Relationship Building in IoT Platform Models: the Case of the Danfoss Group

Purpose: This paper investigates the implications for a manufacturer’s relationship building towards B2B customers and suppliers as a consequence of Internet-of-Things (IoT) platform models. Design/methodology/approach: Explorative single case study with embedded sub-cases. Qualitative research approach. Semi-structured interviews. Findings: The paper identifies two ways of doing relationship building when it comes to IoT platform models. Relationship building can take place through a Classic Relationship IoT platform model (characterized by low complexity) or a New Relationship IoT platform model (characterized by high complexity). In both models, the manufacturer aims for high stickiness towards the customers. In the New Relationship model, however, low stickiness towards suppliers is aimed for in order to enable the manufacturer to orchestrate the stakeholder constellation dynamically. In addition, a driver for the low stickiness aim towards suppliers can be found in a motive to outsource risks to suppliers in IoT markets characterized by high degrees of turbulence and growth. Research limitations/implications: The study points to the fact that a manufacturer should consider how the new technology IoT gives opportunities for different ways of relating to stakeholders, e.g. customers and suppliers, in the business model. Originality/value: Based on primary data collection the research shows how strategic relationship building can help a manufacturer create value with customers and suppliers within IoT platform models. The paper expands the business model literature by investigating consequences of a new technology, i.e. IoT. Keywords: IoT, IoT platform model; platform stickiness; manufacturer; relationship building, business models. Article Classification: Research pape

Danske virksomheders udfordringer i fremtidens globale markedsføring

Danske virksomheder må i stigende grad indstille sig på, at konkurrencevilkårene internationaliseres og at virksomhedernes stategier må justeres i takt med den stigende globalisering, bl.a. hjulpet på vej af den informationsteknologiske udvikling (internet). Det er de danske virksomheder markedsmæssige respons til den ændrede globale konkurrence, der er temaet for nærværende artikel

Evolutionary Model of the Personal Income Distribution

The aim of this work is to establish the personal income distribution from the elementary constituents of a free market; products of a representative good and agents forming the economic network. The economy is treated as a self-organized system. Based on the idea that the dynamics of an economy is governed by slow modes, the model suggests that for short time intervals a fixed ratio of total labour income (capital income) to net income exists (Cobb-Douglas relation). Explicitly derived is Gibrat's law from an evolutionary market dynamics of short term fluctuations. The total private income distribution is shown to consist of four main parts. From capital income of private firms the income distribution contains a lognormal distribution for small and a Pareto tail for large incomes. Labour income contributes an exponential distribution. Also included is the income from a social insurance system, approximated by a Gaussian peak. The evolutionary model is able to reproduce the stylized facts of the income distribution, shown by a comparison with empirical data of a high resolution income distribution. The theory suggests that in a free market competition between products is ultimately the origin of the uneven income distribution

Køb af B-t-B-serviceydelser - Konceptualisering af industriel købsadfærd i forbindelse med hr-konsulentydelser

I den tidlige B-t-B-købsadfærdslitteratur har man lagt megen vægt på, at købsadfærden i forbindelse med B-t-B-serviceydelser er meget rationel præget. Gennem en større eksplorativ undersøgelse af danske virksomheders indkøb af konsulentydelser inden for hr, har forfatterne fået indblik i de faktorer, som bestemmer danske virksomheders valg af leverandør inden for konsulentydelser. På grundlag af et litteratur review er der udviklet fem hypoteser. Resultaterne viser, at købsadfærden er langt mindre rationel end hidtil antaget. Det viser sig f.eks., at konsulentens personlige relationer til kunderne ofte kan kompensere for mangler i konsulentens faglige viden. Dette betyder bl.a., at konsulenternes udvikling af langvarige personlige relationer til kunderne er en af de vigtigste nøglesuccesfaktorer i konsulentbranchen. Et andet vigtigt resultat af undersøgelsen er kundernes specifikke ønske om at deltage aktivt i produktionen af konsulentserviceydelserne

Managing financial crises in emerging market economies - experience with the involvement of private sector creditors

Ensuring the involvement of private sector creditors in the resolution of sovereign debt crises is crucial to ensure an effective management and orderly resolution of those crises. A review of experience gained in past financial crises suggests that crisis management practices have been largely following a case-by-case approach. This has led to some uncertainty about how the official sector addresses different types of crises, which in turn might partially account for the very mixed results achieved so far. From a global welfare perspective, the resolution of international financial crises is too costly and takes too long. Efforts to improve predictability of crisis resolution processes – through guiding debtor, creditor and official sector behaviour – could lower overall costs of such crises and bring about a better distribution of these costs. Past experience with such private sector involvement shows that, in certain cases, existing instruments have successfully contributed to minimising the economic disruptions caused by crises. However, the effective use of these instruments requires predictable and strong commitment of all parties involved. Key variables in that regard are the country’s economic fundamentals and its track record prior to the crisis, underscoring the importance of effective surveillance and crisis prevention. Success also hinges on the country’s resolve to implement necessary domestic adjustment measures. A transparent process providing for early dialogue between a debtor and its creditors also facilitates private sector involvement. Finally, the IMF plays a key role in crisis situations, as accurate and timely diagnosis by the IMF helps identify at an early stage the need for private sector involvement.Sovereign default, bond restructuring, emerging markets, financial crises, moral hazard, international financial architecture.

Multigenic lentiviral vectors for combined and tissue-specific expression of miRNA- and protein-based antiangiogenic factors.

Lentivirus-based gene delivery vectors carrying multiple gene cassettes are powerful tools in gene transfer studies and gene therapy, allowing coexpression of multiple therapeutic factors and, if desired, fluorescent reporters. Current strategies to express transgenes and microRNA (miRNA) clusters from a single vector have certain limitations that affect transgene expression levels and/or vector titers. In this study, we describe a novel vector design that facilitates combined expression of therapeutic RNA- and protein-based antiangiogenic factors as well as a fluorescent reporter from back-to-back RNApolII-driven expression cassettes. This configuration allows effective production of intron-embedded miRNAs that are released upon transduction of target cells. Exploiting such multigenic lentiviral vectors, we demonstrate robust miRNA-directed downregulation of vascular endothelial growth factor (VEGF) expression, leading to reduced angiogenesis, and parallel impairment of angiogenic pathways by codelivering the gene encoding pigment epithelium-derived factor (PEDF). Notably, subretinal injections of lentiviral vectors reveal efficient retinal pigment epithelium-specific gene expression driven by the VMD2 promoter, verifying that multigenic lentiviral vectors can be produced with high titers sufficient for in vivo applications. Altogether, our results suggest the potential applicability of combined miRNA- and protein-encoding lentiviral vectors in antiangiogenic gene therapy, including new combination therapies for amelioration of age-related macular degeneration