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  • 1.
    Beheshti, H. M.
    et al.
    Department of Management, Radford University.
    Hultman, M.
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    Jung, M. -L
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    Opoku, R. A.
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    Salehi-Sangari, Esmail
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    Electronic supply chain management applications by Swedish SMEs2007In: Enterprise Information Systems, ISSN 1751-7575, E-ISSN 1751-7583, Vol. 1, no 2, p. 255-268Article in journal (Refereed)
    Abstract [en]

    The Internet has become an integral part of business activities of most corporations today. Electronic supply chain management (SCM) can improve the operational efficiency of the firm by streamlining processes between the company and its suppliers, business partners, and customers. This research explores the extent and the degree of Internet application in Swedish small- and medium-sized enterprises (SMEs). The analyses of the data show that the Swedish SMEs use the Internet in their supply chain activities to a large degree. The study establishes some differences between smaller and larger organizations as well as between manufacturing and service companies.

  • 2.
    Beheshti, Hooshang
    et al.
    Department of Management, Radford University.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    The benefits of e-business adoption: an empirical study of Swedish SMEs2007In: Service Business, ISSN 1862-8516, Vol. 1, no 3, p. 233-245Article in journal (Refereed)
    Abstract [en]

    The global nature of business today and the advances in information and communications technologies have compelled corporations to employ emerging technologies in order to remain competitive. In recent years electronic business has been adopted by many corporations to improve operational efficiency, profitability, and to strengthen their competitive position. This study examines the impact of web-based e-business on the small and medium-size enterprises (SMEs) in Sweden. The analyses of data collected for this study provide valuable information to the executives of manufacturing and service SMEs. The findings show that the SMEs in the sample have benefited from e-business implementation in both operational and performance areas of their organization.

  • 3.
    Beheshti, Hooshang
    et al.
    Radford University.
    Salehi-Sangari, Esmail
    Luleå University of Technology.
    The strategic and organizational impact of electronic business on large firms2008In: Journal of international business disciplines, ISSN 1934-1822, Vol. 2, no 3, p. 48-61Article in journal (Refereed)
    Abstract [en]

    This research examines the impact of and the benefits derived from e-business integration in large manufacturing and service organizations in Sweden. Business managerse are increasingly under pressure to improve the financial performance and the profability of their companies. The internet-based electronic business can provide opportunities for business to improve the efficiency and the effectiveness of their business operations, to form partnership with suppliers, improve customer service, and to manage better their supply chain. The results show that large Swedish firms are benefiting from e-business implementation in many key areas of their business.

  • 4.
    Beheshti, Hooshang
    et al.
    Radford University.
    Salehi-Sangari, Esmail
    Division of Industrial Marketing and e-commerce, Lulea University of Technology.
    Engström, Anne
    Lulea University of Technology.
    Competitive advantage with e-business: a survey of large American and Swedish firms2006In: Competitiveness Review: An International Business Journal incorporating Journal of Global Competitiveness, ISSN 1059-5422, Vol. 16, p. 150-157Article in journal (Refereed)
    Abstract [en]

    Advances in information and communications technology have allowed for a wide range of electronic business models and applications. These applications are providing a competitive advantage for organizations by creating efficiencies and cost reductions. Electronic business should be part of the overall corporate strategy and be integrated into core business processes. This study provides interesting insights into electronic business applications in large corporations and discusses similarities and differences that exist between Swedish and American corporations.

  • 5. Beheshti, M
    et al.
    Salehi-Sangari, Esmail
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    E-Business Diffusion in Large Swedish Firms2008In: Estableciendo puentes en una economía global: Building bridges in a global economy, 2008Conference paper (Refereed)
    Abstract [en]

    Advances in e-business are potentially the most important development for both large manufacturing and service organizations around the globe. E-business technology affords the company to move from a traditional business model to a model that promotes shared activities, decision making, and problem solving as well as strengthening the management of inter- and intra-organizational processes.

  • 6. Berthon, Pierre
    et al.
    Pitt, Leyland
    Simon Fraser University.
    Nel, Deon
    Department of Marketing, Deakin University.
    Salehi-Sangari, Esmail
    Division of Business Administration & Management, Luleå University of Technology.
    Engström, Anne
    Division of industrial marketing and e-commerce, Luleå university of technology.
    The biotechnology and marketing interface: Functional integration using mechanic and holographic responses to environmental turbulence2008In: Journal of Commercial Biotechnology, ISSN 1462-8732, E-ISSN 1478-565X, Vol. 14, no 3, p. 213-224Article in journal (Refereed)
    Abstract [en]

    This paper serves to specify and ground research into interfunctional integration in a wider theoretical context with particular reference to the interaction between technology and marketing in the biotechnology sphere. The general and specific problem areas are specified as those of interfunctional relations and the dyadic relationship between marketing and biotechnical managerial functions in particular. The contextual/organisational generative mechanisms that are likely to keep interfunctional relations at the centre of scholarly attention for some time are explored from the perspective of cybernetic theory. The law of requisite variety states that in an effective open system environmental variety is matched by internal structural variety. As organisations are faced with ever more turbulent, and complex environments, this must be matched by an increased internal complexity within the organisation. The two modes of response, namely holographic and mechanistic, both highlight the need to further our understanding of interfunctional differences. Having established the problem and its genesis, a specific research agenda is outlined as the exploration of the interfunctional differences from a decision-making perspective.

  • 7.
    Blomgren, Henrik
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing. KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Business Development and Entrepreneurship.
    Amini, Mehdi
    University of Memphis.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Jonsson, Peder
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Levihn, Fabian
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial Dynamics.
    Corporate strategic adaptability to climate change: An explorative study on 1000 European Annual CEO letters 2000 - 20082010Conference paper (Refereed)
    Abstract [en]

    The executive leadership vision is vital in corporate-wide development and implementation of a corporate strategy. The vision on climate change, among other strategic issues, is expressed in annual CEO letters. This study applies a content analysis approach to review 1000 annual reports from European publicly‐traded companies published in years 2000 through 2008. The content analysis of the CEO letters indicate that: (a) corporate interest in the climate change was nearly nonexistent prior to 2004; (b) the greatest interest in the issues was shown in 2007, but since then interest has declined; and (c) meanwhile interest in external economic conditions doubled in 2008 compared to 2006. In summary, our findings raise questions as to whether corporate interest in climate change issues already has peaked, even as well adapted by industry as can be reasonably expected, or if environmental interest will rise again after the current global financial crisis is over.

  • 8.
    Boon, Edward
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Pitt, Leyland
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Managing information sharing in online communities and marketplaces2015In: Business Horizons, ISSN 0007-6813, E-ISSN 1873-6068, Vol. 58, no 3, p. 347-353Article in journal (Refereed)
    Abstract [en]

    Companies can engage with many online social networks and communities to attract customers, disseminate product information, conduct research, and stimulate innovation. However, for these activities to be successful, it is key that consumers at these platforms trust each other and are willing to share their knowledge freely. The study presented in this article assesses what companies can do to encourage members of online communities and marketplaces to share information with others. For this purpose, a netnographic study was conducted of Etsy.com, an online marketplace for handcrafted and vintage products. The study revealed several key findings: companies can stimulate information sharing through activities that build trust and develop a norm of reciprocity; rules and guidelines are helpful to discourage abuse, but do little to stimulate sharing; and companies should give the right example by sharing knowledge themselves. The guidelines that were developed based on these findings can be used by companies that own or manage an online community as well as by those who intend to engage with one.

  • 9.
    DesAutels, Philip
    et al.
    Luleå University of Technology .
    Berthon, Pierre
    Bentley University.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Rising to the challenge: A model of contest performance2011In: Journal of Financial Services Marketing, ISSN 1363-0539, E-ISSN 1479-1846, Vol. 16, p. 263-274Article in journal (Refereed)
    Abstract [en]

    Contests are a ubiquitous form of promotion widely adopted by financial services advertisers, yet, paradoxically, academic research on them is conspicuous in its absence. This work addresses this gap by developing a model of contest engagement and performance. Using motivation theory, factors that drive participant engagement are modeled, and engagement's effect on experience and marketing success of the contest specified. Measures of contest performance, in-contest engagement and post-contest enduring interest are included. From the model, propositions are developed. Overall, the model provides financial service marketers with a theory-based foundation for designing and operating successful contests.

  • 10.
    Dwaikat, Nidal Y.
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial Management.
    Money, Arthur H.
    Beheshti, Hooshang M.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial Management.
    How does information sharing affect first-tier suppliers’ flexibility?Manuscript (preprint) (Other academic)
  • 11.
    Dwaikat, Nidal Yousef
    et al.
    An Najah Natl Univ, Ind Engn Dept, Nablus, Palestine State, Palestine..
    Money, Arthur H.
    Univ Reading, Henley Business Sch, Reading, Berks, England..
    Behashti, Hooshang M.
    Radford Univ, Dept Management, Radford, VA 24142 USA..
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    How does information sharing affect first-tier suppliers' flexibility?: Evidence from the automotive industry in Sweden2018In: Production planning & control (Print), ISSN 0953-7287, E-ISSN 1366-5871, Vol. 29, no 4, p. 289-300Article in journal (Refereed)
    Abstract [en]

    This study addresses the critical research issue of how supplier delivery performance can be enhanced by integrating information sharing into volume and delivery flexibility. This study developed a research model to relate information sharing on demand forecasts and inventory data between original equipment manufacturers (OEMs) and first-tier suppliers. Based on a sample of 52 suppliers from automotive industry in Sweden, partial least squares structural equations modelling (PLS-SEM) was used to assess the model. The results confirm that sharing demand forecasts is a key enabler of supplier volume and delivery flexibility while sharing inventory data is not. The study contributes to enlarging the knowledge about supply chain management from the suppliers' perspective. It also contributes to knowledge by validating the conceptual model and operationalisation of constructs. The study also has practical contribution in which management should focus on improving communication and collaboration practices with OEMs for effective sharing of demand forecasts.

  • 12.
    Ek Sylvén, Maria
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Engström, Anne
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Kommunala e-tjänster från medborgares perspektiv2009Conference paper (Refereed)
    Abstract [en]

    I regeringens handlingsplan för e-förvaltning är målet att skapa en e-förvaltning som är så enkel som möjligt för så många som möjligt, och önskan är att Sverige ska ha en världsledande position inom området. Förutsättningarna finns; Sverige har en hög mognadsgrad när det gäller IT-användning och det finns ett relativt stort antal offentliga e-tjänster tillgängliga. Trots detta är användningen av offentliga e-tjänster inte så hög som den skulle kunna vara. Den låga användningen, liksom det faktum att förväntade resultat av satsningar på e-förvaltning inte har uppnåtts, kan delvis förklaras av otillräcklig förståelse för medborgarnas behov (Osimo et al., 2008). Tidigare forskning indikerar också att svensk offentlig förvaltning inte erbjuder nödvändiga och önskade e-tjänster till sina användare (Löfstedt, 2005; Salehi-Sangari, Wallström & Engström, 2008). Den kommunala sektorn representerar ca 70 % av den offentliga förvaltningen och kommunernas e-förvaltningsarbete är därför av största vikt för Sveriges utveckling inom området. En ökad användning av kommunala e-tjänster skulle bidra till att skapa en effektiv e-förvaltning. E-förvaltning är relativt nytt som forskningsfält och den forskning som finns är framförallt baserad på teorier inom informatik och systemvetenskap. Forskning som utgår från medborgarnas behov är mycket sällsynt (Huang, 2007). Detta trots att en viktig förutsättning för att satsningar på offentliga e-tjänster ska lyckas är att de tjänster som tas fram också accepteras och verkligen används av medborgarna (Kumar et al., 2007). För att kunna utveckla och införa e-tjänster som medborgarna accepterar och använder, samt för att öka användningen av de e-tjänster som redan har implementerats, är det viktigt att förstå vilka behov, beteenden och attityder medborgarna har och hur dessa kan påverkas.I det avseendet kan offentliga organisationer ta lärdom från det marknadsorienterade synsätt som växt fram inom marknadsföringsområdet. En marknadsorienterad organisation har en grundlig förståelse för kunders behov, för deras beteenden när de skaffar och använder produkter och tjänster och för faktorer som påverkar deras val av produkt/tjänst (Dibb et al., 2006). Syftet med denna studie är därför att med utgångspunkt från ett marknadsorienterat perspektiv identifiera medborgares behov, beteenden och attityder samt problem och möjligheter som medborgarna upplever relaterat till kommunala e-tjänster. Empiriska data kommer att samlas in genom ett antal fokusgruppintervjuermed medborgare från såväl storstäder som mindre kommuner, från olika delar av Sverige. Preliminära resultat från studien kommer att presenteras vid konferensen.

  • 13.
    Ek Sylvén, Maria
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Engström, Anne
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    “IT’s Complicated…”: Influence of Perceived Sacrifice and Trust on e-Service Adoption2011In: Electronic Government: 10th IFIP WG 8.5 International Conference / [ed] Marijn Janssen, Hans J. Scholl, Maria A. Wimmer, Yao-hua Tan, 2011, p. 112-121Conference paper (Refereed)
    Abstract [en]

    In order to increase usage of e-government services, there is a need for better understanding of factors driving citizens’ use of such services. This study addresses the following research problem: How do trust, perceived sacrifice, and optimism bias influence citizens’ intentions to use public e-services? A model of e-service adoption is proposed and tested on a random sample of Swedish citizens. The model confirms the influence of trust and optimism bias, and the results also suggest that perceived sacrifice in terms of time and effort can be a strong predictor of behavioral intentions. 

  • 14.
    Ek Sylvén, Maria
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Engström, Anne
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Kommunala e-tjänster: Vilka egenskaper och funktioner är viktiga för medborgarna?2011Report (Other (popular science, discussion, etc.))
  • 15.
    Engström, Anne
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Ek Sylvén, Maria
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Developing an attractive mobile service: A comparison of desired consumption values of three different services2011In: The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science / [ed] Conway, M., 2011Conference paper (Refereed)
  • 16.
    Engström, Anne
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Ek Sylvén, Maria
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Medborgarperspektiv på kommunala e-tjänster2011Report (Other (popular science, discussion, etc.))
  • 17.
    Engström, Anne
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Assessment of Business-to-Business (B2B): e- Marketplaces´ performance2007Doctoral thesis, monograph (Other academic)
  • 18.
    Engström, Anne
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Implementation of Public e-Procurement in Swedish Government Entities2009In: Proceedings of the International Multiconference on Computer Science and Information Technology, IMCSIT '09: Volume 4, 2009Conference paper (Refereed)
    Abstract [en]

    An increasing number of organizations in the public sector are beginning to adopt e-procurement, which its benefits (e.g., to reduce costs through increased efficiency in the procurement function) are well known by businesses. The purpose of this paper is to assess the implementation of e-procurement concept within Swedish government authorities during 2001 and 2008. A qualitative research approach was applied, and a longitudinal study was conducted. Data were collected in 2001 and 2008 through structured personal telephone interviews with 15 central government agencies. Results show that the implementation of e-procurement has developed substantially during recent years, but Swedish government authorities have still not yet adopted and utilized e-procurement to its full potential. Benefits and challenges were identified. The implementation and use of e-procurement were also found to have an impact on the buying behavior, i.e., on the buying process, the selection criteria and the buying center.

  • 19. Ghazisaeedi, Mehdi
    et al.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Wallström, Åsa
    Compensation Disclosure on Product Review Blogs and Persuasion with Uncertainty2015In: Ideas In Marketing: Finding The New And Polishing The Old, Springer, 2015, p. 175-178Conference paper (Refereed)
  • 20. Hultman, Magnus
    et al.
    Jung, Marie-Louise
    Opoku, Robert
    Salehi-Sangari, Esmail
    ndustriell marknadsföring och e-handel, Luleå tekniska universitet.
    Justifying your Price Online: an investigation of some academic associations’ online communication of membership benefits2007In: Proceedings of the 2007 World Marketing Congress, Verona, Italy, 2007, p. 123-12Conference paper (Refereed)
    Abstract [en]

    This study identifies the benefits that are communicated online by a selection of academic associations. It also investigates the relationship between what is communicated online and the size of the associations' membership fees. The findings show that the level of the membership fee is to some extent influenced by the amount of words that communicate status on an association's website, as opposed to communication about conferences, job market, networking, publications, savings, size, or age.

  • 21.
    Hultman, Magnus
    et al.
    Division of Business Administration & Management, Luleå University of Technology.
    Opoku, Robert
    Department of Management and Marketing, King Fahid University of Petroleum & Minerals.
    Salehi-Sangari, Esmail
    Division of Business Administration & Management, Luleå University of Technology.
    Oghazi, Pejvak
    Division of Business Administration & Management, Luleå University of Technology.
    Bui, Quang Thong
    Division of Business Administration & Management, Luleå University of Technology.
    Private label competition: the perspective of Swedish branded goods manufacturers2008In: Management Research News, ISSN 0140-9174, E-ISSN 1758-6135, Vol. 31, no 2, p. 125-141Article in journal (Refereed)
    Abstract [en]

    Purpose – This paper aims to gain a better understanding of how Swedish branded goods manufacturers (BGMs) deal with the increased usage of private labels.

    Design/methodology/approach – The approach takes the form of answering the three research questions of this study: how private labels are viewed by BGMs on the Swedish market; how Swedish BGMs strategically respond to the increases in private labels; and how the benefits and drawbacks of these strategic responses are perceived by Swedish BGMs. A contrasting multiple case study of four Swedish companies in the fast-moving consumer goods (FMCG) industry was used.

    Findings – The perceived advantages of private labels are connected to their overall control of the market in which they operate, whereas the advantages of BGMs are seen to be linked to product development and superior brand reputation. BGMs respond to private labels by taking them seriously and striving to increase the perceived distance of their brands from private labels in the eyes of the consumers. The overall benefit of these strategies is perceived to be preparedness for increased private label competition, while the drawbacks vary between companies.

    Research limitations/implications – In addition to empirical testing based on previous research on private label competition in a new setting, the study also presents suggestions for future research and the implications of the findings for managers.

    Practical implications – Findings indicate that BGMs should take the emergence of private labels seriously, while at the same time striving to maintain good business relationships with the retailers.

    Originality/value – The study provides insights into the competitive situation between private labels and the manufacturer brands in the Swedish FMCG market.

  • 22. Illianchenko, Elena
    et al.
    Kuttainen, Christre
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Pre-Adoption Satisfaction with Tourism Websites: Conjoint Analysis of Electronic Customer Relationship Management2005In: Proceedings of Academy of Marketing, 2005Conference paper (Refereed)
  • 23.
    Jinhui, Wang
    et al.
    Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    ndustriell marknadsföring och e-handel, Luleå tekniska universitet.
    Helping Them to Help Themselves: Proposal for a Self-Service Acceptance Model2005In: The AM2005 Academy of Marketing Conference, 2005, p. 301-Conference paper (Refereed)
  • 24. Jung, M
    et al.
    Hultman, M
    Opoku, R
    Salehi-Sangari, Esmail
    ndustriell marknadsföring och e-handel, Luleå tekniska universitet.
    Internet Usage in Supply Chain Management and its Impact on Overall Efficiency: A Swedish SME Perspective2007In:  , 2007Conference paper (Refereed)
  • 25. Karlsson, T.
    et al.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Corporate Brand in Service Firms: The Brand Team?2008In: Recent Advances in Retailing and Services Science Conference 2008: Conference Proceedings / [ed] H.J.P. Timmermans, 2008Conference paper (Refereed)
  • 26. Kazeminia, A.
    et al.
    Hultman, M.
    Abolghasemi, E.
    Kordestani, A.
    Salehi-Sangari, Esmail
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    Paying premium prices for sustainable tourism: an investigation of some   antecedents2011In: Academy of Marketing Science annual conference, 2011Conference paper (Other academic)
  • 27.
    Keramati, Abbas
    et al.
    Industrial Engineering Department, University of Tehran.
    Farshid, M.
    Industrial Marketing and E-commerce Division, Lulea University of Technology.
    Salehi-Sangari, Esmail
    Industrial Marketing and E-commerce Division, Luleå University of Technology.
    Toufighi Zavareh, J.
    School of Management, University of Bath.
    Customer relationship management activities in e-banking: The case of Iranian banks2009In: International Journal of Electronic Customer Relationship Management, ISSN 1750-0664, E-ISSN 1750-0672, Vol. 3, no 3, p. 207-235Article in journal (Refereed)
    Abstract [en]

    The aim of this research is to investigate customer relationship management (CRM) activities in e-banking among Iranian banks. These banks are already adopting CRM and approaching it differently, and achieving different rates of success in terms of customer satisfaction and CRM. A comparative approach of their attitudes toward CRM, therefore, will reveal important insights. Following similar approaches researchers have employed in Europe, Pakistan, Malaysia, the UK and Ireland, we investigated the touch points and services that connect banks to their customers. According to these researches in other countries, we have developed a theoretical framework to investigate CRM activities in public and private Iranian banks by interviewing with qualitative approach case study. The main components of our research framework are: communicational/collaborative CRM, operational CRM and analytical CRM. We also consider the relationship among the components. This research will reveal Iranian banks' positioning with regard to their view, concept and the benefits of CRM, with a cross-case comparison between Iranian banks' CRM activities and also some conclusions for practitioners.

  • 28.
    Kordestani, A
    et al.
    Luleå Technical University.
    Limayem, M
    Luleå Technical University.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Blomgren, Henrik
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing. KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Business Development and Entrepreneurship.
    Why a few social networking sites succeed while many fail2011Conference paper (Refereed)
  • 29. Kordestani, Arash
    et al.
    Amini, Mehdi
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Environmentally and Socially Responsible Buyer Supplier Relationship Management2015In: Ideas In Marketing: Finding The New And Polishing The Old, Springer Berlin/Heidelberg, 2015, p. 445-446Conference paper (Refereed)
  • 30. Mostaghel, R.
    et al.
    Loria, K.
    Salehi-Sangari, Esmail
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    What hinders use when nothing hinders access?2008In: 5th Scandinavia Workshop on E-Government, 2008Conference paper (Other academic)
    Abstract [en]

    The lack of use of digital services, specially when services and infrastructure are available,poses a problem for governments world-wide since valuable resources have been devoted todevelopment and implementation of e-government (Pulliam, 2005; Löfstedt, 2005). Thus, toguarantee success of e-government efforts, citizen use must be addressed (Carter andBelanger, 2005). This study examined variables regarding demographic characteristics andskills and their relationship with usage of e-government services. A survey of citizens wasconducted in northern Sweden. Results suggest that citizens’ skills (i.e. computer experience,Internet use, online purchases, and surfing internet seeking information) are significant factorsfor usage of the e-services while demographic characteristics (age, gender, education, andhome access to internet) are less important in this case. Implications and future researchavenues are presented.

  • 31. Nath, K.
    et al.
    Salehi-Sangari, Esmail
    ndustriell marknadsföring och e-handel, Luleå tekniska universitet.
    Transferring Supply Chains in Digital Content Delivery: A case study in Apple2007In: International Conference on Research and Practical Issues of Enterprise Information Steam, 2007Conference paper (Other academic)
  • 32.
    Opoku, Robert
    et al.
    Department of Management, College of Industrial Management, King Fahd University of Petroleum & Minerals.
    Hultman, Magnus
    Division of Business Administration and Management, Lulea University of Technology.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Positioning in Market Space: The Evaluation of SwedishUniversities' Online BrandPersonalities2008In: Journal of Marketing for Higher Education, ISSN 0884-1241, E-ISSN 1540-7144, Vol. 18, no 1, p. 124-144Article in journal (Refereed)
    Abstract [en]

    The paper extends Aaker’s previous empirical work onbrand personality by exploring whether Swedish Universities communicatedistinctive brand personalities in cyberspace. Employing a multistagemethodology, data are drawn from the English Web sites of 17 Swedishuniversities and analyzed by using a combination of computerized contentand correspondence analyses. Results indicate that some universitiesappear to have clear brand personalities, others take on a new face withregard to the obvious personality one would have initially associated themwith, while others fail to communicate their brand personalities in anydistinct manner. While illustrating a powerful but simple and relativelyinexpensive way for institutions for higher education and brand researchers to study communicated brand personalities, this study also highlights thegrowing importance of brand positioning issues in internationalization andglobalization of higher educational institutions.

  • 33. Peighambari, Kaveh
    et al.
    Amini, Mehdi
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    SUSTAINABLE PURCHASING IN THE RETAIL INDUSTRY: A MODEL OF ENVIRONMENTALLY RESPONSIBLE PURCHASING2015In: IDEAS IN MARKETING: FINDING THE NEW AND POLISHING THE OLD, Springer Berlin/Heidelberg, 2015, p. 441-444Conference paper (Refereed)
  • 34. Peighambari, Kaveh
    et al.
    Salehi-Sangari, Esmail
    Industrial marketing, Luleå university of technology.
    Sattari, Setayesh
    An Evaluation of Customer Retention in the Mobile Telecommunications Marketplace2009In: Academy of Marketing Conference Proceedings, 2009Conference paper (Refereed)
    Abstract [en]

    In today’s competitive marketplace, customer retention is a critical issue in the success of any business system. One of the key challenges of service-oriented businesses, such as mobile telecoms, is how to retain customers. Customer retention is gaining increasing attention in business today, since loyal customers are seen as essential components to organizational success. Therefore, corporations strive to identify and manage effective methods to retain their customers, since such retention will lead the company to a greater number of loyal customers and thus more profit and market share.Many models and theories focused on assessing customer retention and describing its determinants have been advanced in different formats. However, determining exactly what affects customer retention in the mobile telecom market and identifying which drivers have the largest impact on customer retention in this sector are not yet fully understood. These issues are addressed in this paper, which utilizes the customer retention formation model based on past theories (e.g., Kim, 2004) and ideas from experts in this market. Our empirical analysis is based on a sample of 280 consumers who were contacted face-to-face. Our results indicate that the proposed model is applicable to the mobile telecom market.

  • 35.
    Pitt, Leyland
    et al.
    Simon Fraser University.
    Merwe, Rian van der
    User Experience Research, eBay.
    Berthon, Pierre
    Department of Marketing, Bentley College.
    Salehi-Sangari, Esmail
    Division of Industrial Marketing and e-commerce, Lulea University of Technology.
    Barnes, Bradley R.
    Leeds University Business School.
    Swedish BioTech SMEs: The veiled values in online networks2006In: Technovation, ISSN 0166-4972, E-ISSN 1879-2383, Vol. 26, no 5-6, p. 553-560Article in journal (Refereed)
    Abstract [en]

    For many years, sociologists have conceptualized and debated the value of "social capital", the resources embedded in an actor’s social network. The notions of network organizations and strategic alliances have become important forms of entrepreneurial venture, yet often the value in these networks is veiled by network complexity. These associations of individuals and organizations are typically undocumented, difficult to identify by third parties, and even pass unrecognized by their constituent members. They consist of informal Internet networks that are extremely valuable because of the strategic social capital embedded in them. Drawing on social network theory, this paper outlines a methodology for viewing and valuing informal Internet networks, using small-to-medium sized enterprises in the Swedish biotechnology arena as a backdrop. It demonstrates that networks can be constructed from the links between the web sites of actor firms, and that it is possible to use social network theory to identify the most prominent actors. Then, using structural hole analysis, the entrepreneurial opportunities surrounding these actors can be unveiled.

  • 36.
    Pitt, Leyland
    et al.
    Business Administration, Simon Fraser University.
    Merwe, Rian van der
    Surveys.com, San Jose.
    Berthon, Pierre
    Department of Marketing, Bentley College.
    Salehi-Sangari, Esmail
    Division of Industrial Marketing, Lulea University of Technology,.
    Caruana, Albert
    Centre for Communication Technology, University of Malta.
    Global alliance networks: A comparison of biotech SMEs in Sweden and Australia2006In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 35, no 5, p. 600-610Article in journal (Refereed)
    Abstract [en]

    The role of networks in business operations is widely recognized. We discuss social network theory, identify its main constituents, and outline a methodology and procedure that enable the identification and valuation of informal networks in an international business-to-business environment. Research is carried on informal Internet networks among firms in the biotechnology industry from Sweden and Australia. We use the methodology to recognize salient nodes, determine prominence and identify structural holes that allow the unveiling of brokerage opportunities that lie latent in networks. Global firms and suppliers of industrial products that are or can position themselves effectively in a social network are in a position to leverage considerable value.

  • 37.
    Prinsloo, Mélani
    et al.
    Division of E-commerce and industrial marketing, Luleå University of Technology.
    Bäckström, Lars
    Division of E-commerce and industrial marketing, Luleå University of Technology.
    Salehi-Sangari, Esmail
    Division of E-commerce and industrial marketing, Luleå University of Technology.
    The Impact of Incentives on Interfunctional Relationship Quality: Views from a South African Firm2007In: Total Quality Management & Business Excellence, ISSN 1478-3363, Vol. 18, no 8, p. 901-913Article in journal (Refereed)
    Abstract [en]

    Abstract Interfunctional relations and their impact on organizational performance have long been a concern of management and marketing scholars. Similarly, the use of incentives, and how they motivate individuals toward performance, has been a perennial focus of management researchers. Curiously, the effect of incentives on interfunctional relations has not received the same attention in the literature. The research in this paper sought to discover the extent to which the incentives an organization offers its personnel are perceived as being ‘fair’ by different functional groupings. The results of a study are presented in which the perceptions of a large sales function of the fairness of a series of incentives are compared with those of the rest of the organization. The implications of these findings for the quality of interfunctional relationships are discussed.

  • 38. Rouis, S.
    et al.
    Limayem, M.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Impact of Facebook usage on students' academic achievement: Role of self-regulation and trust2011In: Electronic Journal of Research in Educational Psychology, ISSN 1699-5880, E-ISSN 1696-2095, Vol. 9, no 3, p. 961-994Article in journal (Refereed)
    Abstract [en]

    Introduction: The paper provides a preliminary analysis of the effects of Facebook usage by undergraduate students at Luleå University of Technology in Sweden. The proposed research model tests the perceived effect of personality traits, self-regulation, and trust on students' achievements. Based on flow theory, the model suggests negative mediating effects of the use and cognitive absorption on Facebook, concluding that a decrease occurs in students' academic performance but a positive effect on satisfaction with life that would limit this undesirable effect. Method: Paper and pencil survey was run with undergraduate students from LuleåUniversity of Technology and data from 239 students was used to test the model. SmartPLS software was employed to test the proposed structural equation model. Results. Results indicated an extensive use of Facebook by students with extraverted personalities leading to poor academic performance. However, students who are more self-regulated more effectively control their presence on these platforms. Trust in people does not affect their presence and interaction on this platform. Yet students' cognitive absorption with Facebook is only regulated by their self-control and their personality traits, which determines how much time they spend on Facebook. Multitasking skills moderate the effect of cognitive absorption on academic achievement, but they do not impede the time spent, frequency, or nature of use or their effect on academic results. Although students' satisfaction with life significantly declined due to cognitive immersion into Facebook, it appeared not to play an effective role in the students' academic achievement. However, their performance goal orientation was shown to be a crucial determinant of their university accomplishments, which would limit the critical effect of their presence on the Facebook platform. Discussion and Conclusion: Results support in part earlier conclusions about personality traits that rule the presence on Facebook. Trust does not impede on Facebook usage as it determines surfers' use of Internet. Self-regulation and performance goal orientation characterized the students who are more in control of this social activity. In turn, this prohibits the apparent negative effect on their academic performance. Results help students to understand the preliminary consequences of their extensive usage of Facebook and to better manage their social activities on this platform.

  • 39. Rouis, Sana
    et al.
    Limayem, Moez
    Salehi-Sangari, Esmail
    Industrial Marketing, Luleå University of Technology.
    Social Media and students’ achievement: The role of culture and personality2011In: The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science, 2011, p. 148-152Conference paper (Refereed)
  • 40. Saha, P.
    et al.
    Nath, A. K.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Evaluation of government e-tax websites: An information quality and system quality approach2012In: Transforming Government: People, Process and Policy, ISSN 1750-6166, E-ISSN 1750-6174, Vol. 6, no 3, p. 300-321Article in journal (Refereed)
    Abstract [en]

    Purpose - Despite the growth in adoption of technology by governments, the assessment of quality in electronically delivered public services has been relatively lacking. Past researches on information systems have identified information and service quality, system use, playfulness, and system design quality as critical factors of successful service delivery in e-commerce. The purpose of this paper is to empirically test the applicability of system and information quality criteria in evaluating government e-services websites. The main research problem identified in this study was "what are the system and information quality characteristics of government service delivery websites?" Design/methodology/approach - Based on a survey of 97 Municipalities from all the 21 regions of Sweden, the authors examine the presence of system quality features, specifically functionality, navigation, and accessibility; and measures of information quality in government websites. A systematic random sampling was chosen as the suitable approach; 290 municipalities are organized in 21 counties and we have chosen every 3rd number of municipalities from the list. An online survey was conducted, with 408 valid responses taken. A confirmatory factor analysis was conducted for system and information quality. Findings - Results indicate that accessibility and the navigation facility are important in determining a citizen's perceived system quality. Information preciseness, timeliness, and sufficiency were found to be key measures of information quality in government e-services. Furthermore, an important finding from this research is that theories from information systems (IS), e-commerce, and marketing were found to be applicable in assessing government e-tax services within the broader area of government-to-citizen (G2C) service delivery systems. In addition, a quantitative study was conducted among citizens to determine system and information quality characteristics. Originality/value - The results presented in this paper can help the authorities to identify key quality criteria for e-tax services that are valued by citizens and consequently improve service levels. Taking the context into consideration, additional variables are incorporated from literature that spans several disciplines (IS, e-commerce, and marketing), and some re-specifications are made to identify system and information quality criteria in the context of an e-tax filing service, which was the main theoretical contribution of this study.

  • 41. Saha, P.
    et al.
    Nath, A.
    Salehi-Sangari, Esmail
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Success of Government E-Service Delivery: Does Satisfaction Matter?2010In: ELECTRONIC GOVERNMENT / [ed] Wimmer, MA; Chappelet, JL; Janssen, M; Scholl, HJ, 2010, p. 204-215Conference paper (Refereed)
    Abstract [en]

    For measuring e-government success a well-founded theory is important which can help governments to improve their services and identify how effectively public money is spent. We propose using citizen satisfaction as a measure of e-government success, as well as explore its relationships with e-government service quality. Three hypotheses have been formulated to test the model. For empirical estimation, the data used in this study was collected form Sweden. An online survey was conducted using systematic sampling among the municipalities in Sweden, 425 valid responses were received. The measures of each variables selected in this article were mainly adapted from related previous studies. Efficiency, privacy, responsiveness and web assistance were selected as e-service quality dimensions. Actual usages were measured by three items- Frequency of usage, Diversity of usages and Dependency. Confirmatory factor analyses were conducted to confirm the factor structures. The analysis shows that 43% of the variance among the factors of e-service quality, and usage is explained by citizen satisfaction. We found e-service quality has a relation with citizen satisfaction considering four dimensions of service quality. Efficiency, responsiveness and web assistance were found to be of more importance compared to privacy in determining e-service quality. Use was found to be positively and significantly related to citizen satisfaction. The results should contribute towards understanding of the key issues that influence citizens' needs and level of satisfaction with the tax services and help improve the service delivery process. Further research is suggested to explore other quality dimensions such as system and information quality.

  • 42.
    Salehi-Sangari, Esmail
    Industrial marketing, Luleå university of technology.
    Assessment of purchasing decision process of electronic data interchange (EDI): An exploratory study if Swedish firms1997Report (Other (popular science, discussion, etc.))
  • 43.
    Salehi-Sangari, Esmail
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    Exploiting the business opportunities in biotech connections: The power of social networks2007In: Journal of Commercial Biotechnology, ISSN 1462-8732, E-ISSN 1478-565X, Vol. 13, no 4, p. 245-257Article in journal (Refereed)
    Abstract [en]

    Networks have a well-established importance in business. Here network analysis, grounded in socialnetwork theory, is used to analyse two international biotech business-to-business environments. Ofadditional value, the methodology employed is described for the benefi t of academics and practitionersalike. Swedish and Australian biotech fi rms are analysed through the examination of internet networks.Once gathered and analysed following the described methodology, several features of the networks canbe determined. Most critically, identifi cation of important actors and structural holes within networksallows valuable entrepreneurial opportunities to be unearthed. Biotech fi rms and suppliers, particularlythose with a global reach, are best positioned to take advantage of such information.

  • 44.
    Salehi-Sangari, Esmail
    Industrial marketing, Luleå university of technology.
    The impact of technology on trading: Past, present and the future1999Report (Other (popular science, discussion, etc.))
  • 45.
    Salehi-Sangari, Esmail
    et al.
    Division of Industrial Marketing and e-Commerce, Lulea University of Technology.
    Pitt, L.
    Steyn, P.
    Van Heerden, G.
    Terblanche, N.
    Consumer Skepticism and Blogs: Implications for Marketing Communicators2010Conference paper (Refereed)
  • 46.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology.
    Pitt, Leyland
    Simon Fraser University.
    Berthon, Jean-Paul
    Luleå University of Technology.
    Nel, Deon
    University of the Witwatersrand.
    The “ICON” archetype: Its influence on customer orientation and innovation in South African firms2007In: Marketing Intelligence & Planning, ISSN 0263-4503, E-ISSN 1758-8049, Vol. 25, no 2, p. 157-174Article in journal (Refereed)
    Abstract [en]

    Purpose – This paper aims to investigate the relationship between a firm's “ICON” archetype, turbulence in its operating environment and its performance.

    Design/methodology/approach – A questionnaire-based survey of 258 marketing managers in South Africa used a modified ICON scale to identify archetypes, assess perceived turbulence, and measure performance with respect to profitability, market share and growth rate.

    Findings – The archetype to which a firm conforms depends to some extent on its perception of environmental turbulence, and has an influence on all aspects of its performance. “Isolate” firms tend to under-perform on all measures; “shapers” exhibit significantly higher rates of growth.

    Research limitations/implications – The limitations are associated with mail surveys, single-respondent bias, and subjective assessment of performance. The study nevertheless demonstrates the validity and usefulness of the ICON matrix and scale, and sets directions for further investigation.

    Practical implications – Offers a simple yet powerful way for marketing managers and planners to identify their firm's ICON archetype, and illustrates the impact it can have on performance.

    Originality/value – A managerially useful adaptation of the original ICON scale is applied beyond the conventional setting of North America or Europe, in a challenging managerial environment.

  • 47.
    Salehi-Sangari, Esmail
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Steyn, Peter
    Division of Industrial Marketing, e-Commerce and Logistics, Luleå University of Technology.
    Pitt, Leyland
    Segal Graduate School of Business, Simon Fraser University.
    Parent, Michael
    Segal Graduate School of Business, Simon Fraser University.
    Berthon, Pierre
    Bentley University.
    The Social Media Release as a public relations tool: Intentions to use among B2B bloggers2010In: Public Relations Review, ISSN 0363-8111, Vol. 36, no 1, p. 87-89Article in journal (Refereed)
    Abstract [en]

    The Social Media Release (SMR) is emerging as a potentially powerful public relations tool in a world of social network media, particularly when targeted at influential bloggers. The research described here studies the factors that influence bloggers to use SMRs, using the Technology Acceptance Model as a theoretical framework, concentrating specifically on their perceptions of usefulness and ease of use. © 2009 Elsevier Inc. All rights reserved.

  • 48.
    Salehi-Sangari, Esmail
    et al.
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Wallström, Åsa
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    Engström, Anne
    Industriell marknadsföring och e-handel, Luleå tekniska universitet.
    e- Government 24/7: What is offered and What do Citizen Demand?2008In: 5th Scandinavian Workshop on E-Government: Workshop Proceedings, 2008, p. 176-188Conference paper (Refereed)
  • 49.
    SALEHI-SANGARI, ESMAIL
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    WALLSTRÖM, ÅSA
    Division of Industrial Marketing, e-Commerce & Logistics Luleå University of Technology .
    ENGSTRÖM, ANNE
    Division of Industrial Marketing, e-Commerce & Logistics Luleå University of Technology .
    EK STYVÉN, MARIA
    Division of Industrial Marketing, e-Commerce & Logistics Luleå University of Technology .
    PUBLIC E-SERVICES FROM THE CITIZENS’ PERSPECTIVE: ADOPTING A MARKET ORIENTATION2009In: International Journal of Public Information Systems, ISSN 1653-4360, Vol. 2, p. 123-134Article in journal (Refereed)
    Abstract [en]

    The recently published Swedish eGovernment Action Plan stresses that “the need of theuser should always be an important starting-point in the efforts made by administrationsto develop eServices.” But, is that the picture communicated in the action plan? Thisarticle reflects critically on the action plan from a marketing perspective. The discussionfocuses on citizens as consumers of public e-services and argues that benefits from amarket-oriented approach could support organizations in their development of public eservices. Developing online services based on knowledge of citizens’ needs, behaviors,and attitudes presents possibilities for creating customer-oriented services that increaseproductivity while delivering added value for citizens.

  • 50.
    Sangari, Esmail S.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Personal selling and sales management in the marketing of financial services: Introduction to the special issue2014In: Journal of Financial Services Marketing, ISSN 1363-0539, E-ISSN 1479-1846, Vol. 19, no 2, p. 71-73Article in journal (Refereed)
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