Papers by Kristian Moller
The notions of customer-led and market-oriented are actually two separate entities or points with... more The notions of customer-led and market-oriented are actually two separate entities or points within the customer relationships spectrum, but, nevertheless, frequently confused. This paper adopts a learning view and distinguishes between the two by examining their interplay in the context of internal organizational strategic postures. We hypothesize specific relationships between market orientation and close customer relationships. Moreover, we analyze the moderating effects of the type of business logic adopted on this interplay. The results of our empirical study indicate that there exists a strong association between market orientation and customer intimacy, and from our strategic contingencies point of view proactive business logic moderates the interface.
International Journal of Technology Management, Mar 20, 2015
Characteristics of the post-industrial era include increasing knowledge and competence, competiti... more Characteristics of the post-industrial era include increasing knowledge and competence, competitive and technological dynamics, and growing environmental complexity. A firm can handle market-and technologydriven uncertainties if its repertoire of knowledge and competencies is expanded continuously, and its ability to exploit such a repertoire is correspondingly improved. Hence, we examine in this study how competencebased adaptability affects the level of innovativeness, and how internal and external strategic postures influence this interplay. Our findings provide strong empirical evidence for a positive association between adaptability and innovativeness. This interplay is significantly influenced by the underlying mechanism of a firm's dominant business logic and environmental uncertainty. Thus, companies are able to improve success in new product development and commercialisation, by enhancing their ability to adapt to constantly changing environmental conditions, in line with the dominant business logic utilised.
J Bus Res, 1985
If you experience problems downloading a file, check if you have the proper application to view i... more If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large. ... As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it. ... Article provided by Elsevier in its journal Journal of Business Research. ... No references listed on IDEAS You can help add them by filling ...
Industrial Marketing Management, Sep 1, 1999
The need for more flexible and often temporary types of organizational structures in high-technol... more The need for more flexible and often temporary types of organizational structures in high-technology companies has resulted in an increasing use of teams and project groups employing special know-how and expertise in carrying out marketing activities. These form partly planned and partly informal intra-corporation networks. We contend that the handling of these intra-organizational relationships between the different marketing units in industrial high-tech companies is a key prerequisite for the successful management of their ...
Industrial Marketing Management, 2013
ABSTRACT Services are expected to become the key source of profit and competitive advantage for i... more ABSTRACT Services are expected to become the key source of profit and competitive advantage for industrial firms in the transition from product business to customized and integrated solutions. At the core of this transformation are complex and knowledge-intensive R&D services that enable the customization of solutions, and particularly the relational capabilities needed for R&D service interactions. However, little research has been conducted on the profitability of suppliers' R&D services and the factors that facilitate profit generation from such complex and knowledge-intensive services. Our primary aim is to identify the factors that influence the relationship between R&D services and suppliers' profit performance in customer relationships. Using data from 91 supplier– customer relationships, the study demonstrates how the relational form of social capital (relational capital) facilitates the profit impact of R&D services in the supplier–customer relationship. The results contribute to the study of industrial servitization, R&D service interactions, and the factors that facilitate financial value creation via complex and knowledge-intensive services by industrial suppliers. The results enhance the study of service networks, R&D collaboration, alliance capabilities, industrial marketing, and inter-organizational networks.
Http Dx Doi Org 10 1080 0267257x 1987 9964038, May 6, 2010
Page 1. Journal of Mathling ManagtmtM, 1987, 3, No. 2, 185-203 Marketing CapabilityA Key Success... more Page 1. Journal of Mathling ManagtmtM, 1987, 3, No. 2, 185-203 Marketing CapabilityA Key Success Factor in Small Business? Kristian Möller and Mai Anttila Helsinki School of Economics and Business Administration, Finland ...
This study explores empirically how different marketing resources and business orientations affec... more This study explores empirically how different marketing resources and business orientations affect on firms' financial performance through competitive advantages and market performance, drawing its conceptual model on literature. It makes a contribution by comparing success factors and their magnitude on performance in different, country-specific business environments: three European engineering countries, or Austria, Finland and Germany. The findings indicate that inside-out capabilities are those most positively effecting to company performance. Some sensitivity by sample country was in place; generally, Germany was seen to be the most, Finland the least effective "strategic marketer". Some potential limitations for result interpretation were, however, identified.
Industrial Marketing Management, Sep 1, 1999
The competitive environment of firms is undergoing a fundamental change. Traditional markets are ... more The competitive environment of firms is undergoing a fundamental change. Traditional markets are being rapidly replaced by networks. This poses major managerial challenges for industrial and high technology companies. From a conceptual point of view, this means that we ...
Abstract Elderly care may prove to be a big challenge because of its increasing costs running con... more Abstract Elderly care may prove to be a big challenge because of its increasing costs running concurrently with a declining proportional share of taxpayers. Therefore, there is a need for developing new cost effective and high-quality care services for the elderly. The service marketing approach means that instead of customers purchasing the bundle of service functions, they buy the bundle of benefits. In this sense, elderly care service providers need to collaborate with their customers and other service providers when ...
Strategic business nets are increasingly important in producing economic value in the global aren... more Strategic business nets are increasingly important in producing economic value in the global arena. This paper examines the influence of national culture on knowledge shar- ing in different types of intercultural business nets. Knowledge sharing is essential for the functioning of any business network as it influences the interaction between the ac- tors and the outcomes they can achieve. Cultural
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Papers by Kristian Moller