Reduction of tension effects on partner evaluation
Pesämaa, O., Dahlin, P., & Öberg, C. (2018). Reduction of tension effects on partner evaluation. Marketing Intelligence & Planning, 36(4), 425-439. DOI: 10.1108/MIP-11-2017-0271
Pesämaa, O., Dahlin, P., & Öberg, C. (2018). Reduction of tension effects on partner evaluation. Marketing Intelligence & Planning, 36(4), 425-439. DOI: 10.1108/MIP-11-2017-0271
Purpose: The purpose of this paper is to examine how tension management as a means of achieving compromise and overcoming minor conflicts reduces the effects of the opportunism and bargaining costs of relationships on the evaluation of business partners. The paper proposes and tests a theoretical model with a full-information approach using structural equation modeling.
Design/methodology/approach: The data set was based on 312 observations from a unique survey based on a business-to-business relationship sample in Sweden. The measurements reflect the effects of partner opportunism, bargaining costs, and tension management on partner evaluations.
Findings: The findings corroborate that partner opportunism and bargaining costs have a negative impact on partner evaluation. In addition, the model shows that tension management weakens the negative effects of opportunism and bargaining costs on the evaluation.
Originality/value: This study offers evidence on how negative effects are reduced through intervening constructs. With most studies focusing on the positive side of relationships, this paper makes an important contribution to the literature through not only describing negative effects, but also how these can be decreased.
Pesämaa, O., Dahlin, P., & Öberg, C.
2018
Aktuell expert
2023
Journal of Product Innovation. Management.
Grand challenges vary across industries and call for firms to craft a responsible innovation response to effectively address them. However, key questions concerning why firms embrace responsible innovation and the process by which they respond to grand challenges have yet to be fully answered. We integrate an issue-selling theoretical lens and the customer role from an innovation perspective to theorize about the different influencing motives that customers exert on their corresponding supplying firm to craft a more responsible innovation response to grand challenges. Based on qualitative data collected in almost a 10-year period from multiple respondents across eight customer firms and two supplying firms, we identify three core motives—regulatory, business opportunity, and socio-environmental motives—that propel customers to influence supplying firms to craft different forms of responsible innovation responses. Our research also reveals three vital socio-human capital pathways—human capital, socio-behavioral, and relationship—which, in turn, foster a co-active engagement in addressing grand challenges innovatively and responsibly. In so doing, this research advances novel theorizing on co-active engagement in responsible innovation where the customer acts as the primary champion and the supplier as the implementer. We discuss the important implications for customers and other stakeholders.
2023
Technovation, 123, 102722.
The development of the sharing economy has resulted in a plethora of sharing economy business models. This paper takes its motivation from the increased variety of sharing economy business models to develop a typology of sharing economy business model transformations. It does so through creating a timeline of the sharing economy development, capturing business model configurations as activity systems along that development, and tracing mechanisms affecting sharing economy business model transformations. The paper thereby interlinks the sharing economy development on the phenomenon level with transformations of its business models. The paper contributes to past research by presenting a systematic account of the development of the sharing economy and its resulting business model configurations and by developing a typology focusing on the types of changes that have transformed the sharing economy business models and resulted in the plethora of business models.
The article can be accessed here.
2023
Technovation, 123, 102712.
New trends in innovation management may require new research methods. Social media analytics (SMA)—a method for capturing and analyzing data from user-generated content published on online platforms—has emerged as a complement or even alternative to more traditional research methods. This article systematically reviews and assesses the use of SMA and its potential for innovation management research. Our results show that use of SMA is still in an emergent phase, although it has become increasingly popular over the past decade. Our literature review illustrates that SMA provides new opportunities for innovation management scholars to enhance customer-, market-, technology-, and society-focused innovation research in several ways. In this paper we develop a research agenda and suggest areas for future research using SMA in innovation management.
The article can be accessed here.