Crosno, Jody L.; Dahlstrøm, Robert & Friend, Scott (2020)

Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships

Journal of Personal Selling & Sales Management, s. 1- 19. Doi: 10.1080/08853134.2020.1742134

Flygansvær, Bente Merete; Dahlstrøm, Robert & Nygaard, Arne (2019)

Green innovation in recycling - A preliminary analysis of reversed logistics in Norway

World Review of Entrepreneurship, Management and Sustainable Development, 15(6), s. 719- 733. Doi: 10.1504/WREMSD.2019.104860 - Full text in research archive

There has been an exponential growth of new electronic products in the global consumer market. New electronic consumer products generate a growing need for new methods, processes and entrepreneurship in recycling. In this study, we examine how entrepreneurs involved in the recycling of electronic products innovate to create a more sustainable circular economy. The recycling system must take care of electronics that contains hazardous materials. Also, a recycling system should prevent the waste of potentially useful materials. Thus, entrepreneurship is crucial to improve the handling of toxic material and processing technology to reuse valuable elements. Innovation therefore is essential to facilitate a sustainable recycling process. In this study, we analyse entrepreneurial innovation in the light of the organisational structure of the recycling system. Following a study of 108 recycling entrepreneurs, competition and specific investments are found to be important factors that drive the sustainable innovation that make Norway one of the countries with the highest recycling rates of electronic and electric waste.

Burki, Umar; Ersoy, Pervin & Dahlstrøm, Robert (2018)

Achieving Triple Bottom Line Performance in Manufacturer-Customer Supply Chains: Evidence from an Emerging Economy

Journal of Cleaner Production, 197(Part 1), s. 1307- 1316. Doi: 10.1016/j.jclepro.2018.06.236

The influence of sustainability on innovation is well-established, yet the efficacy of innovation as a determinant of sustainable performance in supply chains has received less scrutiny. This study examines green innovation practices as determinants of the triple bottom line performance. Moreover, the study implicates top management commitment to sustainability as a driver of green managerial and process innovation. The research employs AMOS to assess survey-based data collected from 181 Turkish manufacturers. The results offer evidence that top management commitment fosters green innovation practices, and these innovations enhance economic performance, environmental performance, and customer cooperation. Top management should therefore commit to achieving sustainable operations and follow up this commitment with green innovations that drive triple bottom line performance.

Grewal, Rajdeep; Saini, Amit, Kumar, Alok, Dwyer, F. Robert & Dahlstrøm, Robert (2018)

Marketing Channel Management in Foreign Markets: Integrative Framework for Multinational Corporations

Journal of Marketing, 82(4), s. 49- 89. Doi: 10.1509/jm.16.0335

Multinational corporations (MNCs) adopt increasingly diverse and complex marketing channels to sell their products worldwide. They strive to manage channels that confront diverse demands from headquarters, foreign subsidiaries, and local partners, as well as complex market environments. Because extant research on MNCs’ marketing channels is sparse, we propose an organizing framework to spur and guide research on MNC channel management. As a meta-theory that integrates economic and social elements of MNC channel management, we use a political economy perspective to propose two testable frameworks pertaining to determinants of (1) MNC marketing channel structures and processes and (2) MNC marketing channel outcomes. Building on these frameworks, we advance a research agenda to test substantive relationships, elaborate new constructs, and study new contexts pertaining to MNC marketing channels. A set of propositions illustrates the applicability of these conceptual frameworks.

Flygansvær, Bente Merete; Dahlstrøm, Robert & Nygaard, Arne (2018)

Exploring the Pursuit of Sustainability in Reverse Supply Chains for Electronics

Journal of Cleaner Production, 189, s. 472- 484. Doi: 10.1016/j.jclepro.2018.04.014 - Full text in research archive

Abstract: This study examines reverse supply chains in the electronics industry. The analysis characterizes the flow of resources among firms in a reverse supply chain in the Norwegian electronics industry. The study subsequently examines influences of governance mechanisms and culture on the social, ecological, and economic performance in the supply chain. Based on principal-agency theory, the authors implicate collaboration, monitoring, and specific assets as determinants of the interfirm culture operating in the reverse supply chain. The interfirm culture and collaboration serve as antecedents to triple bottom line performance. Data collected with Norwegian electronics collectors indicate that collaboration and interfirm culture influence ecological, economic, and relational components of sustainable performance.

Dahlstrøm, Robert (2019)

Market Knowledge, Specific Assets and the Efficacy of Formal Contracting in International Western Buyer-Asian Supplier Relationships

[Academic lecture]. AMA Winter Educators' Conference.

Dahlstrøm, Robert; Crosno, Jody L. & Friend, Scott (2018)

Oh No You Didn’t: Examining Antecedents to Reciprocal Opportunism in Distribution Channels

[Academic lecture]. AMA Summer Educators' Conference.

Silkoset, Ragnhild; Dahlstrøm, Robert & Nygaard, Arne (2018)

The End of Organizations? The Disruptive Impact of Blockchain Technology on Trust, Opportunism and Transactions

[Academic lecture]. SMS Special Conference.

Silkoset, Ragnhild; Dahlstrøm, Robert & Nygaard, Arne (2018)

The Blockchain Disruption: From Lemons to Peach Markets

[Academic lecture]. Blockchain Technology & Organizational Research Symposium.

Dahlstrøm, Robert & Crosno, Jody Lynn (2018)

Sustainable Marketing

[Textbook]. Chicago Business Press.