To date little empirical research has been undertaken into relationship atmosphere, yet the literature leads one to the conclusion that this is a key or central factor in developing the relationship between firms and in shaping the characteristics of that relationship over time.Given that the dimensions of atmosphere are only observable by the individual from a subjective standpoint, and that therefore emotion and subjective perception will inevitably intercede, this omission is startling to say the least.The aim of this study is to respond to this research gap and explore the nature and importance of perceptions of relationship atmosphere in business markets.In order for this exploration to be effective, a research methodology was designed to gather data, and three research questions were identified as having implications for the study of relationship atmosphere. The findings as reported in this thesis present a new view of relationship atmosphere and its role in inter-firm relationships. In view of the findings, a submariner analogy is presented to represent accordant and discordant perceptions of atmosphere in individual relationships. Additionally a revised interaction model is proposed to represent the new view of relationship atmosphere as a product of the perception of the individual parties to the relationship / Doctor of Philosophy (PhD)

To date little empirical research has been undertaken into relationship atmosphere, yet the literature leads one to the conclusion that this is a key or central factor in developing the relationship between firms and in shaping the characteristics of that relationship over time.Given that the dimensions of atmosphere are only observable by the individual from a subjective standpoint, and that therefore emotion and subjective perception will inevitably intercede, this omission is startling to say the least.The aim of this study is to respond to this research gap and explore the nature and importance of perceptions of relationship atmosphere in business markets.In order for this exploration to be effective, a research methodology was designed to gather data, and three research questions were identified as having implications for the study of relationship atmosphere. The findings as reported in this thesis present a new view of relationship atmosphere and its role in inter-firm relationships. In view of the findings, a submariner analogy is presented to represent accordant and discordant perceptions of atmosphere in individual relationships. Additionally a revised interaction model is proposed to represent the new view of relationship atmosphere as a product of the perception of the individual parties to the relationship / Doctor of Philosophy (PhD)

<p>Decision making with the help of graphs has been applied for a long time. Previous to the introduction of computerized solutions, graphs and complementary pictures were hand drawn. With the introduction of computers came the colored and dynamic “animations” called simulations which are used today. The focal company of this study, Ångpanneföreningen AB, has during an extensive period of time constructed simulations of complex systems which they have used in order to satisfy specific needs of their customers in different areas. Depending on the complexity of the product and the needs it is ought to fulfill, the exchange of it will have a direct impact on the interactions carried out between the buying and selling parties in various ways. A question that this thesis looked to answer was how the utilization of simulations affects Ångpanneföreningen AB’s relationship with its customers. The purpose of this study is to describe how the use of a simulation program may affect the relation between two parties in a business relationship. A case study approach based on focused and semi-structural interviews has been used for this study.The effects of the use of simulations on a business relationship, in terms of benefits perceived, depend on the purpose set for the software. This meaning that it depends on whether the results and benefits are of such kind that they are possible to measure. However, if measurable, then the awareness of perceived benefits contributes to a stronger relationship since trust is likely to follow from met expectations. The simulation software offered by ÅF has the characteristics of both a product and a service with a highly technological nature. When dealing with simulations holding such attributes, a high level of exchanges is likely to be involved. Furthermore, interdependencies between two parties in a business relationship tend to develop as both the exchanges due to, and the complexities of, the simulation are of a high level, meaning that exchanges are needed in both directions.</p>

<p>Good business relations can contribute to the success of IT-outsourcing, and create new business opportunities. Despite a sharply increasing trend to outsource IT-operations there is a high degree of failures related. The cause may be that some important factors have not been taken into account. The purpose is to investigate elationships within IT-outsourcing and test if specific factors identified by previous research are being concerned in IT-outsourcing relationships and also to investigate the view IT-outsourcing customers and suppliers have on business.<p> </p></p><p>Research shows that business relationships are widespread throughout companies. It demonstrated that a small number of business relationships can have a major impact on a company's financial performance and may create stability. Business relationships can be divided into an arm's length relationships and strategic alliances depending on the degree of involvement. IT is now the most common activity companies choose to outsource and the objectives are mainly related to costs but IT-outsourcing projects can also create strategic opportunities. IToutsourcing consists mainly of three components, supplier, customer and project. For an IT-outsourcing relationship to be successful there is some factors that should be carefully treated. These may include communication, commitment, choice of supplier and cultural similarities.</p><p><p>Implementation of the study consists of previous research which is compared with a total of five interviewed companies. All the respondents have been informed about the study's purpose and which role their organization will have. Earlier theoretical sources have been carefully considered and critically examined by contemporary standards, tend criticism, depending criticism and authenticity.</p></p><p>The study shows that the perception that respondents have been of business relationships is that they think it has a major role in IT-outsourcing projects. They also have a good knowledge of the factors that previous research claims has a strong influence on IT-outsourcing projects. These factors are: equal cultures / values, the choice of supplier, trust, commitment, contract / SLA management, communication, reciprocity / joint targets and responsible individual’s role. An additional factor was identified: proactivity, innovation and development.</p>

Decision making with the help of graphs has been applied for a long time. Previous to the introduction of computerized solutions, graphs and complementary pictures were hand drawn. With the introduction of computers came the colored and dynamic “animations” called simulations which are used today. The focal company of this study, Ångpanneföreningen AB, has during an extensive period of time constructed simulations of complex systems which they have used in order to satisfy specific needs of their customers in different areas. Depending on the complexity of the product and the needs it is ought to fulfill, the exchange of it will have a direct impact on the interactions carried out between the buying and selling parties in various ways. A question that this thesis looked to answer was how the utilization of simulations affects Ångpanneföreningen AB’s relationship with its customers. The purpose of this study is to describe how the use of a simulation program may affect the relation between two parties in a business relationship. A case study approach based on focused and semi-structural interviews has been used for this study.The effects of the use of simulations on a business relationship, in terms of benefits perceived, depend on the purpose set for the software. This meaning that it depends on whether the results and benefits are of such kind that they are possible to measure. However, if measurable, then the awareness of perceived benefits contributes to a stronger relationship since trust is likely to follow from met expectations. The simulation software offered by ÅF has the characteristics of both a product and a service with a highly technological nature. When dealing with simulations holding such attributes, a high level of exchanges is likely to be involved. Furthermore, interdependencies between two parties in a business relationship tend to develop as both the exchanges due to, and the complexities of, the simulation are of a high level, meaning that exchanges are needed in both directions.

In today's, collaborative, customer-driven, networked economy, forming and sustaining strategic business relationships with customers, suppliers, and partners has become a mission-critical imperative for most businesses. This is the also case for the paper machine clothing industry. The organisations search and utilise for the key resources that can guarantee their success in the market place. The search for key success factors contributing to Albany International's leadership position in the paper machine clothing industry has been the dominant theme in this study. The literature review is predominantly focused on various types of business relationships, with particular interest toward cases of mergers, acquisitions, takeovers and joint ventures so identifying the key resources contributing to the development and delivery of sustained competitive advantage in the paper machine clothing industry. The study incorporates a critique of literature from technology strategy, cross cultural management, and strategic management fields. The research questions, set by the author, are designed to explore the technological, managerial and cultural factors contributing to the success of the organisation and its further growth in the market. Primary data has been collected through quantitative survey questionnaires, the results of which contribute to the development of the author's proposed model which is designed to predict the success of business relationships in the paper machine clothing industry. The results have been analyzed with Stata which revealed issues for further investigation. The most appropriate follow up research methodology for these latter issues was semi-structured interviews with managers of Albany International from the key branches. The analysis of the transcribed interviews has been undertaken with the use of QSR N6 (NUD*IST) qualitative software. The theoretical framework for business relationships success in the paper machine clothing industry is formed on the grounds derived from content analysis of the interviews. The new model, proposed by the author demonstrated that to build a successful business relationship Albany International had to approach this process from the four directions: due-diligence in terms of technological level, cultural fit, management styles, identification of the key people behind the business success. This process has to be clearly communicated to the employees, other people involved within the organisations in question, and to the external environment.

Information systems are integrated in the daily business of companies, to support the exchanges with its counterparts. To manage these information systems, companies often turn to third parties: information system providers (IS-providers). IS-providers have competences that the companies become dependent on and they are therefore important for maintaining the company’s business performance. The companies develop dependencies on their information systems and thereby also on their IS-providers. This thesis studies the connection between a company’s relationships with IS-providers and its other business relationships. A single case study of how a focal company’s IS-providers impact the company’s customer relationships is conducted. The applied analytical framework combines an information system’s perspective and a business relationship perspective. The analytical level is guided by the concept of connection, which has its origin in the business relationship perspective. The information system’s perspective illustrates the characteristics of the information systems that the IS-providers manage. The business relationship perspective studies each business relationship as unique, originating in different exchanges and behaviour. The single case study involves five customer relationships and four IS-provider relationships, creating twenty within-cases. The results show that IS-providers impact differently on the business relationships of companies. The impact on companies is contingent on the information exchanges with the IS-providers, which integrate the information systems in their customer business relationships. The impact is explained by the strength of the connection and the degree of continuity of the connection. The strength of the connection depends on how the information system is used and which of the IS-providers are connected. The impact from one IS-provider can be described as a homogenous impact on all the connected business relationships. However, different IS-providers have different types of impacts, meaning that when a company has several IS-providers, the impact is heterogeneous. The study shows that the impact is most commonly positive. The thesis is of interest for researchers who wish to understand the interconnectedness between business relationships, and of value for business professionals, who wish to increase their understanding of the complex situation of using IS-providers for management of their information systems and the impact they have on their other business relationships.

Consumer-to-consumer (C2C) online auctions represent an important new marketplace from which consumers can access the goods they require, an alternative marketplace to bricks-and-mortar and online retail stores. Sellers are often ordinary consumers and the items on sale are often second-hand household items, although, modern C2C auction sites also accommodate small businesses selling unused products. Consumer behaviour in online C2C auctions is unlike consumer behaviour in bricks-and-mortar or online retail stores. While considerable research has been conducted into the dynamics of bidding in online C2C auctions little research has addressed the motives for consumers’ ongoing participation in this marketplace. The concept of consumer involvement may explain the amount of time and money consumers are spending in online C2C auctions and the frequency of their visits to auction sites. In the context of this thesis, involvement is defined as the long-term and enduring relevance, connection and relatedness of online auctions to a consumer’s life. The aim of this research is to explore the ways in which the consumer involvement construct offers an explanation for variation in buyers’ ongoing use of online auctions. The thesis also seeks to discover which consumer motives contribute to buyers’ enduring involvement with online auctions. TradeMe is New Zealand’s most popular online C2C auction site. In a country of just four million people, the TradeMe auction site has more than 2 million members and accounts for more than 50 per cent of Internet traffic originating from New Zealand websites. This study of buyers who use the TradeMe auction site, offers the opportunity to study online auction consumers in this unique context. Based on an extensive literature review, eighteen propositions were developed regarding buyer motives for enduring involvement with online C2C auctions. In-depth, semi-structured interviews were conducted with twenty TradeMe users, to test these propositions and to identify any further motives for enduring involvement with auctions that had not been revealed in the literature review. Interviews were audio-recorded and transcribed in full. NVivo8 qualitative data analysis software was used to code the interview transcripts. Thematic analysis reveals six themes representing buyer motives for enduring involvement with online auctions. The significant contribution of this thesis is to identify involvement as a useful construct for explaining consumer behaviour in online auctions. In addition to utilitarian and hedonic motives for involvement with online auctions, the interviews reveal that the buyers have a number of social and personal motives for involvement with online auctions. Analysis of the qualitative dataset also reveals a set of marketer activities which encourage ongoing use of the auction site, and a number of factors (anti-motives) which discourage use of the auction site. The research reveals the existence of an off-line community of auction users who value the social contact they experience with one another outside the auction site. Ongoing buyer-seller relationships are also shown to develop outside the auction site, prompted by an initial auction transaction. TradeMe users often express loyalty to the TradeMe website because they are proud of its New Zealand origins, feel secure in using a local auction website, believe they are supporting small New Zealand businesses by buying from TradeMe, and believe they are practicing sustainable consumption behaviour by purchasing second-hand goods. Future research should develop a multi-item, quantitative measure of buyers’ enduring involvement with online auctions and test the validity of this measure with further empirical data.

Consumer-to-consumer (C2C) online auctions represent an important new marketplace from which consumers can access the goods they require, an alternative marketplace to bricks-and-mortar and online retail stores. Sellers are often ordinary consumers and the items on sale are often second-hand household items, although, modern C2C auction sites also accommodate small businesses selling unused products. Consumer behaviour in online C2C auctions is unlike consumer behaviour in bricks-and-mortar or online retail stores. While considerable research has been conducted into the dynamics of bidding in online C2C auctions little research has addressed the motives for consumers’ ongoing participation in this marketplace. The concept of consumer involvement may explain the amount of time and money consumers are spending in online C2C auctions and the frequency of their visits to auction sites. In the context of this thesis, involvement is defined as the long-term and enduring relevance, connection and relatedness of online auctions to a consumer’s life. The aim of this research is to explore the ways in which the consumer involvement construct offers an explanation for variation in buyers’ ongoing use of online auctions. The thesis also seeks to discover which consumer motives contribute to buyers’ enduring involvement with online auctions. TradeMe is New Zealand’s most popular online C2C auction site. In a country of just four million people, the TradeMe auction site has more than 2 million members and accounts for more than 50 per cent of Internet traffic originating from New Zealand websites. This study of buyers who use the TradeMe auction site, offers the opportunity to study online auction consumers in this unique context. Based on an extensive literature review, eighteen propositions were developed regarding buyer motives for enduring involvement with online C2C auctions. In-depth, semi-structured interviews were conducted with twenty TradeMe users, to test these propositions and to identify any further motives for enduring involvement with auctions that had not been revealed in the literature review. Interviews were audio-recorded and transcribed in full. NVivo8 qualitative data analysis software was used to code the interview transcripts. Thematic analysis reveals six themes representing buyer motives for enduring involvement with online auctions. The significant contribution of this thesis is to identify involvement as a useful construct for explaining consumer behaviour in online auctions. In addition to utilitarian and hedonic motives for involvement with online auctions, the interviews reveal that the buyers have a number of social and personal motives for involvement with online auctions. Analysis of the qualitative dataset also reveals a set of marketer activities which encourage ongoing use of the auction site, and a number of factors (anti-motives) which discourage use of the auction site. The research reveals the existence of an off-line community of auction users who value the social contact they experience with one another outside the auction site. Ongoing buyer-seller relationships are also shown to develop outside the auction site, prompted by an initial auction transaction. TradeMe users often express loyalty to the TradeMe website because they are proud of its New Zealand origins, feel secure in using a local auction website, believe they are supporting small New Zealand businesses by buying from TradeMe, and believe they are practicing sustainable consumption behaviour by purchasing second-hand goods. Future research should develop a multi-item, quantitative measure of buyers’ enduring involvement with online auctions and test the validity of this measure with further empirical data.

Abstract Theoretical discussion concerning value creation has been popular in recent years in business studies, at both relationship and network levels. However, the body of research on value creation still clearly exhibits a dearth of empirical studies, especially at the level of networks. In this study, value-creating networks are empirically explored in a specific dynamic industrial setting, the software component business. The purpose of the research is to build an empirically grounded model that provides the elements that are involved in carrying out value creation processes related to software component business networks. Through the empirically grounded elements of the model and variations identified within them, a typology of value-creating networks related to the software component business is aimed to be provided as an empirical outcome of the study. First, a preliminary model of value-creating networks is built based on theoretical elaboration on the value creation and business network literature. The model is built upon the three interrelated elements of perceived end customer value, core competencies, and relationships. The preliminary model is then applied to the selected industrial setting. Based on the empirical findings, a fourth element is added at the heart of the model, namely the value system router. This fourth element characterise the importance of understanding the role of so-called system architecture in studying value creation and network structures in the software component business. System architecture provides the layered framework for integrating different components and subparts in order to build an effective total system solution for the end customer. System architecture acts as a value system router, as it gathers value streams from several suppliers at different system layers and then leads the value stream through the integration process to the end customer, which sees the system solution provided as being one value-creating entity. Although system architecture is not a new concept or area of consideration in the fields of technology and industrial management, its role both as a rationale for the specific value network structure and as a tool for understanding actor positioning, competence linking, and supplier portfolio management has not been taken into account in earlier studies.