Mika Gabrielsson

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This research is examining the Born Global companies, which are facing tremendous entrepreneurial and managerial challenges related to instant or rapid globalisation. A major research problem addressed is whether the strategies and processes of Born Globals differ essentially from that of other firms in respect to globalisation and global marketing. Based(More)
Export distribution channels are prone to conflicts particularly when exclusive channel arrangements are used. The traditional view has been to regard conflicts as dysfunctional, which should be avoided by any means. Recently, conflicts have been recognized to have as well a functional role when managed well. In this article we present a normative conflict(More)
a Department of Business, University of Eastern Finland, P.O. Box 1627, FI-70211 Kuopio, Finland b Department of Information and Service Economy, Aalto University School of Business, P.O. Box 11000, FI-00076 Aalto, Finland c Department of Marketing, University of Vaasa, P.O. Box 700, FI-65101 Vaasa, Finland d Department of Management and International(More)
a r t i c l e i n f o Power in business-to-business relationships has been a core theme in industrial marketing research. However, diverging approaches have been used to study power resulting in inconsistent empirical findings. In this paper we explore the complexities of establishing, nurturing and sustaining cooperative relations, investigating the(More)
Our minitrack focuses on various cultural aspects of Knowledge Management and Information Systems within organizations. First two papers in our minitrack investigate cross-cultural issues and challenges in managing knowledge within a global firm. The first paper of in this minitrack by Frygell, Hedman, and Carlsson, “Implementing CRM System in a Global(More)