Browsing by Author "Gabrielsson, Mika"
Now showing items 1-9 of 9
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An intercultural, interpersonal relationship development framework
(Emerald, 2021)Purpose The purpose of this paper is to explore how business-to-business (B2B), intercultural, interpersonal salesperson–customer relationships develop using the lens of identity management theory (IMT; Imahori and Cupach, ...Tieteelliset aikakauslehtiartikkelit
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Effects of Social Media Usage on the Speed of International Growth of an International New Venture
(Hawaii International Conference on System Sciences, 2018)The introduction of social media tools in entrepreneurial ventures has had a strong impact on their ability to access international networks, increase their competitiveness in foreign markets and improve their performance. ...Artikkelit ja abstraktit tieteellisissä konferenssijulkaisuissa
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Entrepreneurial Decision-Making Logic Related to Software Development in Different Growth Phases of INVs
(University of Hawai'i at Manoa, 2018)Software-based innovations with global market-potential are the main product offering of digital-based International New Ventures, an emerging type of rapidly internationalizing firm. Despite increasing research attention ...conferenceObject
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How Individual Technology Propensities and Organizational Culture Influence B2B Customer's Behavioral Intention to Use Digital Services at Work?
(IEEE, 2017)This study examines how individuals’ technology readiness in conjunction with organizational culture impacts on B2B customers’ behavioral intention toward using digital services in their procurement processes. We test our ...conferenceObject
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Social media firm specific advantages as enablers of network embeddedness of international entrepreneurial ventures
(Elsevier BV, 2020)Combining internalisation theory and internationalisation networking literature we study how international entrepreneurial ventures use social media to internationalise. Our qualitative study reveals the governance mechanisms ...Tieteelliset aikakauslehtiartikkelit
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The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs
(Elsevier BV, 2021)Social media and digital tools are gradually changing the way firms market themselves. Understanding how these communication tools are used by sales functions within business-to-business (B2B) markets could clarify the ...Tieteelliset aikakauslehtiartikkelit
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The Internationalization of B2B Digital Platform Providers: The Role of Cross-National Distance and Digital Characteristics
(University of Hawai'i at Manoa, 2020)Digitalization offers new opportunities and changes how firms can explore and enter new markets. Current literature has deepened our understanding of the internationalization process of the digital-based firms, but it ...Artikkelit ja abstraktit tieteellisissä konferenssijulkaisuissa
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Turning strategic network resources into performance: The mediating role of network identity of small- and medium-sized enterprises
(Wiley, 2018)Research Summary: This article examines the relationship between strategic network resources; the network identity (i.e., the self‐perceived attractiveness as a partner based on the firm's existing and prior relationships); ...Tieteelliset aikakauslehtiartikkelit
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Which resources and capabilities underpin strategic key account management?
(, 2018)Key account management (KAM) supports the profitability and financial sustainability of firms in business-to-business markets. It also attracts considerable academic research. However, KAM research remains largely atheoretical ...Tieteelliset aikakauslehtiartikkelit
