Jon Bingen Sande
Førsteamanuensis - Institutt for markedsføring
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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.
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.
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).
|2008||Norwegian University of Life Sciences||Ph.D.|
|2000||Norwegian Univeristy of Life Sciences||Master of Science|
|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|