| 1. |
- Lindh, Cecilia, 1974-, et al.
(author)
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Digitalization in the global sales era : The analysis of a cross-national dataset
- 2018
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Conference paper (peer-reviewed)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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| 2. |
- Lindh, Cecilia, 1974-, et al.
(author)
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Information technology and performance in industrial business relationships : the mediating effect of business development
- 2017
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In: Journal of business & industrial marketing. - : Emerald. - 0885-8624 .- 2052-1189. ; 32:7, s. 998-1008
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Journal article (peer-reviewed)abstract
- Purpose: The study addresses a gap in research concerning the specific purpose of information technology (IT) in business relationships and how it impacts business development and relationship performance. To fill this gap, the purpose of this study is to investigate the prospective effects of IT on business development and relationship performance in the business relationships of industrial firms. Design/methodology/approach: Building on previous research from the industrial business relationship field, 353 relationships between Swedish industrial firms and their customers are analyzed with linear structural relations in LISREL. Findings: The findings show that the effect of IT on relationship performance is not direct but mediated by business development measured in terms of business creation and product development. Research limitations/implications: The study’s results imply that IT that is integrated in inter-firm operations has to be assigned a specific purpose to effectively influence relationship-specific performance. The results also indicate that more research is needed to provide additional insights about the relation between IT and performance in business relationships. Social implications: If the full potential of IT-based solutions could be reached, then this could lead to the generation of new products and technologies and more competitive companies, which in turn would create more jobs and greater wealth. Originality/value: In conclusion, this study fills a gap in research by highlighting that IT studied with a business relationship approach is particularly important under certain conditions. As such, the study contributes to the research stream seeking to understand the role of IT in industrial marketing and how IT should be used for increasing relationship performance.
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| 3. |
- Lindh, Cecilia, 1974-, et al.
(author)
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New Service Development and Digitalization : Synergies of Personal Interaction and IT Integration
- 2018
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In: Services Marketing Quarterly. - : Informa UK Limited. - 1533-2969 .- 1533-2977. ; 39:2, s. 108-123
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Journal article (peer-reviewed)abstract
- This study investigates the effects of personal interaction and information technology integration (IT integration) on new service development in business-to-business (B2B) service firms' relationships. Personal interaction, IT integration and new service development are latent variables in a structural model tested with LISREL (N = 138). The relationship between personal interaction and IT integration is strong and indicates that both these constructs are drivers for new service development. Although both these constructs represent diverse ways of interacting, they both positively impact new service development. Hence, managers should not expect IT to replace personal interaction to a great extent in B2B-service contexts.
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| 4. |
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| 5. |
- Melén Hånell, Sara, et al.
(author)
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Born globals or born regionals? A study of 32 early internationalizing SMEs
- 2019
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In: International Business in a VUCA World: The Changing Role of States and Firms. - : Emerald Group Publishing Limited. - 9781838672560 ; , s. 289-308
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Book chapter (peer-reviewed)abstract
- Is a born-global strategy reflective of high performance or are there merits in a regional strategy? In studying a sample of 32 internationalizing small-and medium-sized enterprises (SMEs), we find that many of the early internationalizing firms that formally meet the accepted “born-global criteria” are actually regional. With this concept as a starting point, this study aims to contribute to the literature on early internationalizing firms by comparing how born globals (BGs) and born regionals (BRs) differ in terms of the liability of foreignness, networking activities and performance. Our results indicate that both liability of foreignness and knowledge development in networks is more challenging for BGs than for BRs, and for this reason, BRs are likely to perform better than BGs. Hence, we identify a “born global disadvantage” stemming from a lack in the capacity of acquiring relevant foreign-market knowledge and tackling foreign-market institutions. The implications of the study highlight the need for researchers and practitioners to be more careful when using the concept of BG and to acknowledge that differences do exist between regional and global business strategies.
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| 6. |
- Melén Hånell, Sara, et al.
(author)
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Exploring the prerequisites for long-term survival of internationalising and innovative SMEs : The case of the Swedish life-science industry
- 2018
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In: The Routledge Companion to European Business. - Abingdon, Oxon; New York, NY : Routledge. - 9781138226586
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Book chapter (peer-reviewed)abstract
- This chapter complements the empirical research, highlighting that aspects such as network access and accesses to financial resources also impact the choices that innovative small and medium-sized enterprises (SMEs) in the life-science industry make during their internationalisation. However, focusing on life-science SMEs from one European country, does not yet permit broad generalisations to be made. The chapter presents the ideas that may build a basis for how future public policy instruments can be earmarked to support innovative SMEs in Europe, and possibly elsewhere, thus promoting innovation, entrepreneurship and economic growth. It contributes to the understanding of how innovative and international SMEs grow and survive from a long-term perspective. The chapter focuses on prior research within the emerging field of international entrepreneurship, which typically focuses on innovative and international SMEs. It contributes to international entrepreneurship literature by presenting a longitudinal study based on data of 26 innovative SMEs in the Swedish life-science industry.
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| 7. |
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| 8. |
- Melén Hånell, Sara, et al.
(author)
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New product development in foreign customer relationships : A study of international SMEs
- 2017
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In: Entrepreneurship and Regional Development. - : Routledge. - 0898-5626 .- 1464-5114. ; 29:2, s. 1-20
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Journal article (peer-reviewed)abstract
- This study identifies a gap in research concerning how small and medium-sized enterprises (SMEs) can benefit from pursuing locally (rather than globally) oriented internationalization strategies. Becoming overly dependent on one single foreign market could potentially reduce the inflow and diversity of new knowledge that can serve as input for new product development. This study discusses how this risk can be minimized. In this endeavour we create a theoretical model that investigates how the local sales concentration and relationship-specific commitment of SMEs relates to new product development. To do this we draw on the behavioural internationalization process framework. The theoretical model is tested on an effective sample of 188 Swedish SMEs. The results show that relationship-specific commitment mediates the effect of local sales concentration on new product development. The implication is that investments which enable collaboration in important business relationships are crucial requisites for keeping firms innovative and in pace with market fluctuations. The findings thus contribute to international business literature by showing that a local market scope of operations combined with a relationship orientation are beneficial for new product development in international SMEs.
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| 9. |
- Melén Hånell, Sara, et al.
(author)
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Pursuing Innovation : An Investigation of the Foreign Business Relationships of Swedish SMEs
- 2018
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In: British Journal of Management. - : WILEY. - 1045-3172 .- 1467-8551. ; 29:4, s. 817-834
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Journal article (peer-reviewed)abstract
- The aim of this study is to contribute to the international business field and research on the innovativeness of international SMEs, by addressing the following research question: To what extent and under which circumstances does relationship connectedness affect perceived innovativeness in international SMEs? To answer this question, the authors create a model that examines the mediating effects of two types of foreign business relationship strategies: relationship differentiation and relationship investments. In order to create this model, the authors draw upon behavioural internationalization process theory, network theory and research into SMEs. The findings reveal that relationship investments mediate the effect relationship connectedness has on perceived innovativeness. This study contributes to research about the innovativeness of international SMEs by showing that being connected to resources in the network is not, in itself, a guarantee of becoming or remaining innovative in foreign markets.
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