Business model design for sustainable society: Therapy for the consumerist mindset

We address the problem of unsustainable business in the consumerist society with a reframing of the purpose of business, in recognition of the power of higher purpose for the company and contribution to society as the primary stakeholder. In this, the business model operated is crucial, but is generally under-invested, both conceptually unclear and usually more implicit than explicit, and thus lacking in guiding influence on the way a company performs. Despite the apparent significance of why and how a business operates, business model design is only in its infancy. A framework for business model design is outlined. We conclude with a discussion and proposed research agenda

Theorizing with managers: how to achieve both academic rigor and practical relevance?

Purpose. There are heightened concerns that the theory-praxis gap is widening, despite decades of academic literature addressing the issue. We propose that one viable solution to this challenge is involving practitioners in research processes as active, reflective and empowered participants. Most extant discussions addressing the inclusion of managers as partners in theorizing restrain themselves to an ‘if’ question, arguing whether or not it is possible to create sufficiently rigorous knowledge in collaboration with practitioners. This leaves the ‘how’ question unanswered, i.e., how should such gap-bridging research be conducted in practice. Thus, the aim of this paper is to investigate how academic researchers in management and marketing can theorize with managers in order to generate results that are both academically rigorous and managerially relevant. Design/methodology/approach. Based on a literature review of collaborative theorizing processes, we develop a conceptual framework highlighting the main research design decisions when theorizing with managers. The use of the framework is illustrated with four research program examples. Findings. Most accounts of theorizing with managers use – explicitly or implicitly – abduction as the main mode of inference. In addition to this philosophical commonality, our literature review identified twelve themes that should be considered when designing collaborative research processes. The four illustrative examples indicate that theorizing with managers is an effective way of producing and socializing both academically sound and managerially relevant knowledge. On the other hand, collaborative theorizing processes are time-consuming and studies using abductive reasoning may be more challenging to publish in top-tier journals. Originality/value. This paper makes two contributions. First, we go beyond the extensive academic literature which provides a plethora of explanations and ideas for potential remedies for bridging the theory-praxis gap by offering a detailed description how one particular solution, theorizing with managers, unfolds in practice. Second, we ground collaborative theorizing processes in the philosophy of science and put abduction forward as a common nominator for such studies

Theorizing with managers to bridge the theory-praxis gap: foundations for a research tradition

Purpose –To refine an agenda concerning the theory-praxis gap in order to develop a foundation for a research tradition. Approach – We synthesize and build on the suggestions the suggestions in commentary articles by Kohli (2017), Leeflang (2017) and Möller (2017). Findings – We develop a research agenda consisting of issues. 1. The need for a systemic view of business practice 2. The need for innovative and meaningful theoretical understanding 3. The need to identify conditions and approaches for collaborative theorizing 4. To further define and instruct the abductive approach 5. To explore pragmatic realism to ensure both practical outcomes and truthful theories Originality/value – The five issues are a step towards developing a theory-praxis research tradition

Building a Revenue Engine – Scaling Up Sales Automation

peerReviewe

START AV INTERNETFÖRETAG I KLÄDBRANSCHEN : Desire Vaatteet

Detta praktiska examensarbete handlar om starten av internetföretaget Desire Vaatteet. Företaget fungerar som importör och försäljare av kläder. Importen sker från EU och försäljningen sker på den finländska marknaden. Arbetet tangerar företagets målgrupp och segmentering samt tillväxtplan. Olika former av segmentering tas upp och vilka av dessa är relevanta. Tillväxtplanen förklaras lätt. I arbetet behandlades byggandet av hemsidan och optimering av denna med hjälp av Googles verktyg. Grundläggande funktioner samt tilläggsprogram till Magento togs upp. Val av betalningsportal och speditör tangerades. Orsaker till valen beskrevs kort. Allmän information angående handel inom EU samt finländares köpbeteende på internet beskrevs kort. Information om tull- och skatteområden i EU behandlas. Leverantörer och samarbetet med dessa tas upp i generella termer för att inte bryta sekretesskontrakten som gjorts med dem. Även de företag som Desire Vaatteet kontaktat eller tagit reda på information om men inte valt till leverantör tangeras.This practical thesis is about the start of the internet based company Desire Vaatteet. The company functions as an importer and seller of clothing. The goods are imported from within the EU, and the sales take place on the Finnish market. The thesis touches upon the company's target market, segmentation and growth plan. Various forms of segmentation are reviewed and there is a discussion about which of these are relevant. The growth plan is briefly explained. The thesis deals with the construction of the company's website, and the optimization of this using Google's tools. Basic features and add-ons to Magento are mentioned. Choice of payment gateway and shipping agents are brought up. Reasons for the choices are described shortly. General information about the trade within the EU, and Finnish people´s purchasing behavior on the Internet are described shortly. Information about customs and tax areas of the EU are mentioned. Suppliers and collaboration with those are addressed in general terms, in order to avoid breaking the confidentiality contracts made with them. Even information about those companies that Desire Vaatteet approached or read information about, but not selected as the supplier, are mentioned

The changing role of sales: viewing sales as a strategic, cross-functional process

Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function in a business- to-business context. This paper aims to report on four case studies that illustrate how sales is changing. Design/methodology/approach – The case studies involve large global companies who were changing their existing sales process to adapt to changing circumstances. The organizations comprised four global industries: construction, power solutions, building technology, and electronics and software. Findings – The results demonstrate that sales is changing in three interrelated aspects: from a function to a process; from an isolated activity to an integrated one; and is becoming strategic rather than operational. Originality/value – The results suggest that changes in the role of sales will affect sales processes and the way that the sales function liaises with other dep

The changing role of marketing: transformed propositions, processes and partnerships

peerReviewe

Guidelines for future research on KAM implementation

We provide researchers with guidelines on how to do research on KAM in the future