ALBERT — All Library Books, journals and Electronic Records Telegrafenberg

1

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The international marketing of professional service projects: to what extent does territoriality matter? (2003)

Skaates, Maria Anne ; Tikkanen, Henrikki ; Alajoutsijärvi, Kimmo

Bradford : Emerald

The @journal of services marketing 17 (2003), S. 83-97

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ISSN: 0887-6045

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: Many types of commercial professional services are commonly sold as projects. Therefore this article draws on the project marketing literature to elucidate the international marketing of professional service projects. After an initial literature review, the project marketing milieu concept's a priori territorial definition is critically examined on the basis of cases concerning the internationalization of Nordic architectural firms. It is hypothesized that territoriality plays the biggest role in situations where a firm is moving from one national milieu with well-established norms, rules, and representations to another national milieu with similarly well-developed norms, rules, and representations, yet that there also exist global milieux. Managerial implications concerning professional service firms' preparation for entering a foreign milieu as well as subsidiary or office establishment abroad are provided.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/08876040310461291

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2

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The network approach in analyzing international marketing and purchasing operations: a case study of a European SME's focal net 1992-95 (1998)

Tikkanen, Henrikki

Bradford : Emerald

The @journal of business & industrial marketing 13 (1998), S. 109-131

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ISSN: 0885-8624

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: In this paper, the basic tenets of the European industrial networks research tradition are introduced. It is argued that the network approach offers a particularly powerful descriptive tool for analyzing contemporary interorganizational business exchange. The network approach is applied in a case study of a Finnish SME sector furniture manufacturer's focal net. The case study should be understood as an example of how the network approach can generate meaningful analyses and provide practical implications for capability development, marketing and purchasing, and strategy development.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/08858629810213333

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3

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Customer satisfaction in industrial markets: opening up the concept (2002)

Tikkanen, Henrikki ; Alajoutsijärvi, Kimmo

Bradford : Emerald

The @journal of business & industrial marketing 17 (2002), S. 25-42

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ISSN: 0885-8624

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: The purpose of this paper is to "open up" the concept of customer satisfaction in industrial markets through arguing for a broader, contextually sensitive perspective to the phenomenon in its real-life settings. The conceptual argumentation put forward in this paper is based on an action-oriented research project on customer satisfaction in industrial markets conducted in two globally operating case organizations, the first one in paper machine manufacturing and the second one in production of high quality steel for industry. On the basis of the three steps highlighted in this paper - the inner context of a business relationship, the connected network of the customer-supplier relationship, and the outer context of the connected network - it is argued that one can gain a more complete understanding of the context within which customer satisfaction actually emerges in industrial markets. The main function of the three steps proposed in this paper is to structure the inherent complexity and multiple facets of different contexts affecting customer satisfaction as a managerial phenomenon.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/08858620210415181

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4

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Relationships and project marketing success (2002)

Skaates, Maria Anne ; Tikkanen, Henrikki ; Lindblom, Jarno

Bradford : Emerald

The @journal of business & industrial marketing 17 (2002), S. 389-406

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ISSN: 0885-8624

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: Project operations are a dominating mode of international business. Managing relationships and networks is crucial to project marketing success both at the level of the individual project and at the level of multiple projects. This article first defines key characteristics of project business, identifies potentially relevant actors in the project marketing milieu, and emphasizes the importance of constantly nurturing project business relationships, also in "sleeping relationship" periods where concrete projects are not expected. Thereafter the points made are illustrated with a Finnish-Chinese turnkey project case at the level of the individual project and a Danish-German professional service project case at the level of multiple projects. It is concluded that project managers and marketers should focus their attention on the management of project relationships before, during, and after projects, as well as on relevant environmental factors in the project marketing milieu, instead of using resources on sporadic or last minute running after potential projects.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/08858620210439068

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5

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Business process re-engineering projects in Finland: An evaluation of change management in 21 large Finnish organizations (1996)

Tikkanen, Henrikki ; Pölönen, Pasi

Bradford : Emerald

Business process management journal 2 (1996), S. 10-25

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ISSN: 1355-2503

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: Most of the 50 largest organizations in Finland have undertaken business process re-engineering (BPR) projects during the last five years. This study concentrated on business process re-engineering projects in 21 large Finnish organizations. Of the 21 organizations interviewed, six represent manufacturing industry, seven large public institutions or enterprises, and eight belong to the trade and services sector. The objectives of the study were to shed light on BPR projects in large Finnish organizations in terms of their scope, focus and adopted change management practices. Respectively, a threefold conceptual framework was developed for the study. The findings of the study show that the firms in the trade and services sector have undertaken very comprehensive BPR initiatives. BPR projects in the public sector have been slightly more limited. Manufacturing companies seemed to have the most limited approach to BPR. In change management, all studied organizations identified questions related to change navigation as the most important problem area in the actual management of the BPR projects. On the other hand, management involvement was clearly perceived as the area where the organizations' capabilities were the strongest. As to the preconditions for a successful BPR project, four major conclusions can be drawn on the basis of the study. First, the broader the projects are in terms of scope and focus, the better the overall results. Second, strong management involvement is a basic requirement for a BPR project to succeed. Third, change navigation is the most critical area of concern, clearly differentiating successful BPR projects from the less successful ones. It is also the area where organizations encounter the greatest problems in BPR project implementation. Fourth, personnel involvement, as well as training and development projects, play a supportive role in BPR and are usually handled quite well in the organizations.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/14637159610151181

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6

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Sponsorship as relationships and networks: implications for research (2000)

Olkkonen, Rami ; Tikkanen, Henrikki ; Alajoutsijärvi, Kimmo

Bradford : Emerald

Corporate communications 5 (2000), S. 12-19

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ISSN: 1356-3289

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: Despite the fact that commercial sponsorship nowadays is a common phenomenon with salient effects on different aspects of developed societies at large (e.g. sports, the arts, the public sector, the media), academic research interest in this closely marketing-related field seems to be rather low. Although there have been significant changes in marketing thinking during the 1990s, current research on sponsorship seems to be "stuck" in the more traditional, marketing-mix management - and mass communicative effects-based discourse. This paper aims at presenting a theoretical overview of how current sponsorship research could be developed further by applying the basic ideas and concepts provided by the interaction/network approach to the study of sponsorship-related phenomena. Adopting an interaction/network perspective means that, instead of measuring the mass-communicative effects on various audiences, the focus is on understanding the development of sponsorship relationships and networks, as well as on interpersonal communication processes going on between the sponsorship parties.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/13563280010317532

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7

Electronic Resource

The role of communication in business relationships and networks (2000)

Olkkonen, Rami ; Tikkanen, Henrikki ; Alajoutsijärvi, Kimmo

Bingley : Emerald

Management decision 38 (2000), S. 403-409

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ISSN: 0025-1747

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: Owing to the strong position of traditional marketing communications (especially advertising) research and consumer marketing related theories in the general field of marketing, the prevailing concepts of communication can be labeled as "mass communicative" in current marketing discourse as a whole. However, along with the rise of various "relational approaches" in marketing, the focus of marketing research seems to shift from products and firms as a central unit of analysis to people, organizations and the social processes that bind actors together in ongoing relationships. In these interactive relationship/network contexts, the nature of communication is hardly mass communicative. This article aims at presenting a theoretical framework on the role of communication in business relationships and networks. The interaction/network approach to marketing means moving from the current perspective of marketing's mass-communicative effects and consequent communicative behaviors of organizations to the "lower level" of interpersonal communication processes occurring within business relationships and networks.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/EUM0000000005365

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8

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Managerial cognition, action and the business model of the firm (2005)

Tikkanen, Henrikki ; Lamberg, Juha-Antti ; Parvinen, Petri ; [et al.]

Bingley : Emerald

Management decision 43 (2005), S. 789-809

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ISSN: 0025-1747

Source: Emerald Fulltext Archive Database 1994-2005

Topics: Economics

Notes: Purpose - The purpose of the paper was to outline a generic framework for the business model and illuminate its linkages to managerial cognition. Design/methodology/approach - The paper reviewed the focal literature focusing on the actions and evolution of a firm and built a synthesis that describes the different components of a business model. Findings - The main finding was that a business model is essentially both a cognitive phenomenon as well as being built on the material aspects of a firm. Research limitations/implications - The paper proposes that the business model can be scrutinized in future studies, especially from the viewpoints of cognition, thus creating new avenues for intra-firm evolutionary studies. Practical implications - The paper found several implications for practising managers. First, the concept itself creates possibilities for self-analysis and scenario building. Second, the understanding that a business model is systemic helps managers to evaluate their actions vis-à-vis the evolutionary path of the business model. Third, the outlined business model is useful in executive education as it creates a cognitive map of the various aspects of business activities. Originality/value - The paper offers new insights into the functions and evolution of firms and will be of interest to both researchers and practising managers.

Type of Medium: Electronic Resource

URL: http://dx.doi.org/10.1108/00251740510603565

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