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To model how resources and capabilities co‐evolved in a contract research provider's customer relationships and how this affected market orientation, and to develop…
To model how resources and capabilities co‐evolved in a contract research provider's customer relationships and how this affected market orientation, and to develop hypotheses for further testing.
Single qualitative and abductive longitudinal case study.
The provider focused on generating knowledge of current and near future customer needs through interactions with customers and other key actors. The provider also pursued the building of capabilities which would enable it to broaden the application areas to the needs of a larger group of potential customers. Exchanges with specific customers were used by the provider for the acquisition of resources and capabilities concerning details related to functions and, especially, applications, yet these resources and capabilities were subsequently broadened to all‐around solutions. In contrast, customer interactions were less important in acquiring resources and capabilities. Eight hypotheses were also formulated.
One cannot be certain of the external validity of the findings.
Knowledge‐intensive firms with a high degree of customer interaction must seek to balance their individual customer relationships and their customer relationship portfolio across time with regard to four customer types, so that the firm achieves the desired levels and balance of mutuality, particularity, mutual relationship capability (in the shorter term) and more generic capability and general market orientation (in the longer term).
It examines the interface between the resource‐based view of strategy and relationship marketing. It is relevant to strategy and marketing scholars as well as to practitioners in knowledge‐intensive organisations that have customer relationships.
The purpose of this paper is to show the results of the task given by a major research program concerning low-energy building and indoor environment. The task was to…
The purpose of this paper is to show the results of the task given by a major research program concerning low-energy building and indoor environment. The task was to develop contracting document model layouts to be used in zero-energy building (ZEB) and nearly zero-energy building (nZEB) construction projects.
A workshop method was chosen for gathering information and developing the layouts.
In the debate in the workshop three main topics arose: the selection of project delivery system, the use of performance controller for the heating, ventilation and air-conditioning (HVAC) systems and making innovation possible by making the call for bids as loose as possible.
The use of performance controller could be investigated more, and more accurate information and knowledge about the best practices on nZEB construction can be captured as the industry moves in that direction and more projects will appear.
The goals of the research program were met and also the main issues of nZEB construction contracting were documented, which can be utilized by the whole industry of house building.