| 1. |
- Åge, Lars-Johan, 1966-
(författare)
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Affärsbaxning - ett ramverk för den goda affären
- 2015
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Rapport (övrigt vetenskapligt/konstnärligt)abstract
- Denna rapport vänder sig till offentlig inköpare med syfte att tillhandahålla ett ramverk som beskriver förutsättningarna för en effektiv offentlig upphandlingsprocess, en s.k. ‛god affär‛. Utgångspunkten är en doktors-avhandling som lades fram på Handelshögskolan i Stockholm 2009 som presenterade en vetenskaplig modell för ett modernt affärsmannaskap. Den innehöll fyra principer: affärsstandardisering, affärskamratisering, personalisering och rationell affärsprövning. Denna rapport översätter dessa fyra principer till offentligainköpssammanhang och visar hur dessa kan balanseras i enlighet med ‛affärsbaxningsmodellen‛ och därigenom skapa maximalt effektiva offentliga upphandlingsprocesser.När det gäller principen om affärsstandardisering betonar den vikten av att de standardiserade och administrativa processerna är ändamålsenliga och anpassningsbara. Det är också viktigt att dessa processer även omfattar kunskapsöverföring i organisationen och att det finns ett stödjande strukturkapital. Principen om affärkamratisering betonar vikten av interna och externa samarbeten. Det handlar om att ha arbetsmetoder och processer för att omhänderta leverantörerna både före, under och efter en upphandling. Här betonas ävenvikten av samsyn, inte bara om det som ska upphandlas, utan ävenom de långsiktiga målen och strategierna. Principen om personalisering fokuserar på individnivån i affären och här betonas vikten av att de inblandade personerna har en grundläggande kompetens i att skapa långsiktiga relationer både internt och externt, få tillgång till väsentlig information, tillvarata organisationen situationsspecifika intressen, säkerställa värdeskapande möten och att förstå vilka utrymmen det finns för förhandling och dialog. Principen om rationell affärsprövning beskriver vikten av att rationella överväganden präglar den offentliga inköpsprocessen. Det handlar om ett göra korrekta och effektiva behovsanalyser baserat på den upphandlande myndighetens verksamhet och budget, men även att uttrycka dessa krav på ett korrekt, reellt och ändamålsenligt sätt.Rapportens budskap är att receptet på den ‛goda affären‛ är att dessa fyra principer måste vara på plats, var och en för sig, och ‛i rätt dos vid rätt tillfälle‛. Hur stor plats och vikt de tar är beroende av var i upphandlingsfasen man befinner sig och vilken affär som för tillfället ska hanteras. Alla affärsmän och affärskvinnor som är inblandade i offentlig upphandling bör ‛baxa‛ dessa olika affärsmässiga principer, lite olika varje gång, för att kunna åstadkomma den goda affären.Denna rapport ger ett ramverk, eller en karta, som kan fungera som ett ‛flygfoto‛ över dessa affärsprocesser och som kan användas för att hitta fram till den goda affären. Det finns ävenchecklistor för varje princip för att underlätta navigeringen i dessa komplexa situationsspecifika processer för att vägen till en god affär ska bli möjlig i varje offentlig upphandlingsprocess.
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| 2. |
- Ahlenius, Martin, et al.
(författare)
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The impact of gained trust on person-job fit and occupational turnover. The case of residential real estate brokers
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Annan publikation (övrigt vetenskapligt/konstnärligt)abstract
- This study explores if received trust is intrinsically motivating and if it is associated with subjective person-job fit and occupational turnover intentions in the Swedish brokerage setting. Results from 397 real estate brokers showed that brokers are driven by the gained trust from their sellers and that gained trust is a vital part of person-job fit within brokerage. Furthermore, increased levels of person-job fit strongly reduce occupational turnover intentions within brokerage. This study offers further insights into intrinsic motivation in professional service settings and indicates that certain types of customer interactions help to fulfill the basic psychological needs of competence and relatedness.
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| 3. |
- Ahlenius, Martin, et al.
(författare)
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The occupational life cycle of real estate brokers: a cohort study
- 2022
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Ingår i: Journal of European Real Estate Research. - : Emerald. - 1753-9269 .- 1753-9277. ; 15:3, s. 351-367
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Tidskriftsartikel (refereegranskat)abstract
- Purpose The purpose of this article is to describe and analyze the occupational life cycle of Swedish real estate brokers. Design/methodology/approach Voluntary turnover among real estate brokers could lead to occupational turnover and/or employee turnover and has been described as problematic by both practitioners and researchers alike. Most previous studies focusing on this issue have explored connections between real estate brokers' personality, economic and market conditions and turnover. Employee turnover involves shifting jobs within the profession (real estate brokerage), whereas occupational turnover concerns movement to a job not related to the real estate brokerage profession. Both perspectives on turnover are however lacking data about the average time spent as a broker. This study fills this gap by exploring real estate brokers' life cycle through data analysis using a cohort study consisting of a sample of 5,304 real estate brokers registered and/or deregistered over a ten-year period from 2010 to 2019. Findings The analysis show that the decline is almost linear, resulting in 50% of the newly registered real estate brokers remain in the occupation eight years after registration. These findings are not in line with previous assumptions as the real estate brokers' life cycle is substantially longer. The results also reveal that there are differences in life cycles due to gender and year of registration. Originality/value The analysis of longitudinal, aggregated data on the life cycle of real estate brokers is highly relevant as it serves as a point of reference for future longitudinal studies analyzing the motives for leaving the occupation.
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| 4. |
- Ahlenius, Martin, et al.
(författare)
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The role of gained trust: effects on intrinsic motivation, person-job fit and turnover intentions among real estate brokers
- 2024
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Ingår i: Property Management. - : Emerald. - 0263-7472 .- 1758-731X.
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Tidskriftsartikel (refereegranskat)abstract
- Purpose: The purpose of this paper is to analyze if gained trust is intrinsically motivating and whether it is correlated to subjective person-job fit and occupational turnover intentions among Swedish real estate brokers. Design/methodology/approach: The empirical data was gathered via a survey targeting all real estate brokers in Sweden and analyzed using structural equation modeling. Findings: The results indicated that brokers are motivated by gained trust from their sellers and that gained trust is a vital part of person-job fit among brokers. In addition, the results show that higher levels of person-job fit reduce the occupational turnover intentions among brokers. Research limitations/implications: Being a real estate broker in Sweden might differ from being a broker in many other otherwise comparable countries. Another limitation is the lack of measurements of job satisfaction and/or intrinsic motivation connected to other job characteristics besides customer relations and gained trust. The high mean values of person-job fit, and intrinsic motivation connected to gained trust from customers are contributing to a more nuanced description of brokerage. Practical implications: This study gives insights about intrinsic motivation and its connection to person-job fit. Awareness of what drives brokes can be used by both workers and managers to reduce occupational turnover. Originality/value: This study is interesting from a person-job fit theory advancement perspective since the focus is given to the connection between specific situational work characteristics and person-job fit.
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| 5. |
- Berggren Newton, Benny
(författare)
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Business Basics : A Grounded Theory for Managing Ethical Behavior in Sales Organizations
- 2021
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Background: Managing co-workers’ ethical behavior in sales organizations is a complex social process. To start, sales organizations incorporate several actors to manage, often simultaneously, all with their own agendas. Ethics as a topic is convoluted because it encompasses context-based scenarios which may not have clear-cut right and wrong answers. The management process is an ongoing task managers deal with on daily basis, where mismanagement can lead to severe consequences. The majority of existing research on this area tends to focus on single factors in the management process, not the whole process. While there are some research studies that presents models or integrated frameworks describing the management process, they are few in number.Aim: The aim of this study is to derive empirical concepts and thereby try to develop a theory to facilitate an understanding of the process of managing co-workers’ ethical behavior, where the purpose is to ultimately build an integrated framework. More specifically, this study aims to describe the involved actors’ main concerns and the process by which these are continuously resolved.Methodology: In order to achieve the aim, a method with an inductive approach was necessary. The orthodox Grounded Theory methodology was chosen as research approach since it can generate conceptualizations in an integrated framework which help explain the occurring social processes. Working from this approach means that the researcher develops a new theory that is grounded in empirical data, where the researcher inductively describes the social process. The empirical data was mainly derived from interviews with actors within the field. The data was collected, coded and conceptualized in an overlapping procedure until an empirically derived theory emerged After the emergence of the theory, the empirical data was validated with existing academic literature.Findings: The core category in this study is Business Basics and concerns the desire to continuously conduct business where the management of ethical behavior is a fundamental basis to achieve this. Five distinct categories, all related to the core category were revealed: Bureaucratization, Relationship Investing, Educationing, Monetary Managing and Intuiting. These categories are expressed in social and dynamic processes. They represent different activities, tools, influences and practices that managers can adopt in order to reach their main concern.Contribution: As a contribution, this dissertation provides an integrated framework based on the actors own subjective experiences, describing the dynamic and social processes of managing co-workers ethical behavior in sales organizations.
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| 6. |
- Eklinder-Frick, Jens Ola, et al.
(författare)
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Digitalization efforts in liminal space : inter-organizational challenges
- 2020
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Ingår i: Journal of business & industrial marketing. - : Emerald. - 0885-8624 .- 2052-1189. ; 35:1, s. 150-158
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Tidskriftsartikel (refereegranskat)abstract
- Purpose: The purpose of this paper is to analyze the benefits and drawbacks that strategically imposed liminality inflicts upon inter-organizational digitalization efforts within the different phases of its utilization.Design/methodology/approach: This study empirically examines digitalization in a large multinational manufacturing company, Sandvik Machining Solutions, using data that were collected through interviews and a qualitative research design.Findings: This study shows that a liminal space separated from the structures in which one is supposed to inflict changes increases the risk of developing an incompatible system that will be rejected in the incorporation phase. An inter-organizational perspective on liminality thus contributes to our understanding of the benefits and drawbacks that liminal space can pose for the organizations involved.Practical implications: The study suggests that, in the separation phase, driving change processes by creating liminal spaces could be a way to loosen up rigid resource structures and circumvent network over-embeddedness. Finding the right amount of freedom, ambiguity and community within the liminal space is, however, essential for the transition of information as well as the incorporation of the imposed changes.Originality/value: Introducing an inter-organizational perspective on liminality contributes to our understanding of the stress that liminal space can place on individuals as well as the individual organization.
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| 7. |
- Eklinder-Frick, Jens, 1980-, et al.
(författare)
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Relational business negotiation – propositions based on an interactional perspective
- 2020
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Ingår i: Journal of business & industrial marketing. - : Emerald Group Publishing Limited. - 0885-8624 .- 2052-1189. ; 35:5, s. 925-937
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Tidskriftsartikel (refereegranskat)abstract
- Purpose: Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature.Design/methodology/approach: To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective.Findings: Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered. Originality/value: Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.
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| 8. |
- Fremont, Vincent, et al.
(författare)
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Interaction through boundary objects : controversy and friction within digitalization
- 2019
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Ingår i: Marketing Intelligence & Planning. - : Emerald Group Publishing Limited. - 0263-4503 .- 1758-8049. ; 37:1, s. 111-124
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Tidskriftsartikel (refereegranskat)abstract
- Purpose The purpose of this paper is to analyze friction and controversies with interaction processes and their effects on forming new resource interfaces, through the lens of boundary objects. Design/methodology/approach The empirical setting consists of two organizations that are trying to enhance their competitive advantage through digitalization. During the process of data collection four different boundary objects were identified. The study illustrates how these boundary objects were characterized in terms of their modularity, standardization, abstractness and tangibility. This paper provides an analysis of how respondents perceived that the development of these boundary objects affected the creation of novel resource interfaces, and the resulting friction and controversy between new and old structures. Findings The study concludes that within a producer-user setting a focal boundary object will take on tangible and standardized properties, and the interaction process will expose friction in terms of both power struggles and resource incompatibilities. On the other hand, a boundary object's modularity gives the actors central to the interaction room to maneuver and avoid resource incompatibilities and the development setting will hence be characterized by controversies. Originality/value The analysis indicates that the way individuals perceive boundary objects is central to interaction processes, answering calls for studies that investigate the role of objects within subject-to-object interaction.
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| 9. |
- Gustavsson, Bengt, 1951-, et al.
(författare)
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Conceptualizing for managerial relevance in B2B research – A grounded theory approach
- 2014
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Ingår i: Journal of business & industrial marketing. - : Emerald: 24 month embargo. - 0885-8624 .- 2052-1189. ; 29:7-8, s. 626-632
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Tidskriftsartikel (refereegranskat)abstract
- Purpose - This study aims to formulate recommendations for business-to-business (B2B) researchers, with the potential to increase the extent to which B2B research is relevant to managers.Design/methodology/approach - These recommendations are derived from and inspired by the grounded theory methodology.Findings - In this article, we argue that conceptualizations which are potentially relevant to managers are those that discover new perspectives, simplify complexity, enable managers to take action and have an instant grab. To accomplish this as researchers, the authors emphasize fostering a beginner's mind, creating umbrella models, increasing the level of abstraction of concepts and finding the core process in data.Originality/value - In this article, we translate the basic principles within the grounded theory methodology into more general recommendations that can be used by B2B researchers.
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| 10. |
- Molin, Jonas, et al.
(författare)
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Business streamlining - an integrated model of service sourcing
- 2017
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Ingår i: Journal of business & industrial marketing. - 0885-8624 .- 2052-1189. ; 32:2, s. 194-205
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Tidskriftsartikel (refereegranskat)abstract
- Purpose The purchasing of services is a significantly under-researched area. The purpose of this study is to suggest a conceptual model of service sourcing relationships, including the post-contract phase. Design/methodology/approach A qualitative methodology involving two longitudinal case studies that were analyzed with a grounded theory approach in order to build a conceptual model. Findings The proposed model consists of a core process that is termed ?business streamlining? and denotes the process by which four interrelated dimensions are managed in order to making the business processes of the buying organization simpler and more effective and/or productive. Research limitations/implications Although the research methodology is qualitative and does not allow statistical generalization, the study does provide valuable insights into the management of the service (out-) sourcing process. Practical implications The model proposed in this study can be utilized by managers to impose a useful conceptual structure on otherwise fluid and intangible processes, which makes them easier to analyze and facilitates strategic corporate decision-making. Originality/value The paper proposes a model that grasps the dynamics and reality of service (out-) sourcing relationships, including the ongoing relationship management process.
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