Exploring preconditions for open innovation: Value networks in industrial firms

The open innovation model embraces the purposive flow of internal and external ideas as a foundation for innovation and network formation. While the open innovation paradigm has been successfully applied in high-tech settings, there is a lack of research on adopters of open innovation in other settings. We describe a case study conducted in a process industry setting, focusing on the LKAB mineral group as it makes a transition from a closed to a more open innovation context by adopting remote diagnostics technology. This process has resulted in the creation of new value networks. By tracing the reasoning behind the organizational transformation and studying the technology used to carry it through, we seek to explore the preconditions for open innovation and provide insight into the role of IT in the process. Our findings show that adoption of the open innovation model is grounded in developing organizational environments that are conducive to innovation, including expertise in creating a culture for knowledge sharing, building a trustful environment, and a resourceful use of IT.     

Gender in futures: A study of gender and feminist papers published in Futures, 1969-2009

This paper reviews and discusses papers related to women's studies, gender or feminist perspectives, published in the scientific journal Futures. The aim is to provide new understandings and remapping of futures studies by capturing how gender is created and understood in this field. The gender/feminist criticism of futures studies mainly relates to the field being male-dominated and male biased, which means that the future is seen as already colonised by men. When synthesising the insights from all 78 papers focusing on futures studies and feminism, gender or women, four conclusions are especially striking: (1) Women and non-Westerners are generally excluded from professional futures studies activities and so are feminist issues or issues of particular relevance for women. (2) Futures studies usually make no attempts to reveal underlying assumptions, i.e. often lack a critical and reflexive perspective, which is needed in order to add a critical feminist perspective and envision feminist futures. (3) Feminist futures are needed as a contrast to hegemonic male and Western technology-orientated futures. Feminist futures are diverse, but focus the well-being of all humans. (4) Futures studies often view women as victims, rather than as drivers for change, which means that their alternative futures are often ignored.     

Experiences of the development and use of scenarios for evaluating Swedish national environmental objectives

The aim of the present paper is to present and evaluate a method for encouraging long-term thinking and considerations of a variety of scenarios in environmental policy processes. The Swedish environmental policy is based on 16 environmental objectives that national authorities are responsible for. They are evaluated annually and also in-depth every fourth year. Here we describe and explore a futures study project for introducing a more long-term thinking in the work with the environmental objectives, tested in the in-depth evaluation 2008. An experience was that it is difficult to design a collective scenario work in a case with a wide variety of objectives and with individuals with different backgrounds. However, this difficulty makes it even more important to incorporate futures studies in authorities work. Scenario work is often subcontracted, leading to a constant lack of futures studies competence and thinking at the authorities. Another experience is that despite the difficulties, experts at the authorities did start thinking more in terms of opportunities with futures studies. A general conclusion from the work was that there is an interest and need for futures studies at the authorities in charge of the environmental objectives. The possibly most important conclusion from this project was that the authorities need to build up their own competences in futures studies.     

The Transition from Product to Solution Selling: The Role and Organization of Employees Engaged in Current Business

ABSTRACT

Purpose: This research investigates how to manage and organize existing employees when launching a solution sales strategy, specifically addressing whether it is possible to migrate existing sales representatives active in product sales to solution sales, and whether it is possible to combine the roles.

Methodology/approach: A case-based approach was applied to a multinational firm, engaged in business-to-business sales that simultaneously launched a solution sales strategy in 17 countries. In-depth interviews with 29 managers and sales representatives were performed to inductively identify why some countries succeeded in the launch, while others did not.

Findings: Because of fundamental differences in approach between solution and product sales, those countries where the solutions and product businesses were separated performed better. The difference in required capabilities and mindset meant that migrating sales representatives from product to solution sales is problematic.

Research implications: This research offers evidence of differences in mindset and approach between different marketing and sales strategies, extending the conclusions to how these differences affect the possibility of migrating existing sales representatives when launching a new selling strategy. Whether to separate service and product sales has been debated. The present results indicate that separating the current product business from the new solution business facilitates the successful implementation of the new strategy. In the case company, the solutions represent a mixture of product and services, suggesting that the problem is not the difference between products and services, but rather different selling strategies and approaches that require different capabilities.

Practical implications: When launching a solution sales strategy, the solution business should be separated from the current product business at both the organizational and personnel levels. Solution sales necessitates a particular approach and capabilities, making it unadvisable to transfer sales representatives and managers to the new solution business based solely on previous product sales success. Instead, a new skill profile must be developed taking account of the requirements of a demand-driven solution strategy.

Originality/value/contribution: Consensus is lacking as to whether to separate product and service businesses. This article extends the debate to the field of solution

sales, demonstrating that separation is needed to succeed in launching a solution sales strategy. Furthermore, this research extends our knowledge of the difference in approaches between different selling strategies, covering the possibility of successfully migrating existing sales representatives to a different selling strategy.     

Environmental scenarios and local-global level of community engagement: Environmental justice, jams, institutions and innovation

National climate change policy currently operates on a continuum from the local community to the supra-national level. These initiatives include local deliberative processes of low-carbon futures as well as local-global interactions in ‘eco-innovation jam’ dialogues carried out in a virtual space, but founded on communicating with local stakeholder groups. Experiences from national processes and international examples of these structured dialogues of community engagement raise important questions of environmental justice and deliberative processes that facilitate participation by some groups, but perhaps also neglect others. This is particularly relevant since the environmental justice discourse traditionally frames environmental concerns in a place-bound manner that includes local responses to environmental questions. In this paper we argue the importance of local and global forums and deliberative processes for community engagement in order to incorporate stakeholders’ perceptions of future options for low-carbon living, travelling and consuming services and products. Important policy transformations in planning for low-carbon societies are outlined and results from cases are discussed. We conclude with three remarks about the importance of citizen participation for understanding local conditions for change, processes of localized internationalization, and new roles for nation states facing the climate change challenge. We also recognise the importance of the local and global level of deliberative processes targeting sustainable urban futures.     

Privatization of social care delivery – how can contracts be specified?

When contracting out services to private actors, public authorities must be able to ensure that the quality of services provided is satisfactory. Therefore, it is important to formulate precise quality requirements, thus making them possible to monitor. In the study, 1,005 quality requirements from public procurements of nursing homes were categorized, and their degree of monitorability assessed. The analysis showed that quality requirements related to ‘soft’ areas such as social activities typically were non-monitorable. The requirements were written in an imprecise, vague manner, thus making it difficult for the local governments to determine whether or not they were met.     

Experiences of the development and use of scenarios for evaluating Swedish environmental quality objectives

This paper presents and evaluates a method for encouraging long-term thinking and for considering a variety of scenarios in environmental policy processes. The Swedish environmental policy is based on 16 environmental quality objectives (EQOs) that national authorities are obliged to observe. These objectives are reviewed annually and evaluated in depth every four years. Here we describe and explore a futures study project for introducing more long-term thinking into work on the EQOs, which we tested in the in-depth evaluation in 2008. We found it difficult to design a collective scenario for a case with a wide variety of objectives and individuals with different backgrounds. However, this difficulty makes it even more important to incorporate futures studies into the work of the relevant authorities. Scenario work is often subcontracted, leading to a constant lack of futures studies expertise and thinking within authorities. Despite the difficulties, we found that experts within the authorities did begin to recognise the opportunities provided by futures studies. The project revealed an interest and need for futures studies within the authorities in charge of Swedish environmental quality objectives and our findings show that the authorities need to build up their own skills in futures studies.