Hassan Sherwani ROLE OF SALES AND MARKETING IN ... - Oulu

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98 Vernon, R. (1966). International investment and international trade in the product cycle. Quarterly Journal of Economics ,80(2), 190-207. Wernerfelt, B. (1984). A resource-based view of the firm. Strategic Management Journal, 5 (2), 171-180. Wiklund, J. and Shepherd, D. (2003). Knowledge-Based Resources, Entrepreneurial Orientation, and the Performance of Small and Mediumm-sized Businesses. Strategic Management Journal, 24, 1307-1314. Williamson, O. E. (1975). Markets and Hierachies: Analysis and Antitrust Implications. New York: The Free Press. Wu, Y., & Rosen, M. A. (1999). Assessing and optimizing the economic and environmental impacts of cogeneration/district energy systems using an energy equilibrium model. Applied energy, 62(3), 141-154. Zack, M. (2003). Rethinking the Knowledge-Based Organization. Sloan Management Review, 44 (4), 67-71. Interviews Sutinen, A. (2013. Interview 24.05.2013. (Interviewer Hassan Sherwani) Tuomi, S and Lehto, M (2013). Interview 02.06.2013. (Interviewer Hassan Sherwani)
99 APPENDICES Interview Questions: How you perceive business model as a concept? What is the most significant element for your business i.e revenue, customer relationship, channel, networks, or value proposition? What is your policy to grow internationally? How you see internationalization? Is it a challenge or opportunity for you? Do your sales and marketing department collaborate? Are these departments integrated? In your own opinion, how would you see the distinct responsibilities of both Marketing and Sales? Do you see either sales or marketing to be in a supportive/primary role in your organization? How do you coordinate sales and marketing functions? Is there a significant interchange of people between Sales and Marketing? Do you have joint training programs, events, and learning opportunities for their respective staffs? How is the information flow organized between the functions? How would you define the formal and informal communications between the two functions? How do you see knowledge as a learning experience? How do you management knowledge? Which form of knowledge is more essential: explicit or tacit in marketing and sales operations? Do you take knowledge as part of many resources or is it a separate entity in your firm? Is there a great deal of common language between Sales and Marketing?
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OULU BUSINESS SCHOOL Hassan Sherwan
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3 CONTENTS Abstract Contents Figure
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5 Figures Figure 1: The scope of th
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7 1 INTRODUCTION 1.1 Introduction a
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9 Electricity industry used to be c
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11 Monopoly: A market with a single
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13 2 RESEARCH CONTEXT This chapter
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15 produced but, resources to gener
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17 through bioenergy largely in the
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19 framework. There is a need to re
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21 the companies make themselves en
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23 Monopoly Traditional Model Value
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25 once a company at local market a
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27 It is vital to notice that these
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29 In the global arena, companies m
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31 known as Uppsala Model and is wi
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33 vital part so the parties must a
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35 provides to the company, in the
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37 way of achieving this goal is to
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39 Figure 7: The Emerging Concept o
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41 who actually creates values and
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43 value of the organization in its
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45 being an extension to resource b
Page 47 and 48: 47 knowledge management process is
Page 49 and 50: 49 widely agreed on the negative ef
Page 51 and 52: 51 need to be coordinated and consi
Page 53 and 54: 53 responsibilities, and of the int
Page 55 and 56: 55 is equally important to manage i
Page 57 and 58: 57 All these four stages are follow
Page 59 and 60: 59 5 ANALYSIS As there was a brief
Page 61 and 62: 61 company’s individual needs irr
Page 63 and 64: 63 In other words, the market is fr
Page 65 and 66: 65 to seek more control in their en
Page 67 and 68: 67 themselves, who may be capable o
Page 69 and 70: 69 to enhance innovation (Pomeda &
Page 71 and 72: 71 Marketing is responsible for dev
Page 73 and 74: 73 Customer satisfaction is conside
Page 75 and 76: 75 clear picture of the role and co
Page 77 and 78: 77 more and more companies operatin
Page 79 and 80: 79 What level of integration betwee
Page 81 and 82: 81 There is a good opportunity to i
Page 83 and 84: 83 internationalization in Finnish
Page 85 and 86: 85 chaos within the company and man
Page 87 and 88: 87 In this thesis work, though the
Page 89 and 90: 89 described by Valocchi et al. (20
Page 91 and 92: 91 Cavusgil, S. T. (1980). On the I
Page 93 and 94: 93 Henry, A. (2008). Understanding
Page 95 and 96: 95 Metaxiotis K, Ergazakis K and Ps
Page 97: 97 Tykesson, D. and Alserud, M(2011
Page 101: 101 Are you familiar with va
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