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Article
Publication date: 12 March 2018

Jan Stentoft and Per Vagn Freytag

Abstract

Details

European Business Review, vol. 30 no. 2
Type: Research Article
ISSN: 0955-534X

Article
Publication date: 23 May 2019

Per Vagn Freytag and Kristian Philipsen

Although individual and business actors are often mentioned as an important part of clarifying the stages that firms and their networks go through from starting up to…

Abstract

Purpose

Although individual and business actors are often mentioned as an important part of clarifying the stages that firms and their networks go through from starting up to becoming established, most studies have emphasised activities and resources rather than actors. Therefore, more needs to be known about how actors shape and are shaped through and within firms’ networks.

Design/methodology/approach

To clarify the process of reshaping business in networks, the focus of this study is on the role of actors in firms’ networks during the main stages of development. The major events for each stage are described in terms of how these events affect the interaction, alignment and interfaces between individual actors and business actors with a focus on individual and collective interests.

Findings

The individual actor plays a key role in the start-up stage, whereas the business actor has a key role in the final stage when the firm has become an important player in the industry. In later stages, the individual actor plays a gradually decreasing role and the business actor an increasing role. However, it appears that an analysis of the interplay between the two levels of analysis provides deeper insight into the shaping.

Originality/value

This study provides new insights into the role of the actor and how the actor shapes and is shaped by a firm and its network in different stages. Further, the study contributes by clarifying actors’ roles on two levels of analysis and shows the roles of interests, conflicts, interfaces and alignment in shaping firms and their networks.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Content available

Abstract

Details

International Journal of Physical Distribution & Logistics Management, vol. 50 no. 1
Type: Research Article
ISSN: 0960-0035

Article
Publication date: 1 July 2022

Ann Højbjerg Clarke and Per Vagn Freytag

Successful segmentation and implementation are crucial for firms. This paper aims to focus on what areas small- and medium-sized enterprises (SMEs) consider when…

Abstract

Purpose

Successful segmentation and implementation are crucial for firms. This paper aims to focus on what areas small- and medium-sized enterprises (SMEs) consider when implementing new target segments in the organization. If firms do not understand the potential complexity and plan for implementation, they risk overlooking important areas that cause organizational resistance and failure in the market.

Design/methodology/approach

This paper builds on a literature study and five SME case studies based on 44 interviews and 10 intervention workshops.

Findings

The authors identify key areas of change that SMEs consider when planning to implement segments in the organization, including marketing strategy and plans, organizational aspects and implementation processes. Organization changes and sales plays are key considerations among SME managers. The authors further identify four categories characterized by different degrees of marketing and organizational changes that SMEs face when implementing new target segments, reflecting SMEs former choices.

Research limitations/implications

This research is based on interviews and workshops that bring managers into a situation where they can evaluate needed changes to implement segments. The managers can express the complexity and the effect of the implementation.

Practical implications

This paper presents considerations and insights derived from SMEs and discusses how firms can be better equipped to implement new segments.

Originality/value

This paper offers new insights and directions for segmentation literature, focusing on implementation and proposing how to advance the segmentation literature.

Details

Journal of Business & Industrial Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 13 March 2017

Ann Højbjerg Clarke, Per Vagn Freytag and Judith Zolkiewski

The purpose of this paper is to extend the discussion about customer portfolios beyond simple identification of models and how they can be used for balanced resource…

Abstract

Purpose

The purpose of this paper is to extend the discussion about customer portfolios beyond simple identification of models and how they can be used for balanced resource allocation to a discussion about how portfolios should take into account views from relationship partners and how they should be aligned in internal as well as a relational context.

Design/methodology/approach

The portfolio literature is reviewed (most recent, seminal, IMP related) and considered in the context of both the sales organization and the customers involved in the portfolio. A conceptual framework is introduced that helps improve the understanding of how customer portfolio models can actually be applied from a relational perspective.

Findings

The key aspects of the conceptual framework relate to how alignment of the relationships in the portfolio is achieved. Critical to this are the interaction spaces that facilitate communication relating to alignment and provide the context for the legitimacy of these actions to be discussed.

Research limitations/implications

This framework needs to be empirically explored.

Practical implications

Understanding of alignment and misalignment processes in customer portfolios gives managers a tool to help to cope with the dynamic aspects of the customer portfolio. Recognition of the importance of communication to the process, the development of trust and the role of legitimacy also provides areas that managers can focus upon in their relationship management processes.

Originality/value

This conceptualization moves the consideration of relationship/customer portfolios beyond simply that of a resource allocation tool into a process that facilitates the use of the portfolio in relational processes and thus aids their understanding of how portfolios can be usefully applied.

Details

IMP Journal, vol. 11 no. 1
Type: Research Article
ISSN: 2059-1403

Keywords

Content available
Article
Publication date: 17 April 2007

Per Vagn Freytag and Thomas Ritter

265

Abstract

Details

Journal of Business & Industrial Marketing, vol. 22 no. 3
Type: Research Article
ISSN: 0885-8624

Article
Publication date: 21 July 2020

Jan Stentoft, Per Vagn Freytag and Ole Stegmann Mikkelsen

The purpose of this paper is to extend the research domain of Sales & Operations Planning (S&OP) beyond the hard issues by focusing on soft issues in S&OP processes. This…

Abstract

Purpose

The purpose of this paper is to extend the research domain of Sales & Operations Planning (S&OP) beyond the hard issues by focusing on soft issues in S&OP processes. This paper aims to investigate how consciousness of different personality types can affect S&OP processes.

Design/methodology/approach

This paper is based on a single longitudinal case study from a medium-sized enterprise with a data collection period of more than two years. This paper is based on observation and interviews gathered at several stages during pilot implementation and operation phases.

Findings

This paper indicates that a focus on behavior using personality type theory and key behavioral indicators has provided a common framework for understanding how the S&OP process is impacted by different personalities and behavior. This knowledge has increased the awareness of which behavior sustains a silo mentality and which behavior breaks it down. Quotations are used to provide substance of this explorative topic.

Research limitations/implications

As a single case study, this paper only provides results for analytical generalization.

Practical implications

Consciousness of behavioral elements in S&OP processes is proposed here as a complement to key performance indicators as levers to implement and obtain sustained operation of S&OP.

Originality/value

This paper is the first explicitly integrating personality type theory for a better understanding of implementing and operating S&OP processes. This paper contributes with a new understanding of S&OP success factors and how a common language may improve process efficiency.

Details

International Journal of Physical Distribution & Logistics Management, vol. 51 no. 6
Type: Research Article
ISSN: 0960-0035

Keywords

Article
Publication date: 17 April 2007

Per V. Freytag and Ole S. Mikkelsen

As companies become more aware of their role in the business network and their own value contribution hereto, the question of the companies’ sourcing strategy and use of…

3617

Abstract

Purpose

As companies become more aware of their role in the business network and their own value contribution hereto, the question of the companies’ sourcing strategy and use of suppliers has simultaneously come more and more into focus of their decision making. The purpose of this paper is to describe some managerial challenges on the sourcing side, which companies must address in order to be able to act appropriately in relation to their own role and the cooperation with others in the network. The paper aims to focus on managerial implications of deliberate strategic sourcing.

Design/methodology/approach

Based on empirical observations, discussions with managers, and previous research the paper discusses six significant strategic managerial challenges that companies must address in their quest to form their role in the network.

Findings

Strategic sourcing is not a stand alone activity, but an activity impacting the whole network. The paper pinpoints how important it is to address the raised managerial challenges when relationships are to be terminated, maintained or developed.

Originality/value

The paper helps managers to navigate and focus in discussing their strategic sourcing process.

Details

Journal of Business & Industrial Marketing, vol. 22 no. 3
Type: Research Article
ISSN: 0885-8624

Keywords

Book part
Publication date: 17 August 2017

Per Vagn Freytag, Lars-Erik Gadde and Debbie Harrison

This chapter contains a discussion of interdependencies as an explanatory construct in conceptualising the business world and explaining managerial behaviours. Specific…

Abstract

This chapter contains a discussion of interdependencies as an explanatory construct in conceptualising the business world and explaining managerial behaviours. Specific interdependencies that exist in business networks influence the outcomes of business relationships. Such interdependencies can be more or less clearly acknowledged and perceived by the practitioners (managers), who can act upon them and create new interdependencies. Interdependence thus also plays an important role in developing effective explanations and conceptualisations of the business world. Some of the interdependencies are consequences of actions focusing on rationalisations, development or positioning, while other interdependencies are made with the intention of creating a specific position or some other effects. To live with, and be competent in, handling interdependencies is thus imperative in the interactive business landscape; as a consequence interdependencies need to be addressed when theorising the business world and its dynamics.

Details

No Business is an Island
Type: Book
ISBN: 978-1-78714-550-4

Keywords

Article
Publication date: 12 January 2015

Jan Stentoft Arlbjørn, Per Vagn Freytag and Lisa Thoms

Danish municipalities are undergoing continuous changes. An important part of these changes are the introduction and implementation of a wide range of development…

1061

Abstract

Purpose

Danish municipalities are undergoing continuous changes. An important part of these changes are the introduction and implementation of a wide range of development projects. The purpose of this paper is to focus on the challenges of initiation and implementation of development projects in municipalities.

Design/methodology/approach

The focus is on development projects, which are defined as projects undertaken to improve the workflow and processes of administrative functions in municipalities. The empirical component is based on two pilot interviews in two municipalities and a quantitative questionnaire distributed to all Danish municipalities.

Findings

Extant literature contains limited contributions regarding the overall management of development projects in municipalities. There seems to be an awareness of the importance of developing working procedures to ensure greater efficiency in Danish municipalities, but this development is often not prioritised relative to operational tasks. The absence of prioritisation is an indication of the potential for improving the portfolio management of development projects.

Research limitations/implications

The response to the quantitative questionnaire is provided by one employee in a municipality. As such, the research may reveal the views of one individual in particular and not those of the municipality in general.

Practical implications

The paper provides empirical evidence of the ambidextrous challenges in the context of public sector management. At a more generic level, the paper highlights the importance of improving portfolio management of development projects.

Originality/value

This paper is the first that one to focus on the orchestration of development projects in the public sector (here analysed through Danish municipalities). Management and control of such projects is much more sensitive to political decision processes than are similar tasks in the private sector.

Details

International Journal of Public Sector Management, vol. 28 no. 1
Type: Research Article
ISSN: 0951-3558

Keywords

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