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- Eriksson, Maria, 1976-
(författare)
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Creating customer value in commercial experiences
- 2009
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Licentiatavhandling (övrigt vetenskapligt/konstnärligt)abstract
- There is a type of business offering gaining much attention, both in the media and in financial figures, which provides the customer with something extra, something to be remembered. This offering is a commercial experience. It is claimed that commercial experiences are different from traditional industry and mass-production and even separated from goods and services. The possibility of creating something extraordinary in order to gain profit is of increasing interest in today’s business world. Consumers are seeking for experiences to reach a higher level of personal growth, an experience that create personal identity and lead to long-lasting memories. This is something an increasing amount of consumers are willing to pay money for - the commercial experience market. The purpose of this thesis is to contribute knowledge about and a deeper understanding of commercial experiences, both in general and especially with regard to how customer value is created. The focus of the research was also to strengthen and support organizations that offer commercial experiences. In order to fulfill the purpose, two case studies were conducted with different focal points. The first aimed to find best practice and explore excellent ways of working when providing commercial experiences. The second study aimed to identify the needs for improvement to strengthen organizations offering commercial experiences. According to my findings, there seems to be several distinctions between commercial experiences and goods and services. These include; the level of price, the time spent by the customer, the customer affect as strongly emotional and maybe most importantly, the finding that commercial experiences create a higher level of customer value than goods and services. All this proves that the commercial experience is to be considered an offering on its own, a refined customer offer of higher value. Since commercial experiences are said to engage customers in an inherently memorable way, reaching a higher level of customer value than goods and services, is seen as a critical factor. Understanding what the customer really wants, needs and what builds customer value when offering commercial experiences then become particularly important as drivers of success. When studying a particular organization for best practice, several similarities between providing commercial experiences and working according to the core values of TQM were found and established as a factor of business excellence. Further when it comes to providing commercial experiences storytelling, theming and a creative environment stood out as additional factors of business excellence. Moreover, selecting the right co-workers based on their values rather than merely their skills and academic qualifications was seen as an important factor of success. The co-worker is often the co-creator of the experience together with the customer and therefore has an important part to play in the organization. Creating a corporate culture with co-workers sharing the values is seen as essential in order to run a successful business. It appears that any type of organization can provide an experience for the customer, the key is adding on the extra value to reach the level of attractive quality. The commercial experience is described as deeply affecting both the feelings and senses of the customer, resulting in new memories; it is a memorable event the customer is willing to pay for. The commercial experience contains elements of engagement, personal relevance, novelty, surprise and learning and is not limited to certain types of businesses. The fact that this is an area of increasing business interest but as yet a poorly explored one indicates that there is a need to develop improved ways of working, tools and methods, tailor-made for providing commercial experiences. Improved tools for identifying customer expectations and measuring customer satisfaction are clearly needed, especially since this is a growing industry that cannot be ignored. Welcome to further explore the experience economy where new memories are so highly valued that people are prepared to pay for them!
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- Ingelsson, Pernilla, 1968-
(författare)
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How to create a commercial experience : Focus on Leadership, Values and Organizational Culture
- 2009
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Licentiatavhandling (övrigt vetenskapligt/konstnärligt)abstract
- A new kind of commercial offer is on the rise, that of a commercial experience. It is said to be the next progression of value after a service and that it is distinct from a service in several ways, two important being a) the provider having to create something new or memorable to the customer, i.e. creating attractive quality, and b) the offer being a co-creation between the customer and the provider. Little has been written though about how creating a commercial experience can affect the way organizations should work. One of the areas that ought to be affected is the way organizations work to shape and coordinate co-workers and leaders behaviors by having a common set of values, or in other words a strong organizational culture. A number of studies show that the leaders in an organization have a strong influence on its culture while others show that working with Total Quality Management (TQM) can enhance the corporate values and lead to profitable organizations. The purpose of this thesis was to explore and contribute knowledge about how to create a commercial experience. The more specific purpose was to explore this area in relation to leadership, values, organizational culture and TQM. To fulfill these purposes two case studies were carried out with the intention of finding ways of working. The first focused on how a renowned organization that offers commercial experiences works and the second on organizations offering commercial experiences in the region of Jämtland. One conclusion drawn from the research is that methodologies and tools that aim directly to enhance the organization´s values and hence its culture might be of even more importance in organizations offering a commercial experience. It seems to be important to be aware that values need to be translated into behaviors to make them understandable in the organization. Storytelling is one tool that can be used as an enhancer of organizational culture, a tool that might be a fairly unrecognized for this purpose. It is also evident that the leadership practiced within the organization is crucial if a strong organizational culture is to be achieved. Further, strategies for selecting the right values appear to be important when trying to create a strong organizational culture - a strategy not so evident within TQM. This could be one area where TQM needs to be developed in order to support the creation of a commercial experience but also to implement TQM more effectively.
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- Bäckström, Ingela, 1963-, et al.
(författare)
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Are healthy and successful organizations working accordingly to Quality Management?
- 2009
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Ingår i: International journal of workplace health management. - : Emerald. - 1753-8351 .- 1753-836X. ; 2:3, s. 245-257
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Tidskriftsartikel (refereegranskat)abstract
- Purpose The purpose of this paper is to examine if healthy and successful organizations are working accordingly to Quality Management. The purpose is also to describe in more detail how they are working. Methodology/Approach Three Swedish organizations that have shown excellence in leadership, internal partnership, working environment and profitability have been examined, to find out what methodologies they have used for their success. To discover whether these healthy and successful organizations are working accordingly to Quality Management, Deming’s 14-point list has been used as an analytical tool. Findings Identified methodologies used by the healthy and successful organizations are described. Viewed in the light of our analysis, a relationship between the three examined healthy and successful organizations and Quality Management is indicated. Practical implications Working with the methodologies described in the paper, the three organizations have improved co-worker health. Other organizations could probably adopt the identified and described methodologies to improve the health of their co-workers and effectiveness in the organization. Originality/value Concerning the performance evaluation and the continuous improvement component in Quality Management, substantial contributions could be made to the health area by applying the tools that the quality area have used over a considerable period to improve the quality outcomes. Quality and health aspects have common success factors, and a focus on high quality could be seen as positive for health outcomes.
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- Bäckström, Ingela, 1963-, et al.
(författare)
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Learning from chaos : a necessity for adapting quality management to the future?
- 2007
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Konferensbidrag (övrigt vetenskapligt/konstnärligt)abstract
- The purpose of this paper is to describe the core leadership behavior in Change Oriented Leadership, the KaosPilots and Deming´s 14 points. Furthermore we aim to compare similarities and differences in these leadership behaviors, in order to propose new leadership behaviors within Quality Management to fit tomorrow´s more creativity based organizations. Methodology The research has been conducted through describing and comparing core leadership behaviors, in Change Oriented Leadership, KaosPilots and Deming´s 14-points. Findings Our comparison indicates that there are behaviors in the Change Oriented Leadership that are missing in Quality Management and probably would benefit organizations if they were adopted. The leadership that the KaosPilots addresses is different from the leadership in Quality Management in many ways but probably necessary to learn from to meet new demands from the customers and the co-workers. Originality/value Leadership within Quality Management developed with innovation and entrepreneurship from Change Oriented Leadership complimented with playfulness and chaos from the KaosPilots would most likely generate a more creative environment and thereby create more competitive organizations.
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| 8. |
- Bäckström, Ingela, et al.
(författare)
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Management methodologies for sustaniable health : a case study at three Swedish organisations
- 2005
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Ingår i: Proceedings of the 8th International Conference on Quality Management for Organisational and Regional Development. ; , s. 703-712
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Konferensbidrag (refereegranskat)abstract
- Good management and leadership are key-factors for sustainable development and long-term success in all types of organisations. Although, many organisations are still struggling with quality problems, sick absence and financial difficulties caused by poor top management. Many researchers have reported on relationships between good management and working environment, quality and efficiency. So the question is why god management is not practised to a larger extent? In this paper, management methodologies for sustainable health among employees, customer satisfaction and good bottom line results are explored by studying top leaders in three Swedish successful organisations. General questions dealt with in the paper are: How can managers commit employees to be part of the proactive work with sustainable health? And what methodologies can top managers use to get well-motivated employees, a good working environment, satisfied customers and good financial results? The studied organisations are two manufacturing companies and one hospital. The organisations have received national awards for their excellence in leadership, internal partnership, working environment and efficiency. They all demonstrate good examples of long-term work with sustainable health among employees which has decreased sick absence. Explorative qualitative methods have been used to identify management methodologies in the case organisations. The results confirm a relation between leadership and sustainable health. In all organisations sustainable leadership has been characterised by great humanity, a long-range perspective and a holistic view of management. These management methodologies with concrete examples have been described in the paper. The leadership has led to healthier organizations with more committed and satisfied employees, and the indicated relationships between sustainable leadership, improved health among employees, satisfied co-workers and bottom line results among the case organisations probably demonstrate a significant improvement potential for today's organizations.
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| 9. |
- Bäckström, Ingela, 1963-, et al.
(författare)
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Management methodologies for sustaniable health : A case study at three Swedish organisations
- 2005
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Ingår i: Proceedings of the 8th International Conference on Quality Management for Organisational and Regional Development : QMOD 2005. - Luleå. ; , s. 703-712, s. 703-712
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Konferensbidrag (refereegranskat)abstract
- Good management and leadership are key factors for sustainable development and long-term success in all types of organisations. Nevertheless, many organisations are still struggling with quality problems, sick ness absence and financial difficulties caused by poor top management. Many researchers have reported on relationships between good management and working environment, quality and efficiency. So the question is why good management is not practised to a greater extent. In this paper, management methodologies for sustainable health among employees and consequent customer satisfaction and good bottom line results are explored by studying top leaders in three Swedish successful organisations. General questions dealt with in the paper are: How can managers commit employees to be part of the proactive work with sustainable health? What methodologies can top managers use to get well-motivated employees, a good working environment, satisfied customers and good financial results? The studied organisations are two manufacturing companies and one hospital. The organisations have received national awards for their excellence in leadership, internal partnership, working environment and efficiency. They all demonstrate good examples of long-term work with sustainable health among employees which has decreased sick ness absence. Explorative qualitative methods have been used to identify management methodologies in the case organisations. The results confirm a relation between leadership and sustainable health. In all organisations sustainable leadership has been characterised by great humanity, a long-range perspective and a holistic view of management. These management methodologies with concrete examples are described in the paper.
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| 10. |
- Bäckström, Ingela, 1963-
(författare)
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On the Relationship between Sustainable Health and Quality Management : Leadership and organizational behaviours from Swedish organizations
- 2009
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Sickness absence not only causes significant costs for organizations but also leads to other negative consequences for individuals and societies. Previous research has shown that working with organizational values within Quality Management affects job satisfaction and results in increased profitability and customer satisfaction. There would, in addition, seem to be great gains if managers, by working with Quality Management, can manage to establish sustainable health among co-workers. The purpose of the research described in this thesis was to examine how Quality Management could be practised in order to support sustainable health among co-workers and what it is within Quality Management that influences sustainable co-worker health. Accordingly, the purpose was also to contribute to the understanding of the relation between sustainable health and Quality Management. To fulfil this purpose, three research questions were asked. The results are described in three parts related to the three research questions and are the product of six case studies carried out in seven different organizations. Interviews with managers and workshops with co-workers were carried out to investigate how Quality Management can be practised within organizations in order to promote sustainable co-worker health. These investigations took place in four organizations that had received awards. Three had been awarded for their excellence in leadership, work environment and co-workership, along with improved profitability; one for its successful implementation of quality programmes. The results are descriptions of methodologies, behaviours, values and organization structure used by the organizations to support sustainable health. These are exemplified with practical examples. The methodologies, behaviours, values, and organizational structure are considered possible for other organizations to adopt and all of them are already supported in the quality, management and leadership literature. Support from the health literature is also found for most of the behaviours, methodologies, values, and organizational structure. Surveys and focus groups interviews were carried out in five different organizations in order to find out what is of most importance when practising Quality Management in order to influence sustainable co-worker health. The results pointed to ‘Leadership Commitment’ as the most central of the values for achieving sustainable health among the co-workers. Furthermore, the values ‘Continuous Improvements’, ‘Participation of Everybody’ and ‘Customer Orientation’ were found to be related to sustainable health among the co-workers. The values ‘Leadership Commitment’ and the value ‘Participation of Everybody’ were then further elaborated to find aspects of importance for sustainable co-worker health. From the value ‘Leadership Commitment’ four aspects were extracted. These were labelled ‘Empathy’, ‘Presence and Communication’, ‘Integrity’, and ‘Continuity’. The results showed relations between the value ‘Leadership Commitment’ within Quality Management and sustainable health among the co-workers. Thus it is essential for leaders to work in accordance with that value to achieve results in the work towards sustainable co-worker health. The results indicate that this requires management and leadership that are characterized by the aspects above. The leaders have to: • Really understand the co-workers and their work situation. • Be present and available for co-workers and communicate with them. • Act as a role model, be fair and keep their promises. • Stay in their positions long enough to build up trust and confidence. The value ‘Participation of Everybody’ has also been shown to be related to sustainable health among the co-workers. This indicates that it is important to work in accordance with that value in the struggle to achieve sustainable health among the co-workers. The results imply that this value is characterized by the aspects ‘Development’, ‘Influence’ and ‘Being informed’. This could be done by: • Giving the co-workers opportunities to develop their skills and develop personally. • Letting the co-workers influence their work situation and taking suggestions and proposals from them seriously. • Having good communication within the whole organization. To manage this; the managers have to delegate more and empower the co-workers. These results were then further elaborated within another organization in order to develop a measurement approach that can clarify the extent to which the values, ‘Leadership Commitment’ and ‘Participation of Everybody’ permeate an organization. The developed measurement approach can be used to clarify the extent to which the organization is practising the health-promoting values within Quality Management and in what areas improvement is needed to increase co-worker health. The approach can also help the organization to detect those shortcomings within the management which are important for co-worker well-being. The developed measurement approach can be used to establish and enhance co-worker health by improving their well-being, satisfaction and motivation.
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