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| 3. |
- Hadjikhani, Amjad, et al.
(författare)
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Internationalisation process in turbulent and stable markets: Do firms know that they do not know?
- 2013
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Ingår i: Journal for Global Business Advancement. - : InderScience Publishers. - 1746-966X .- 1746-9678. ; 6:3
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Tidskriftsartikel (refereegranskat)abstract
- The view of foreign market commitment in the internationalisation process is constructed on the assumption of firms' experiential knowledge. Firms know that they do not know and seek for knowledge through the experience. The paper is based on the view that firms sometimes do not know that they do not know. It raises the question: if international firms can really gather knowledge about the future, why then do they always face critical problems? Unlike the view of studies on the internationalisation process that firms 'know what they do not know', this paper is concerned with the unknown. It discusses the idea that firms in their foreign market relationships do not know that they do not know; therefore their commitment always faces crises. With this theoretical assumption, the paper presents one case study. The process of internationalisation of a Swedish firm is analysed to examine the connection between knowledge and commitment.
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| 4. |
- Hadjikhani, Amjad, 1947-, et al.
(författare)
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Internationalization - Do They Know That They Don't Know?
- 2012
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Ingår i: Advances in Global Research. - Ajman.
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Konferensbidrag (övrigt vetenskapligt/konstnärligt)abstract
- The view of foreign market commitment in internationalization process is constructed on the assumption of firms’ knowledge seeking. Uncertainty is reduced by knowledge grounding foreign market commitment. Firms know that they do not know and seek for knowledge through experience or interactions. Incrementality hold stable market and knowledge change. The paper stands on the view that firms do not know that they do not know. It raises the simple question of if international firms’ can really reach knowledge on future why then do they always face with critical problems. Different to the view in internationalization process that firms ‘know what they do not know’; this paper is concerned with the unknown. It discuss that firms’ in their foreign market do not know that they do not know and thereforetheir commitment always face with crises when the market change is drastic. With this theoretical assumption paper presents one case study. The process of internationalization of a Swedish firm is analysed to examine the connection between the knowledge and commitment.
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| 5. |
- Hadjikhani, Amjad, 1946-, et al.
(författare)
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The internationalization process model : A proposed view of firms' regular incremental and irregular non-incremental behaviour
- 2014
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Ingår i: International Business Review. - : Elsevier BV. - 0969-5931 .- 1873-6149. ; 23:1, s. 155-168
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Tidskriftsartikel (refereegranskat)abstract
- Commitment in the internationalization process model (IP-model) is challenged by the search for knowledge through experience and interactions. Critics opposing this logic even forced the founder of the model to call for the need for integration of other elements in order to understand irregular behaviour like rapid internationalization, loss of commitment and market exit. Aligned with this call, the paper raises the question of how the IP-model can be applied to analyse both regular/incremental and irregular/non-incremental behaviour of the firms. To reach an answer, the paper proposes a theoretical view by adding expectation and unknown uncertainty to the IP-model and examines this in a case study. The contribution is a further development of the IP-model by merging these two concepts that provide tools for understanding irregular behaviour. The paper analyses a Swedish firm's internationalization in different foreign markets for the period of 1995-2009. Conclusions support the understanding of how the model can describe regular incremental and irregular non-incremental commitment behaviour.
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| 10. |
- Bengtson, Anna, 1968-, et al.
(författare)
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Managing relationship development and crises in emerging markets : A Swedish firm´s relationship behaviour in Argentina
- 2012
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Ingår i: New Policy Challanges for European Multinationals. - : Emerald Group Publishing Limited. - 9781781900208 - 9781781900215 ; , s. 421-442
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Bokkapitel (refereegranskat)abstract
- Purpose – Researchers rarely touch on the phenomenon of crisis in the relationship itself combined with relationship conflict caused by turbulence in the relationship environment – specifically for emerging markets. The aim of this study is to develop a theoretical view for studying how firms manage business relationships when facing crises caused both by involved parties and by contextual factors.Design/methodology/approach – Based on a business network perspective, the paper develops a relationship view stressing trust/distrust, commitment/de-commitment and uncertainty/knowledge as central explanatory relationship elements. The paper employs longitudinal case study method and discusses how the relationship between the Swedish firm Ericsson and Telefónica in Argentina for the period of 1998–2004. The process view is composed of three phases: the start-up phase, a phase of crisis and instability and finally a phase of restoration.Findings/originality – With the assumption of extensiveness in relationship development and high risk in falling from conflict into critical problems in emerging markets, the paper has elaborated new theoretical and empirical thoughts. The study gains further strength from the fact that the number and intensity of crises is increasing because of the escalation in global interdependency. It contributes further knowledge on strategy decisions like exit, wait and see, take the risk and advance affecting the firms’ business relationship.
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| 11. |
- Bengtson, Anna, et al.
(författare)
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Managing stability and crises in business relationships : The case of Ericsson in an emerging market
- 2013
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Ingår i: European Business Review. - : Emerald Group Publishing Limited. - 0955-534X .- 1758-7107. ; 25:6, s. 518-535
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Tidskriftsartikel (refereegranskat)abstract
- Purpose – Adding to the theoretical view of relationship development, this paper holds the view that relationship change encompasses not only smooth incremental change but also includes crises which can trigger relationship weakening, dissolution and/or recovery. The aim is to develop a theoretical view that allows understanding of both smooth incremental and critical changes in the process of relationship development.Design/methodology/approach – Based on a business network perspective, the paper's relationship view holds uncertainty, commitment and trust as central explanatory elements. The process view is composed of three episodes: incremental relationship development; relationship crisis; and ending or survival. The paper employs a longitudinal case study method and discusses how the relationship between the Swedish firm, Ericsson, and its counterpart, Telefónica, develops in the emerging market of Argentina during the period of 1998-2004. Findings – Conclusions demonstrate the vulnerability of relationships due to counterparts' behaviour and network embeddedness. This is a risk of commitment deterioration, and remedial actions like investment in new commitments will reduce distrust and uncertainty. Re-energizing relationships incrementally requires behaviour like waiting strategies, when otherwise the choice is to exit.Originality/value – Few researchers have combined the findings from stable relationship development studies with the findings from research on crisis into one model handling both stability and instability in business relationships. This is despite the fact that episodes of turbulence and instability are becoming more common in business relationships, due to entrance into more unstable markets, and markets crises of various types.
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| 12. |
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| 13. |
- Bengtson, Anna, et al.
(författare)
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Political entrepreneurship in new small ventures : The case of IMS
- 2011
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Ingår i: International Journal of Entrepreneurial Venturing. - 1742-5360 .- 1742-5379. ; 3:1, s. 26-43
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Tidskriftsartikel (refereegranskat)abstract
- This article introduces the view of political entrepreneurship, which is based on the development of unique interaction with political units to assist firms in their business. Based on a business network perspective, the aim is to develop a theoretical frame for analysis of this interaction. The question raised is how small entrepreneurs can develop relationships with political units in order to strengthen their business opportunities. Relationship commitment and knowledge are introduced as managerial elements determining the firms' influential and adaptive behaviour. A case study of a new venture in life science is used to illustrate the reasoning. The results manifest how even small firms can use their resources and knowledge to develop specific relationships with political units that support their business efforts. Issues related to loosely coupled relationships are brought forward as a theoretical foundation to aid the understanding of political entrepreneurship.
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| 14. |
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| 16. |
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| 17. |
- Engwall, Lars, 1942-, et al.
(författare)
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Internationalization of Financial Services in Turbulent Markets
- 2014
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Ingår i: International Business Review. - : Elsevier BV. - 0969-5931 .- 1873-6149. ; 23:6, s. 1035-1039
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Tidskriftsartikel (refereegranskat)abstract
- Two significant features during the post-war period have been an increasing internationalization of ecohomic activities and a growing role for financial services in the world economy. Considerable attention has been devoted to both these features separately, while attention to the internationalization of financial service firms has been more limited. Even more limited have been the efforts to combine this work with studies of the influence of market turbulence on financial service firms. The present special issue is an attempt to provide a remedy to this state of affairs. In this introduction we first provide a background to the topic. We then give a brief summary of the characteristics of financial services as well as a short review of extant literature, before presenting the six papers that make up the issue and providing some conclusions.
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| 18. |
- Figueira de Lemos, Francisco, 1968-
(författare)
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A Political View on the Internationalization Process
- 2013
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- The role of governments in the internationalization of the firm had early recognition in prominent seminal studies in international business, such as Hymer’s thesis or the Uppsala Model, though the interaction between multinationals and governments has attracted scarce attention. As such, the main stream of economics and management studies have focused on internationalization essentially as an issue of the firm, wherein the multinationals’ interaction with the environment is limited to a business-industrial scope of suppliers, clients, and competitors.In a different direction, this thesis includes the political setting and studies the beneficial side of governments in the internationalization process of the firm. With this purpose, the present dissertation proposes a conceptual framework based on Johanson and Vahlne’s (1977) internationalization process model, complemented with Williamson’s (1975) Transaction Costs Economics, and encompassed by conceptual insights from institutional studies related to international business. Specifically, the role of governments in the internationalization process is examined through the variances of the relation between knowledge and commitment at the micro, meso, and macro level.The structure of the thesis reflects the multilevel approach, integrating one conceptual and three empirical papers, each of which dealing with a particular level of analysis. Through the aggregation of each paper’s intrinsic contribution, the dissertation’s summary offers a wide view on the internationalization phenomena, adding the political elements to the industrial-business elements of the environment. Overall, internationalization is conceptualized as a process of interaction with the business environment, whereas the public nature of political elements induces the compromise of combining activities between firms and governments. Evidence gives the ground to conclude that internationalization is not a game played just between firms, or, even, between firms and markets, but also with and within governments.
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| 19. |
- Figueira de Lemos, Francisco, 1968-, et al.
(författare)
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Internationalization Processes in Stable and Unstable Market Conditions : Towards a model of commitment decisions in dynamic environments
- 2014
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Ingår i: Journal of world business (Print). - : Elsevier BV. - 1090-9516 .- 1878-5573. ; 49:3, s. 332-349
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Tidskriftsartikel (refereegranskat)abstract
- This article proposes a managerial decision framework to deal with internationalization whether in stable or dynamic environments. While displaying the effects of unstable and stable environmental settings on commitment decisions, the framework is the result of an inferential abductive approach that merges the risk management model with empirical data collected from a 32-year longitudinal case study on nine Swedish MNCs. The longitudinal analysis shows that when environmental changes are perceived as detrimental, firms tend to decrease their tangible assets and commit in a more intangible way. On the opposite, when changes to the environment are perceived as beneficial, firms follow an incremental path of commitment, preferably in tangible kind. The findings contribute new knowledge to understand such diversities in commitment decisions as divestment, wait-and-see, market-exit and re-entry.
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| 20. |
- Hadjikhani, Amjad, 1946-, et al.
(författare)
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A Note on Knowledge Development in Marketing
- 2012. - First edition
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Ingår i: Business-to-Business Marketing Management. - Bingley, UK : Emerald Group Publishing Limited. - 9781780525761 ; , s. 11-33
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Bokkapitel (övrigt vetenskapligt/konstnärligt)
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| 21. |
- Hadjikhani, Amjad, et al.
(författare)
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Development of B2B marketing theory
- 2013
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Ingår i: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 42:3, s. 294-305
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Tidskriftsartikel (refereegranskat)abstract
- Despite the practice of B2B marketing dating back several thousand years, B2B marketing studies did not exist in significant numbers prior to the last three decades and we are now in the a stage of accelerated theory development. Contributions to B2B theory began at the end of the 1800s and in the early 1900s, but developments in the last decades have inspired this paper to study how the B2B marketing theory has evolved. The transition from an economic foundation to one built on the behavioral sciences and the recent wider applicability of B2B marketing theory towards other marketing fields is viewed in this paper as an exciting journey and is the focus of this paper. A historic development of the contributions reveals new knowledge on B2B research development and its applicability which is beneficial not only for researchers in B2B marketing research and industrial firms, but also other marketing fields.
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| 22. |
- 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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| 23. |
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| 24. |
- Hadjikhani, Amjad, 1946-, et al.
(författare)
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International Marketing Case
- 2012. - First edition
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Ingår i: Business-to-Business Marketing Management. - Bingley, UK : Emerald Group Publishing Limited. - 9781780525761 ; , s. 34-39
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Bokkapitel (övrigt vetenskapligt/konstnärligt)
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| 27. |
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| 28. |
- Hadjikhani, Amjad, 1946-, et al.
(författare)
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The impact of discontinuity on firms´ business relationship behaviour
- 2012
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Ingår i: European Business Review. - : Emerald. - 0955-534X .- 1758-7107. ; 24:2, s. 134-150
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Tidskriftsartikel (refereegranskat)abstract
- With a comparative aim, the purpose of this paper is to challenge the general assumption behind relationship longevity. The question under attention is whether firms' relationship of a discontinuous nature is different from continuous relationships and if so what this diversity entails. In the essay, a conceptual view is developed and tested statistically. The ambition is to add new knowledge to the field of business relationships.Design/methodology/approachThe essay's theoretical foundation rests on relationship theory and employs the four relationship behaviour elements of trust, commitment, cooperation and adaptation. Differences/similarities in the effects among these elements are tested for two types of relationships, i.e. those of continuous and discontinuous exchange, using data from 353 Swedish firms.FindingsThe results show that a firm's behaviour in continuous relationships rests on incremental change, in the sense that the relationship elements of trust, commitment, cooperation and adaptation display sequential and progressive effects. This supports the common notion of a gradual strengthening of the business relationship resulting in longevity. Contrary to this, a firm's behaviour in discontinuous relationships is guided by the level of trust, which thus forms the base for the remaining elements. The absence of incremental change in the relationship behaviour and the pivotal role of trust mean that these relationships are weaker and are faced with interruptions and interference from competitors. Thereby business firms are confronted with different marketing challenges. The differences in the relationship behaviour of the two types signify that the view of relationships indeed needs advancement.Originality/valueFalling from a continuous to a discontinuous business relationship is becoming more common due to reasons such as market crises, business or firm crisis or because of the nature of the businesses as such. While earlier research studied the relationships' continuity and discontinuity separately, this paper enriches the earlier efforts and compares the two types. Understanding the differences between the two types of relationship can enrich the knowledge, not only for researchers but also for business managers.
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| 29. |
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| 30. |
- Hadjikhani, Amjad, et al.
(författare)
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The Three Pillars: Business, State and Society : MNCs in Emerging Markets
- 2012
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Ingår i: Elg, U., Ghauri, P., Hadjikhani, A. (eds.), Business, Society and Politics (International Business and Management). - : Emerald Group Publishing Limited. ; 28:-, s. 3-16
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Tidskriftsartikel (refereegranskat)
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| 31. |
- Hansen, Therese
(författare)
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Internet or Traditional Stores : Identifying Influences on Consumers' Mobile Phone Purchases
- 2012
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Licentiatavhandling (övrigt vetenskapligt/konstnärligt)abstract
- This explorative study aims to identify factors that can explain why some consumer purchases occur via Internet Stores while others take place in traditional stores. During the last few years' development of IT and Internet, the thoroughly explored research area of where consumers purchase has come to involve a new type of retail store, the Internet store. Even though there are other, perhaps more established, sales channels involving a distance between buyer and seller, for instance, mail-order and telephone, sales via the Internet have made researchers view consumers' choice of retail store with new eyes.Interviews, group discussions and a survey were used to capture both consumers' and firms' perspectives on the phenomenon under study. Theoretically, the study is built upon the interaction perspective with a focus on the consumer-retailer relationship. The business network perspective and the concept of connected actors were used to understand the context of the consumer-retailer relationship.The study has resulted in an analytical framework of internal and external influences on where consumers make purchases. Internal influences refer to concepts related to the consumer-retailer relationship: experiential knowledge, trust/distrust and commitment. These explain consumers' inclination to stay with their favourite store(s) instead of trying a new one, such as, an Internet store. External influences involve concepts referring to the context of the consumer-retailer relationship: information and commitment to brands. These influences may either strengthen or weaken a consumer's relationship with a retailer. If the relationship is weakened or dissolved the consumer may turn to a new retail store.
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| 32. |
- Ljung, Anna
(författare)
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The Multinational Company and Society : A Study of Business Network Relationships in Latin America
- 2014
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- The role of society for the development of multinational companies’ (MNC) business has so far not attracted much scholarly attention in international marketing. Responding to recent calls for further research relating MNCs with society, the aim of this thesis is to enhance the understanding of the MNC relationship with society. Standing on the business network perspective, the theoretical view includes society in the network. Apart from business actors, the view incorporates public actors (such as governments) and civil society actors (such as Non-Governmental Organizations). Thus, contrary to earlier business network studies, the MNC relationships with non-business actors are explicitly handled as part of the business network in this thesis.For the fulfillment of the aim - understanding the MNC relationship with society - the study applies the four relationship elements knowledge, commitment, trust and legitimacy. In further developing the theoretical view, the results from the empirical and theoretical findings in the papers, along with others’ contributions in this field, have inspired the development of interdependence in relationships. Consequently, the main emphasis in the ‘Thesis Summary’ is put on a deeper theoretical discussion of the concept of interdependence. The interdependence framework maps different relationship types with business and non-business actors in business networks. The implications on the management of the different types of relationships are also further developed.The empirical study, which inspired the theoretical development, concerns a qualitative and abductive case study of a Swedish MNC’s relationships with actors from the business, public and civil society sectors in Argentina and Brazil. The study is based on 51 interviews, observations and documentation as its main data sources. It resulted in four papers, which were developed in the areas of crisis, subsidiary strategy, radical innovation and expansion to the rural ‘Base of the Pyramid’, all applying a relational perspective.The thesis has both empirical and theoretical contributions. The major empirical contribution concerns the behavior of MNCs in emerging economies in relation to society. The theoretical development contributes deeper exploration of business relationships and network perspectives in the context of society, adding a novel employment of the same.
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| 33. |
- Lundström, Robert, 1973-
(författare)
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Comparing Procurement Methods in Road Construction Projects : Influence on Uncertainty, Interaction and Knowledge
- 2013
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- The construction sector is often considered to show a number of limitations regarding efficiency and effectiveness, conclusions normally drawn irrespective of project procurement method used, and despite the common assumption that differences among approaches exist regarding these aspects. The study investigates differences and similarities among procurement methods using a longitudinal multi-case study based on two comparatively large infrastructure projects: a traditional so-called design-bid-build project and an unconventional so-called design-build-maintain project. The empirical part of the investigation, which in addition to the two focal projects mentioned also includes a number of prior and subsequent projects, was conducted based on literature studies, interviews and observations. The complex organizational phenomenon associated with each case was studied partly by interpreting each focal project as a small temporary network comprising a client, a contractor and a consultant, and partly any connections from the focal project to other projects of the organizational context. The influence of the procurement method was investigated using a model comprising the three concepts of uncertainty, interaction and knowledge. The empirical findings suggest that significant differences exist between the two approaches investigated regarding all three concepts. In principle, the traditional procurement approach resulted in low degrees of uncertainty, interaction and knowledge, while the unconventional project resulted in higher degrees. Although differences regarding the procurement methods can be observed by directly comparing the two focal projects, the influence of procurement method on uncertainty, interaction and knowledge gained becomes even more interesting if the time-frame is extended beyond the immediate projects studied. In particular, the comparison of the two cases presented indicates differences regarding the establishment of inter-project connections. The theoretical framework utilized in the study contributes to previous research by providing a way to characterize procurement methods, differences among them, and how knowledge is gained in relation to interaction and uncertainty.
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| 34. |
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| 36. |
- Pourmand, Firouze, 1981-
(författare)
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How do Small Firms Manage their Political Environment? : - A Network Perspective
- 2011
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- To this point research on firms’ political behavior has contributed knowledge concerning large firms’ relationships and strategies with political actors and their surrounding environment. Less is known about small firms’ behavior towards political organizations. As a matter of fact, the fields of international marketing, international business and corporate political science have left the political behavior of small firms almost untouched. Therefore, extant literature assumes that small firms due to their resource constraints are passive receivers of political initiatives. About 99 percent of all firms within the European Union are small firms, and it is therefore questioned whether all these firms are passive receivers of political initiatives. The intention with this thesis is to challenge some assumptions regarding how small firms manage their relationships with political actors concerning EU related rules and regulations. Consequently, the study raises the overarching research question; how do small firms manage their political environment? Theoretically, the study takes a network perspective on business political interaction to examine both individual and/or collective political behavior of small firms. It develops a theoretical view constituted of knowledge, commitment and legitimacy. Methodologically, two sequential stages are followed: first an in-depth qualitative case study of three successful cases is presented and second, the in-depth understanding is broadened to a wider population of firms based on a quantitative survey. A central contribution of this thesis is to aid research on the political behavior of small firms. It is found that small firms, in contrast to prevailing assumptions, do possess political resources. They are not passive receivers of political initiatives. Instead, the findings show that small firms are active and can exercise influence. This, however, is shown to be dependent on the firm’s political commitment, political knowledge and competency and business-political legitimacy. It is also shown that small firms mobilize these critical resources not only directly, but also indirectly through various intermediating actors. Besides the theoretical contributions, these conclusions are important not just because of the managerial implications but also, and perhaps more importantly, for the policy implications that can be drawn from the study. Being exploratory and opening up the black box of small firm’s political behavior, the thesis ends with a number of future research directions.
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| 37. |
- Röndell, Jimmie
(författare)
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From Marketing to, to Marketing with Consumers
- 2012
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Empowered by information technology and the internet, consumers are participating more than ever in activities that traditionally are exclusive to firms. No longer do marketers hold exclusive rights to defining and supplying value to customers; value is created by and with consumers in interactions. This constitutes a fundamental change in the established understanding of consumer marketing. This thesis argues for a subtle but vital shift in perspective, from one of marketing to, to one of marketing with consumers, by addressing the research question: How does the shift from marketing to, to marketing with consumers change the role of actors and value propositions?The study traces the historical development of consumer marketing, reflecting on the limitations of the traditional theoretical framing, and basing its theoretical foundation on business network theory and service dominant logic.Findings from four extensive empirical studies show that while the change is very important, it is equally important not to disregard the fact that consumers are still consumers. Rather than merging the role of providers and consumers, treating consumers as “prosumers” equal to business actors, it is instead vital to even further identify the distinctions between firms and consumers. This means recognizing that these roles, as defined by their functional identity in interactions, are complementary functions within the exchange and value creation network. Furthermore, the role of value propositions is no longer merely to act as a means for communicating the defined value of a supplier’s output to consumers. Rather, in a marketing with perspective, the role of value propositions is to act as a means for interaction, facilitating opportunities for identifying potential value and benefits generated in the interaction between and in-between consumers and firms, where the roles of the actors as initiators-participants are interchangeable.
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| 38. |
- 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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| 39. |
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