Niels Mols - Academia.edu (original) (raw)

Papers by Niels Mols

Research paper thumbnail of Organisering for kunderentabilitet: ændring og ændringsbarrierer i finansielle virksomheder

Research paper thumbnail of Outsourcing service production in the public sector: Are we addressing the right question?

Research paper thumbnail of Innovative Global Sourcing-Towards a conceptualization

Research paper thumbnail of Ny økonomistyring i finanssektoren: aktivitetsbaserede regnskabssystemer

Research paper thumbnail of Erhvervskunders opfattelse af danske storbanker

Research paper thumbnail of Med livrem eller seler?

Research paper thumbnail of A comparative study of source loyalty in the European financial services market

Journal of Financial …, 2000

Research paper thumbnail of When to sign a contract: The timing of contractual commitments

Industrial Marketing Management

Research paper thumbnail of Strategi og Driftsøkonomi

Research paper thumbnail of Drivers of Adoption of Internet-based Marketing Channels

This article analyses factors influencing manufacturers’ adoption of Internet-based marketing cha... more This article analyses factors influencing manufacturers’ adoption of Internet-based marketing channels, using models based on marketing channel and organisational innovation theory. Survey data from 1163 Danish, Finnish, and Swedish manufacturers form the empirical basis for testing the models using LISREL analysis. The results stress that adoption of Internetbased marketing is influenced by willingness to cannibalise, management support, market pressure, and a firm’s knowledge of IT. Willingness to cannibalise mediates the effects of future market orientation, ownership, specialised investments, and management support. This is mainly the case in small and medium-sized firms, as the importance of the various drivers varies between size categories.

Research paper thumbnail of Big data: It takes two to tango

Research paper thumbnail of The internal competitor: buyer motives and marketing strategies

Journal of Strategic Marketing, 2018

Suppliers often face internal competitors. An internal competitor exists when a buyer simultaneou... more Suppliers often face internal competitors. An internal competitor exists when a buyer simultaneously sources the same components from both an internal production unit and an external supplier. Based on a literature review we identify several different buyer motives for supporting such internal competitors. Though it may be difficult for an external supplier to immediately identify relevant buyer motives, the different motives suggest that these buyers should be targeted with different marketing strategies. For each buyer motive possible marketing strategies are suggested and briefly discussed. For example, it is discussed (1) how the external supplier may try to replace the internal competitor, (2) how the external supplier may try to operate in parallel with the internal competitor, and (3) when the external supplier should refuse to deliver to a customer with internal production of the same components.

Research paper thumbnail of Concurrent sourcing and supplier opportunism

International Journal of Procurement Management, 2017

The term 'concurrent sourcing' refers to the practice of a firm to simultaneously make and buy th... more The term 'concurrent sourcing' refers to the practice of a firm to simultaneously make and buy the same components. This paper presents an agency model for explaining how and when concurrent sourcing reduces the likelihood of external supplier opportunism. In the proposed model, the external supplier's expected costs of opportunism are determined as a product of four factors. These four factors are: buyer's likelihood of discovering supplier opportunism, buyer's internalised quantity as reaction to supplier opportunism, asset specificity of external supplier's investments, and multiplier effects. Each of these factors are explained and discussed in the paper. The paper also offers a number of theoretical and managerial implications.

Research paper thumbnail of The money controversy: To be or not to be motivated

Ledelse Erhvervsoekonomi, 2014

Would you turn up at work tomorrow or next month, if you were not paid for going to work? Directl... more Would you turn up at work tomorrow or next month, if you were not paid for going to work? Directly asked the question, especially if our employer posed it, most of us would probably say no. It could, however, be that we actually were content with our job but dependent upon our salary – and it could be that any seizure of payment in itself would create mere dissatisfaction leading us to quit the job. Although espoused intentions may diff er from what we actually would do in a hypothetical situation, at least some of us would rather prefer to spend some more time in our garden, with our children or simply doing something else than go to work.

Research paper thumbnail of Når en driftsøkonomi takker af

Research paper thumbnail of Choosing a Cash Management Bank: Customer Criteria and Bank Strategies

Global Cash Management in Europe, 1998

At present most European banks can only be considered domestic banks in the sense that they are o... more At present most European banks can only be considered domestic banks in the sense that they are operating in one country only. However, this situation is changing because the integration of Europe makes borders less important, and both the banks and their customers tend to become more internationally oriented. Further, the European banking sector is becoming more concentrated and many banks must consider not only their home market but also the whole of Europe as the potential market.

Research paper thumbnail of The Internet and Services Marketing - Danish Bankers' perception and expectations

1 I gratefully acknowledge the research assistance of Frederik Ahm Krag and Johannes Liebach Lüne... more 1 I gratefully acknowledge the research assistance of Frederik Ahm Krag and Johannes Liebach Lüneborg and the financial support from the Aarhus University Research Foundation, research grant # F-1998-SAM-1-7. ... Niels Peter Mols Associate Professor of Marketing ...

Research paper thumbnail of Organizing for the Effective Introduction and

Research paper thumbnail of Purchasing and innovation: a capability-based analysis

International Journal of Procurement Management, 2015

In this paper we develop a number of hypotheses relating four purchasing capabilities to two meas... more In this paper we develop a number of hypotheses relating four purchasing capabilities to two measures of purchasing' contribution to innovation. The hypotheses are tested with data collected through a web survey completed by 321 purchasing professionals in Danish production companies. Our results show that integrative, relational, innovative and intelligence capabilities are positively related to innovation. However, relational capabilities are not found to have significant effect on purchasing' contribution to supply and practice innovation, i.e., new markets, new suppliers and new purchasing practices. The relationship between intelligence capabilities and purchasing' contribution to product and production innovations depends on the level of innovation capabilities.

Research paper thumbnail of Drivers of Adoption and Implementation of Internet-Based Marketing Channels

E-Business Innovation and Process Management

This chapter analyses factors influencing manufacturers’ adoption and implementation of Internet-... more This chapter analyses factors influencing manufacturers’ adoption and implementation of Internet-based marketing channels, using models based on marketing channel and organizational innovation theory. Survey data from 1,163 Danish, Finnish, and Swedish manufacturers form the empirical basis for testing the models using LISREL analysis. The results stress that adoption of Internet-based marketing is influenced by willingness to cannibalize, management support, market pressure, and a firm’s knowledge of information technology. Willingness to cannibalize mediates the effects of future market orientation, ownership, specialised investments, and management support. This is mainly the case in small firms, as the importance of the various drivers and the adoption pattern vary between size categories. Market-pull factors have relatively more explanatory power in medium-sized and large companies.

Research paper thumbnail of Organisering for kunderentabilitet: ændring og ændringsbarrierer i finansielle virksomheder

Research paper thumbnail of Outsourcing service production in the public sector: Are we addressing the right question?

Research paper thumbnail of Innovative Global Sourcing-Towards a conceptualization

Research paper thumbnail of Ny økonomistyring i finanssektoren: aktivitetsbaserede regnskabssystemer

Research paper thumbnail of Erhvervskunders opfattelse af danske storbanker

Research paper thumbnail of Med livrem eller seler?

Research paper thumbnail of A comparative study of source loyalty in the European financial services market

Journal of Financial …, 2000

Research paper thumbnail of When to sign a contract: The timing of contractual commitments

Industrial Marketing Management

Research paper thumbnail of Strategi og Driftsøkonomi

Research paper thumbnail of Drivers of Adoption of Internet-based Marketing Channels

This article analyses factors influencing manufacturers’ adoption of Internet-based marketing cha... more This article analyses factors influencing manufacturers’ adoption of Internet-based marketing channels, using models based on marketing channel and organisational innovation theory. Survey data from 1163 Danish, Finnish, and Swedish manufacturers form the empirical basis for testing the models using LISREL analysis. The results stress that adoption of Internetbased marketing is influenced by willingness to cannibalise, management support, market pressure, and a firm’s knowledge of IT. Willingness to cannibalise mediates the effects of future market orientation, ownership, specialised investments, and management support. This is mainly the case in small and medium-sized firms, as the importance of the various drivers varies between size categories.

Research paper thumbnail of Big data: It takes two to tango

Research paper thumbnail of The internal competitor: buyer motives and marketing strategies

Journal of Strategic Marketing, 2018

Suppliers often face internal competitors. An internal competitor exists when a buyer simultaneou... more Suppliers often face internal competitors. An internal competitor exists when a buyer simultaneously sources the same components from both an internal production unit and an external supplier. Based on a literature review we identify several different buyer motives for supporting such internal competitors. Though it may be difficult for an external supplier to immediately identify relevant buyer motives, the different motives suggest that these buyers should be targeted with different marketing strategies. For each buyer motive possible marketing strategies are suggested and briefly discussed. For example, it is discussed (1) how the external supplier may try to replace the internal competitor, (2) how the external supplier may try to operate in parallel with the internal competitor, and (3) when the external supplier should refuse to deliver to a customer with internal production of the same components.

Research paper thumbnail of Concurrent sourcing and supplier opportunism

International Journal of Procurement Management, 2017

The term 'concurrent sourcing' refers to the practice of a firm to simultaneously make and buy th... more The term 'concurrent sourcing' refers to the practice of a firm to simultaneously make and buy the same components. This paper presents an agency model for explaining how and when concurrent sourcing reduces the likelihood of external supplier opportunism. In the proposed model, the external supplier's expected costs of opportunism are determined as a product of four factors. These four factors are: buyer's likelihood of discovering supplier opportunism, buyer's internalised quantity as reaction to supplier opportunism, asset specificity of external supplier's investments, and multiplier effects. Each of these factors are explained and discussed in the paper. The paper also offers a number of theoretical and managerial implications.

Research paper thumbnail of The money controversy: To be or not to be motivated

Ledelse Erhvervsoekonomi, 2014

Would you turn up at work tomorrow or next month, if you were not paid for going to work? Directl... more Would you turn up at work tomorrow or next month, if you were not paid for going to work? Directly asked the question, especially if our employer posed it, most of us would probably say no. It could, however, be that we actually were content with our job but dependent upon our salary – and it could be that any seizure of payment in itself would create mere dissatisfaction leading us to quit the job. Although espoused intentions may diff er from what we actually would do in a hypothetical situation, at least some of us would rather prefer to spend some more time in our garden, with our children or simply doing something else than go to work.

Research paper thumbnail of Når en driftsøkonomi takker af

Research paper thumbnail of Choosing a Cash Management Bank: Customer Criteria and Bank Strategies

Global Cash Management in Europe, 1998

At present most European banks can only be considered domestic banks in the sense that they are o... more At present most European banks can only be considered domestic banks in the sense that they are operating in one country only. However, this situation is changing because the integration of Europe makes borders less important, and both the banks and their customers tend to become more internationally oriented. Further, the European banking sector is becoming more concentrated and many banks must consider not only their home market but also the whole of Europe as the potential market.

Research paper thumbnail of The Internet and Services Marketing - Danish Bankers' perception and expectations

1 I gratefully acknowledge the research assistance of Frederik Ahm Krag and Johannes Liebach Lüne... more 1 I gratefully acknowledge the research assistance of Frederik Ahm Krag and Johannes Liebach Lüneborg and the financial support from the Aarhus University Research Foundation, research grant # F-1998-SAM-1-7. ... Niels Peter Mols Associate Professor of Marketing ...

Research paper thumbnail of Organizing for the Effective Introduction and

Research paper thumbnail of Purchasing and innovation: a capability-based analysis

International Journal of Procurement Management, 2015

In this paper we develop a number of hypotheses relating four purchasing capabilities to two meas... more In this paper we develop a number of hypotheses relating four purchasing capabilities to two measures of purchasing' contribution to innovation. The hypotheses are tested with data collected through a web survey completed by 321 purchasing professionals in Danish production companies. Our results show that integrative, relational, innovative and intelligence capabilities are positively related to innovation. However, relational capabilities are not found to have significant effect on purchasing' contribution to supply and practice innovation, i.e., new markets, new suppliers and new purchasing practices. The relationship between intelligence capabilities and purchasing' contribution to product and production innovations depends on the level of innovation capabilities.

Research paper thumbnail of Drivers of Adoption and Implementation of Internet-Based Marketing Channels

E-Business Innovation and Process Management

This chapter analyses factors influencing manufacturers’ adoption and implementation of Internet-... more This chapter analyses factors influencing manufacturers’ adoption and implementation of Internet-based marketing channels, using models based on marketing channel and organizational innovation theory. Survey data from 1,163 Danish, Finnish, and Swedish manufacturers form the empirical basis for testing the models using LISREL analysis. The results stress that adoption of Internet-based marketing is influenced by willingness to cannibalize, management support, market pressure, and a firm’s knowledge of information technology. Willingness to cannibalize mediates the effects of future market orientation, ownership, specialised investments, and management support. This is mainly the case in small firms, as the importance of the various drivers and the adoption pattern vary between size categories. Market-pull factors have relatively more explanatory power in medium-sized and large companies.