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Papers by Per-olof Brehmer

Marknadsorientering-Myter och …, 2008

Svenskaindustriföretag rustar idag för en ständigt ökad konkurrens,vanligtvis genom att pressa ko... more Svenskaindustriföretag rustar idag för en ständigt ökad konkurrens,vanligtvis genom att pressa kostnaderna och anpassa sig till lägreinternationella prisnivåer. Samtidigt arbetar man på att knytakunderna närmare till sig, med ett djupare engagemang i kundernasverksamheter. ...

Both from inside the industry and from outside actors, there is a high pressure for major innovat... more Both from inside the industry and from outside actors, there is a high pressure for major innovations in the Sales & Distribution system for cars. But so far only minor changes can be found. Why? In our analysis of the European situation we have found that OEMs, importers and dealers traditionally co-operate for maintaining status quo. IT-based middlemen started an innovative process in 1999. The IT crisis came while they were attacking the barriers of entry. They lost their financial power and had to partly withdraw from the marketplace. Another important issue is that customers obviously are not yet ready for changing their behaviour- they prefer to kick the tires instead of clicking the (Internet) button. For the incumbents, the trade-off between the possible benefits from a more cost efficient S&D system and the risks of changing something that works but is costly is negative. In our opinion, future innovations will therefore take place stepwise or evolutionary rather than revol...

The engagement in business to business (B2B) internet marketplaces is presently an issue frequent... more The engagement in business to business (B2B) internet marketplaces is presently an issue frequently discussed among practitioners and researchers. In this paper we address which strategic value the participation in internet marketplaces have on the marketing channel parties. Our study of value creation, adapted to electronic marketplaces from a marketing channel perspective, has resulted in many interesting findings. In an industrial context the name "marketplace" is to some extent misleading. The business relations are still important and there are a limited number of them so the marketplace is more of a network place or business place in this context, created, maintained and managed for the marketing channel. The marketing channel as analytical unit is addressing the interaction between efficiency, effectiveness and networks as sources to value creation and cost reductions. The focus in the majority of the value theory is on costs but the customers value (their goals) is...

This paper explores and discusses how the use of electronic ways to purchase can change and influ... more This paper explores and discusses how the use of electronic ways to purchase can change and influence the development of public procurement. Electronic public procurement makes it possible not only to increase efficiency of public procurement processes but it can also influence the broader development of both buying and selling organisations. The consequences for public procurement stakeholders as well as pros and contras of this development are investigated.

This thesis describes and analyses public procurement and its processes in general against the fr... more This thesis describes and analyses public procurement and its processes in general against the framework of industrial marketing and purchasing. In particular, it focuses on the public procurement of telecommunications (“telecom”) and its effects on the de-monopolization and development of the Swedish telecom market based on empirical material from three case studies, interviews and publicly available written sources.Public procurement is a significant part of any country’s economy. There is a plenitude of publicly available data due to Sweden’s and other public administrations’ transparency policies. Despite this fact, public procurement has been poorly covered in business administration literature when compared with the private sector’s purchasing and selling activities. This thesis tries to bridge the theoretical gap between knowledge of purchasing in business-to-business (“B2B”) and public procurement.Public procurement can be considered as a special type of B2B transaction and,...

International Journal of Services Technology and Management, 2009

International Journal of Productivity and Performance Management, 2007

... over-whelming. The departments therefore need to have a continuous preparation for unpredicte... more ... over-whelming. The departments therefore need to have a continuous preparation for unpredicted patients requiring emergency care. A second ... industry. A framework of measurements towards lean thinking in health care. We ...

International Journal of …, 2006

Both from inside the industry and from outside actors, there is a high pressure for major innovat... more Both from inside the industry and from outside actors, there is a high pressure for major innovations in the Sales & Distribution system for cars. But so far only minor changes can be found. Why? In our analysis of the European situation we have found that OEMs, importers and dealers traditionally co-operate for maintaining status quo. IT-based middlemen started an innovative process in 1999. The IT crisis came while they were attacking the barriers of entry. They lost their financial power and had to partly withdraw from the marketplace. Another important issue is that customers obviously are not yet ready for changing their behaviour they prefer to kick the tires instead of clicking the (Internet) button. For the incumbents, the trade-off between the possible benefits from a more cost efficient S&D system and the risks of changing something that works but is costly is negative. In our opinion, future innovations will therefore take place stepwise or evolutionary rather than revolu...

Thesis (doctoral)--Linköpings universitet, 1999.

Journal of Professions and Organization, 2015

This study examines the relationship between service provision and innovation in international pr... more This study examines the relationship between service provision and innovation in international professional service firms (IPSFs). Through an extended study in one IPSF, we find that innovation stems from the provision of services in the past and present. Different service provisions offer different learning opportunities which influence the modification, renewal, and creation of service concepts, service processes, technologies, and relationships. In order to take advantage of the learning opportunities, certain operational and dynamics capabilities are identified as important. With regard to operational capabilities, understanding customer needs, internal learning, formalization, external and relational learning, integration, and commercialization are identified as important capabilities. Further, two dynamic capabilities driving innovation are identified: learning and knowledge accumulation and scaling and expanding the service portfolio. The learning and knowledge accumulation capability is grounded in the efficient provision of standardized-provided services. By providing these services, insights into customer's needs are gained, specialized expertise is developed, and reputation and legitimacy for solving novel and complex problems increase. The scaling and expanding capability enables the IPSF to develop customized-co-produced services into standardized-provided services over time with global outreach. Our study shows that careful management of the service portfolio is of utmost strategic importance for the sustainable competitive advantage of IPSFs.

Traditional procurement of MRO-products (Maintenance, Repair and Operating materials) consumes si... more Traditional procurement of MRO-products (Maintenance, Repair and Operating materials) consumes significant resources of the purchasers and others through negotiations, ordering, calloffs and administration of the procurement. In the mid 1990's electronic procurement was introduced, but it is not until recently that large Swedish companies have noticed the opportunities that the e-procurement development brings with it.

Our aim is to develop new concepts for the analysis of the dynamics of marketing systems. By intr... more Our aim is to develop new concepts for the analysis of the dynamics of marketing systems. By introducing new concepts in an analysis of an industry under high pressure for rapid change we can present a model for different alternative developments. Our approaches are conceptual and analytical. Sales & Distribution (S&D) strategies in the prestige car segment are under debate both from inside the automotive industry and from legislators. New actors and dealers are attacking with business models based on success from other industries. In the European Union, the S&D are also under pressure from the European Commission. The present Block Exemption will be deregulated from October 2002 according to most experts. One reason is the realisation of the single market; another is to open for more customer pull enabled by more efficient IT-support. The present system is typically market push of new cars from OEM via dealers to final customers. This paper investigates the driving forces and outli...

Top management financially driven strategies are of great importance for the understanding of the... more Top management financially driven strategies are of great importance for the understanding of the development since the financial crisis 1990-93. The automotive industry has increased production efficiency during the 1990s. But the financial performance of the industry is still weak. The pressure from financial markets is even higher in the business trough that started in the beginning of 2000.

Marknadsorientering-Myter och …, 2008

International Journal of Services Technology and Management, 2009

International Journal of Productivity and Performance Management, 2007

International Journal of …, 2006

Both from inside the industry and from outside actors, there is a high pressure for major innovat... more Both from inside the industry and from outside actors, there is a high pressure for major innovations in the Sales & Distribution system for cars. But so far only minor changes can be found. Why? In our analysis of the European situation we have found that OEMs, importers and dealers traditionally co-operate for maintaining status quo. IT-based middlemen started an innovative process in 1999. The IT crisis came while they were attacking the barriers of entry. They lost their financial power and had to partly withdraw from the marketplace. Another important issue is that customers obviously are not yet ready for changing their behaviour they prefer to kick the tires instead of clicking the (Internet) button. For the incumbents, the trade-off between the possible benefits from a more cost efficient S&D system and the risks of changing something that works but is costly is negative. In our opinion, future innovations will therefore take place stepwise or evolutionary rather than revolu...

Thesis (doctoral)--Linköpings universitet, 1999.

Journal of Professions and Organization, 2015