Ragnhild Silkoset

International Journal of Bank Marketing 35(1) s. 56-74 Doi: https://doi.org/10.1108/IJBM-10-2015-0162

Purpose Employees often expect an emphasis on financial aspects to be predominant when their employers choose a fund management company for the investment of employees’ pension fund deposits. By contrast, in an attempt to appear as socially responsible company managers may emphasize social responsibility (SR) in pension fund choices. The purpose of this paper is to examine to what extent managers for small- and medium-sized companies emphasize SR vs expected returns when choosing investment managers for their employees’ pension funds. Design/methodology/approach A conjoint experiment among 276 Norwegian SMEs’ decision makers examines their trade-offs between social and financial goals in their choice of employees’ pension management. Furthermore, the study examines how the companies’ decision makers’ characteristics influence their pension fund management choices. Findings The findings show that the employers placed the greatest weight to suppliers providing funds adhering to socially responsible investment (SRI) practices, followed by the suppliers’ corporate brand credibility, the funds’ expected return, and the suppliers’ management fees. Second, employers with investment expertise emphasized expected returns and downplayed SR in their choice, whereas employers with stated CSR-strategies downplayed expected return and emphasized SR. Originality/value Choice of supplier to manage employees’ pension funds relates to a general discussion on whether companies should do well – maximizing value, or do good, – maximizing corporate SR. In this study, doing well means maximizing expected returns and minimizing costs of the pension investments, whereas doing good means emphasizing SRI in this choice. Unfortunately, the employees might pay a price for their companies’ ethicality as moral considerations may conflict with maximizing the employees’ pension fund value.

Corporate Ownership and Control 13(2) s. 113-131 Doi: https://doi.org/10.22495/cocv13i2p12

Using evidence from paired franchisor-franchisee dyads, this study identifies how plural formed ownership mechanisms curb the risk of shirking and free riding in franchise systems. These risks have damaging effects on the invested capital of franchisee entrepreneurs. Although shirking and free riding produce a major source of uncertainty for the franchisee entrepreneur it can be limited by plural formed governance dimensions. These mechanisms have different effects based on unit status, i.e., company owned-units versus franchisee-units. We tested our model using a paired-dyadic data approach to mitigate the problem of shared-method variance among the psychometric measures. Results support the contention that competition limits shirking and free riding across inter-firm relationships, but did not support the hypothesized role of relational mechanisms in lowering potential shirking and free riding. Also, endogeneity test uncovered that dealer’s self-selected into either one of the plural form contracts. Drawing on the economics, marketing and management literatures, this study presents a basis for further investigation by placing international franchising entrepreneurship into a broader context of transactional and relational governance.

Journal of Business Ethics Published ahead of print Doi: https://doi.org/10.1007/s10551-015-2885-9

Years of research clearly shows that relying on traditional organizational power bases is not effective when companies want to promote business ethics and performance. It is not only that the use of legitimate power to establish ethics codes and coercive power to punish employees who do not comply does not work; this study—based on a multi-method research approach in the retail industry—indicates that the classic iron fist leads to unethical business values and lower service performance. But there is a light at the end of the tunnel for forward-looking managers. The ethical attitudes and behaviors of employees within international organizations is a dynamic variable that is possible to change by the use of values-based leadership. Our extensive study of a large grocery store chain owned by a multinational corporation indicates that managers who lead by example will boost team values and commitment.

Journal of Marketing Theory and Practice 22(2) s. 169-184 Doi: https://doi.org/10.2753/MTP1069-6679220211

B2B branding research indicates that corporate brand equity investments will increase suppliers’ price premiums. In contrast, economics of information studies suggest suppliers’ price premiums to decrease with their brand investments. This study, building on economics of information, tests these contrasting perspectives empirically in a B2B-services context. The results show that suppliers’ corporate brand investments are ineffective in creating price premiums because brand investments and price premiums provide substituting information of unobservable quality. Furthermore, suppliers’ price premiums decrease with buyers’ willingness to punish sellers’ quality deception. In contrast, the suppliers’ price premiums increase with their provision of warranties and with their customers’ quality sensitiveness.

International Business Review 23(4) s. 774-784 Doi: https://doi.org/10.1016/j.ibusrev.2013.11.009

European Journal of Marketing 47(1-2) s. 174-197 Doi: https://doi.org/10.1108/03090561311285501

Purpose – This study aims to demonstrate that the investments in social capital do not always pay off. Although an important function of social capital is its potential for influencing co-located companies' opportunistic behavior, social capital also has a negative side. This study seeks to examine the negative and positive effects of the social capital dimensions on a company's profitability and on the perception that co-located firms free ride and shirk. Design/methodology/approach – By including data from 224 firms in 112 true-paired dyadic relationships, this study provides a unique and valid basis for empirical study within SEM analysis. The ability to link different information sources in the analysis creates a unique data set that controls for the confounding effects of common method biases in the analysis. Findings – Markets with a low degree of collective activity gain less advantage from cognitive social capital, because its primary effect lies in its transparency and ability to detect opportunistic behavior. The effect of relational social capital is more stable because of the positive direct effect on profitability. Structural social capital indicates markets that would benefit from creating private incentives with the intention to transfer collective activities into private payoffs. This reduces the need to follow up the co-localized businesses. Originality/value – This study shows that the dimensions of social capital vary regarding whether they reduce or facilitate the perceived withholding efforts by co-located firms.

Magma forskning og viten 16(2) s. 39-46

International Business Review 21(5) s. 751-765 Doi: https://doi.org/10.1016/j.ibusrev.2011.08.005

Purpose – The purpose of this paper is to contribute to the development of animosity theory in three areas; construct domain, the mediating role of affect and model testing. Design/methodology/approach – Exploratory and empirical research is carried out in two countries in order to explore the domain and to test the factor structure and the hypotheses through confirmatory analysis. Findings – We find animosity is a four-dimensional construct which impacts buying behavior through affect. Originality/value – The research extends the domain of the animosity construct to a four-dimensional structure rather than the two-dimensional structure used in most previous studies. It is the first study to empirically test an extended animosity domain and investigate the mediating role of affective emotional responses between animosity and buying intentions.

Magma forskning og viten 13(5) s. 46-53

Magma forskning og viten 13(1) s. 22-25

Journal of Business Ethics 97(3) s. 341-363 Doi: https://doi.org/10.1007/s10551-010-0523-0

VDM Verlag Dr. Müller Aktiengesellschaft & Co. KG

The literature operates with three perspectives on market orientation. These include market orientation as behavior (Kohli and Jaworski 1990; Narver and Slater 1990), market orientation as a unique resource (Hunt and Morgan 1995) and market orientation as a dynamic learning capability (Sinkula 1994; Day 1994b). A company's level of market orientation will vary with regard to the perspectives, including factors affecting a company’s degree of market orientation and the effects of market orientation. Chapter 2 investigates these subjects. After investigating the different aspects of market orientation and after looking at variations in the factors affecting the level of market orientation, Chapter 3 will investigate factors that influence the market-oriented firm’s intelligence processing for the generation of knowledge. Through the establishment of measures for market orientation capabilities, I will identify determinants that affect knowledge generation in the area of market orientation (see Sinkula, Barker and Nordewier 1997; Day 1994a). Chapter 4 explains the method used to analyze the research model, and the validation of the measures, while Chapter 5 reports the results of the analysis. Chapter 6 describes the conclusions from the project, and offers suggestions for future research.

Magma forskning og viten 12(4)

Magma forskning og viten 11(2) s. 59-65

Journal of Business Venturing 22(4) s. 522-544

International Business Review 16(4) s. 405-424

Innovasjonsprosesser ? om innovasjoners odyssé, Hernes og Koefoed (red)

Journal of Business-to-Business Marketing 13

Traditionally, buyers encourage fierce price competition among suppliers. Such price competition has been the dominating strategy for purchase of commodities in business markets. Undoubtedly, this practice has been effective in many cases. Unfortunately, transactional purchasing practices could have negative effects because they demotivate suppliers to engage in value creating activities and incur substantial transaction costs. In contrast to competition, buyer-seller cooperation can also bring prices and total costs down. One problem of cooperation is that the parties can realize individual gains by defection while the other continues to cooperate. This article examines how industrial buyers of a commodity can overcome this problem and realize cost savings and low prices by motivating the supplier to cooperate by offering an extended time frame for purchases. The authors test the research hypotheses in a sample of 347 industrial buyers of electricity. The empirical tests provide general support for their predictions. The implications of the findings for marketing theory and practice are discussed.

Magma forskning og viten 9(4) s. 72-87

Anthology for Kjell Grønhaug in celebration of his 70th birthday. Anna Mette Fuglseth and Ingeborg Astrid Kleppe (eds) s. 101-129

2 s. 30-31

The Academic

Obesity Week

De Greuyter Verlag Doi: https://doi.org/10.1515/9783110987102

Frokostseminar

Hvordan kan du som markedsanalytiker bidra til at virksomheten tar bedre prisbeslutninger? I dette foredraget kombinerer Ragnhild og Anders innsikt fra forskning med praktisk erfaring med prisarbeid, slik at du får verktøy som hjelper virksomheten til å ta bedre prisbeslutninger.

Studentlitteratur AB

Till ett företags absolut svåraste uppgifter hör att prissätta sina produkter. Sätts priset för lågt riskerar företaget att inte få sina kostnader täckta eller gå med förlust, sätts det för högt riskerar företaget att förlora potentiella kunder. Prisstrategi är ett område inom vilket företagsledare måste vara framgångsrika. Trots detta är det ett område där de har dålig kompetens och är dåligt rustade för att göra goda och långsiktiga val. Företagsledare prioriterar oftast att använda företagets resurser på design, varumärkesbyggande, strategiplaner och produkt­utveckling i stället för att lära sig mer om och satsa på prisstrategi. Boken presenterar ett grundläggande prisstrategiverktyg som kan användas av företag och entreprenörer i alla faser.

Cappelen Damm Akademisk

Springer

Cappelen Damm Akademisk

Cappelen Damm Akademisk

Kunnskapsmagasinet Kristiania

BI Business Review

The American Spectator

Influence, persuasion, and communication are complicated matters that politicians must navigate to limit the spread of COVID-19. Most people feel a strong responsibility to reduce the spread of infection. This has given authorities legitimacy to introduce strict measures, such as harsh restrictions and punitive penalties aimed at companies, organizations, and individuals. California Gov. Gavin Newsom, House Speaker Nancy Pelosi, and other politicians don’t obey the intrusive restrictions they place on others. Yet the coercive power displayed through such restrictions as business lockdowns and stay-at-home orders frequently leads to increases in drug use, suicide rates, depression, unemployment, and economic ruin.

SMS Special Conference

Blockchain Technology & Organizational Research Symposium

Academy of Management Annual Meeting

Johan Arndt Memorial Conference

Johan Arndt-Konferansen

Johan Arndt-Konferansen

Cappelen Damm Høyskoleforlaget

Cappelen Damm Høyskoleforlaget

Cappelen Damm Høyskoleforlaget

Johan Arndt Marketing Conference 2009

15th International Conference on Multi-Organizational Partnerships, Alliances, and Networks (MOPAN)

Cappelen Damm Høyskoleforlaget

Academy of Management National Meeting, Entrepreneurship Division