Current research has pointed out that a subsidiary ́s external network, constituted by its suppliers and customers at the local market, is very important for the corporation as a whole. In this study we seek to explore if this is the case for a certain Multinational corporation through exploring the usage of its networks. More specifically how the knowledge within its networks sharing contribute to the company’s innovation development process. A number of interviews have been conducted with personnel at a Multinational corporation, General Electric Healthcare Life Sciences in Uppsala. The results have been analyzed using a theoretical frame of reference covering network theory and a subsidiary’s part in it. Our findings show that even though the external network may play a necessary part, the internal network of a large Multinational corporation is an important resource and should not be ignored.

Abstract The present study develops the knowledge of industrial customer relationships by examining how multinational corporations (MNCs) make sense of global customer relationships. This study also discusses how individuals make sense of global customer relationships inside of MNC networks. Sensemaking is thus viewed as both an individual action and an organizational-level action. In this research, individual sensemaking views are combined into organizational-level understanding to offer a multilevel approach to both relationships and networks. The empirical study is a qualitative single-case study that focuses on three global customer relationships of an MNC. This research describes the sensemade views of the selected customer relationships and explores how these views are created. The discussed customer relationships are global by nature, they cross national borders, and they involve the episodic and discontinuous project level as well as global customer relationships that are managed at a more continuous organizational level, and these relationships are intertwined over time. The sensemaking of customer relationships is intertwined with relationship development. This research creates an understanding of sensemaking and operationalizes the concept by showing the different types of sensemaking and exploring how individuals make sense. This research also identifies primary sensemakers whose acting and sensemaking have contributed to developing the MNC view of global customer relationships and connected the multiple different views. This research shows that within a single corporation, multiple different understandings of the customer as well as of the type and status of customer relationship can exist. This research describes how the sensemaking process inside of a network functions and how the MNC sensemade views of the customer relationship are formed from multiple individual views. In addition, the definition of an MNC is widened in this research, and an MNC is defined as an internal network that is formed around its customer relationships. Customers constitute a key driving force of internal cooperation and create the environment in which individuals strive to make sense of their own network and of the customers with whom they are operating. / Tiivistelmä Tässä väitöskirjassa keskitytään teollisiin asiakassuhteisiin tutkimalla, miten monikansallinen yritys luo ymmärrystä globaaleista asiakassuhteistaan. Lisäksi työssä keskitytään siihen, miten yrityksen sisäisessä verkostossa työskentelevät yksilöt luovat omaa ymmärrystään globaaleista asiakassuhteista. Ymmärryksen luomista tutkitaan siis sekä yksilö- että organisaatiotason toimintana. Monikansallisessa yrityksessä eri yksilöiden näkemykset yhdistyvät organisaatiotason ymmärrykseksi asiakkaasta, minkä vuoksi suhteita ja verkostoja tutkitaan usealla analyysitasolla. Tutkimuksen empiirinen osuus toteutetaan laadullisena, yhden tapauksen tapaustutkimuksena, joka keskittyy monikansallisen yrityksen kolmeen asiakassuhteeseen. Nämä asiakassuhteet ovat luonteeltaan globaaleja ja ylittävät maantieteelliset rajat. Organisaatiotason asiakassuhde toimittajan ja asiakkaan välillä voidaan kuvata jatkuvaksi, vaikka asiakassuhde käytännössä koostuukin useista epäjatkuvista projekteista eri maantieteellisten ja teknologisten yksiköiden välillä. Organisaatio- ja projektitason suhteet kietoutuvat toisiinsa suhteen kehittyessä. Ymmärryksen luominen asiakkaasta on jatkuva prosessi ja se tapahtuu samanaikaisesti asiakassuhteen kehittymisen kanssa. Tässä tutkimuksessa kuvataan, kuinka asiakkaista luodaan ymmärrystä organisaatio- ja yksilötasolla. Tutkimuksessa tunnistetaan keskeisiä henkilöitä, joiden toiminta rakentaa monikansallisen yrityksen ymmärrystä globaaleista asiakassuhteista ja yhdistää eri yksilöiden näkemyksiä. Tutkimuksessa havaitaan, että yhden organisaation sisällä voi olla lukuisia eri ymmärryksiä asiakassuhteesta ja sen tilasta. Tutkimus kuvaakin, kuinka ymmärrystä luodaan organisaation sisäisessä verkostossa ja miten organisaatiotason ymmärrys globaaleista asiakassuhteista muodostuu useiden eri yksilöiden käsityksistä. Lisäksi tässä tutkimuksessa monikansallisen yrityksen määritelmää laajennetaan kuvaamalla se sisäiseksi verkostoksi, joka rakentuu asiakassuhteiden ympärille. Asiakas on tärkein ohjaava voima sisäisessä yhteistyössä. Toimiessaan yrityksen sisäisessä verkostossa, yksilöt pyrkivät luomaan ymmärrystä omasta ympäröivästä verkostostaan sekä asiakkaista, joiden kanssa he toimivat.

Around one third of the CO2-emissions in the world are estimated to be originating from the industrial sector. These emissions must be reduced dramatically and one of the ways of doing so is by improving energy efficiency. Energy efficiency aims to reduce the energy needed whilst ensuring the same amount and quality of goods and services. There are many approaches to energy efficiency and technical solutions are known to be most common. Making new investments or being innovative is not the only solution, it is also important to consider the managerial aspects of energy efficiency, known as energy management. Energy management aims to make activities and operations at a production site more energy efficient by focusing on changing behaviours and increasing knowledge regarding energy. This thesis aimed to facilitate the establishment and development of an energy management strategy into a large industrial company by applying a network perspective into the organisation. This was believed to reduce the risk of sub-optimising as well as information and knowledge silos. The thesis first focused on how a framework could be designed to facilitate the development of an energy management strategy for internal networks, which was then applied to an existing large industrial company to see how the framework could be applied in practise. The result of the application was a strategy specifically designed for the needs of the case company. The thesis utilised theories and frameworks regarding energy management and combined this with theories concerning networks, more specifically internal networks. By combining existing literature it was possible to design a framework which was specified for internal networks and energy management. The aim was that the framework could be used to formulate a strategy that would help a company in their work to improve their energy efficiency within multiple parts of their organisation or production. The finalised framework consisted of four phases which are to be applied if an appropriate strategy is to be formulated. The framework was applied to a large aluminium extrusion company and an internal network was thereby created within the company. The framework focused on two different levels of the organisation, the corporate level as the wider and more strategic viewpoint and the unit level focusing more specifically on each member of the network. Through interviews and questionnaires it was possible to understand and evaluate the newly defined, internal network, and utilise these results in the formulation of a strategy. It was concluded that the entire network must cooperate to improve how they work with organisational matters. The corporate level was good at this but was lacking on unit level, meaning that the units could utilise the corporate level to improve. The application of the framework also resulted in more specific strategies for three of the units and on corporate level for the case company. The strategies stated what to prioritise and how to address weaknesses, threats, and opportunities. They also highlighted the strengths within the network.