I am Associate Professor in Marketing at BI Norwegian Business School. I have a PhD in Marketing, International Business and Strategy from Manchester Business School and an MSc in Marketing from University of Manchester (UMIST). I teach at Executive, Master and Bachelor programs. From 2011 – 2020 I was Adjunct Professor at Norwegian University of Science and Technology (NTNU) in Trondmeim. I have also been Adjunct Professor at the University of Stavanger.
I have been Associate Dean for BI's Bachelor of International Management degree program (2017 - 2023) and the Bachelor of Marketing programme (2016-2017). This role includes overall responsibility for the academic and pedagogical quality and relevance of the programme.
I have wide industry experience. Before joining academia, I worked as a manager and and marketing consultant in marketing communication, advertising and executive training. I give regular presentations and workshops to the industry.
Research areas
My research interests are in the field of industrial marketing. I am particularly interested in how companies interact and manage their business relationships in networks of suppliers, customers and other interconnected parties, with particular focus on managerial cognition and sensemaking.
Research projects
My current research involves investigating procurement of innovations in public health care. My previous projects have focused on international marketing and distribution of Norwegian seafood (farmed salmon and pelagic fish) to markets in Japan, Germany, Poland and Russia and has been funded by the Norwegian Research Council and the Norwegian Seafood Research Council.
My research has been published in leading international books and journals such as Journal of Business Research, European Journal of Marketing, Industrial Marketing Management, Journal of Industrial and Business Marketing and the IMP Journal.
Teaching areas Marketing management and strategy, industrial marketing/B2B marketing, international marketing, research methodology, innovation and design thinking, services marketing and economic history.
LinkedIn profile: https://www.linkedin.com/in/morten-h-abrahamsen-7aaa873/
Purpose – This paper aims to examine adaptation in buyer–seller relationships in a time of crisis and to explore what consequences adaptation has for the actors involved. The authors are particularly interested in examining how suppliers and public buyers adapt in turbulent situations where public policy opens for interaction in a mode represented by studies in the industrial marketing and purchasing research approach. The COVID-19 pandemic represents such a unique research setting, as it opens up insights into how buyers and suppliers had to adapt in a matter of days in response to rapid and turbulent changes in their business environment. In this paper, the authors seek insights into the following research questions: What role do the actors’ interpretation of the situation play in the adaptation process? How do adaptation processes unfold in a time of national crisis? What are the actor and relationship-specific outcomes from adaptation in such a situation? Design/methodology/approach – To answer these questions, the authors present data from an exploratory case study of intra- and interfirm adaptation processes between public buyers and private suppliers in the health-care sector during the COVID-19 pandemic. The pandemic opened for access to a unique data from personal interviews and secondary data, from public reports and newspaper/media coverage at intervals during the outbreak and at the aftermath of the pandemic. Findings – The authors find that the actors’ interpretation of the situation and their motivation to engage in adaptations play an important role in the adaptation processes. In particular, a normative commitment based on a moral duty to contribute to dealing with the turbulent situation of society is found to be a main driver. In these situations, shared sensemaking and alignment of mental models help to mobilise actors, resources and activities into new interaction patterns. At the same time, mutual affective commitment between the buyer and suppliers is not significant over time, thus constraining and eventually terminating the adaptation processes. Originality/value – This study contributes to the understanding of interaction between public buyers and suppliers during turbulent situations. Changes in the adaptation context opens for extensive interaction, thus enabling actors to combine and exploit resources of value, but temporary adaptations do not create long-term effects on the ability to develop buyer–supplier interaction in public markets.
Purpose –
This study aims to investigate how companies’ understanding of the business network influences the creation of value in business-to-business relationships. The authors do this by analysing dimensions in actors’ “network pictures” and illustrating how value perception and network understanding influence actors’
mutual effort to create value. Approaching relationship value from the point of actors’ cognitive understanding of their business network has so far been largely overlooked in relationship value research.
Design/methodology/approach
This study applies a qualitative case study methodology whereby dyadic data from a well-established business-to-business relationship is collected from 18 company representatives through personal interviews and group interviews supplemented by participant observations and company data.
Findings
The findings contribute with new insight into how companies’ understanding of their surrounding network influence (facilitates or limits) relationship value creation. The authors find that companies continuously reflect on changes in their networks and the related changes in partners’ value perceptions. Through value
articulations, companies seek to explicitly express their value perception. Value reflections and value articulations create a dynamic process formed not only by the individual actor but also through their relationship and engagement in their network environment. This requires companies to develop their networking capabilities.
Research limitations/implications
This paper presents findings, insights and contributions limited
to a case study of a particular business relationship within an industrial setting. Although the findings and contributions are valid and in line with the criteria for rigorous qualitative research, the authors advocate and call for additional studies that investigate relationships value creation and address the interplay between
actors’ network understanding and their actions and behaviour. One way to approach this would be to test the four propositions derived and presented as part of the present study.
Practical implications
The findings imply that management needs to be aware not only of the value
created and delivered to a specific partner but also of how the partner’s understanding of the wider network will influence the value delivering and capturing process.
Originality/value
This study contributes to the growing literature on relationship value creation by
outlining a dynamic process where relationship partners reflect upon and articulate value. Such activities are influenced by the partners’ network understanding and form the basis of the mutual relationship value
creation effort. The findings also contribute to the network pictures literature by emphasizing insights into the formation of value perceptions through actors’ understanding of their surrounding networks.
Keywords
Network understanding, Value creation, Relationship value, Network pictures,
Business relationships, Value perceptions
Olsen, Per Ingvar & Abrahamsen, Morten H. (2022)
The Oslo case: Agile and adaptive responses to Covid-19 challenges by actors in local and globally extended health technology clusters
Clusters of Innovation in the Age of Disruption, , s. 152-181.
Abrahamsen, Morten H.; Halinen, Aino & Naudè, Peter (2022)
The role of visioning in business network strategizing
Visioning the future is an essential aspect of strategizing. However, how managers make sense of their networked business environment, future changes in it, and how this visioning informs their interaction and networking has hardly been explored. Drawing on organizational foresight and business network research, we enhance the visioning concept by conducting an abductive qualitative case study on its role in business network strategizing. By comparing forward-looking and backward-looking perspectives of managers in companies within a particular business network, the study reveals what managers can foresee, what limits their visioning, and to what extent visioning informs network strategizing. Our findings suggest that visioning helps managers to openly contemplate the future, to envisage structural changes, detect probable trends, and form strategic intentions, but individual cognitive frameworks and network constraints limit their visioning. The study contributes to the current sensemaking view of network strategizing by proposing a conceptual model where visioning forms an important step in between reflection and networking, and by showing how managers consciously prepare for the future.
Value co-creation is a core focus area in both B2B marketing and strategy research, necessitating resource utilization within and across organizational boundaries. In the Industrial Marketing and Purchasing (IMP) group, scholars have focused on the interactions among resources as one important way to analyze central questions about resources in business relationships and networks. This has produced a breadth of investigations and concepts that are locally defined and utilized. This may hamper further theoretical development and inhibit analytical precision. The purpose of this paper is to develop a more general shared understanding of resource interaction by identifying and explicating the key concepts used, and to assess its status as an approach. The paper synthesizes 20 years of research to identify key concepts and the relationships across concepts. This provides both a platform for further conceptual and empirical research within IMP and potential for cross-fertilization with parallel B2B areas.
In this chapter, the authors focus on three challenges related to the attributes of the interactive business world and on the related implications for methodology. The first challenge is how to capture the continuity of business relationships, which implies: (1) Taking a two-sided (bilateral) view when researching business relationships, (2) collecting data on content and consequences of business relationships and (3) developing a research design to capture development over time. The second challenge is how to set boundaries and trace network-like structures, which implies: (1) identifying the relevant relationships that appear to affect each other in a network-like manner, (2) capturing interdependences among relationships (how they affect each other) and (3) researching forces generating network dynamics (how these interdependencies are established and change over time). The third challenge is how to observe and research interaction processes in business relationships, which leave little traces and are difficult to record. This requires the attention on (1) the choice of point(s) of observation, (2) the handling of the subjective understanding of interaction and (3) researching how interaction unfolds. The authors conclude with a discussion on the complexity of handling these challenges, and related methodological choices, when ‘research objects’ are interconnected.
Abrahamsen, Morten H.; Henneberg, Stephan C., Huemer, Lars & Naudè, Peter (2016)
Network picturing: An action research study of strategizing in business networks
Our paper is concerned with how managers understand their surrounding network and what strategic actions they take based on this insight. Recent research in the areas of network management and business relationships shows increasing interest in the interplay between cognition and action, particularly on how managers relate perceptions about their business network (“network picturing”) to decision-making and strategizing activities. In this study, we apply a novel research approach combining process research and action research methodology. Our sample is introduced to business network theories and concepts, and the use and adaptation of these concepts results in managerial options being articulated and applied. Our findings add new insight in the field of network strategy and network picturing. Network picturing represents a way to understand the boundaries of the firm and how this understanding affects managers' decisions. This differs from the fundamental distinction between the external and the internal environments of classical strategy analysis. In terms of network picturing, strategizing is a way to understand the resulting actions or network outcomes that managers see as viable within their surrounding network. We also provide a conceptual process exercise as an example of how this insight can be relevant for managers in their decision-making processes.
Abrahamsen, Morten H. (2016)
Researching business interaction: introducing a conceptual framework and methodology
Purpose
This paper introduces a conceptual framework and a methodology for researching business interaction.
Design/methodology/approach
The paper briefly presents what business interaction is from an IMP perspective. It then discusses some epistemological and methodological challenges that this understanding implies, particularly concerning the time- (when) and space- (where) dimensions of interaction, the unit of analysis when researching interaction (who interacts), how the actors explain or make sense of interaction (why they interact), and the way in which (how) they interact).
The paper subsequently introduces a conceptual framework that enables analysing interaction on the principal dimensions of time (past, present and future) and space (actor, dyadic and network level), and the ascription or explanation of these dimensions by the actors involved.
Findings
This framework is then applied to interview data from an empirical case study that demonstrates its methodological as well as practical application as a research technique. The paper ends with a discussion of how this framework can enhance our understanding of business interaction as researchers.
Originality/value
The data collection and analysis technique represents a novel way to collect, systematize and analyse qualitative data that hopefully will add to our understanding of business interaction.
This paper analyses how different policy perspectives or logics regarding industry organising affect network interaction, with particular focus on how the availability of resources is organised To examine this we compare two cases from the Norwegian seafood industry: In the pelagic industry, the main resource (mackerel) is caught at sea by fishing vessels and trade is restricted by an auction system, whereas in the salmon industry, the main resource (farmed salmon) is an industrial product produced at fish farms and there are no such restrictions. Our results indicate that conditions under which resources are available to a network have strong effects on connected relationships: In the pelagic industry, interaction in the network becomes supplier-directed in an attempt to reduce the uncertainty created by unstable and restricted availability of resources, whereas in the salmon industry the interaction becomes customer-directed as resource availability is stable and predictable. Here the actors can broaden the scope of interaction and they can direct their efforts to solve their customers’ problems, whereas this is difficult in the pelagic industry. We conclude that policy considerations play a major role in these effects. If the resource (fish) is seen as a commodity and the interaction is seen as a market mechanism, the policies designed to facilitate the exchange of resources will be beneficial for the actors directly involved, but may have unintended negative consequences for indirect relationships. For policy makers this implies that whenever developing an industrial policy there are strong reasons to look beyond the single transaction in order to create policies that are effective and/or beneficial for all involved and connected parties.
Abrahamsen, Morten H. & Håkansson, Håkan (2015)
Resource heterogeneity and its effects on interaction and integration in customer-supplier relationships
Purpose – The purpose of this paper is to study the phenomenon of customer-supplier interaction and
integration from a resource perspective. In economic terms, a fish may be seen as a more or less
homogeneous resource. If the herring is seen as a homogeneous resource, a market should be the best
way to handle the selling and buying. However, if the herring is seen as a heterogeneous resource, a
more extensive type of interaction is needed. One interesting aspect with herring is that different
business actors apparently see this resource in different ways. Thus, the authors will have a mixed
situation, creating possible difficulties for the actors involved.
Design/methodology/approach – The authors start this study in Germany, one of the most important
export markets for Norwegian herring. Today, Norwegian legislation hinders the possibility of vertical
integration and cooperation at the supply side of the network. However, the industry sees opportunities for
growth and integration on the marketing side. To examine this issue, the study uses a qualitative design
methodology, incorporating personal in-depth interviews with selected respondents in Norway and
Germany. Secondary data is also used. To analyse the data, the authors introduce five interaction and
integration patterns termed pure exchange – no integration; limited interaction and integration; extensive interaction and developed integration and; indirect interaction and structural integration; and full integration.
Findings – The findings suggest that there is a link between how the actors perceive herring as a
resource and how they interact with counterparts. The authors find that the actors who see the
resource as homogeneous have limited interaction and little or no integration, whereas the actors who
see the resource as heterogeneous have a much more extensive interaction and closer ties.
Originality/value – The paper is an investigation of the link between the resource heterogeneity and
the patterns of customer-supplier integration.
Keywords Resources, Norway, Fish, Heterogeneity, Interaction, Exports
Abrahamsen, Morten H. & Håkansson, Håkan (2015)
Caught in the middle: Buying from markets and selling to networks
The purpose of this paper is to look at how relationships between buyers and sellers are affected when on the supply side the most important resource is available only through a trading system created from a market perspective, whereas on the customer side the interaction resembles a network where relationships are long-term and complex. The empirical setting of the study is the pelagic industry, where this situation represents a challenge for the Norwegian herring exporters as they try to bridge these two types of interactions. In this industry, the purchasing of the herring is subject to a blind auction by law. At the same time, Norwegian exporters have customers in European seafood markets characterised by long-term relationships and close cooperation between importers, processors, producers and retailers. To analyse this situation, the study applies a qualitative research design including personal interviews with selected respondents in Norway and the three largest Norwegian herring export markets: Germany, Poland and Russia. The authors find that the interaction in these particular supplier–customer relationships is not extended to its full potential. It seems that the market-type transactions create “spillover-effects” to the other relationships, meaning that it is difficult to maintain high-involvement relationships when interaction in connected relationships is limited.
Keywords
Markets; Networks; Business relationships; Interaction
Abrahamsen, Morten H. (2013)
Norwegian salmon exporters and the changing structure of Japanese seafood distribution
Økonomisk fiskeriforskning: Ledelse, marked, økonomi, 23(1) , s. 28-36.
Abrahamsen, Morten H. (2013)
Strategi i et nettverksperspektiv
Magma forskning og viten, 16(4) , s. 22-28.
I denne artikkelen skal vi se nærmere på relasjoner i industrielle nettverk. Vi skal vise hvordan økt forståelse for bedrifters relasjoner til kunder, leverandører og samarbeidspartnere kan hjelpe bedrifter til å ta bedre strategiske beslutninger. Vi skal se at bedriftens oppfatning av sin posisjon i nettverket, dvs. dens nettverksbilde, spiller en viktig rolle i dette arbeidet. På slutten av artikkelen introduseres et strategisk rammeverk som kan brukes til å gi bedre innsikt. Til å underbygge dette skal vi bruke empiriske data fra en studie av norske lakseeksportørers forsøk på å endre det japanske distribusjonsnettverket for sjømat.
Abrahamsen, Morten H.; Henneberg, Stephan C. & Naudè, Peter (2012)
Using actors' perceptions of network roles and positions to understand network dynamics
This article explores network dynamics by analyzing how actors make sense of time and space in business networks, and how they act based on these perceptions. The time dimension is understood here as actors’ perceptions of past, present and future changes in their network. The space dimension is understood, first, in terms of the network position a company holds in relation to its business partners, and secondly, in terms of the network role it enacts. As such, this study relates three pivotal concepts in industrial marketing: network change, network position, and network role. The link between these three relates to the interdependencies within a network, in that if one company attempts to change its position, this will in turn affect the position of other companies. Moreover, actors’ attempts to change their position or role in the network are directed by their subjective sensemaking or perceptions of their surrounding network. In this article we posit that in order to understand network dynamics we must analyze how actors attempt to affect change based on their perceptions of their positions and roles in their network environment. Our analysis suggests that although there are similarities between perceptions by actors holding similar positions in the network, such network positions alone cannot explain their actions. Rather, differences in actors’ interpretations and enactments of their network role are necessary to explain their networking activities. We use an extensive case study of the changing distribution structure for seafood in Norway and Japan to exemplify these points.
Abrahamsen, Morten H.; Henneberg, Stephan C. & Naudè, Peter (2012)
Sensemaking in Business Networks: Introducing Dottograms to Analyse Network Changes
The issue of how different actors in a network understand changes to their industry remains an under-researched but crucially important area. According to the industrial network approach, companies interact according to their perceptions of the relevant network environment and their subjective sense-making of the network logic and exchange mechanisms relating to the activities, resources, and actor bonds. Using a case study of the Norwegian/Japanese seafood distribution system, we propose a methodology that allows us to better understand these perceptions. We develop an analytical method based on ‘dottograms’ which facilitates a more detailed understanding of change within networks. In particular, we show how the dimensions of time (past, present and future changes) and space (change at actor, dyad or network level) can be better understood, and also how the method facilitates our understanding by ascribing reasons for the change. As such, we provide a methodological contribution to research on business networks and change.
Abrahamsen, Morten H. & Håkansson, Håkan (2012)
Networks in transition
The IMP Journal, 6(3) , s. 194-209.
Abrahamsen, Morten H. (2011)
Sensemaking in Networks: Using Network Pictures to Understand Network Dynamics
The study here examines how business actors adapt to changes in networks by analyzing their perceptions or their network pictures. The study is exploratory or iterative in the sense that revisions occur to the research question, method, theory, and context as an integral part of the research process.
Changes within networks receive less research attention, although considerable research exists on explaining business network structures in different research traditions. This study analyzes changes in networks in terms of the industrial network approach. This approach sees networks as connected relationships between actors, where interdependent companies interact based on their sensemaking of their relevant network environment. The study develops a concept of network change as well as an operationalization for comparing perceptions of change, where the study introduces a template model of dottograms to systematically analyze differences in perceptions. The study then applies the model to analyze findings from a case study of Norwegian/Japanese seafood distribution, and the chapter provides a rich description of a complex system facing considerable pressure to change. In-depth personal interviews and cognitive mapping techniques are the main research tools applied, in addition to tracer studies and personal observation.
The dottogram method represents a valuable contribution to case study research as it enables systematic within-case and across-case analyses. A further theoretical contribution of the study is the suggestion that network change is about actors seeking to change their network position to gain access to resources. Thereby, the study also implies a close relationship between the concepts network position and the network change that has not been discussed within the network approach in great detail.
Another major contribution of the study is the analysis of the role that network pictures play in actors' efforts to change their network position. The study develops seven propositions in an attempt to describe the role of network pictures in network change. So far, the relevant literature discusses network pictures mainly as a theoretical concept. Finally, the chapter concludes with important implications for management practice.
Abrahamsen, Morten H.; Naudè, Peter & Henneberg, Stephan C. (2011)
Network change as a battle of ideas? Analysing the interplay between idea structures and activated structures
The IMP Journal, 5(2) , s. 122-139.
How should a network be organised? In what direction should it change? In networks actors have distinct network positions
which are defined by their connected relationships. If an actor wants to change this network position by altering his connected
relationships or respond to the actions of others, he will most likely face differing and perhaps conflicting views and ideas
about how the network should be organised. This “battle of ideas” will arguably have an effect on the resulting network reconfiguration.
To understand network dynamics we therefore need to understand how interaction reflects the actors’ perceptions,
ideas and knowledge of their network. This interplay between ideas and action is the focal point of this paper. After expanding
on a theoretical framework provided by Håkansson and Waluszewski (2002) which highlights this interplay, we apply it to an
empirical study of the Japanese distribution networks of Norwegian fresh salmon. Here, traditional fish distribution is undergoing
increasing pressure to change by actors questioning its efficiency.
Abrahamsen, Morten H. & Smith, Mike (1992)
Patterns of selection in six countries
The Psychologist, 5(5) , s. 205-207.
Despite difficulties in comparing results from
different researchers in different countries it
would seem that patterns of selection in
Western Europe and Israel are very similar
with the main exceptions of the greater use of
graphology in France and the greater use of
references in the UK. It would seem that the
frequency of use of selection methods is not
strongly related to their validity or the time
they require from either candidates or selectors.
It would seem that selection devices are used
because they are non-technical and because they
are not new.
Olsen, Per Ingvar; Sande, Jon Bingen & Abrahamsen, Morten H. (2020)
Tre tiltak som gir helsevesenet utstyret det trenger
[Kronikk]
Abrahamsen, Morten H. & Huemer, Lars (2017)
Blikk for bedre beslutninger
[Kronikk]
Abrahamsen, Morten H. (2016)
Bli en god nettverksbygger!
[Kronikk]
Abrahamsen, Morten H. (2011)
Nettverksregionen - vindu eller speil?
[Kronikk]
Abrahamsen, Morten H. (2011)
Fra norsk fjord til japansk bord
[Kronikk]
Abrahamsen, Morten Høie & Munksgaard, Kristin B. (2025)
Interaction in a time of crisis: Buyer-supplier adaptation in public healthcare
Purpose – This paper aims to examine adaptation in buyer–seller relationships in a time of crisis and to explore what consequences adaptation has
for the actors involved. The authors are particularly interested in examining how suppliers and public buyers adapt in turbulent situations where
public policy opens for interaction in a mode represented by studies in the industrial marketing and purchasing research approach. The COVID-19
pandemic represents such a unique research setting, as it opens up insights into how buyers and suppliers had to adapt in a matter of days in
response to rapid and turbulent changes in their business environment. In this paper, the authors seek insights into the following research questions:
What role do the actors’ interpretation of the situation play in the adaptation process? How do adaptation processes unfold in a time of national
crisis? What are the actor and relationship-specific outcomes from adaptation in such a situation?
Design/methodology/approach – To answer these questions, the authors present data from an exploratory case study of intra- and interfirm
adaptation processes between public buyers and private suppliers in the health-care sector during the COVID-19 pandemic. The pandemic opened
for access to a unique data from personal interviews and secondary data, from public reports and newspaper/media coverage at intervals during the
outbreak and at the aftermath of the pandemic.
Findings – The authors find that the actors’ interpretation of the situation and their motivation to engage in adaptations play an important role in
the adaptation processes. In particular, a normative commitment based on a moral duty to contribute to dealing with the turbulent situation of
society is found to be a main driver. In these situations, shared sensemaking and alignment of mental models help to mobilise actors, resources and
activities into new interaction patterns. At the same time, mutual affective commitment between the buyer and suppliers is not significant over time,
thus constraining and eventually terminating the adaptation processes.
Originality/value – This study contributes to the understanding of interaction between public buyers and suppliers during turbulent situations.
Changes in the adaptation context opens for extensive interaction, thus enabling actors to combine and exploit resources of value, but temporary
adaptations do not create long-term effects on the ability to develop buyer–supplier interaction in public markets.
Analyzing Business Relationships and Networks ‘The IMP-Way’: A Review and Reflection on existing Tools & Frameworks
[Conference Lecture]. Event
Abrahamsen, Morten Høie; Clarke, Ann & Evald, Majbritt R. (2023)
Managing the Fuzzy Front-End of Public Procurement of Innovation
[Conference Lecture]. Event
Abrahamsen, Morten Høie & Olsen, Per Ingvar (2023)
Innovasjonspartnerskap - Hva det kan og ikke kan bidra med
Abrahamsen, Morten Høie & Olsen, Per Ingvar (red.). Håndbok i helseinnovasjon. Forskningsbaserte råd og verktøy for å forme fremtidens helsetjeneste
Olsen, Per Ingvar & Abrahamsen, Morten Høie (2023)
Hvordan skalere nye digitale helsetjenester i krisetider - Lærdommer fra covid-19 pandemien i Oslo Kommune
Olsen, Per Ingvar & Abrahamsen, Morten Høie (red.). Håndbok i helseinnovasjon. Forskningsbaserte råd og verktøy for å forme fremtidens helsetjeneste
Sande, Jon Bingen; Abrahamsen, Morten H., Wathne, Kenneth Henning, Jensen, Henrik & Ghosh, Mrinal (2022)
Relasjonskontrakter i offentlige anskaffelser på e-helsefeltet
[Report Research]. Handelshøyskolen BI
Denne rapporten sammenfatter store deler av forskningen på offentlige anskaffelser og relasjonskontrakter som har blitt gjort ved C3 Senter for fremtidig helse. Rapporten beskriver grunnleggende egenskaper og utfordringer ved offentlige anskaffelser og kontrakter, og hvordan innkjøpere kan analysere og beskrive anskaffelsesprosjekter og transaksjoner med leverandørene. Det utvikles et verktøy for vurdering og overvåking av transaksjonsegenskaper og transaksjonskostnader i offentlige anskaffelser, basert på at kontraktsformer bør tilpasses den enkelte transaksjon og dens egenskaper. Data fra et større datasett identifiserer store og systematiske forskjeller mellom offentlige og private anskaffelser. Offentlige kontrakter i Norge er mer detaljerte enn private kontrakter, og transaksjonene er preget av mindre investeringer, svakere relasjonskontrakter, mindre gjensidig forståelse, og svakere innovasjonsresultater enn transaksjoner mellom industribedrifter i Norge. Rapporten gir en inngående forklaring av hva relasjonskontrakter er, og hva som kjennetegner relasjonskontrakter og to viktige spørsmål som bør stilles av alle som forsøker å benytte seg av relasjonskontrakter. Er relasjonskontrakten tydelig? Er relasjonskontrakten troverdig? Tentative analyser tyder på at relasjonskontrakter mellom offentlige innkjøpere og deres leverandører blir sterkere og mer troverdige når (1) begge parter har gjort store transaksjonsspesifikke investeringer, (2) leverandørens unilaterale transaksjonsspesifikke investeringer støttes av langsiktige kontrakter, og (3) produktkompleksitet og teknologisk usikkerhet håndteres gjennom mer detaljerte formelle kontrakter som spesifiserer blant annet rolle, ansvar, forpliktelser, rettigheter, og hvordan partene skal tilpasse seg uventede situasjoner. Rapporten presenterer et verktøy for å beskrive relasjonskontrakten og den gjensidige forståelsen mellom partene. Rapporten forteller også om vår forskning på innovasjonspartnerskap, der det viktigste funnet er at innovasjonspartnerskapet som prosedyre er et viktig tilskudd til innkjøperes verktøykasse som kan bidra til læring og til mobilisering for systemiske endringer i offentlig sektor. Samtidig har innovasjonspartnerskapet begrensninger, blant annet at prosjektperiodene er svært korte, og at problemene som de forsøker å løse ofte leder fram til mer inkrementelle endringer, snarere enn radikal og disruptiv innovoasjon.
Abrahamsen, Morten H. & Olsen, Per Ingvar (2021)
The role of innovation partnerships as a policy tool in healthcare innovation
[Conference Lecture]. Event
Huemer, Lars & Abrahamsen, Morten H. (2021)
Strategizing in Networks:Identifying Sources of Value Creation by Network Picturing
Resource Interaction: Towards a common understanding?
[Conference Lecture]. Event
Abrahamsen, Morten H. & Olsen, Per Ingvar (2020)
The role of innovation partnerships as a public innovation policy tool
[Conference Lecture]. Event
Abrahamsen, Morten H. (2019)
The role of innovation partnerships in healthcare innovations
[Conference Lecture]. Event
The public health sector faces significant challenges in the coming years as an ageing population requires improved services. Parallel to this development are innovations on two frontiers: One is the increase in innovations in healthcare technology (eg. Hoholm, Larocca and Aanestad, 2018), the other is the increase in innovations in how the public sector is organising its procurements of such technology (Axelsson and Torvatn, 2017). In industrial markets, the development of and access to new technology is increasingly taking place in close collaboration and interaction with actors outside own organization (Håkansson and Waluzewski, 2002). Alternative ways of organizing this are through arms-length relationships with suppliers (transactions or “market arrangements” where the opportunities for innovation is often limited) or utilising internal capabilities and resources (which requires costly investments) (Axelsson and Torvatn, 2017).
In the public health sector, the possibilities for interacting with key suppliers to create innovative solutions and new technology have so far been limited due to a strict regulatory framework for public procurement. However, the regulations now open up for hybrid solutions or "innovative procurement", i.e. new ways of cooperating that provide opportunities for closer dialogue between customers and suppliers throughout the development process. There are several ways to organize innovative procurement, of which "innovation partnerships" are the most comprehensive. The innovation partnership has however received little attention by researchers so far, and we know little about how this particular procurement procedure enables innovative solutions for the public sector.
This is the background for this paper which reports findings from an ongoing longitudinal research project of a Norwegian innovation partnership organised between a municipality and a hospital with the intention of developing innovative solutions for rehabilitation of stroke patients. The research design is exploratory and processual where key actors are follow during the course of the project. Data collection methods include personal interview, group interviews and non-participant observation in addition to secondary data sources such as internal documents and reports.
Abrahamsen, Morten H.; Halinen, Aino & Naudè, Peter (2018)
The opportunities and limitations of network visioning – the case of strategizing in a distribution network
[Conference Lecture]. Event
Abrahamsen, Morten H.; Halinen, Aino & Naudè, Peter (2018)
Making sense of the future: The role of visioning in network strategizing
[Conference Lecture]. Event
Abrahamsen, Morten H. (2017)
Hvem tjener på at du kjøper laks og makrell?
[Lecture]. Event
Hvem tjener egentlig på at du kjøper laks og makrell? Kom på Forsker standup på Kåkå onsdag 27. september, så kanskje BI-forsker Morten Høie Abrahamsen gir deg svaret på akkurat det.
Huemer, Lars & Abrahamsen, Morten H. (2016)
Interdependencies between first nations and salmon farming companies
[Conference Lecture]. Event
Abrahamsen, Morten H.; Naudè, Peter & Halinen, Aino (2016)
How far can managers see? The role of visioning in network strategizing processes
[Conference Lecture]. Event
Abrahamsen, Morten H. (2015)
Understanding network interaction
[Conference Lecture]. Event
Abrahamsen, Morten H. & Håkansson, Håkan (2015)
Mackerel vs. salmon: How differences in relationship availability shape network interaction
[Conference Lecture]. Event
Abrahamsen, Morten H. & Håkansson, Håkan (2015)
Relationship availability and network interaction
[Conference Lecture]. Event
Abrahamsen, Morten H. & Håkansson, Håkan (2014)
Resource heterogeneity and patterns of customer-supplier integration
[Conference Lecture]. Event
Abrahamsen, Morten H. & Håkansson, Håkan (2014)
Market meets network
[Conference Lecture]. Event
Abrahamsen, Morten H. (2014)
Slik bygger du sterkere nettverk
[Popular Science Article]. BI Marketing Magazine, 2013/2014, s. 10---.
Abrahamsen, Morten H. & Håkansson, Håkan (2014)
Integrasjon og samarbeid på pelagiske eksportmarkeder
[Report Research]. Handelshøyskolen BI
Denne forskningsrapporten er sluttrapport for prosjektet “Økt integrasjon og samarbeid mot eksisterende og nye målmarkeder for pelagisk industri”, gjennomført av BI på oppdrag for Fiskeri- og Havbruksnæringens Forskningsfond (FHF).
Norsk pelagisk industri ønsker i dette prosjektet å se på mulighetene for økt integrasjon og samarbeid i de viktigste markedene for pelagisk konsumfisk, hvor sild og makrell representerer de største eksportvolumene.
Rapporten konkluderer med at utviklingen i pelagisk industri går mot en økende grad av spesialisering og konsentrasjon av et mindre antall store og dominerende aktører. I en slik sammenheng er det den enkelte bedrifts evner og muligheter til å tilpasse sine aktiviteter og ressurser til de øvrige aktørene som avgjør om den får innflytelse. For å få dette til må bedriftene utvikle interaktive holdninger og kapabiliteter (evner), og vi gir flere anbefalinger om hvordan dette kan gjennomføres på bedriftsnivå. Vi peker også på to strukturelle svakheter på bransjenivå som må håndteres dersom bransjen skal videreutvikle sine relasjoner mot de viktigste markedene. Den ene er eksistensen av et system som forhindrer all integrasjon bakover mot råvareleddet, og den andre er overkapasitet på produksjonssiden i Norge. På sikt står bransjen ovenfor betydelige endringer.
Abrahamsen, Morten H. (2013)
Fire steg til bedre beslutninger i nettverk
[Popular Science Article]. BI Magasinet, (2) , s. 13-13.
Abrahamsen, Morten H. (2012)
Hvordan drive markedsføring når man er avhengig av andre?
[Lecture]. Event
Abrahamsen, Morten H. (2012)
Networks: What do we know about Norwegian firms going abroad?
[Lecture]. Event
Abrahamsen, Morten H. (2012)
Hvordan er mulighetene for økt integrasjon i de viktigste pelagiske eksportmarkedene? - Noen betraktninger fra et pågående forskningsprosjekt
[Lecture]. Event
Abrahamsen, Morten H.; Henneberg, Stephan C., Huemer, Lars & Naudè, Peter (2012)
Perceiving Network Opportunities – An Action Research Study of Strategizing in Business Networks
[Conference Lecture]. Event
Abrahamsen, Morten H. (2012)
Norsk eksport av laks til Japan: Et marked i endring
[Lecture]. Event
Abrahamsen, Morten H. (2012)
5 råd for å lykkes i nettverk
[Popular Science Article]. BI Marketing Magazine, 1, s. 22-23.
Abrahamsen, Morten H. (2012)
Hvordan lykkes i nettverk?
[Lecture]. Event
Abrahamsen, Morten H. (2011)
Vertikal integrasjon – En forutsetning for videre vekst?
[Lecture]. Event
Abrahamsen, Morten H.; Henneberg, Stephan C. & Naudè, Peter (2010)
Time and Space Dynamics in Networks: Does Network Perceptions Reflect Network Position?
[Conference Lecture]. Event
Abrahamsen, Morten H. (2010)
Dottograms: Using Visual Methods to Collect and Analyse Data
[Report Research]. Handelshøyskolen BI
Abrahamsen, Morten H.; Henneberg, Stephan C. & Naudè, Peter (2010)
Time and Space Dynamics in Networks – An Analysis of the Impactof Network Position on Actor’s Change Perceptions
[Report Research]. Handelshøyskolen BI
Abrahamsen, Morten H. & Håkansson, Håkan (2010)
Traditional Fishmarkets vs. Direct Distribution: Japanese Seafood Distribution Coping with a New Reality
[Conference Lecture]. Event
Abrahamsen, Morten H.; Naudè, Peter & Henneberg, Stephan C. (2009)
Sensemaking in Networks: Using Dottograms to analyse network changes
[Conference Lecture]. Event
Abrahamsen, Morten H.; Naudè, Peter & Henneberg, Stephan C. (2009)
Using dottograms to analyse network change
[Conference Lecture]. Event
Abrahamsen, Morten H. & Naudè, Peter (2008)
Explaining change in networks
[Conference Lecture]. Event
Abrahamsen, Morten H. & Naudè, Peter (2008)
Towards a conceptual model explaining network change
[Conference Lecture]. Event
Abrahamsen, Morten H. & Naude, P. (2008)
Towards a conceptual model explaining network change
[Conference Lecture]. Event
Abrahamsen, Morten H.; Håkansson, Håkan & Naudè, Peter (2007)
Perceptions on change in Business Networks: A case study of Norwegian Salmon exporters and Japanese Importers
[Conference Lecture]. Event
Abrahamsen, Morten H. & Engelseth, Per (2007)
The Demise of Traditional Fish Distribution Structures in Japan? A case study of fish supply chains from Norway to Japan
[Conference Lecture]. Event
Akademisk grad
År
Akademisk institusjon
Grad
2009
Manchester Business School
Ph.D.
1992
UMIST, University of Manchester, Institute of Science and Technology
Master of Science
1990
UMIST, University of Manchester, Institute of Science and Technology
