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English Summary of related cultural elements. The model is then empirically tested, i.e. to examine whether variations in experienced psychical distance can be explained, by using relationship parameters. SME – The Manager Type Determines the Internationalisation Approach of the Enterprise. In paper 6, I argue that it is the inner, mental visions of the manager, which either prevents or promotes the international development of firms. This argument is founded on the results of an analysis of the opinions of 168 Danish small and medium sized enterprises in relation to decisions about whether or not they should participate in activities to promote exports in a distant market. On the background of this qualitative analysis, I have developed a typology of 8 ideal types (stereotypical manager profiles), which are each connected to a distinctive internationalisation approach in terms of decision making. The paper emphasises the need for recognition of the fact that internationalisation of firms cannot be seen in isolation from the people who constitute the nerve centre of the firm. Thus, I move into the periphery of Scharmer’s third revolution; the individualisation and the fact that the attention is inward-looking. Psychic Energy in International Organisational Relations As mentioned earlier, the third revolution is characterised by a metaphysical renaissance. Paper 7 explores the metaphysical dimension by discussing the concept energy, or more precisely psychic energy. The purpose of this is to contribute to the conceptualisation of the energy phenomenon as being a central concept in an understanding of firms and their inter-organisational relations, which are basically concerned with interhuman relations. Action Research as Research Approach in Connection with the Entrance of SMEs on Far-off Markets With these alternative perspectives on an already well-established subject area, you might question whether the traditional research approach is adequate in this brave new world. Paper 8 presents the results of the action research project aimed at encouraging a selected group of Danish SMEs to enter and operate in Brazil. One of the elements in this experiment was the establishment of an Internet portal (www.businessinbrazil.dk), which was meant to facilitate the development of relationship between Danish and Brazilian enterprises. The portal is still running (August 2004), and to date more than 100 Danish enterprises and 100 Brazilian enterprises have registered on the portal. Besides showing the results of this action research project, paper 8 also discusses the action research approach as such. Action research is in itself an alternative approach in 232 Dorthe Serles
elation to most business economics research. The central elements in traditional action research are action and reflection. In this action research approach there is an additional focus on the Self and the Other. The main point is that, as researcher you also expand your own conscience, not only regarding yourself, but also in relation to the surrounding world. Finally, in a small postscript, I summarise the chapters giving them a synthesized new perspective for future research. English Summary Dorthe Serles 233
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Relationsbåret International Udvik
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Indholdsfortegnelse Indholdsfortegn
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Relationers betydning for eksportpr
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Aktionsforskningens idé 183 Aktion
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Figuroversigt FIGUR 1. RELATIONSSTI
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Forord Denne Ph.D-afhandling handle
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ia Bøge og Suna Sørensen skal hav
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1. Virksomheders internationale udv
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Indledning 2. CRM-Forståelse i Nor
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Operationel definition: 2. CRM-Fors
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Transaktions- eller Relationsmarket
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trække engagement ud af mange andr
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- Man skal nok have eksperter på s
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Page 233 and 234: English Summary The importance of S
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Page 239 and 240: Brytting, T. (1991). Organizing in
Page 241 and 242: Grant, K., A. Gilmore, et al. (2001
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Page 249: Aaby, N.-E. and S. F. Slater (1989)
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