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  • Manai, Aicha; Holmlund, Maria (Emerald, 2015-08-01)
  • Aspara, Jaakko; Chakravarti, Amitav (Emerald Group Publishing Ltd., 2015)
  • Kowalkowski, Christian; Windahl, Charlotta; Kindström, Daniel; Gebauer, Heiko (Elsevier Inc., 2015)
    Both academics and practitioners emphasize the importance for product firms of implementing service-led growth strategies. The service transition concept is well established, namely a unidirectional repositioning along a product-service continuum—from basic, product-oriented services towards more customized, process-oriented ones—ultimately leading to the provision of solutions. We challenge this service transition assumption and develop alternative ones regarding how product firms should pursue service-led growth. Using ‘problematization methodology’, and drawing on findings from thirteen system suppliers, we identify three service-led growth trajectories: (1) becoming an availability provider, which is the focus of most transition literature; (2) becoming a performance provider, which resembles project-based sales and implies an even greater differentiation of what customers are offered; and, (3) becoming an ‘industrializer’, which is about standardizing previously customized solutions to promote repeatability and scalability. Based on our critical inquiry, we develop two alternative assumptions: (a) firms need to constantly balance business expansion and standardization activities; and (b) manage the co-existence of different system supplier roles. Finally, we consider the implications for implementing service-led growth strategies of the alternative assumptions.
  • 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.
  • Lindman, Juho (Universidad de Talca, 2014-09-01)
  • Eränti, Veikko; Lindman, Juho (Valtiotieteellinen yhdistys, 2014-09-01)
  • Virk, Nader Shahzad; Butt, Hilal Anwar (Springer New York LLC, 2014-07-24)
    The evaluation for the specification errors of asset-pricing models is conducted using numerous characteristic portfolios for the Finnish stock market. The selection of the market is motivated by the atypical setting wherein few firms dominate the total market capitalization and small numbers of stocks are listed. We report diverging risk-returns trade-offs for the average tendencies of the stocks and for the actual growth in the invested stocks. We show Carhart (1997) model produces the smallest pricing errors across all the tested specifications although with different significant risk for EW and VW test portfolios. Deviations in the significant risk factors in the asset pricing tests becomes prevalent for using a simple technique of equally weighted (EW) and value weighted (VW) test assets. We suggest more cautious analyses for markets that have peculiar features instead of generalizing to standard evidence.
  • Dube, Apramey; Helkkula, Anu; Strandvik, Tore (2014-06-15)
  • Neganova, Irina (2014-06)
    Purpose: to investigate a concept of service-based dominant logic, define it, reveal its dimensions, theoretical framework, and managerial implications. Design/methodology/approach: the topic is approached by theoretical analysis and conceptual development. Using a definition of the dominant logic as a mind set or a world view the present article suggests ‘service-based dominant logic’ as a name for a generic theoretical concept instead of the widely used ‘service-dominant logic’ which can be easily misinterpreted as logic dominated by service only. Service-based dominant logic is ‘pure’ logic of service: it considers service as the fundamental basis of business and doesn’t include any goods-centric aspects. This logic relates to a firm’s facilitation and support of customer value creation processes using different types of resources obtained from a company. Findings: the study proposed the definition and revealed three dimensions of service-based dominant logic found in the relevant literature: ‘service logic’, ‘service-dominant logic’ and ‘customer-dominant logic’. The study showed similarities and differences between these three research streams in regard to how they defined a value, a product, a service, value creation, role of customer, role of company, and how important interactions were in value creation. The paper also described the theoretical framework of service-based dominant logic: it stated that service-based dominant logic had originated from service marketing, relationship marketing and value creation literature, and it interrelated with customer relationship management and business networks and channels research. Finally, the article classified the managerial implications of service-based dominant logic into three groups: company’s decision making, company’s organizing and company’s activities. Originality: the paper contributes conceptually to the service marketing literature by delineating the concept of service-based dominant logic. This term that before have not been widely used serves as the “umbrella” for three research streams exploring service as business perspective: ‘service logic’, ‘service-dominant logic’ and ‘customer-dominant logic’. This approach allows making deeper comparison between the main propositions of these research streams that could be interesting for the academic community for further application of research methods to collect empirical data from the corporate sector to check the findings.
  • Ketokivi, Mikko; Mantere, Saku (Hanken School of Economics, 2014-05-22)
    Incompleteness of inductive reasoning presents an enduring dilemma to organizational research. We examine two practical reasoning strategies—idealization and contextualization—that can be used at the pinnacle of this dilemma: when theoretical conclusions are drawn from empirical data. Understanding the two strategies can lead to more effective argumentation and evaluation. Appreciating the methodological incompleteness of both strategies in turn helps us distinguish between the methodological and the policy dimensions of organization-scientific debates.
  • Mantere, Saku; Schildt, Henri A.; Sillince, John A.A. (Hanken School of Economics, 2014-05-22)
    When planned change is cancelled, managers may be tempted to reverse their organization’s strategy. Our longitudinal case study documents a cancelled merger effort and a failed attempt to return to the organization’s widely accepted pre-merger strategy. We trace the failure to contradictions in symbolic change management. The phenomenon of change reversal draws attention to the historical continuity of sensemaking and raises caution about the popular view that managers need to destroy organizational meaning in order to facilitate the realization of strategic change.
  • Mantere, Saku (Hanken School of Economics, 2014-05-22)
    Under which conditions does a collective strategy exist among organizational members? Where should a scholar look for one? To offer one way to start solving these puzzles I propose a view of organizational strategy as a language game that governs the use of strategy labels at the level of the organization. Organizational strategy exhibits a division of linguistic labor, where responsibility for key concepts is assigned to particular individuals or organizational functions. Such linguistic experts oversee the proper use and maintenance of strategy language. The language-based view helps to understand linkages between institutional, network, organizational and micro level views on strategy. It also problematizes widely held intuitions regarding the relationship between strategy and organizational outcomes.
  • Suominen, Kimmo; Mantere, Saku (Hanken School of Economics, 2014-05-22)
    Although the managerial profession is subjugated by the discipline of strategic manage-ment, managers are not completely subordinate to it. Instead, they are able to use the in-stitutionalized discourse of strategic management, which is not their own product, in nov-el and creative ways. In this paper, we focus on the tactics that managers, as central strat-egy practitioners, use to consume strategy. Drawing on the work of the late Michel de Certeau as a theoretical lens, we conduct an empirical analysis of discourse, produced by 36 managers operating in three case organizations. This analysis allows us to elaborate on three different tactics of strategy consumption: instrumental, playful and intimate. The results capture the reciprocal dynamics between the micro and macro-levels of strategy discourse, that is, between strategic management as an institutional body of knowledge and the discursive practice of individual managers.
  • Mantere, Saku; Ketokivi, Mikko (Hanken School of Economics, 2014-05-22)
    Prescriptions regarding organization-scientific methodology are typically founded on the researcher’s ability to approach perfect rationality. In a critical examination of the use of scientific reasoning (deduction, induction, abduction) in organizational research, we seek to replace this unrealistic premise with an alternative that incorporates a more realistic view of the cognitive capacity of the researcher. Towards this end, we construct a typology of descriptive, prescriptive, and normative criteria for the evaluation of organization-scientific reasoning practices. This typology addresses both cognitive limits as well as the diversity of research approaches and research designs in organizational research. We make the case for incorporating not only the computational but also the cognitive element into both the reporting and the evaluation of scientific reasoning.
  • Strandvik, Tore; Holmlund, Maria; Grönroos, Christian (Emerald Group Publishing Ltd., 2014-03-26)
    Special Issue: Back where we belong – Marketing as the organization’s core strategy
  • Butt, Hilal; Virk, Nader Shahzad (Wiley-Blackwell Publishing Ltd., 2014-03-02)
    This paper presents a simplified single period asset-pricing model adjusted for liquidity and tests it for the Nordic markets. The detailed empirical evidence is presented from Finnish test case. Empirical testing of small yet developed markets is motivated by the increased relevance of the illiquidity effect for illiquid assets/markets. The main evidence reports liquidity risk makes sufficiently larger part of predicted factor risk premium than the market risk, contrary to comparable US evidence. This highlights the ability of liquidity related model betas in capturing the time variation in expected returns across illiquid (Nordic) markets than market beta.
  • Peltokorpi, Vesa (Hanken School of Economics, 2014-01-16)
    This paper focuses on the multi-faceted role of language and language-sensitive recruitment processes in knowledge transfer in multinational corporations (MNCs). In particular, we develop a framework that helps to better understand how language-sensitive recruitment is related to competence, networks, identity and power. We started by conducting a qualitative interview-based study of 101 MNC subsidiaries. This analysis elucidates the productive and counterproductive effects of language-sensitive recruitment on knowledge transfer related to communication competence, networks, identity, and power. To further understanding of the productive and counterproductive effects, we conducted a quantitative study in 285 MNC subsidiaries. We found an inverted U-shaped relationship between language-sensitive recruitment and knowledge transfer. Together, these two studies provide a better understanding of the multifaceted and at times counterintuitive implications of language-sensitive recruitment on knowledge transfer in MNCs. By elucidating these effects, this paper contributes to the stream of research examining the role of language in MNCs and international business more generally. It also adds to research on MNC knowledge transfer that to date has focused little attention on language. By elaborating on the potential unintended consequences of language-sensitive recruitment, this paper also has implications on international human resource management research.
  • Vaara, Eero; Reff Pedersen, Anne (Hanken School of Economics, 2014-01-07)