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  • 51.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Assessment of purchasing decision process of electronic data interchange (EDI): an exploratory study of Swedish firms1997Report (Other academic)
  • 52.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Evaluation of purchasing decision process of Electronic Data Interchange (EDI): an empirical study of Swedish firms1998In: Marketing advances in theory, practice and education / [ed] Duncan J. Herrington; Ronald D. Taylor, Society for Marketing Advances , 1998, p. 87-93Conference paper (Refereed)
  • 53.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Foreign language competence of expatriate employees in Swedish firms: a pilot study1996Report (Other academic)
  • 54.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Industrial buying behavior in developing and industrialized nations1988Licentiate thesis, monograph (Other academic)
  • 55.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Industrial buying behavior in developing countries: a study of Malaysia and Thailand1991Doctoral thesis, comprehensive summary (Other academic)
    Abstract [en]

    Despite its significance limited research has been done in the field of industrial buying behavior in the developing countries. This study deals with firms' buying behavior of capital equipments in two of the industrially developing countries of South-East Asia, namely Malaysia and Thailand. Due to lack of research foundation in this area the general lines of investigation of industrial buying behavior in the industrialized countries were used for this study and an explanatory, descriptive and comparative research design was adapted. Data was collected through mail questionnaire and depth interviews with managers of Malaysian and Thai companies. The study's findings indicate that (a) in general the concepts proposed by the scholars for studying industrial buying behavior in the industrialized countries can provide an adequate framework for understanding the industrial buying behavior in the developing countries (b) the decision making process in the companies of the industrially developing countries are, with minor deviation, similar to that of firms in the industrialized countries (c) no major deviation was observed in decision making process of companies in the two countries under study (d) increase in the degree of industrialization lead to closer similarity in the industrial buying behavior of developing and industrialized countries (e) fluctuation in the value of purchase of capital equipment is a key factor in determining the composition of as well as the influence pattern in the buying center (f) environmental factors (technical, economic, political and social) have an impact on the purchasing decision making process in the industrially developing countries.

  • 56.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Industrial market segmentation according to the buyers' preferences in the far-east and middle-east1990In: Proceedings of Academy of International Management and Marketing Conference, 1990, p. 176-183Conference paper (Refereed)
  • 57.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Information technology as a determinant of competitiveness1997In: Competitiveness Review: an international business journal, ISSN 1059-5422, E-ISSN 2051-3143, Vol. 7, no 2, p. 52-57Article in journal (Refereed)
    Abstract [en]

    Analyzes the role of information technology in competitiveness in Sweden. Requirements for globalization of business firms; Information system as a major contributor to the success of an organization; Information systems department and strategic planning process.

  • 58.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Major differences in organizational buying behavior of developing countries and industrialized nations1986In: Proceedings of Second Symposium on Cross Cultural Consumers and Business Studies, 1986, p. 46-49Conference paper (Refereed)
  • 59.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Marketing Research in Small and Medium Sized Swedish Manufacturing Firms: An Assessment of Application1997In: Business research yearbook, ISSN 1082-9040, Vol. 4, p. 170-174Article in journal (Refereed)
  • 60.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Purchasing decision process of electronic data interchange in Swedish firms2001In: International Journal of Management, ISSN 0813-0183, Vol. 18, no 3, p. 378-388Article in journal (Refereed)
    Abstract [en]

    Focuses on the purchasing decision process of electronic data interchange in Swedish firms. Assessment on the organizational buying behavior; Evaluation of the selection criteria; Correlation between purchasing and logistics.

  • 61.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Beheshti, Hooshang
    Mattson, Melvin R.
    Management of information technology in Swedish firms: An empirical study1999In: Journal of International Technology and Information Management, ISSN 1063-519X, E-ISSN 2168-1260, Vol. 7, no 1, p. 1-13Article in journal (Refereed)
  • 62.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Assessment of business-to-business (B2B) e-marketplaces' performance2007Doctoral thesis, comprehensive summary (Other academic)
    Abstract [en]

    Electronic marketplaces (e-marketplaces) are new business venues for buying, selling, and supporting customers, products, and services in many industries. The emergence of business-to-business (B2B) e-marketplaces has opened up opportunities for efficient online transactions between firms. While large capital investments were made in numerous B2B e-marketplace initiatives, a significant number of these firms ended up going bankrupt. Today, many e-marketplaces are still struggling to survive and are trying to understand the characteristics of viable business models and strategies for becoming successful. Research within this field is scarce and provides only fragmented insights into the area. Thus, the research problem of this thesis was designed to investigate holistically how the business performance of a B2B e-marketplace can be analyzed. Based on literature review and a pilot study, four research questions were developed and a theoretical framework was then created. A qualitative research approach, investigating six B2B e-marketplaces in Europe and the US, was adopted. Results from this study indicate that differences exist between B2B e- marketplaces in several aspects of their strategic position; thus, the existing taxonomy of B2B e-marketplaces can be questioned. Findings also indicate that several factors can determine the success and/or the failure of B2B e-marketplaces. Having technological expertise and a critical mass of companies trading through the e-marketplace are crucial to the e- marketplace's success. Results also suggest that the common challenges facing B2B e-marketplaces are business related, rather than technically oriented. Major challenges e-marketplaces have to address to perform successfully include, for example, creating liquidity and keeping a balance between the diverse interests of stakeholders. Concerning the critical impact business model components have on the success and/or failure of B2B e-marketplaces, it could be concluded that the companies' internal capabilities and assets, in particular, as well as their cost and revenue model, have an important role to play. Finally, the outcome of the study shows it may be possible to utilize the emerged frame of reference as a foundation to understand B2B e-marketplaces holistically.

  • 63.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Styvén, Maria Ek
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Wallström, Åsa
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Offentliga e-tjänster - En nytta för medborgaren eller en nödvändighet för kommunen?2012Report (Other (popular science, discussion, etc.))
  • 64.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Foster, Tim
    Curriculum internationalisation: a comparative study in Iran and Sweden1999In: European Journal of Marketing, ISSN 0309-0566, E-ISSN 1758-7123, Vol. 33, no 7/8, p. 760-772Article in journal (Refereed)
    Abstract [en]

    Investigates the increasing interest by educators to provide students with the international management and research skills that are becoming more necessary as we enter the twenty-first century. Highlights the need for the internationalisation of curriculum, as well as the faculty and instructors who teach such courses. Presents two cases of such internationalisation efforts in Iran and Sweden. Explores the internationalisation of the courses and the instructors who taught them over a three-year period; certain positive and negative aspects to these experiences are identified and presented. Suggests that such research on the successes and failures in such cases serve as a foundation to continue research in other settings, so as to learn more about how to continue with efforts to internationalise both curriculum and faculty.

  • 65.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Mattson, M.R.
    Beheshti, H.M
    Industrial purchasing in southeast Asia: a comparative analysis1992In: Journal of Southeast Asia Business, ISSN 1055-2073, Vol. 8, no 1, p. 1-15Article in journal (Refereed)
  • 66.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Shahnavaz, Houshang
    An ergonomic checklist: checklist for the evaluation of material handling equipment used in machine shop1987Report (Other academic)
  • 67. Salehi-Sangari, Esmail
    et al.
    Wallström, Åsa
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Selecting a Professional Service Supplier2003In: Proceedings of European Marketing Academy Glasgow, UK, May 20-23 2003,: EMAC, 2003Conference paper (Refereed)
  • 68.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Wallström, Åsa
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Ek Styvén, Maria
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Projekt: Kundfokus för ökad användning av offentliga e-tjänster2015Other (Other (popular science, discussion, etc.))
  • 69.
    Salehi-Sangari, Esmail
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Wallström, Åsa
    Engström, Anne
    e-Government 24/7 - what is offered and what do citizens demand?2008In: 5th Scandinavian Workshop on E-Government: Workshop Proceedings, 2008, p. 176-188Conference paper (Refereed)
  • 70. Sattari, Setayesh
    et al.
    Blomgren, Henrik
    Kungliga tekniska högskolan, KTH.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Farshid, Mana
    Evolution of consumer behavior literature2009Conference paper (Refereed)
  • 71.
    Sattari, Setayesh
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Peighambari, Kaveh
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Torkan, Soheil
    University for Humanistics.
    Requiem for a brand: consumer response to brand elimination2011In: The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science, Coral Gables, FL USA May 24-27, 2011 / [ed] Mary Conway, The Academy of Marketing Science, 2011, p. 482-484Conference paper (Refereed)
    Abstract [en]

    While companies may seek to rejuvenate and/or adapt their brands, circumstances will arise where the company may seek its brand closure. Studies on the consumer-side of brand death are sparse. This paper argues that how consumers react toward brand deletion can be explained by grief and bereavement theories used in psychology.

  • 72.
    Sattari, Setayesh
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Peighambari, Kaveh
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Torkan, Soheil
    University for Humanistics.
    Requiem for a brand: consumer response to brand elimination2015In: The Sustainable Global Marketplace: Proceedings of the Annual Conference of the Academy of Marketing Science, Coral Gables, FL USA May 24-27, 2011 / [ed] Mary Conway, Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 482-484Conference paper (Refereed)
    Abstract [en]

    While companies may seek to rejuvenate and/or adapt their brands, circumstances will arise where the company may seek its brand closure. Studies on the consumer-side of brand death are sparse. This paper argues that how consumers react toward brand deletion can be explained by grief and bereavement theories used in psychology.

  • 73. Sattari, Setayesh
    et al.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Peighambari, Kaveh
    Service quality in the Iranian cellular telecommunication market2009Conference paper (Refereed)
    Abstract [en]

    This paper evaluates service quality in Iran’s mobile telecom market based on the well-known SERVQUAL model, with modifications made by Wang Po-Lo (2002) to reflect the industry attributes of mobile telecom. Based on 250 respondents, results indicate that there is a support for the application of this model in Iran.

  • 74. Sattari, Setayesh
    et al.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Peighambari, Kaveh
    Service quality in the Iranian cellular telecommunication market2015In: Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference / [ed] Leroy Robinson Jr., Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 105-109Conference paper (Refereed)
    Abstract [en]

    This paper evaluates service quality in Iran’s mobile telecom market based on the well-known SERVQUAL model, with modifications made by Wang Po-Lo (2002) to reflect the industry attributes of mobile telecom. Based on 250 respondents, results indicate that there is a support for the application of this model in Iran.

  • 75.
    Skarmeas, Dionysis
    et al.
    Department of Industrial Management and Technology, University of Piraeus.
    Katsikeas, Constantine S.
    Leeds University Business School, University of Leeds.
    Spyropoulou, Stavroula
    Leeds University Business School, University of Leeds.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Market and supplier characteristics driving distributor relationship quality in international marketing channels of industrial products2008In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 37, no 1, p. 23-36Article in journal (Refereed)
    Abstract [en]

    Although we are beginning to comprehend the fundamental importance of relationship quality in interorganizational exchange, a relatively small, but growing, body of literature that has not kept pace with the tremendous growth in global channel transactions has been devoted to the development of cross-border relationship quality. This study addresses this gap in the literature by investigating the extent to which certain market and exporter characteristics affect the development of relationship quality in the context of importing distributors trading with exporting manufacturers of industrial products. Relationship quality is viewed as a higher-order construct composed of trust, commitment, and satisfaction. Findings reveal that psychic distance is related negatively to relationship quality, while transaction-specific investments and role performance are associated positively with relationship quality. No link is found between environmental uncertainty and relationship quality. Managerial implications of the findings are considered and limitations along with future research directions discussed.

  • 76. Steyn, Peter
    et al.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Pitt, Leyland
    Parent, Michael
    Simon Fraser University, Vancouver.
    Berthon, Pierre
    The social media release as a public relations tool: intentions to use among B2B bloggers2010In: Public Relations Review, ISSN 0363-8111, E-ISSN 1873-4537, Vol. 36, no 1, p. 87-89Article in journal (Refereed)
    Abstract [en]

    The Social Media Release (SMR) is emerging as a potentially powerful public relations tool in a world of social network media, particularly when targeted at influential bloggers. The research described here studies the factors that influence bloggers to use SMRs, using the Technology Acceptance Model as a theoretical framework, concentrating specifically on their perceptions of usefulness and ease of use.

  • 77.
    Styvén, Maria Ek
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering. Kungliga tekniska högskolan, KTH.
    Farshid, Mana
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    There's a silver lining: Information quality, trust and positive meaning after a crisis2015Conference paper (Refereed)
  • 78.
    Styvén, Maria Ek
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Salehi-Sangari, Esmail
    Wallström, Åsa
    Kommunala e-tjänster från medborgares perspektiv2009Conference paper (Other academic)
    Abstract [sv]

    Beskrivning: I regeringens handlingsplan för e-förvaltning är målet att skapa en e-förvaltning som är så enkel som möjligt för så många som möjligt, och önskan är att Sverige ska ha en världsledande position inom området. Förutsättningarna finns; Sverige har en hög mognadsgrad när det gäller IT-användning och det finns ett relativt stort antal offentliga e-tjänster tillgängliga. Trots detta är användningen av offentliga e-tjänster inte så hög som den skulle kunna vara. Den låga användningen, liksom det faktum att förväntade resultat av satsningar på e-förvaltning inte har uppnåtts, kan delvis förklaras av otillräcklig förståelse för medborgarnas behov (Osimo et al., 2008). Tidigare forskning indikerar också att svensk offentlig förvaltning inte erbjuder nödvändiga och önskade e-tjänster till sina användare (Löfstedt, 2005; Salehi-Sangari, Wallström & Engström, 2008). Den kommunala sektorn representerar ca 70 % av den offentliga förvaltningen och kommunernas e-förvaltningsarbete är därför av största vikt för Sveriges utveckling inom området. En ökad användning av kommunala e-tjänster skulle bidra till att skapa en effektiv e-förvaltning. E-förvaltning är relativt nytt som forskningsfält och den forskning som finns är framförallt baserad på teorier inom informatik och systemvetenskap. Forskning som utgår från medborgarnas behov är mycket sällsynt (Huang, 2007). Detta trots att en viktig förutsättning för att satsningar på offentliga e-tjänster ska lyckas är att de tjänster som tas fram också accepteras och verkligen används av medborgarna (Kumar et al., 2007). För att kunna utveckla och införa e-tjänster som medborgarna accepterar och använder, samt för att öka användningen av de e-tjänster som redan har implementerats, är det viktigt att förstå vilka behov, beteenden och attityder medborgarna har och hur dessa kan påverkas.I det avseendet kan offentliga organisationer ta lärdom från det marknadsorienterade synsätt som växt fram inom marknadsföringsområdet. En marknadsorienterad organisation har en grundlig förståelse för kunders behov, för deras beteenden när de skaffar och använder produkter och tjänster och för faktorer som påverkar deras val av produkt/tjänst (Dibb et al., 2006). Syftet med denna studie är därför att med utgångspunkt från ett marknadsorienterat perspektiv identifiera medborgares behov, beteenden och attityder samt problem och möjligheter som medborgarna upplever relaterat till kommunala e-tjänster. Empiriska data kommer att samlas in genom ett antal fokusgruppintervjuermed medborgare från såväl storstäder som mindre kommuner, från olika delar av Sverige. Preliminära resultat från studien kommer att presenteras vid konferensen.

  • 79.
    Styvén, Maria Ek
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Wallström, Åsa
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    "IT's Complicated...": Influence of perceived sacrifice and trust on eService adoption2011In: Electronic Government: 10th IFIP WG 8.5 International Conference, EGOV 2011, Delft, The Netherlands, August 28 – September 2, 2011. Proceedings / [ed] Marijn Janssen; Hans J. Scholl; Maria A. Wimmer; Yao-hua Tan, Berlin: Springer Science+Business Media B.V., 2011, p. 112-121Conference paper (Refereed)
    Abstract [en]

    In order to increase usage of e-government services, there is a need for better understanding of factors driving citizens’ use of such services. This study addresses the following research problem: How do trust, perceived sacrifice, and optimism bias influence citizens’ intentions to use public e-services? A model of e-service adoption is proposed and tested on a random sample of Swedish citizens. The model confirms the influence of trust and optimism bias, and the results also suggest that perceived sacrifice in terms of time and effort can be a strong predictor of behavioral intentions.

  • 80.
    Styvén, Maria Ek
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Wallström, Åsa
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Kommunala e-tjänster: Vilka egenskaper och funktioner är viktiga för medborgarna? : Delrapport 2 i projektet "Kundfokus för ökad användning av kommunala e-tjänster" (CUP)2011Report (Other academic)
  • 81.
    Styvén, Maria Ek
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Wallström, Åsa
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    To Use or Not to Use: Road Bumps for Citizens’ Adoption of e-Services2014In: Systems, Signs & Actions, ISSN 1652-8719, E-ISSN 1652-8719, Vol. 8, no 1, p. 25-42Article in journal (Refereed)
    Abstract [en]

    In order to increase usage of e-government services, there is a need for better understanding of factors driving citizens’ use of such services. This study addresses two main objectives: (1) to assess the influence of trust, perceived sacrifice, and optimism bias on citizens’ intentions to use public e-services; (2) to assess the moderating influence of previous use on the relation-ships between trust, perceived sacrifice, optimism bias and intention to use public e-services. A model of e-service adoption is proposed and tested on a random sample of 422 Swedish citizens. The model confirms the influence of trust and optimism bias; however, trust seems to play a considerably more important role for non-users than for users. Results also suggest that perceived sacrifice in terms of time and effort can be a strong predictor of behavioral inten-tions. Furthermore, the negative effect of perceived sacrifice on the intention to use e-services is much stronger for those who have used service-related information on municipal web sites than for those who have not. For these citizens, the perceived sacrifice is not decreased by the degree to which they perceive themselves as more competent than the average Internet user. Hence, it will be difficult to retain users who have experienced an e-service as complicated and inefficient, even if these citizens are skilled Internet users. In turn, this may hamper the adoption of other e-services.

  • 82.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Ek Styvén, Maria
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Projekt: Effektiv kommunikation vid kris2015Other (Other (popular science, discussion, etc.))
  • 83. Wallström, Åsa
    et al.
    Engström, Anne
    Salehi-Sangari, Esmail
    Styvén, Maria Ek
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Public e-services from the citizens' perspective: adopting a market orientation2009In: International Journal of Public Information Systems, ISSN 1653-4360, Vol. 5, no 2, p. 123-134Article in journal (Refereed)
    Abstract [en]

    The recently published Swedish eGovernment Action Plan stresses that "the need of the user should always be an important starting-point in the efforts made by administrations to develop eServices." But, is that the picture communicated in the action plan? This article reflects critically on the action plan from a marketing perspective. The discussion focuses on citizens as consumers of public e-services and argues that benefits from a market-oriented approach could support organizations in their development of public e-services. Developing online services based on knowledge of citizens' needs, behaviors, and attitudes presents possibilities for creating customer-oriented services that increase productivity while delivering added value for citizens.

  • 84.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Styvén, Maria Ek
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    E-medborgare och p-medborgare - vilka är det: Delrapport 3 i projektet "Kundfokus för ökad användning av kommunala e-tjänster" (CUP)2011Report (Other academic)
  • 85.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Styvén, Maria Ek
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    From crisis to control - all about communication?2013Conference paper (Refereed)
  • 86.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Styvén, Maria Ek
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    From crisis to control: all about communication?2015In: Ideas in Marketing: Finding the New and Polishing the Old : Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference / [ed] Krzysztof Kubacki, Cham: Encyclopedia of Global Archaeology/Springer Verlag, 2015, p. 253-255Conference paper (Refereed)
    Abstract [en]

    The supply of drinking water is a crucial and vulnerable element of the Swedish infrastructure. In the past few years it has suffered several crises due to contamination and waterborne diseases. Therefore, management of water crisis has become a highly topical issue for the country's municipalities, particularly after two recent outbreaks of cryptosporidium. This protozoan parasite is often spread through contaminated water and causes a parasitic disease that affects the intestines and typically causes an acute short-term infection. The largest known outbreak of cryptosporidium in drinking water occurred in 1993 in Milwaukee, US, where more than 400 000 people were infected. In Sweden, two large outbreaks have occurred during the past few years. The drinking water in Östersund, a mid-sized city with around 59 000 inhabitants, was infected with cryptosporidium in November 2010. The number of people infected reached approximately 27 000, and the outbreak lasted for 12 weeks. Just a few months afterwards, Skellefteå, with 71 000 inhabitants, had a similar experience. At least 20 000 people were infected in an outbreak lasting 20 weeks. This type of crisis affects many people for a long time, and effective communication, therefore, is essential to limit the impact of the crisis.

  • 87.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Styvén, Maria Ek
    Salehi-Sangari, Esmail
    Blomgren, Henrik
    Department of Industrial Economics and Management (INDEK), Royal Institute of Technology (KTH).
    Building a public brand: the internal brand building process and the brand team2010In: Gothenburg Research Institute / [ed] Petra Adolfsson; Rolf Solli, Gothenburg Research Institute , 2010, Vol. vol. 2, p. 83-96Conference paper (Refereed)
    Abstract [en]

    While branding strategies traditionally have been applied most extensively by profit driven businesses, brands are now also viewed as powerful tools for public organizations. More and more cities are using city branding to position themselves. A local government can for example develop city brands to attract and retain a growing number of inhabitants, businesses and visitors. Previous research shows that city brands can learn from existing knowledge in the area of corporate branding. Even though planning can be seen as one of the most important aspects in building a brand, research on internal brand building, (i.e., the activities that occur before the brand is implemented) and on the people involved in this process, is still scarce. The purpose of this study was to explore the internal corporate brand building process of a city brand and identify the brand team. An illustrative case of the internal brand building process for a city brand, which was initiated by a Swedish local government, was selected. Findings show that the three stages in the internal brand building process (i.e., brand audit, brand identity, and brand position statements) could be identified. However, results show that the repositioning of the city brand had to be done stepwise and the internal brand building process, including all three stages, was repeated already after five years. Findings indicate that internal as well as external members were included in the brand team. The Head of Development at the local government was found to be the central individual of the brand team, i.e., the brand champion.

  • 88.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Engström, Anne
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Styvén, Maria Ek
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    INDEK, Kungliga tekniska högskolan (KTH).
    Molander, Crister
    Microsoft.
    Forsberg, Magnus
    Microsoft.
    Effektiv kommunikation vid kris: Slutrapport från projektet EKO2014Report (Other (popular science, discussion, etc.))
  • 89.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Karlsson, Ted
    Salehi-Sangari, Esmail
    Building a corporate brand: the internal brand building process in Swedish service firms2008In: Journal of Brand Management, ISSN 1350-231X, E-ISSN 1479-1803, Vol. 16, no 1-2, p. 40-50Article in journal (Refereed)
    Abstract [en]

    There is consensus that every organisation needs to develop a strong brand as part of its business strategy. It is, however, unclear how corporate brands can be effectively developed. The aim of this study is to empirically explore the internal corporate brand-building process in Swedish service firms. This process refers to activities that occur before the implementation of the brand. This is a qualitative study in which three case studies are presented and in which purposive sampling was applied. The study's aim was to find illustrative cases of firms that had recently conducted an internal, corporate brand-building process. The selected firms had initiated the process based on different circumstances (ie due to a crisis, geographical expansion or strategic repositioning). Personal interviews were used as the main data collection method. Three concurrent flows of activities, that is, data reduction, data display and conclusion drawing, have been applied in the data analysis. All firms aimed to strengthen the corporate brand in their brand portfolio by reducing sub-brands, and by updating their brand identity and brand position statements. Findings show that even though the three firms had initiated the internal corporate brand-building process for different reasons, the three stages in the process, that is, brand audit, brand identity and brand position statements, could still be identified. Differences, however, occurred within the stages.

  • 90.
    Wallström, Åsa
    et al.
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Salehi-Sangari, Esmail
    Kungliga tekniska högskolan, KTH.
    Foster, Tim
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Styvén, Maria Ek
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Strandberg, Carola
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Managing retail in an omnichannel environment: Consumer behavior, trends, and challenges2017In: Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings of the 2016 Academy of Marketing Science (AMS) Annual Conference / [ed] Stieler, Maximilian, Cham: Springer International Publishing , 2017, p. 243-244Conference paper (Refereed)
    Abstract [en]

    Retailers are facing major changes, including intensified competition, increased internationalization, and technological advances, which are transforming the competitive landscape at a fast pace. Simultaneously we see an emerging paradigm shift in consumers’ buying behavior. Digital devices such as smartphones and tablets allow consumers to search and shop online, irrespective of time and place and without geographical boundaries. While these devices originally were used mainly for information search, mobile purchases are becoming a natural part of many consumers’ shopping habits.

  • 91. Wang, Jinhui
    et al.
    Salehi-Sangari, Esmail
    Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
    Helping them to help themselves: proposals for a self-service acceptance model2005In: The AM2005, Academy of Marketing Conference, 2005, p. 301-Conference paper (Refereed)
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