DHanken

Recent Submissions

  • Lindh, Micke Richard (Svenska handelshögskolan, 2015-08-28)
  • Linh, Le Thuy (Svenska handelshögskolan, 2015-08-26)
  • Törmä, Aino (Svenska handelshögskolan, 2015-08-24)
  • Svenska Handelshögskolan, <inst>, <ämne>; Swedish School of Economics and Business Administration, <inst>, <ämne> (Svenska handelshögskolan, 2015-08-24)
  • Mac Donald-Thomé, Joachim (Svenska handelshögskolan, 2015-08-24)
  • Kindström, Daniel; Kowalkowski, Christian; Alejandro, Thomas (Emerald Group Publishing Ltd., 2015)
    Purpose The objective of this research is to explore the implications for the sales function of the infusion of services by formerly product-based firms. In particular, it aims at identifying the changes that need to be made at the sales-function level if the services are to be successfully sold. Design/Methodology This research is an exploratory qualitative case study. Data were collected by focus group discussions and in-depth interviews with relevant managers in three large multinational companies based in Northern Europe, which were pursuing service-led growth. Findings The effects of service infusion processes on the sales function could be seen with respect to the three parts of the analytical framework: organization, roles, and competences. The results illustrate the need for a changed perspective with respect to all three parts, if a product-based firm is to be successful in the infusing of associated services into its portfolio of offerings. Analysis of the results identifies key operational initiatives that management needs to understand and implement when corporate and marketing strategies increasingly focus on service-led growth. Research limitations The study was exploratory and vendor centric, which means that it did not quantitatively assess the results or directly involve the customers at whom the services were directed. Also, the choice of business-to-business firms limits the capacity to generalize the findings. Originality/Value Whereas relationship-based and value-based selling are approaches more geared to the sales-force level, the study reported in this paper set out to understand fundamental differences at the sales-function level when firms pursue service-led growth. The findings suggest that the realignment of corporate strategy towards an increased focus on services may have far-reaching implications for the sales function.
  • Sieviläinen, Johanna (Svenska handelshögskolan, 2015-08-17)
  • Manai, Aicha; Holmlund, Maria (Emerald, 2015-08-01)
  • Zhang, Ling Eleanor (Svenska handelshögskolan, 2015-08-11)
    “China is a bit like malaria, you know, you get it to your blood, and it doesn’t get erased.” Life in China has so much promise, they resolved to stay just for a little bit longer. Yet year after year, this foreign shore has never been short of turbulent storms revealing to them that they have deemed themselves as only temporary residents. They have long departed from their home land, the destination of their journey is yet uncertain – China or yet another foreign land? Thus, between these countries, they might not belong anywhere, or only in that little space in-between, where they could lay down their discontented bones. As a familiar destination for multinational corporations over the last few decades, surprisingly China still remains as one of the most challenging destinations for expatriates. Yet underneath the seemingly high expatriation failure rate exists an ever more routine reality of contemporary working life: from expatriates sent by headquarters, to self-initiated expatriates, to expatriate entrepreneurs, a growing number of sojourners are now, for various reasons, becoming caught up in China. They experience a dizzying array of processes collectively labelled as cross-cultural adjustment, acculturation or biculturalism. Based on comprehensive fieldwork comprising one year’s observation and 78 interviews with expatriates and their host country colleagues in 18 different organisations, I seek to uncover the working and living realities of expatriates in China from a language and culture perspective. I develop two distinct insights in this book. Firstly, I emphasise the importance of empirical context in theorising biculturalism by demonstrating how the specific contexts of the home and host country influence expatriates’ acculturation process. Secondly, I define biculturalism in a contextualised and dynamic manner, and articulate why this is different from existing frameworks, and how this might be applied in future studies. Having immersed myself deeply in these questions, the framework that I developed in analysing individuals as a collectivity in relation to different cultural reference points is profoundly grounded in the phenomenon of expatriation itself. By analysing what characterises expatriates’ journeys in becoming bicultural, I present a holistic understanding of expatriates’ responses and coping mechanisms to their changing environment. I also reveal the various dilemmas expatriates face in terms of their relations with host country employees, home country nationals and third country national expatriates. As an integral part of culture, language plays an indispensable role in expatriates’ internalisation of new cultural practices, and their work and life in general in the host country. I thus explore the multifaceted linguistic challenges faced by expatriates from both their own perspective, as well as that of the host country employees. I further provide a contextual account of expatriate host country language proficiency on cross-cultural adjustment, and inductively build an analytical framework for analysing why and how host country language matters.