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Publications (10 of 81) Show all publications
Cova, B., Skålén, P. & Pace, S. (2019). Interpersonal practice in project marketing: how institutional logics condition and change them. Journal of business & industrial marketing, 34(4), 723-734
Open this publication in new window or tab >>Interpersonal practice in project marketing: how institutional logics condition and change them
2019 (English)In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, no 4, p. 723-734Article in journal (Refereed) Published
Abstract [en]

Purpose: Project marketing is the specific activity of companies selling projects-to-order. Interpersonal practice is known to be important in this type of marketing. While this interpersonal practice has been little studied, some previous research suggests that changes in the institutional macro environment have affected it. Therefore, the purpose of this paper is to study today’s interpersonal practice in project business and how the institutional environment conditions it. Design/methodology/approach: Semi-structured interviews were conducted with marketing managers at project-based firms in different business sectors in France and Sweden. Data collection and analysis was informed by grounded theory. Findings: The paper identifies three types of interpersonal practice in project marketing, referred to as the transactional, the work-based and the socializing. Changes in these are explained in relation to the three institutional logics identified in the data: the market institutional logic of business ethics, the corporate institutional logic of rationalization and the family institutional logic of gender equality. Research limitations/implications: Future studies can continue and broaden this work as it regards how the institutional conditioning of interpersonal practice varies with context. Practical implications: By clearly categorizing the three types of interpersonal practice and their relative role today, companies can orient the activities of salespeople, business developers and other project marketers. Social implications: The paper highlights how business ethics and gender equality have changed interpersonal practices in project marketing. Originality/value: The paper contributes to the current debate on project marketing by identifying three types of interpersonal practice and by illustrating how institutional logics condition and change these. The paper shows that extra-business activities are needed less than previous research has argued with regard to maintaining customer relationships in-between projects.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2019
Keywords
Projects, Relationship marketing
National Category
Business Administration
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-71747 (URN)10.1108/JBIM-03-2018-0116 (DOI)000482299200005 ()2-s2.0-85062543807 (Scopus ID)
Available from: 2019-04-05 Created: 2019-04-05 Last updated: 2019-09-16Bibliographically approved
Charitsis, V., Skålén, P. & Fyrberg Yngfalk, A. (2019). 'Made to Run': Biopolitical marketing and the making of the self-quantified runner. Marketing Theory, 19(3), 347-366
Open this publication in new window or tab >>'Made to Run': Biopolitical marketing and the making of the self-quantified runner
2019 (English)In: Marketing Theory, ISSN 1470-5931, E-ISSN 1741-301X, Vol. 19, no 3, p. 347-366Article in journal (Refereed) Published
Place, publisher, year, edition, pages
Sage Publications, 2019
National Category
Business Administration
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-66174 (URN)10.1177/1470593118799794 (DOI)000482932200006 ()
Note

Artikeln var publicerad som manuskript i Charitsis (2018) doktorsavhandling Self-tracking, datafication and the biopolitical prosumption of life

Available from: 2018-02-08 Created: 2018-02-08 Last updated: 2019-09-16Bibliographically approved
Skålén, P., Karlsson, J., Engen, M. & Magnusson, P. (2018). Understanding public service innovation as resource integration and creation of value propositions. Australian journal of public administration, 77(4), 700-714
Open this publication in new window or tab >>Understanding public service innovation as resource integration and creation of value propositions
2018 (English)In: Australian journal of public administration, ISSN 0313-6647, E-ISSN 1467-8500, Vol. 77, no 4, p. 700-714Article in journal (Refereed) Published
Abstract [en]

This paper departs from research on Public Service Logic (PSL) to advance a framework ofpublic service innovation (PSI) by incorporating the notions of resource integration and valueproposition. The framework consists of three resource integration processes, referred to asvalue creation, value co-creation and value facilitation, through which users and employeesdetect problems and suggest solutions that contribute to service innovation by creatingnew, or by developing existing, value propositions. To test and illustrate the framework, astudy of six service innovation groups in primary care was drawn on. Four aggregates ofservice innovation ideas were identified in the study: access, patient experience, physicalenvironment and organization of work. In line with the framework, the findings suggest thatusers and employees contribute to PSI by drawing on their knowledge and experience ofconducting resource integration, and by detecting problems and suggesting solutions to theseproblems.

National Category
Economics and Business
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-65542 (URN)10.1111/1467-8500.12308 (DOI)000451831300015 ()
Available from: 2018-01-05 Created: 2018-01-05 Last updated: 2018-12-20Bibliographically approved
Magnusson, P., Bergkvist, L. & Skålén, P. (2017). Exploring patients as contributors to service innovation in primary healthcare.. In: : . Paper presented at 24th INNOVATION & PRODUCT DEVELOPMENT MANAGEMENT CONFERENCE, REYKJAVIK, ICELAND, JUNE 11-13, 2017.
Open this publication in new window or tab >>Exploring patients as contributors to service innovation in primary healthcare.
2017 (English)Conference paper, Oral presentation with published abstract (Other academic)
Abstract [en]

This paper investigates the contribution of involving patients for ideation of service innovation in the healthcare context by addressing the following two main research questions: (Q1) What can patients contribute with when invited to contribute with new ideas for improving primary care? and (Q2) How should patient involvement be managed – should they be involved with, or without, healthcare employee involvement? The research questions were addressed by a one-year longitudinal study of ‘innovation groups’ aimed at creating ideas to improve primary care centers. A longitudinal quasi-experimental approach was deployed consisting of three different settings with varying composition of the innovation group: 1) only healthcare employees, 2) only patients, 3) a mix of healthcare employees and patients. In total 180 ideas for service innovation were reported and assessed by four experienced experts using a web-based questionnaire including 8 assessment dimensions and a free text space, inviting the experts to comment on the idea. In addition, individual interviews were conducted which served the purpose of exploring healthcare employees’ value creation when generating ideas together with patients. The study shows that patient involvement during service innovation ideation brings a patient perspective to healthcare. The findings reveal that patient–healthcare employee interactions positively contribute to healthcare employees’ use knowledge as they started to refocus their ideas more towards the patient perspective. Further the study contributes by showing that patient involvement needs to be a focused and dedicated activity towards innovation as, for example, an innovation group, to bring a patient perspective during idea creation.

National Category
Economics and Business Business Administration
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-75177 (URN)
Conference
24th INNOVATION & PRODUCT DEVELOPMENT MANAGEMENT CONFERENCE, REYKJAVIK, ICELAND, JUNE 11-13, 2017
Available from: 2019-10-09 Created: 2019-10-09 Last updated: 2019-10-14Bibliographically approved
Bredvold, R. & Skålén, P. (2016). Lifestyle entrepreneurs and their identity construction: A study of the tourism industry. Tourism Management, 56, 96-105
Open this publication in new window or tab >>Lifestyle entrepreneurs and their identity construction: A study of the tourism industry
2016 (English)In: Tourism Management, ISSN 0261-5177, E-ISSN 1879-3193, Vol. 56, p. 96-105Article in journal (Refereed) Published
Abstract [en]

The present study takes issue with the uniform conceptualization of lifestyle entrepreneurs in previous research by drawing on identity theory and life-story interviews with lifestyle entrepreneurs in Norway. This article aims to show how lifestyle entrepreneurs create their entrepreneurial identity and how this identity informs both their entrepreneurial actions in different ways and how they manage the enterprise. On the basis of a narrative understanding of identity this article differentiates between two dimensions of identity construction: (1) socially and culturally embedded versus independent, and (2) flexible versus stable. The main contribution of this study is that embedded or independent and also flexible or stable identity constructions dominate the identity-construction process for individual lifestyle entrepreneurs. On the basis of the latter this article reports four narrative types of lifestyleentrepreneur identity construction: (1) the modern, (2) the loyal, (3) the freedom-seeking, (4) and the post-modern lifestyle entrepreneur.

Place, publisher, year, edition, pages
Elsevier, 2016
Keywords
Lifestyle entrepreneurs, Identity, Tourism industry, Life story
National Category
Business Administration
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-62948 (URN)10.1016/j.tourman.2016.03.023 (DOI)000378437800009 ()
Available from: 2017-09-07 Created: 2017-09-07 Last updated: 2019-10-21Bibliographically approved
Koskela-Huotari, K. & Skålén, P. (2016). Markets as evolving institutional problem-solution configurations. In: Russo-Spena, T & Mele, C (Ed.), What's ahead in service research?: New perspectives for business and society. Paper presented at 26th Annual Conference of the European-Association-for-Research-on-Services (RESAR), SEP 08-10, 2016, Naples, ITALY (pp. 618-627). Naples: Univ Naples Federico II, Dept Econ Mgmt & Inst
Open this publication in new window or tab >>Markets as evolving institutional problem-solution configurations
2016 (English)In: What's ahead in service research?: New perspectives for business and society / [ed] Russo-Spena, T & Mele, C, Naples: Univ Naples Federico II, Dept Econ Mgmt & Inst , 2016, p. 618-627Conference paper, Published paper (Refereed)
Abstract [en]

The purpose of this work-in-progress paper is to further the understanding of how markets function and evolve. We do so by elaborating and extending the recent conceptualization of markets as institutionalized solutions of value cocreation proposed by service-dominant (S-D) logic. To better understand how markets as institutionalized solutions evolve, we draw on literature that connects institutional change to the process of framing. We contribute by theorizing how micro-level changes - i.e. organization-specific differences in framing of e.g. a resource or a role - can become amplified and result in macro-level transformation such as market evolution. We develop a theoretical framework describing how markets as institutionalized solutions evolve as actors use institutional complexity - the existence of multiple institutional arrangements and the corresponding patterns of value cocreation - to create alternative frames to interpret situations and guide individual action and then diffuse the novel frames with the help of different types of frame alignment processes. We also describe how we plan to complement our theoretical inquiry with empirical research that we have recently begun.

Place, publisher, year, edition, pages
Naples: Univ Naples Federico II, Dept Econ Mgmt & Inst, 2016
National Category
Business Administration
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-63991 (URN)000392696700040 ()979-12-200-1384-0 (ISBN)
Conference
26th Annual Conference of the European-Association-for-Research-on-Services (RESAR), SEP 08-10, 2016, Naples, ITALY
Available from: 2017-09-26 Created: 2017-09-26 Last updated: 2018-02-07Bibliographically approved
Skålén, P., Engen, M., Magnusson, P., Bergkvist, L. & Karlsson, J. (2016). Public Service Innovation: A Public Service dominant logic view. In: RussoSpena, T Mele, C (Ed.), WHAT'S AHEAD IN SERVICE RESEARCH?: NEW PERSPECTIVES FOR BUSINESS AND SOCIETY. Paper presented at 26th Annual Conference of the European-Association-for-Research-on-Services (RESAR), SEP 08-10, 2016, Naples, ITALY (pp. 756-770). Neapel, Italien: UNIV NAPLES FEDERICO II, DEPT ECON MGMT & INST
Open this publication in new window or tab >>Public Service Innovation: A Public Service dominant logic view
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2016 (English)In: WHAT'S AHEAD IN SERVICE RESEARCH?: NEW PERSPECTIVES FOR BUSINESS AND SOCIETY / [ed] RussoSpena, T Mele, C, Neapel, Italien: UNIV NAPLES FEDERICO II, DEPT ECON MGMT & INST , 2016, p. 756-770Conference paper, Published paper (Refereed)
Abstract [en]

The paper departs from research on Public Service Dominant Logic (PSDL) to advance a framework of service innovation for the public sector. It continues the incorporation of Service-Dominant Logic (SDL) concepts that has been initiated by PSDL research to the public management domain, in particular the notions of resource integration and value propositions is incorporated to PSDL, and builds a conceptual framework of Public Service Innovation (PSI). This framework consist of three resource integration processes, users value creation in use, users and personnel's' value cocreation in direct interaction and internal value facilitation, and suggest that these three processes contribute to service innovation by integrating resources into value propositions. Through an empirical study of primary care the paper finds that the framework describes how PSI is conducted in practice in the public management domain. The paper contributes to articulate a PSDL-based service innovation framework. It also contributes by grounding this framework in an empirical study. In addition, it contributes by elaborating PSDL in such a way that may be drawn on to study public service innovation.

Place, publisher, year, edition, pages
Neapel, Italien: UNIV NAPLES FEDERICO II, DEPT ECON MGMT & INST, 2016
National Category
Business Administration
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-63888 (URN)000392696700049 ()979-12-200-1384-0 (ISBN)
Conference
26th Annual Conference of the European-Association-for-Research-on-Services (RESAR), SEP 08-10, 2016, Naples, ITALY
Available from: 2017-09-21 Created: 2017-09-21 Last updated: 2019-10-28Bibliographically approved
Skålén, P. (2016). Tjänstelogik. Lund: Studentlitteratur AB
Open this publication in new window or tab >>Tjänstelogik
2016 (Swedish)Book (Other academic)
Abstract [sv]

Vad är tjänstelogik och vad innebär det att leda och analysera företag och andra verksamheter utifrån tjänstelogik?

Tjänstelogikens centrala byggstenar – värdesamskapande, värdeskapande, värdeerbjudanden och resursintegrering – introduceras och förklaras. Hur tjänsteinnovation bedrivs utifrån tjänstelogik och hur aktörer samskapar värde i komplexa tjänstesystem beskrivs. Resonemanget exemplifieras med exempel ifrån nya internetbaserade företag som Spotify, traditionella tjänsteföretag som Ikea, industriföretag som Volvo och från offentliga organisationer som Skatteverket.

Place, publisher, year, edition, pages
Lund: Studentlitteratur AB, 2016
National Category
Business Administration
Identifiers
urn:nbn:se:kau:diva-41798 (URN)9789144107608 (ISBN)
Available from: 2016-04-22 Created: 2016-04-22 Last updated: 2016-06-07Bibliographically approved
Skålén, P. & Edvardsson, B. (2016). Transforming from the goods to the service-dominant logic. Marketing Theory, 16(1), 101-121
Open this publication in new window or tab >>Transforming from the goods to the service-dominant logic
2016 (English)In: Marketing Theory, ISSN 1470-5931, E-ISSN 1741-301X, Vol. 16, no 1, p. 101-121Article in journal (Refereed) Published
Abstract [en]

This article outlines a framework of the transformation from the goods-dominant (G-D) to the service-dominant (S-D) logic in firms based on a case study of a bank. Drawing from institutional logic and practice theory, the article also contributes by discussing how the transformation from the G-D to the S-D logic takes place by means of the enactment of value creation practices and how such transformations are driven by institutional entrepreneurs and by conflicts between institutional logics. In addition, the article argues that the studied transformation is interwoven with changes in the professional identities of employees. Managerial implications

include how managers may draw on the presented framework to transform their firm and its

employees.

Keywords
Institutional logic theory, practice theory, service-dominant logic, transformation, value creation
National Category
Economics and Business
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-40378 (URN)10.1177/1470593115596061 (DOI)000370667800006 ()
Available from: 2016-02-16 Created: 2016-02-16 Last updated: 2019-07-12Bibliographically approved
Åkesson, M., Skålén, P., Edvardsson, B. & Stålhammar, A. (2016). Value proposition test-driving for service innovation: How frontline employees innovate value propositions. Journal of service theory and practice, 26(3), 338-362
Open this publication in new window or tab >>Value proposition test-driving for service innovation: How frontline employees innovate value propositions
2016 (English)In: Journal of service theory and practice, ISSN 2055-6225, E-ISSN 2055-6233, Vol. 26, no 3, p. 338-362Article in journal (Refereed) Published
Abstract [en]

Purpose – The purpose of this paper is to investigate the role of frontline employees in service innovation from a service-dominant logic (SDL) perspective. Frontline employees lack a formal innovation obligation. Service innovation is a resource integration process resulting in the creation of new value propositions.

Design/methodology/approach – A case study of service innovation projects that includes three different businesses in the IT sector and personal interviews with 25 frontline employees.

Findings – The findings suggest that frontline employees contribute to service innovation by test-driving potential value propositions. Three types of value proposition test-driving have been identified: cognitive, practical, and discursive. The findings suggest interdependencies between the different modes of value proposition test-driving, as well as specific phases of the service innovation process dominated by one form or another.

Research limitations/implications – Value proposition test-driving offers a fruitful context for managers to involve frontline employees and use their creativity and expertise. The case study approach, however, limits the statistical generalizability of the findings.

Originality/value – The study is novel in that it introduces the notion of value proposition test-drivingfor service innovation; provides a systematic empirical analysis of how frontline employees contribute toservice innovation by test-driving value propositions; offers a service innovation model informed by the SDL; and contributes to the SDL by detailing how service innovation occurs in practice.

Keywords
Service-dominant logic, Resource integration, Service innovation, Value proposition, Employee-driven innovation, Value proposition test-driving
National Category
Business Administration
Research subject
Business Administration
Identifiers
urn:nbn:se:kau:diva-41900 (URN)10.1108/JSTP-10-2014-0242 (DOI)000376198700005 ()
Available from: 2016-04-25 Created: 2016-04-25 Last updated: 2017-08-10Bibliographically approved
Organisations
Identifiers
ORCID iD: ORCID iD iconorcid.org/0000-0002-2982-9651

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