Relationship Learning in Inter-Firm Conduits

This dissertation investigates learning through relationship interactions, an essential component of knowledge development in the internationalization process of firms, employing the Uppsala model as a theoretical lens. The research question is, ‘How relationship learning influences the internationalization of firms and why is it critical?’ The dissertation comprises an integrative part, three published articles, and a conference paper. This research extends the understanding of how relationship learning through supplier-customer interactions can identify opportunities and exploit them for growth in the market. The qualitative thematic analysis of longitudinal data collected on supplier interactions from four multinational firms and four small and medium-sized enterprises in the manufacturing and service industries. It explores how learning takes place in a supplier-customer relationship and how acquired knowledge contributes to supplier processes for value creation through their offering. The dissertation contributes to the international business literature by studying micro-foundation level characteristics focusing on learning through knowledge sharing in inter-firm relationship interactions. This study helps to understand how the individual learning is an important means to, understand the customer needs and satisfy them. The case analyses demonstrate that relationship learning guides processes of knowledge development, and consequently the commitment decisions and their implementation. Socialization with customers paves the way for experiential learning that provides an insightful perspective for knowledge development. The study results highlight the importance of trust-building. It is evident that trust-building is an essential input in the commitment process. The results substantiate that the knowledge development processes and commitments take place at both ends of the relationship. This is a core element in understanding why the internationalization of organizations is an incremental process: both parties involved must engage and mutually work towards the process.Väitöskirjassa tutkitaan oppimista yritysten välisissä vuorovaikutussuhteissa. Oppiminen on tärkeä tiedon kehittämiseen liittyvä komponentti yritysten kansainvälistymisprosesseissa. Teoreettisena lähtökohtana hyödynnetään ns. Uppsala-mallia. Tutkimuskysymyksenä on ”Kuinka suhteissa tapahtuva oppiminen vaikuttaa yritysten kansainvälistymiseen ja miksi se on kriittistä?” Väitöskirja koostuu yhdistelmäosiosta, kolmesta julkaistusta artikkelista ja yhdestä konferenssiartikkelista. Tutkimus lisää ymmärrystä, kuinka alihankkija-asiakas -vuorovaikutussuhteessa tapahtuva oppiminen voi auttaa tunnistamaan mahdollisuuksia sekä hyödyntämään niitä markkinoiden kasvattamiseksi. Tutkimuksen kvalitatiivinen teema-analyysi perustuu pitkittäisaineistoon, joka on kerätty alihankkijoiden välisestä vuorovaikutuksesta neljässä monikansallisessa yrityksessä ja neljässä pk-yrityksessä. Yritykset edustavat sekä valmistavaa teollisuutta että palvelutoimialoja. Väitöskirjassa paneudutaan siihen, kuinka oppimista tapahtuu alihankkija-asiakas -suhteissa, ja miten hankittu tieto vaikuttaa alihankkijan arvonluontiprosesseihin tarjooman kautta. Väitöskirja tukee kansainvälisen liiketoiminnan tutkimusta tuottamalla uutta tietoa erityisesti mikrotason ominaisuuksista keskittymällä oppimiseen yritysten välisissä suhteissa ja siinä tapahtuvaan tiedon jakamiseen. Tulokset auttavat oivaltamaan, kuinka yksilön oppiminen voidaan nähdä tärkeänä keinona ymmärtää asiakkaiden tarpeita ja tyydyttää ne sopivalla tavalla. Tapaustutkimukset osoittavat, että vuorovaikutussuhteessa tapahtuva oppiminen ohjaa tiedon kehitysprosessia sekä edelleen sitoutumiseen ja sen toteutumiseen liittyviä päätöksiä. Asiakkaiden kanssa tapahtuva sosialisaatio tasoittaa tietä kokemukselliseen oppimiseen, joka tarjoaa uusia näkökulmia tiedon kehittämiseen. Tulokset vahvistavat, että tiedon kehittämisprosesseja ja sitoutumista tapahtuu molempien osapuolten toimesta. Tämä on tärkeä tekijä ymmärrettäessä kuinka yritysten kansainvälistyminen etenee: molempien osapuolten pitää sitoutua ja työskennellä yhdessä prosessin tavoitteiden saavuttamiseksi.fi=vertaisarvioitu|en=peerReviewed

An empirical analysis of after sales service and customer satisfaction

In today’s ever changing competitive environment, business cannot survive unless they satisfy their customers. The delivery of after sales service by a company is critical in satisfying customer needs and perceptions. In order to have quality after sales service a proper delivery system has to be in place. This is an empirical study on after sales quality of Pakistan’s automotive battery manufacturer. The research measured the quality of service in Atlas Battery, selling product with the brand name of AGS by using the Servqual method. The data was collected using an instrument from previous study to study the impact of quality of after sales services on customer satisfaction. The main variables effecting customer satisfaction are product quality and social responsibility. The results reveal that customer satisfaction increases with better service delivery.Sales service, customer expectation, human capital, service delivery system, customer satisfaction.

Relationship development : a micro-foundation for the internationalization process of the multinational business enterprise

The interplay between knowledge development and commitments is the driving force in the Uppsala internationalization process model. We perform a qualitative thematic analysis of longitudinal data, exploring how relationship knowledge development in supplier-customer relationships leads to commitments through opportunity identification. The results validate our claim that relationship knowledge development as a dynamic capability can influence the focal organization’s ability to over time, under changing needs and contexts, harness operational capabilities that lead to at least satisfactory performance. Judging from results, the relationship knowledge development process produces a change in commitments, thereby constituting a critical micro-foundation for the internationalization and evolution process as explained in the Uppsala model.fi=vertaisarvioitu|en=peerReviewed

THE EFFECT OF COMMITMENT AND MOTIVATION ON HUMAN TALENT AND ITS CONTRIBUTION TO ORGANIZATIONAL PERFORMANCE

Human Capital has received major attention in present era research. Talent can be any individual who is committed, motivated and performs effectively. The successful utilization of individual capabilities can contribute positively to performance and enhance organizational image. It is very challenging to retain talent with in organization and keep them motivated. Most importantly they are one of the sources of competitive advantage. Talent drain and executive theft is the major challenge faced by the HR managers throughout the corporate world. Therefore it is important to retain them by keeping them motivated and committed to the organization. This research studies the effect of commitment and motivation on individual and how that contributes towards organizational performance. If employees perceive that their efforts are recognized by the organization they feel motivated and level of commitment will rise. Paper is based on conceptual study. In future empirical study will be conducted to test the conceptualized model.commitment, individual performance, motivation, organizational performance, talent.

Knowledge sharing motives and value co-creation behavior of the consumers in physiotherapy services : a cross-cultural study

Purpose This study aims to investigate the role of consumers’ (patients) motives in knowledge sharing and value co-creation with the service provider in the context of physiotherapy services. Design/methodology/approach The authors used partial least squares structural equation modeling for the analysis of the physiotherapy services users’ data from Germany and Pakistan. Findings The results show that in both consumer groups, individualizing, empowering and development motives are common influences on the willingness to share knowledge leading to value co-creation. However, the relating, ethical and concerted motives show varying influences in the data set. Research limitations/implications A key research implication relates to specifying the link between consumer knowledge sharing and value creation and the role of cultural factors in this context. It is one of the first studies to undertake a comparative analysis in this specific context by highlighting the changing role of consumers from collective and individualistic societies, in influencing service provision through participation in the service exchange. Practical implications For the managerial audience, this paper highlights the importance of being sensitive to cultural elements as they tend to influence personal knowledge sharing by the consumer, especially in the well-being sector, which ultimately influences the value co-creation. Originality/value To the best of the authors’ knowledge, the current paper is one of the first studies focusing on the knowledge sharing motives of consumers in the specific context of physiotherapy services leading to value co-creation. Moreover, specific focus on individual consumer’s motives and their role in comparative, cross-cultural settings, adds further value to the contribution of this study.©2020 Emerald Publishing Limited. This manuscript version is made available under the Creative Commons Attribution–NonCommercial 4.0 International (CC BY–NC 4.0) license, https://creativecommons.org/licenses/by-nc/4.0/fi=vertaisarvioitu|en=peerReviewed

Firm Absorptive Capacity: Multidimensionality, Drivers, and Contextual Conditions

Purpose: This paper aims to enrich absorptive capacity literature by specifically highlighting and adding environmental conditions and internationalisation process to the original conceptualisation. Design/methodology/approach: The authors undertake a conceptual analysis and present an enhanced framework of absorptive capacity by integrating multiple literature streams. The authors have analysed the most relevant literature to provide underlying justifications for the proposed conceptual model. Findings: Absorptive capacity ensures the long-term survival and success of a business. To develop absorptive capacity successfully, firms should focus on its various dimensions and existing intangible assets and external environment. The multidimensionality and richness of absorptive capacity is an under-explored area in the existing literature. The authors revisit the conceptualisation of absorptive capacity and add environmental conditions and the internationalisation process to the original conceptualisation. Absorptive capacity does not lead to a competitive advantage independent of its environment. To successfully develop it, firms have to adopt a holistic approach by considering the multi-dimensions, drivers and contextual conditions of absorptive capacity. Originality/value: This study contributes by conceptualising absorptive capacity as a dynamic capability. It is one of the first studies to specifically propose a framework that combines antecedents (prior knowledge, combinative capabilities and IT capabilities), moderators (environmental conditions, namely, market and technological turbulence, competitiveness and the internationalisation process) and consequences (competitive advantage). The study offers a unique conceptualisation with implications for researchers and managers. As a result, managers will have a well-defined blueprint to create value by using firm capabilities

Cross-cultural perspective on sustainable consumption : implications for consumer motivations and promotion

Firms in the past have based their marketing and promotion strategies on the assumption of infinite resources and zero environmental impact. With the growing importance of environmental costs associated with finite resources, firms need to revisit their marketing and promotion strategies. This study defines and conceptualizes horizontal/vertical individualism–collectivism (H/V I-C) cultural value orientations as antecedents of sustainable consumption. Drawing on H/V I-C value orientations, this study attempts to build a sustainable consumption model to better understand how horizontal/vertical individualism–collectivism cultural values are reflected in consumers’ sustainable consumption motives and how they can be translated into persuasive advertising appeals tailored to specific cultural segments. This study contributes to provide new theoretical and managerial insights into understanding culturally relevant sustainable consumption motives and to establish appropriate strategies of sustainable consumption promotion in cross-cultural contexts. Most importantly, this study provides implications to companies for balancing more carefully their growth goals with the need to pursue sustainability across different cultures.© The Author(s) 2021. This article is licensed under a Creative Commons Attribution 4.0 International License, which permits use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons licence, and indicate if changes were made. The images or other third party material in this article are included in the article’s Creative Commons licence, unless indicated otherwise in a credit line to the material. If material is not included in the article’s Creative Commons licence and your intended use is not permitted by statutory regulation or exceeds the permitted use, you will need to obtain permission directly from the copyright holder. To view a copy of this licence, visit http://creativecommons.org/licenses/by/4.0/.fi=vertaisarvioitu|en=peerReviewed