises important issues that need to be explored in order to understand consumer risk perception in this context. New theoretical tools are needed for this purpose.
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| 15. |
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| 16. |
- Safari, Aswo, 1981-
(författare)
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Att nå kunder på Internet
- 2013
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Ingår i: Marknadsföring - så mycket mer än reklam. - Lund : Studentlitteratur.
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Bokkapitel (refereegranskat)
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| 17. |
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| 18. |
- Safari, Aswo, 1981-
(författare)
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Consumer Foreign Online Purchasing : Uncertainty in the Consumer-Retailer Relationship
- 2014
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Consumer foreign online purchasing (CFOP) in this thesis refers to the exchange between consumers and foreign online retailers. Despite empirical facts showing increasing interest of consumers to purchase from foreign online retailers, researchers have only paid modest interest to this new marketing field. In response to recent researchers’ calls for further studies in this new field, this thesis aims to add knowledge on why some consumers purchase from foreign online retailers and others do not. CFOP is associated with uncertainty, so it is important to study what affects uncertainty and how consumers deals with uncertainty.Contrary to marketing-management theory studies, this thesis employs behavior theory and adopts views from relationship and network perspectives. The theoretical framework in this effort is business relationship concepts (commitment, trust, and uncertainty) and provides deeper understanding of how consumers behave in foreign online purchasing contexts. The empirical studies in this thesis employ multiple methods, including, in-depth, focus groups, narrative interviews, and two quantitative studies. This thesis discusses previous studies on marketing management theory, business-to-business and business-to-consumer relationships. Based on the framework, this thesis contributes with deeper insight for understanding consumers’ foreign online purchasing behavior. The empirical and theoretical contributions of this thesis not only advance understanding of this market arena, but also may attract the interest of other researcher.In addition to the four papers with different theoretical contributions, the thesis contains a summary to properly position its theoretical background. Since the papers have a variety of emphases and stress different uses of analytical tools, uncertainty, commitment, and trust, the summary connects the four papers into a theoretical framework. The theoretical frame explicitly states the findings in the papers. It explains factors that affect uncertainty in CFOP and also how consumers deal with uncertainty in order to establish and develop relationships through the pre-purchase, purchase, and post-purchase phases.
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| 19. |
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| 20. |
- Safari, Aswo, et al.
(författare)
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Does Internet Reduce the Need for Experiential Knowledge? : A Case Study about the Importance of Online Marketing Capability Development in a Retail SMEs’ International Marketing Processes
- 2022
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Ingår i: EIBA 2022. Walking the talk? Transitioning towards a sustainable world, December 8-10, 2022, Oslo, Norway.
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Konferensbidrag (refereegranskat)abstract
- There are two different types of firm online internationalization retailers, default, and active online retailers. Previous research has shown that it mostly is mangers who decide if firms participate in international markets as a default or an active online retailer. There are, however, a lack of previous studies about the development processes of international SMEs that move from being default into becoming active online retailers. Therefore, this paper studies this process by analyzing a case-study from the Swedish retail industry. The results imply that an international retail SMEs that wants to change from being a default into becoming an active online retailer needs to develop an online marketing capability. International retailing SMEs need an online marketing capability to develop the kinds of websites and business concepts that they need to support their internationalization journeys.
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| 21. |
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| 22. |
- Safari, Aswo, et al.
(författare)
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Firm Active Online Internationalization : A Case Study of Online Marketing Capability Development in a Retail SME
- 2023
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Ingår i: EIBA 2023 - 49th Conference of the European International Business Academy.
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Konferensbidrag (övrigt vetenskapligt/konstnärligt)abstract
- There are two different types of firm online internationalization retailers, default, and active online retailers. Previous research has implied that managers decide if a firm participates in international markets as a default or an active online retailer. However, there is a lack of previous studies about the development processes of international SMEs that move from default into becoming active online internationalization retailers. Therefore, this paper examines this process by analyzing a case study from the Swedish retail industry. More specifically, the aim of this paper is to narrowly study the process of how an international SME can transform from being a DOI into becoming an AOI retailer. The results imply that an international retail SME that wants to change from being a default into becoming an active online internationalization retailer needs to develop an online marketing capability. Internationalizing retailing SMEs need an online marketing capability to develop the online shops and business concepts they need to support their continuous internationalization journeys.
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| 23. |
- Safari, Aswo, et al.
(författare)
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Graftee and Grafting in Firm Internationalization
- 2023
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Ingår i: Journal of East-West Business. - : Routledge. - 1066-9868 .- 1528-6959.
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Tidskriftsartikel (refereegranskat)abstract
- This study focuses on enhancing the understanding of how firm internationalization is triggered by investigating how firms cope with the lack of knowledge and networks when entering a foreign market. More specifically we are interested in answering the following research question: How do firms enter foreign markets without market-specific knowledge and market-specific network insidership? To this end, the present study implements a case study of 12 Swedish firms internationalizing into emerging markets. The study found that firms “graft” expert individuals to help firms penetrate foreign markets where they have no prior history or experience. Further, we observed the qualities of a specific type of actor we refer to as a “graftee” by describing grafting actions and showing how these graftees help firms acquire experiential knowledge and network insidership. Our empirical evidence shows that grafting impacts the form and process of internationalization, sometimes enabling an effectuation-driven market entry while, at other times, enabling a causation-driven process.
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| 24. |
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| 25. |
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| 26. |
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| 27. |
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| 28. |
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| 29. |
- Safari, Aswo, et al.
(författare)
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Multilevel psychic distance and its impact on SME internationalization
- 2019
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Ingår i: International Business Review. - : Elsevier Ltd. - 0969-5931 .- 1873-6149. ; 28:4, s. 754-765
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Tidskriftsartikel (refereegranskat)abstract
- We expand the conceptualization of psychic distance and use a multilevel framework by studying it as a founder's psychic distance in the pre-entry phase of entering a specific foreign market, and the SMEs (firm) psychic distance in the post-entry phase of entering that specific foreign market. Based on qualitative research involving six SMEs’ with 18 internationalization events, we found that psychic distance at country and business levels causes difficulties for SMEs in the post-entry phase because of their lack of knowledge. Bridge-makers possessing knowledge about target markets help SMEs to overcome psychic distance challenges. Trust in the relationship with the bridge-maker is an important ingredient to gain knowledge that alleviates the SMEs’ psychic distance challenges. Finally, we go beyond country-business levels of psychic distance by showing that psychic distance also matters at bridge-maker level. This relates to their lack of knowledge about the target market and SMEs’ routines.
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| 30. |
- Safari, Aswo, et al.
(författare)
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Strategic consensus and digital transformation for firm internationalization
- 2022
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Ingår i: EIBA 2022. Walking the talk? Transitioning towards a sustainable world, December 8-10, 2022, Oslo, Norway.
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Konferensbidrag (refereegranskat)abstract
- The aim of this paper is to shed light on the concept of strategic consensus and its development connected to digital transformation for firm internationalization. Based on one in-depth case study we show that strategic consensus develops over time among top managers. Once strategic consensus has been achieved among the top management team (TMT), the work to implement the strategic consensus among the other organization members remains. This paper sheds light on the importance of resource-commitment in achieving strategic consensus, especially connected to digital transformation and internationalization. Resource-commitment is necessary to convince and motivate organizational members to partake in digital transformation processes, which often will have strong implications for the continued internationalization of firms.
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| 31. |
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| 32. |
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| 33. |
- Safari, Aswo, et al.
(författare)
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Transactional or relational exchange theory in B2C marketing: An agenda for a different type of relational exchange theory
- 2019
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Ingår i: Journal of Customer Behavior. - 1475-3928 .- 1477-6421. ; 18:2, s. 87-100
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Tidskriftsartikel (refereegranskat)abstract
- The marketing literature has conceptualised exchange as transactional and relational. The aim of this article is to outline the differences between transactional and relational exchange in the B2B context and clarify why relational exchange theory should be adopted in the B2C context. Based on a comprehensive literature review, this paper contributes with and argues for a relational exchange view in a B2C context. However, the relational exchange view in a B2C context is different from a B2B context. The core differences are that relationships in B2C contexts are related to lower levels of adaptations, lower levels of social interactions, and high levels of switching behaviour because of lower switching costs.
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| 34. |
- Safari, Aswo
(författare)
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Triadic multilevel psychic distance in firm internationalization
- 2024
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Ingår i: International Marketing Review. - 0265-1335 .- 1758-6763. ; 41:7, s. 23-58
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Tidskriftsartikel (refereegranskat)abstract
- PurposeThis study focuses on the triadic multilevel psychic distance (MPD) between the firm, target market and bridge-maker and its consequences for firm internationalization. Specifically, it spotlights the triadic psychic distance between firms, the levels of psychic distance in the target market (country and business) and the bridge-maker. Therefore, this study examines the triadic MPD among these three entities and its impact on firm internationalization.Design/methodology/approachThis study uses qualitative and case study research approaches. It is based on 8 case companies and 24 internationalization cases. Secondary data were collected, and interviews with bridge-makers and industry experts were conducted.FindingsThe study found that MPD appeared in the triad. The MPD between firms and markets is related to country-specific differences and business difficulties. The MPD between the firm and the bridge-maker is based on the latter's lack of knowledge vis-a-vis bridging the firm's MPD. Finally, the MPD between bridge-makers and the market is based on the former's lack of knowledge of the home country's business difficulties.Originality/valueThis is the first study to develop and adopt a triadic multilevel psychic distance conceptualization that provides evidence for and sheds light on the triadic MPD and its effect on firm internationalization. This study identifies the reasons behind triadic MPD in connection to firm internationalization. Notably, firm internationalization is interdependent on the triadic MPD setting between the firm, bridge-maker and target market. It has theoretical value and contributes to the recent advancement in the understanding of MPD in international marketing literature.
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