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  • 1.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Entrepreneurial marketing strategies of born global firms and their long-term competitive sustenance: cases from India2013Konferansepaper (Annet vitenskapelig)
  • 2.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Entrepreneurial Orientation, Customer Orientation, And Sustenance Of Indian Born-Global Firms 2011Inngår i: Globalization and Emerging Economies, 2011Konferansepaper (Fagfellevurdert)
  • 3.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Exploring the effects of human capital loss on relationships with clients in knowledge-intensive service firms and the moderating effect of knowledge management2012Inngår i: International Journal of Globalisation and Small Business, ISSN 1479-3059, E-ISSN 1479-3067, Vol. 3, nr 3/4, s. 342-359Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    This study aims to examine the effects of human capital loss on relationships with clients in knowledge-intensive born global firms, and explain how firms address the challenges resulting from employee attrition. In so doing, this study applies a dynamic capability-based approach and suggests ways of minimising customers’ concern about attrition. Relationship transparency is assumed to be a crucial factor for sustaining long-term relationships with customers and reaffirming service firms’ ability to accomplish their commitment and client projects satisfactorily. The findings of this study suggest that development of knowledge retention and sharing capabilities enhances the transparency and reduces the relationship uncertainties resulting from human capital loss. In illustrating the theoretical assumption, the study draws on material derived from four case studies of Indian knowledge-intensive service firms. The findings contribute to the literature on business-to-business relationship marketing, and born global.

  • 4.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Exploring the impact of relationship transparency on employee attrition and customer relationships in international knowledge intensive service firms2011Konferansepaper (Annet vitenskapelig)
  • 5.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Exploring the role of distributors in the adoption of new retail practices among small retail stores in India2018Konferansepaper (Annet vitenskapelig)
    Abstract [en]

    The extant literature has paid very little attention to the influence of distributors on the adoption of new retail practices in emerging markets. Emerging markets are characterised by small and micro firms that lack resources, technological know-how and modern business knowledge. Due to these challenges, small retail firms often rely upon traditional retail practices, for instance, inventory management, book keeping, customer handling, designing store outlet. But with the internationalization of retail and foreign retail firms entering the emerging markets, customer expectations are also changing, and this is putting stress on small retail firms to change their practices. These changes are often introduced by the distributors, who bring in new methods and practices of doing business and provide the necessary support. Drawing on existing literature on emerging markets and retail research areas this paper develops a tentative framework of retail innovation in emerging market and then uses it to analyse the empirical material gathered from the Indian retail business. 

  • 6.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Globalisation and Competitive Sustenance of Born Global: Evidence from Indian knowledge-intensive service industry2012Doktoravhandling, med artikler (Annet vitenskapelig)
    Abstract [en]

    The survival and sustained competitiveness of born global firms constitute a complex and dynamic process that evolves under conditions of disruptive change and pervasive uncertainty. To date, whereas much of the research in the area has focused on the early and rapid internationalisation stages of the development of born global firms, it is not clear how these firms manage to survive the challenges of the early internationalisation stage and gain a sustainable competitive position in the global economy. The present dissertation develops a theoretical framework that captures the organisational factors, capabilities and processes that enable the early survival stage and long-term competitive sustenance of born global firms.

    Building on the dynamic capabilities approach, and drawing on material gleaned from five Indian born-global, knowledge-intensive service firms, the present study stresses the importance of human capital’s timely ability to evolve and transform itself in rhythm with environmental changes. Crucial in this process are a) firms’ entrepreneurial orientation, b) their ability to learn and to build an intimate relationship with their customers, and c) to be immersed in their customer’ business intricacy. The study makes a number of contributions to firms’ internationalisation scholarship, in general, and more specifically to how Indian knowledge-intensive service firms cope with the initial challenges they face in their internationalisation process. Finally, the study concludes with a number of future research directions.

  • 7.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    International Entrepreneurship: case of Happiest Minds2012Inngår i: South Asian Journal of Business and Management Cases, ISSN 2277-9779, E-ISSN 2321-0303, Vol. 1, nr 1, s. 17-30Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    An in-depth case study of a successful serial entrepreneur in India and the two international new ventures he founded illustrates the entrepreneurial capabilities that are particularly important for successful international new venture creation. This case study examines in detail how potential international entrepreneurs can develop such capabilities in order to improve their chances of gaining success in international new ventures, and concludes with a discussion of the implications of the authors’ findings for entrepreneurship research and practice.

  • 8.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Internationalisation of Indian knowledge-intensive service firms: Learning as an antecedent to entrepreneurial orientation2013Inngår i: Asian Business & Management, ISSN 1472-4782, E-ISSN 1476-9328, Vol. 12, nr 5, s. 503-523Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    This study investigates the early adoption of internationalisation by Indian knowledge-intensive service firms (KISFs) and their success in international markets. On the basis of extant literature, a tentative framework of international entrepreneurial and learning orientation is suggested and used to analyse empirical material gleaned from three case studies. The findings reveal how Indian KISFs leverage their entrepreneurial orientations in the pursuit of diverse international market opportunities, and sustain their entrepreneurial orientation through continuous efforts to learn from experience and the environment. The study provides empirical insights into early internationalisation of Indian KISFs, thus addressing a lacuna in this field.

  • 9.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Learning as an antecedent to entrepreneurial orientation in the internationalization process: cases from Indian born global firms2013Inngår i: Proceedings of the 55th Annual Meetingof the Academy of International Business: "Bridging the Divide: Linking IB to Complementary Disciplines and Practice" / [ed] Patricia McDougall-Covin, Tunga Kiyak, East Lansing, Michigan: Academy of International Business , 2013, s. 171-171Konferansepaper (Fagfellevurdert)
    Abstract [en]

    This study examines what really accounts for the early adoption of internationalization by the Indian knowledgeintensive service firms and their continued success in international markets. On the basis of extant literature, a tentative frame of international entrepreneurial orientation, learning orientation is suggested and then used to analyse empirical material gleaned from multiple case studies of three Indian born global firms. Findings reveal that, despite the scarce resources, Indian born global firms leverage a distinctive mix of entrepreneurial orientations and strategies that allow them to succeed in diverse international markets. And their entrepreneurial orientation is nurtured through the learning processes.

  • 10.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Managing reverse knowledge flow in multinational corporations2013Inngår i: Journal of Knowledge Management, ISSN 1367-3270, E-ISSN 1758-7484, Vol. 17, nr 5, s. 695-708Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Purpose – This study aims to provide insight to the little-researched phenomenon of reverse knowledge flow within multinational corporations (MNCs) and to explain the role of managerial attention in exploiting the prospect of knowledge transfer from subsidiaries located in developing countries. Design/methodology/approach – Existing literature across disciplines has been integrated to provide a clear description of the concept of reverse knowledge flow and managerial attention, in order to explain the role of managerial attention in reverse knowledge transfer activities within MNCs. Two pilot studies were conducted on European MNCs to build the background for this study. Findings – Managerial attention is a key factor in recognising potential source of knowledge within the multinational network, and a prior requirement for knowledge transfer to take place. Attention decisions are partially based on the knowledge source location, awareness/attractiveness, and the strategic importance. Thus, MNCs can adopt managerial practices and control mechanisms to influence the attention of executives and achieve higher knowledge flow from subsidiaries. Research limitations/implications – There is a need to undertake empirical research and in-depth case studies of knowledge management practices using the arguments and framework provided in this article. Practical implications – MNCs can develop mechanisms for overcoming attention biases influence on reverse knowledge flow. The attention based approach can lead to better subsidiary integration and knowledge management practices in MNCs. Originality/value – This study advances the theory on reverse knowledge flow in MNCs by presenting an attention based theoretical framework for effective knowledge transfer.

  • 11.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Moving beyond the born global stage: the survival and growth of Indian Born-Globals beyond the initial internationalisation phase2011Konferansepaper (Annet vitenskapelig)
  • 12.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Review: The elephant and the dragon: The rise of India and China and what it means for all of us,: M. Robyn. W.W. Norton & Company, New York (2007). 252 pp., ISBN 978-0-393-06236-62008Inngår i: International Business Review, ISSN 0969-5931, E-ISSN 1873-6149, ISSN 0969-5931, Vol. 17, nr 2, s. 208-215Artikkel, omtale (Fagfellevurdert)
  • 13.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Management & Organisation.
    The importance of capabilities in the internationalization process of knowledge based born global service firms,2010Konferansepaper (Fagfellevurdert)
  • 14.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    The importance of human capital in the early internationalisation of Indian knowledge-intensive service firms2013Inngår i: International journal of technological learning, innovation and development, ISSN 1753-1942, E-ISSN 1753-1950, Vol. 6, nr 1/2, s. 21-41Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    This study explores how human capital is inherently related to the early stage survival and competitive sustenance of born global firms. Based on longitudinal in-depth case studies of five knowledge-intensive service born global firms from India, this study suggests that differences in entrepreneurial human capital influence the acquisition of external human capital, pace of learning and innovations in born global firms and, consequently, their early stage survival and sustained growth. Thus, this study contributes to the ongoing research on born global firms. Moreover, this study suggests that human capital-based capabilities and their interaction increase internationalisation and minimise the risk of failure in born global firms.

  • 15.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    The India Way: How India's Top Business Leaders are Revolutionizing Management, P. Cappelli, H. Singh, J. Singh, M. Useem, Harvard Business Press, Boston (2010)2012Inngår i: International Business Review, ISSN 0969-5931, E-ISSN 1873-6149, Vol. 21, nr 4, s. 747-749Artikkel, omtale (Annet vitenskapelig)
    Abstract [en]

    With a gross domestic product (GDP) growth rate of around nine percent, and half of the population below the age of 25, India stands at or near the top of the agenda of almost every global corporation and political power. Top leaders of twelve states, including the president of USA, Russia, China, France, and Prime Minister of U.K., visited India within just a single year of 2010, and quite expected, economic and commercial relationship with India topped their agenda. India is expected to produce the most new multinational companies, as the emerging economies’ largest source of new multinationals and over 2200 Indian companies are projected to open operations outside the country over the next 15 years (PWC, 2010).

  • 16.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    The resource dynamics of early internationalising Indian IT firms2012Inngår i: Journal of International Entrepreneurship, ISSN 1570-7385, E-ISSN 1573-7349, Vol. 10, nr 3, s. 255-278Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Building on the resource-based view of the firm, this study explores how firms entering into early internationalisation combine different resources to discover the international market opportunities. Based on an indepth analysis of case studies of five knowledge-intensive firms from India, this study suggests that the differences in the extent of resources available and their combinations influence the early stage of the internationalisation process and pace of learning in the foreign markets. This study contributes to the existing research on international entrepreneurship by explaining how new international ventures overcome the challenges of internationalisation by wisely utilising a broad set of available and potential resources during their early internationalisation efforts and gradually shift the focus on the internalisation of resources. Moreover, this study suggests that the effects of the combination of resources vary across different ventures. A strong combination can increase internationalisation and minimise the risks of failure in new international ventures.

  • 17.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Understanding the strategic orientations and continued international success of Indian born-global firms2011Inngår i: Strategies of international development in Euro-Asian Business, 2011Konferansepaper (Fagfellevurdert)
  • 18.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Understanding the successful sustenance of Born-Globals and continued expansion beyond the initial internationalization phase2011Inngår i: Taking International Business to the Next Level - Emerging Issues, Strategies and Economies, 2011Konferansepaper (Fagfellevurdert)
  • 19.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Why some subsidiaries remain remote within MNC knowledge network? Explianing the role of managerial attention2009Konferansepaper (Fagfellevurdert)
    Abstract [en]

    The aim of this paper is to explain how managerial attention has an impact over the prospect of knowledge transfer from subsidiaries located in developing countries. Lack of attention may cause barrier in knowledge transfer and consequently remoteness of subsidiaries from the MNC knowledge network. This paper further explains the reasons for lack of managerial attention.

  • 20.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Demir, Robert
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Managerial attention and antecedents of knowledge source exploitation in MNCs2013Inngår i: Critical Perspectives on International Business, ISSN 1742-2043, E-ISSN 1758-6062, Vol. 9, nr 3, s. 271-300Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Purpose – The purpose of this paper is to address the limitations of prior views regarding knowledge source exploitation by proposing a phenomenological approach to managerial attention and the antecedents of exploiting knowledge sources within the multinational corporations (MNC) network.

    Design/methodology/approach – A phenomenological approach to attention is taken to explain the antecedents of managerial attention in knowledge source exploitation behavior. This approach provides an alternative way of conceiving of knowledge source remoteness and familiarity, on the one hand, and exclusion and inclusion on the other.

    Findings – Drawing on a phenomenological approach to attention, the merits and limits of prior studies of attention and knowledge seeking/exchange behavior are addressed and three modes of managerial attention are proposed – relative attention, mimetic attention, implicit attention – to explain the antecedents of managerial attention to MNC knowledge sources.

    Originality/value – This approach to knowledge source exploitation and attention provides a rich conceptualization of taken-for-granted assumptions in extant literature on managerial attention and knowledge-seeking behavior. The framework offered here builds on a conceptually rigid foundation of attention that overcomes dualisms such as mind-body, subject-object, and thinking-acting that are often embedded in other mainstream approaches to managerial attention.

  • 21.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Demir, Robert
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Rethinking the role of managerial attention in exploiting knowledge flows from remote MNC subsidiaries2011Inngår i: Proceedings of the 53 rd Annual Meeting of the Academy of International Business: "International Business for Sustainable World Development" / [ed] Shige Makino & Tunga Kiyak, Academy of International Business , 2011, s. 182-Konferansepaper (Annet vitenskapelig)
    Abstract [en]

    Extan tliterature on knowledge flows within the MNC network is largely preoccupiedwith the existing headquarters-subsidiary relations, leaving aside those partsand subsidiaries of the MNC that are underexplored and remote to suchactivities. The present paper devotes some attention to the limitations ofcurrent theory and extends it by introducing the need for managerial attention.Thus, the aim of the paper is to explain the role of managerial attention inexploiting the prospect of knowledge transfer from subsidiaries located indeveloping countries. Lack of attention may cause barrier in knowledge transferand consequently remoteness of subsidiaries from the MNC knowledge network. This paper further explains the reasons for the lack of managerialattention.

  • 22.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Nordin, Fredrik
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    The role of networks in the exploration of international market opportunities by new ventures2016Konferansepaper (Fagfellevurdert)
    Abstract [en]

    International new ventures (INVs) are often characterized as relatively new and small firms, lacking resources, established brand image, and seeking internationalization early in their life. Being new to international markets, they face various challenges such as liability of newness, foreignness or outsider-ship and from limited knowledge to tackle the uncertainties that exist in foreign markets. Therefore, these firms face uphill tasks in their internationalization process, particularly gaining confidence of their potential customers, and finding acceptance to their products and services. Yet, a number of small and new firms chose to go abroad and seek growth. Prior studies suggest that such expansion is possible because of the entrepreneurial competence and the global outlook of the founders. Research also emphasizes the role of personal network of founders in growth of new ventures. Such firms can benefit from their access to network resources and their embeddedness in local technological clusters. Research further suggests that the survival and success of these firms is closely associated to their ability to offer innovative products and services to their clients. Yet, developing innovative products and services and finding customers in foreign markets is a complex process, particularly in the case of knowledge-intensive products and services as this may require proven capabilities and high resources commitments on intensive foreign market activities. To overcome resource and market challenges these firms may rely on their network contacts and relationships with clients. However, the extant literature is not clear whether and how small ventures can benefit from their relationships as it may not be sufficient to guarantee market success and would require serious efforts from the firm to benefit from them. We believe that only in certain conditions these relationships can yield desired benefit and be useful for the growth of small ventures. This may require understanding how relationships and network help small new ventures develop capabilities and overcome lack of product image and create acceptance for it: this is important for these firms as the cost of failure may be too high for a resource constrained small new firm. The aim is to investigate and present a conceptual framework to explain the relationship strategies that small and new firms employ in encountering various challenges they face in their internationalisation process and also present some practical suggestions to aid managerially relevant decisions. Interviews from three knowledge-intensive product/service firms, two start-up firm from India and an international new venture from Sweden, are analysed in order to understand the role of business relationships in the international market survival and growth of new venture firms in knowledge based industries. The selected cases had gone through internationalisation process and managed to survive in the international market. This study highlights the contextual influences on relationship strategies of small and new firms, such as their customer choice, knowledge and capability strategy, reputation building strategy. New venture founders, looking for international market opportunities can benefit from the findings of this study, as they can anticipate some of the challenges in relationship building and develop counter strategies in advance.

  • 23.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Nordin, Fredrik
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Yakhlef, Ali
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Managerial Innovation Process: Antecedents, Activities, and Outcomes2016Inngår i: Proceedings, 2016Konferansepaper (Fagfellevurdert)
  • 24.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Sharma, Dharam Deo
    The role of organisational culture in the internationalisation of new ventures2018Inngår i: International Marketing Review, ISSN 0265-1335, E-ISSN 1758-6763, Vol. 35, nr 5, s. 806-832Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Purpose - The purpose of this paper is to explore how organisational culture affects the internationalisation proclivity of international new ventures (INVs).

    Design/methodology/approach - In this paper, a resource advantage (R-A) framework is adopted to examine how organisational culture can be a resource for INVs to leverage efficiently and/or effectively in order to make up for their challenges in internationalisation and create value for their international customers. In doing so, this study makes use of examples of five INVs from India, which have successfully achieved international business prowess and superior performance immediately after their foundation.

    Findings - The findings reveal that an organisational culture including continuous learning, creativity and innovation, collaboration and sharing, and customer-centricity as traits have a positive influence on INV internationalisation proclivity. Most importantly, fostering a culture of collaboration and sharing can help INVs address resource limitations and augment opportunity discovery in the international market. Furthermore, INVs can benefit more from the learning advantages of newness by nurturing continuous learning as part of their culture.

    Research limitations/implications - A key limitation of this study is that all the firms selected here are from a single country, India, and it may have effects on the way firms leverage these cultural traits.

    Practical implications - Founders of INVs should develop organisational arrangements that encourage openness, creativity, and allows employees to contribute freely and fearlessly through new ideas, process innovations, and so on, and firms should recognise such contributions regularly. INVs can adopt policies and develop mechanisms that encourage employees to share knowledge and resources freely with others in the organisation.

    Social implications - Growth of INVs is closely linked to job creation and economic progress. Policy makers in emerging economies can benefit from this study by developing infrastructure and creating social conditions that support the survival and growth of INVs. Adopting the findings of this study could possibly help INVs succeed in international markets and avoid failures, and thus save societal resources.

    Originality/value - The paper highlights the critical role of organisational culture in INVs' internationalisation thrust. The paper develops testable propositions that delineate both the main effects as well as the other effects of organisational culture on INV internationalisation.

  • 25.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Yakhlef, Ali
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    How capabilities evolve in a born global firm? A case study of an Indian knowledge-intensive service born global firm2014Inngår i: Journal of Entrepreneurship in Emerging Economies, ISSN 2053-4604, Vol. 6, nr 3, s. 223-242Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Purpose - The aim of this paper to examine the mechanism through which the capabilities related to internationalization emerge and are acquired as firms internationalize.

    Design/methodology/approach - This study draws on existing literature on born global firms and dynamic capabilities to develop a tentative framework and then use that to examine a longitudinal case study of an Indian firm operating within knowledge-intensive services industry. We probe into the role played by these capabilities in the survival and sustained international growth of born global firms.

    Findings - The study establishes a link between firm’s ability to develop such capabilities for global service delivery and its growth and survival. It is suggested that dynamic capabilities emerge as the result of a mix of experiential and deliberate learning processes, being in a constant change in rhythm with changes in domestic as well as in international business environments.

    Research limitations/implications - This study is based on a single case study from knowledge-intensive service industry in India with its own particular characteristics. Thus, the findings of this study may not be generalised across other emerging markets or industry.

    Practical implications - Entrepreneurs and managers of new ventures can benefit from this study, as this study helps them develop a deeper understanding of the different capability requirements for successful internationalisation.

    Originality/value - This study contributed to the existing literature on capability evolution in born global firms.

  • 26.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Yakhlef, Ali
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Managing business-to-business relationships under conditions of employee attrition: A transparency approach2016Inngår i: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 56, s. 143-155Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Client-contact employee attrition can negatively affect client-supplier relationships, a problem all the more obvious within the knowledge-intensive service industry in which the untimely loss of employees adversely affects client relationships. From the client's perspective, employee attrition increases uncertainty over the perceived quality of service and results in the loss of valuable tacit knowledge from the provider. Drawing on case study materials, this paper seeks to develop a framework for understanding how firms can successfully manage client relationships despite threats of employee attrition. This paper suggests that relationship transparency based on the active transfer of information, knowledge retention and sharing, the implementation of succession plans, and timely intervention by the management, can reduce clients' perceived uncertainty, thereby fortifying a trusted relationship with their provider. This study offers a transparency-based conceptual framework that contributes to the business-to-business relationship literature within the knowledge-intensive service industry and discusses managerial implications.

  • 27.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Yakhlef, Ali
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Sustaining Growth in the Changing Environment through Dynamic capabilities: Case of Indian Born-Global firms2011Inngår i: Enterprise Management in a Transitional Economy and Post Financial crisis / [ed] Joel Glassman, Nanjing: Nanjing University , 2011, s. 124-138Kapittel i bok, del av antologi (Fagfellevurdert)
  • 28.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Yakhlef, Ali
    The effects of entrepreneurial marketing strategies on the long-term competitive sustenance of born global firms: examples from the Indian knowledge-intensive services industry2015Inngår i: Advances in International Marketing, ISSN 1474-7979, Vol. 25, s. 45-72Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Purpose: The aim of this study is to examine how knowledge-intensive born global firms operating in international markets develop and maintain long-term relationships with their customers that insure their continued growth beyond the initial stage of internationalization.

    Methodology/approach: the study adopts a case study approach, focusing on two Indian born-global firms operating with the knowledge-based services sector.

    Findings: The study shows that getting to know the customer intimately helps firms to retain customers over long periods of time. Customer-relationship management strategy is in line with the entrepreneurial orientation of the firms under consideration.

    Research implications: This paper contributes to scholarly discussion on the internationalisation success of born global firms by integrating insights from international entrepreneurial orientation and the marketing relationship literatures.

    Practical implications: The paper presents practical implications for international new venture managers.

    Originality/value of paper: The paper advances our understanding of the competitive sustenance of born global firms.

  • 29.
    Kumar, Nishant
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Yakhlef, Ali
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Nordin, Fredrik
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Validation of organizational innovation as a creative learning process2019Inngår i: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, nr 3, s. 643-650Artikkel i tidsskrift (Fagfellevurdert)
    Abstract [en]

    Purpose: Previous studies on innovation tend to view innovation as consisting of a creative phase of novel and useful ideas, and a non-creative, or at least a less creative phase, as this considered to be the mere implementation and validation of the initially created ideas. In contrast, this paper aims to stress on the significance of the process of validating a new idea as being a creative, learning, exploratory process that shapes the degree of novelty of the innovation as a whole.

    Design/methodology/approach: In driving this argument, this study deductively builds on a theoretical pre-understanding derived from extant literature related to management innovation and organizational legitimacy, and inductively draws on information gleaned from three in-depth case studies.

    Findings: The study shows that the validation phase in the innovation process is a creative process, rather than just being a set of activities that relate to the mere execution of the created ideas. Viewing the validation process as an exploratory search for new knowledge, this study establishes a relationship between the form of knowledge mobilized, vertically within an organization or horizontally from outside, and the form of legitimation required. Validation based on internally generated knowledge is effective in terms of achieving pragmatic (efficiency-driven) objectives. Inter-organizational knowledge inflows are associated with cognitive legitimacy – a form of legitimacy that leads to changes in the stakeholders’ beliefs about a the product. In contradistinction, horizontal, socio–cultural inflows of knowledge are likely to improve on the product itself, thereby generating more traction for validation.

    Research limitations/implications: This research is based on data collected from three firms only.

    Practical implications: The idea developed here can provide business organizations a better understanding of the validation process of management innovations. This study suggests that successful innovation often requires managers to be prepared to seek knowledge beyond the confines of their own organizations.

    Originality/value: This study contributes in three ways: it submits that there is a dynamic interplay between the moments of creation and validation, which is largely shaped by the novelty of the mobilized knowledge, depending on whether it is internal top–down or external horizontal; relatedly, the effectiveness of validation is shaped by the novelty of the knowledge garnered to justify the initial ideas; and the present paper has extended Suchman’s (1995) framework by linking the effectiveness of the various forms of legitimacy to the source of knowledge mobilized in the validation process.

  • 30.
    Preiholt, Håkan
    et al.
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen, Marknadsföring.
    Kumar, Nishant
    Stockholms universitet, Samhällsvetenskapliga fakulteten, Företagsekonomiska institutionen.
    Managerial innovation practices in fashion companies2016Konferansepaper (Annet vitenskapelig)
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