Change search
Link to record
Permanent link

Direct link
BETA
Hultman, Magnus
Publications (10 of 17) Show all publications
Leonidou, C. N., Leonidou, L. C., Coudounaris, D. & Hultman, M. (2013). Value differences as determinants of importers' perceptions of exporters' unethical behavior: the impact on relationship quality and performance (ed.). International Business Review, 22(1), 156-173
Open this publication in new window or tab >>Value differences as determinants of importers' perceptions of exporters' unethical behavior: the impact on relationship quality and performance
2013 (English)In: International Business Review, ISSN 0969-5931, E-ISSN 1873-6149, Vol. 22, no 1, p. 156-173Article in journal (Refereed) Published
Abstract [en]

The article focuses on the value drivers of the unethical marketing behavior of exporters, as seen from the perspective of their importers, and how this in turn affects the quality of their working relationship and performance. Based on a sample of 189 Cypriot importers, the study revealed that similarities in national, corporate, and personal values between importers and their foreign suppliers are negatively related to unethical marketing practices of the latter as perceived by the former, and vice versa. Perceived export marketing unethicality, in turn, negatively influences the exporter–importer relationship quality (as expressed in terms of cooperation, communication, trust, and commitment), which subsequently has harmful effects on the performance of the relationship. In addition, the existence of a high similarity in both value strength and ethical codes between importers and their export suppliers was found to positively affect the quality of the working relationship. Finally, the association of both corporate and personal values similarity with perceived export marketing unethicality was found to be moderated by network ties, although this was not evident in the case of national values similarity. The findings of the study have important implications for import managers in terms of properly selecting and handling relationships with their foreign suppliers.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-12270 (URN)10.1016/j.ibusrev.2012.03.005 (DOI)b60b863a-0eb7-4661-b9f9-0122da0cbfee (Local ID)b60b863a-0eb7-4661-b9f9-0122da0cbfee (Archive number)b60b863a-0eb7-4661-b9f9-0122da0cbfee (OAI)
Note

Validerad; 2013; 20120305 (dafcou)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-06-15Bibliographically approved
Oghazi, P., Hultman, M., Mostaghel, R. & Parida, V. (2012). Antecedents of technology-based self-service acceptance: a proposed model (ed.). Services Marketing Quarterly, 33(3), 195-210
Open this publication in new window or tab >>Antecedents of technology-based self-service acceptance: a proposed model
2012 (English)In: Services Marketing Quarterly, ISSN 1533-2969, E-ISSN 1533-2977, Vol. 33, no 3, p. 195-210Article in journal (Refereed) Published
Abstract [en]

Technology based self-service (TBSS) facilities have been widely implemented in the service industry and it is therefore vital to understand how customers arrive at decisions to adopt it. This paper presents and tests a model assessing the antecedents of customers’ acceptance of technology based self-service by merging the Technology Acceptance Model (TAM) with self-service attributes. The findings show that intention to use TBSS is an ultimate function of customers’ perceived usefulness of the self service technology, their attitude towards using it, and their perceived enjoyment of using it. Managers who wish to employ TBSS should therefore first obtain a good understanding of the factors that drives their customers’ attitude towards the-self service. They should investigate how to make the self-service more enjoyable in addition to focusing on the traditional usability- and usefulness enhancing features. Recommendations for future research are also provided.

National Category
Other Engineering and Technologies not elsewhere specified
Research subject
Entrepreneurship and Innovation
Identifiers
urn:nbn:se:ltu:diva-3901 (URN)10.1080/15332969.2012.689937 (DOI)2-s2.0-84863889903 (Scopus ID)1bfd4960-fe6d-419b-b034-e401c4d6034f (Local ID)1bfd4960-fe6d-419b-b034-e401c4d6034f (Archive number)1bfd4960-fe6d-419b-b034-e401c4d6034f (OAI)
Projects
CiiR-Centre for Inter-Organizational Innovation Research, Fastelaboratoriet – VINNEXC
Note

Validerad; 2012; 20120403 (vinpar)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved
Leonidou, L. C., Coudounaris, D., Leonidou, C. N. & Hultman, M. (2011). Antecedents and relationship consequences of foreign supplier unethical marketing behavior: an importer's perspective (ed.). In: (Ed.), : . Paper presented at AMA Summer Marketing Educator´s Conference : 05/08/2011 - 07/08/2011.
Open this publication in new window or tab >>Antecedents and relationship consequences of foreign supplier unethical marketing behavior: an importer's perspective
2011 (English)Conference paper, Oral presentation only (Refereed)
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-27846 (URN)1689ea65-6201-4f5b-9bf3-9bcf802ab387 (Local ID)1689ea65-6201-4f5b-9bf3-9bcf802ab387 (Archive number)1689ea65-6201-4f5b-9bf3-9bcf802ab387 (OAI)
Conference
AMA Summer Marketing Educator´s Conference : 05/08/2011 - 07/08/2011
Note

Godkänd; 2011; 20111215 (dafcou)

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-06-15Bibliographically approved
Leonidou, L. C., Coudounaris, D., Leonidou, C. N. & Hultman, M. (2011). Value drivers of importers' perceptions on exporters' unethical behavior: effects on relationship quality and performance (ed.). In: (Ed.), : . Paper presented at Annual Meeting of the Academy of International Business : 24/06/2011 - 28/06/2011.
Open this publication in new window or tab >>Value drivers of importers' perceptions on exporters' unethical behavior: effects on relationship quality and performance
2011 (English)Conference paper, Oral presentation only (Refereed)
Abstract [en]

With the growing globalization of the world economy, relationships between importers and their foreign suppliers are becoming closer. However, the international business environment provides a fertile ground for the growth of unethical behavior. This article sheds light on the drivers of the unethical marketing behavior of foreign suppliers, as these are seen from the perspective of their import buyers, and how this in turn affects the quality of their working relationship and the performance that results from it. Based on a sample of 189 importers located in Cyprus, the study revealed that cultural, corporate, and personal values negatively affect unethical marketing practices, which, in turn, negatively influence relationship quality (as this is expressed in terms of cooperation, communication, trust, and commitment). This will subsequently have harmful effects on the performance of the working relationship. The findings of the study have important implications for import managers in terms of properly selecting and handling relationships with their foreign suppliers.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-33194 (URN)7ff3a30a-5520-497f-9f70-f9dfa9d3fe8f (Local ID)7ff3a30a-5520-497f-9f70-f9dfa9d3fe8f (Archive number)7ff3a30a-5520-497f-9f70-f9dfa9d3fe8f (OAI)
Conference
Annual Meeting of the Academy of International Business : 24/06/2011 - 28/06/2011
Note

Godkänd; 2011; 20111215 (dafcou)

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-06-15Bibliographically approved
Oghazi, P., Hultman, M. & Mostaghel, R. (2008). Determinants of self-service acceptance: a proposed model (ed.). In: (Ed.), (Ed.), Proceedings of the Academy of Marketing Annual Conference: Reflective Marketing in a Material World : 8-10 July 2008, Aberdeen Scotland. Paper presented at Academy of Marketing Conference : 08/07/2008 - 10/07/2008 (pp. 254). : The Gatehouse Design
Open this publication in new window or tab >>Determinants of self-service acceptance: a proposed model
2008 (English)In: Proceedings of the Academy of Marketing Annual Conference: Reflective Marketing in a Material World : 8-10 July 2008, Aberdeen Scotland, The Gatehouse Design , 2008, p. 254-Conference paper, Published paper (Refereed)
Abstract [en]

Self-service facilities are nowadays widely implemented in the service industry and their rate of usage is steadily increasing, it is therefore critical to understand the nature of the value customers place on self-service and how they decide on their use of self-service options. In light of this, the current paper extends the Technology Acceptance Model (TAM) by merging self-service attributes in order to develop and test a self-service acceptance model (SSAM). The proposed model has been tested on data from 277 customers of a university library that has recently employed self-service technologies. The findings indicate that the SSAM fits the empirical data well and that intention to use self-service is an ultimate function of the customers' perceived usefulness of the service, attitude towards using it, and their perceived enjoyment of the self-service feature in question. Based on the study results, recommendations for managers and future research are also provided.

Place, publisher, year, edition, pages
The Gatehouse Design, 2008
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-30906 (URN)4e5b4e30-7e6b-11dd-935c-000ea68e967b (Local ID)9781901085945 (ISBN)4e5b4e30-7e6b-11dd-935c-000ea68e967b (Archive number)4e5b4e30-7e6b-11dd-935c-000ea68e967b (OAI)
Conference
Academy of Marketing Conference : 08/07/2008 - 10/07/2008
Note
Godkänd; 2008; 20080909 (magnus_h)Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2017-11-25Bibliographically approved
Hultman, M. & Oghazi, P. (2008). Good looks - good courses: the link between physical attractiveness and perceived performance in higher educational services (ed.). In: (Ed.), Maree Thyne; Kenneth R. Deans; Juergen Gnoth (Ed.), Australian and New Zealand Marketing Academy (ANZMAC) Conference 2007: . Paper presented at Australian and New Zealand Marketing Academy Conference : 03/12/2007 - 05/12/2007 (pp. 2588-2597). Dunedin, N.Z: University of Otago, School of Business, Dept. of Marketing
Open this publication in new window or tab >>Good looks - good courses: the link between physical attractiveness and perceived performance in higher educational services
2008 (English)In: Australian and New Zealand Marketing Academy (ANZMAC) Conference 2007 / [ed] Maree Thyne; Kenneth R. Deans; Juergen Gnoth, Dunedin, N.Z: University of Otago, School of Business, Dept. of Marketing , 2008, p. 2588-2597Conference paper, Published paper (Refereed)
Abstract [en]

The study's aim has been to investigate whether the physical appearance of the person providing a service has an influence on the overall perceived performance of the service. It has done so by investigating the effects of perceived physical attractiveness in the context of higher educational services. A review of relevant literature and subsequent analysis of empirical data from 180 university courses has revealed that the perceived physical attractiveness of university instructors positively impacts the perceived performance of the instructor as well as the performance of the university courses they provide. The implications of these results for managers of service firms as well as recommendations for future research are also provided.

Place, publisher, year, edition, pages
Dunedin, N.Z: University of Otago, School of Business, Dept. of Marketing, 2008
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-28553 (URN)262073c0-3201-11dd-b113-000ea68e967b (Local ID)262073c0-3201-11dd-b113-000ea68e967b (Archive number)262073c0-3201-11dd-b113-000ea68e967b (OAI)
Conference
Australian and New Zealand Marketing Academy Conference : 03/12/2007 - 05/12/2007
Note

Godkänd; 2008; Bibliografisk uppgift: CD-ROM; 20080604 (keni)

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-03-16Bibliographically approved
Hultman, M. (2008). International marketing program adaptation, strategic fit, and export performance: an empirical investigation (ed.). (Doctoral dissertation). Paper presented at . Luleå: Luleå tekniska universitet
Open this publication in new window or tab >>International marketing program adaptation, strategic fit, and export performance: an empirical investigation
2008 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

The current trend toward globalization has created countless new business opportunities for companies. At the same time, however, it has facilitated participation by foreign competitors on all fronts. Because of this, international marketing strategies are proving to be of increasing importance to companies of all types and sizes, especially those that desire to branch out into new markets through exporting. Yet despite continued calls for further studies and more than half a decade of discussion in the area of international marketing strategy and export performance among practitioners and researchers, the issue is still highly debated and largely unresolved. Accordingly, the purpose of this thesis was to investigate the connection between international marketing strategy and export performance. Using the contingency perspective and the strategic fit paradigm as theoretical platform, a survey was conducted among manufacturing companies in Sweden's three largest export industries and four largest export markets. Specifically, data were collected on the antecedents of marketing program adaptation, the degree of pursued adaptation, and export performance from a sample of more than 300 Swedish export ventures. The results obtained for this thesis suggest that there are a number of contingency factors in firms' macro, micro, and internal environments, which appear capable of determining their level of pursued international marketing program adaptation. Notably, differences between the domestic and export venture markets related to sociocultural environment, technological environment, market characteristics, marketing infrastructure, customer characteristics, and a product's stage in its life cycle are significantly related to marketing program adaptation. Similar connections were also found when firms have long durations in terms of export venture experience, smaller scopes of exporting experience, and higher degrees of commitment to the export ventures. With regards to this thesis' core issue of the connection between international marketing strategy and export performance, the findings strongly suggest that international marketing program adaptation per se is not detrimental to export performance, but rather the strategic fit between the degree of pursued international marketing program adaptation and the relevant contingency factors that propose the pursued strategy. Consequently, managers who wish to achieve superior export performance should first carefully assess their targeted export markets as well as their firms' internal capabilities in view of the identified relevant antecedents of marketing program adaptation. Secondly, they should develop the appropriate capacities and abilities for achieving strategic fit in addition to learning how to diagnose and amend misfit. With its primary focus on strategic fit rather than marketing standardization or adaptation, this thesis offered an alternative explanation for the conflicting findings evident in the international marketing literature, and it can be viewed as a step in the right direction towards resolving the longstanding dispute about the superiority of standardized versus adapted marketing programs.

Place, publisher, year, edition, pages
Luleå: Luleå tekniska universitet, 2008. p. 175
Series
Doctoral thesis / Luleå University of Technology 1 jan 1997 → …, ISSN 1402-1544 ; 2008:67
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-25860 (URN)b76be7b0-b703-11dd-9c2e-000ea68e967b (Local ID)b76be7b0-b703-11dd-9c2e-000ea68e967b (Archive number)b76be7b0-b703-11dd-9c2e-000ea68e967b (OAI)
Note

Godkänd; 2008; 20081120 (ysko)

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-03-15Bibliographically approved
Opoku, R. A., Hultman, M. & Salehi-Sangari, E. (2008). Positioning in market space: the evaluation of Swedish universities' online brand personalities (ed.). Journal of Marketing for Higher Education, 18(1), 124-144
Open this publication in new window or tab >>Positioning in market space: the evaluation of Swedish universities' online brand personalities
2008 (English)In: Journal of Marketing for Higher Education, ISSN 0884-1241, E-ISSN 1540-7144, Vol. 18, no 1, p. 124-144Article in journal (Refereed) Published
Abstract [en]

The paper extends Aaker's previous empirical work on brand personality by exploring whether Swedish Universities communicate distinctive brand personalities in cyberspace. Employing a multistage methodology, data are drawn from the English Web sites of 17 Swedish universities and analyzed by using a combination of computerized content and correspondence analyses. Results indicate that some universities appear to have clear brand personalities, others take on a new face with regard to the obvious personality one would have initially associated them with, while others fail to communicate their brand personalities in any distinct manner. While illustrating a powerful but simple and relatively inexpensive way for institutions for higher education and brand researchers to study communicated brand personalities, this study also highlights the growing importance of brand positioning issues in internationalization and globalization of higher educational institutions.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-3345 (URN)10.1080/08841240802100386 (DOI)2-s2.0-67449138015 (Scopus ID)128be3d0-7e64-11dd-935c-000ea68e967b (Local ID)128be3d0-7e64-11dd-935c-000ea68e967b (Archive number)128be3d0-7e64-11dd-935c-000ea68e967b (OAI)
Note

Validerad; 2008; 20080909 (magnus_h)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved
Mostaghel, R., Oghazi, P. & Hultman, M. (2008). Prioritization of service quality factors in online purchasing: a cross-cultural comparison (ed.). In: (Ed.), (Ed.), Proceedings of the Academy of Marketing Annual Conference: Reflective Marketing in a Material World : 8-10 July 2008, Aberdeen Scotland. Paper presented at Academy of Marketing Conference : 08/07/2008 - 10/07/2008 (pp. 98). : The Gatehouse Design
Open this publication in new window or tab >>Prioritization of service quality factors in online purchasing: a cross-cultural comparison
2008 (English)In: Proceedings of the Academy of Marketing Annual Conference: Reflective Marketing in a Material World : 8-10 July 2008, Aberdeen Scotland, The Gatehouse Design , 2008, p. 98-Conference paper, Published paper (Refereed)
Abstract [en]

Consumer behaviour has changed dramatically in the past decade. Today, consumers can order online many customised products ranging from trainers to cars. In an increasingly interdependent world where barriers to trade and to international exchanges constantly diminish, cultural differences remain the single most enduring feature that has to be taken into account for localizing marketing strategies. The findings of this research are mostly useful to those managers and web-designers who intend to penetrate international "Business to Consumer" markets. One of the key challenges of online businesses is the management of service quality, which holds a significant importance to customer satisfaction. This paper is purposed to unveil customers' perceptions on service quality priority and different cultures' expectations in online shopping. The proposed study has been tested on data from 413 customers divided in two groups from Europe (n=215) and Middle east (n=198). The study is based on the SERVQUAL instrument that identifies five quality dimensions. The findings indicate that; developing countries customers need more security and clarity in transactions but also better internet infrastructure. Based on the study results, recommendations for managers and future research are also provided.

Place, publisher, year, edition, pages
The Gatehouse Design, 2008
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-40621 (URN)fd0f7f20-7e69-11dd-935c-000ea68e967b (Local ID)9871901085945 (ISBN)fd0f7f20-7e69-11dd-935c-000ea68e967b (Archive number)fd0f7f20-7e69-11dd-935c-000ea68e967b (OAI)
Conference
Academy of Marketing Conference : 08/07/2008 - 10/07/2008
Note
Godkänd; 2008; 20080909 (magnus_h)Available from: 2016-10-03 Created: 2016-10-03 Last updated: 2017-11-25Bibliographically approved
Hultman, M., Opoku, R. A., Salehi-Sangari, E., Oghazi, P. & Bui, T. (2008). Private label competition: the perspective of Swedish branded goods manufacturers (ed.). Management Research News, 31(2), 125-141
Open this publication in new window or tab >>Private label competition: the perspective of Swedish branded goods manufacturers
Show others...
2008 (English)In: Management Research News, ISSN 0140-9174, E-ISSN 1758-6135, Vol. 31, no 2, p. 125-141Article in journal (Refereed) Published
Abstract [en]

Purpose - This paper aims to gain a better understanding of how Swedish branded goods manufacturers (BGMs) deal with the increased usage of private labels. Design/methodology/approach - The approach takes the form of answering the three research questions of this study: how private labels are viewed by BGMs on the Swedish market; how Swedish BGMs strategically respond to the increases in private labels; and how the benefits and drawbacks of these strategic responses are perceived by Swedish BGMs. A contrasting multiple case study of four Swedish companies in the fast-moving consumer goods (FMCG) industry was used. Findings - The perceived advantages of private labels are connected to their overall control of the market in which they operate, whereas the advantages of BGMs are seen to be linked to product development and superior brand reputation. BGMs respond to private labels by taking them seriously and striving to increase the perceived distance of their brands from private labels in the eyes of the consumers. The overall benefit of these strategies is perceived to be preparedness for increased private label competition, while the drawbacks vary between companies. Research limitations/implications - In addition to empirical testing based on previous research on private label competition in a new setting, the study also presents suggestions for future research and the implications of the findings for managers. Practical implications - Findings indicate that BGMs should take the emergence of private labels seriously, while at the same time striving to maintain good business relationships with the retailers. Originality/value - The study provides insights into the competitive situation between private labels and the manufacturer brands in the Swedish FMCG market.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-10016 (URN)10.1108/01409170810846849 (DOI)2-s2.0-77955134192 (Scopus ID)8c475db0-d984-11dc-8da8-000ea68e967b (Local ID)8c475db0-d984-11dc-8da8-000ea68e967b (Archive number)8c475db0-d984-11dc-8da8-000ea68e967b (OAI)
Note

Validerad; 2008; 20080212 (keni)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved

Search in DiVA

Show all publications