Jon Bingen Sande

Førsteamanuensis - Institutt for markedsføring

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Sande received his PhD from the Norwegian University of Life Sciences (UMB), department of Natural Resource Management, in 2008. As part of his PhD-studies at UMB he spent two years on leave from UMB following the PhD-program at the Norwegian School of Economics and Business Administration and cooperating with colleagues and a supervisor there. His dissertation dealt with the development and use of common ground in industrial buyer supplier relationships. Common ground is the knowledge that people share and know that they share, and is important for efficient communication and coordination. Before doing his PhD he worked as an assistant at the Department of Natural Resource Management and UMB. Before working at UMB he worked as a fellow at the World Forest Institute in Portland Oregon, conducting a project on the globalization of the global forest industry.

Since 2008 Sande has worked as associate professor in the Department of Marketing at BI Norwegian Business School, teaching international marketing, business-to-business marketing.

Research areas
Sandes research deals with how firms and other organization can organize their external inter-organizational transactions and relations, for example industrial procurement or distribution channels. Actors in such relationships face a number of challenges, arising from both conflicts of interests and the uncertainty of the environment, and they must make important decisions relating to, for example, how they should design their contracts or develop relational norms and trust, or the extent to which they should invest time and money in given relationships.

Sandes approach to this topic follows in general the logic of organizational economics, with transaction cost economics, agency theory, and property rights theory, as well as relational exchange theory. These theories emphasize that parties to relationships are often motivated create values together, but the costs of transacting may make it difficult. These costs involve both contract negotiation and enforcement costs, monitoring costs, costs of maladaptations when the environment changes, and costs of renegotiations. These costs make it important to organize relationships in such a way (for example by designing contracts, incentive systems, ownernship, investments and relational norms) that the transaction costs are minimized and, hence, values maximized.

Teaching areas

MRK 2033 International markedsføring.
EXC 3602 International marketing.

GRA 6436 Business-to-business relationship management.
GRA6430 International contract negotiations (module on economic theories of contract).

Akademisk grad
År Akademisk institusjon Grad
2008 Norwegian University of Life Sciences Ph.D.
2000 Norwegian Univeristy of Life Sciences Master of Science
År Arbeidsgiver Tittel
2008 - Present BI Norwegian Business School Associate Professor
2004 - 2008 Norwegian University of Life Sciences PhD Candidate
2002 - 2004 Norwegian University of Life Sciences Researcher
2000 - 2001 World Forest Institute Fellow
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