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    <title>EconStor Community: jbm - Journal of Business Market Management</title>
    <link>http://hdl.handle.net/10419/58192</link>
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      <title>Service-dominant logic and licensing in international B2B markets</title>
      <link>http://hdl.handle.net/10419/68478</link>
      <description>Title: Service-dominant logic and licensing in international B2B markets
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&lt;br/&gt;Authors: Uusitalo, Olavi; Grønhaug, Kjell
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&lt;br/&gt;Abstract: This paper asks whether the service - dominant logic is superior to the traditional goods - dominant logic for the use of licensing to commercialize new technologies internationally - and why so. To answer this question two case of licensing float glass, a float glass manufacturing technology and Benecol, a process to manufacture cholesterol lowering ingredient for food, are examined and contrasted. The findings indicate that the service - dominant logic yields advantages. Licensing logic for success in technology transfer is suggested.</description>
      <pubDate>Sat, 29 Oct 2011 22:58:59 GMT</pubDate>
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    <item>
      <title>The role of norms in early stages of business relationships: An action research approach</title>
      <link>http://hdl.handle.net/10419/68477</link>
      <description>Title: The role of norms in early stages of business relationships: An action research approach
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&lt;br/&gt;Authors: Ott, Christoph M.
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&lt;br/&gt;Abstract: Long-term business relationships between actors are a common mode of exchange in business markets. There has been increasing interest in the governance of long-term business relationships. However, little is known about governance issues in early stages of relationships. The goal of this paper is to put forth a seldom-used methodological approach in marketing to contribute to understanding the role of behavioral norms during the pre-contractual phase of a long-term business relationship. The background of this research project is the initial stages of two case studies of long-term business relationship between a school and investment partners prior to the contract signature with the intent of establishing a new school. Results of the occurrence of norms show that both parties first need to define the framework of their relationship before beginning joint value creation. Furthermore, a gradual increase of usage of norms seems to have a positive effect on a nascent business relationship.</description>
      <pubDate>Sat, 29 Oct 2011 22:58:59 GMT</pubDate>
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      <title>Network orchestration for knowledge mobility: The case of an international innovation community</title>
      <link>http://hdl.handle.net/10419/68476</link>
      <description>Title: Network orchestration for knowledge mobility: The case of an international innovation community
&lt;br/&gt;
&lt;br/&gt;Authors: Hurmelinna-Laukkanen, Pia; Nätti, Satu
&lt;br/&gt;
&lt;br/&gt;Abstract: This study aims to increase understanding on how relatively vague aggregations of firms can be directed in a manner that facilitates innovation. In particular, we examine promotion of knowledge mobility as a part of innovation network orchestration. Literature review and a case study of an international innovation community indicate, first, that of prerequisites to knowledge mobility, common language and codification of knowledge are relevant, and, second, that regarding the orchestration activities, maintaining a balance between autonomous flexibility and network direction together with neutrality are needed in order to build common identity and trust required for knowledge mobility.</description>
      <pubDate>Sat, 29 Oct 2011 22:58:59 GMT</pubDate>
    </item>
    <item>
      <title>Conceptualization and measurement of key account management orientation</title>
      <link>http://hdl.handle.net/10419/66011</link>
      <description>Title: Conceptualization and measurement of key account management orientation
&lt;br/&gt;
&lt;br/&gt;Authors: Gounaris, Spiros; Tzempelikos, Nektarios
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&lt;br/&gt;Abstract: Even though the importance of Key Account Management (KAM) in building long term buyer-seller relationships is widely recognized in literature this long term perspective of KAM lacks appropriate empirical examination. The purpose of this study is to propose a conceptualization of Key Account Management Orientation (KAMO) as well as to derive an empirical based measure of it. In doing so, we first establish the construct through qualitative research and then using quantitative data from 304 personally administrated interviews we examined the psychometric attributes of the proposed construct. A set of attitude-related and behavior-related dimensions emerge from the study which aggregate to KAMO as a higher-order construct.</description>
      <pubDate>Sat, 29 Oct 2011 22:58:59 GMT</pubDate>
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