Supplier's position in project marketing networks

The present study explores relationships between project marketers and their customers in project marketing context. The purpose of the study is to increase the understanding on supplier’s position in project marketing networks. Project marketing is representing a high volume in the international business, and the industrial network approach and the project marketing research cannot fully explain a supplier’s position in project marketing networks. Increased knowledge on project networks can also contribute to industrial marketing research more generally. Data for the present study was collected firstly during the pilot case study from project buyers in the paper and the steel industry in interviews. Secondly an entire project marketing case concerning a steel industry case was used as a data source. The data included interviews, correspondence between the supplier and the buyer, and project documents. The data of the pilot case was analysed with contents analysis, and in the case a deeper analysis based on the developed Stage Dimension framework was used. Supplier’s position in project marketing networks is a hierarchical and dynamic concept including a supplier’s position on the highest level. The dimensions of the position concept are the intermediate level, and the dimensions are based on the underlying components. Supplier’s position is composed from four organization related dimensions, and two individual actor related dimensions. The composition of the supplier’s position varies during the project marketing process, and consequently the relative importance of the dimensions is changing over the process. Supplier’s position in project marketing networks is shaped by incremental and radical changes. Radical changes are initiated by critical events. The study contributes to the research of industrial networks and project marketing. The theoretical contribution of the study is threefold: firstly it proposes a structure of the position concept in project marketing networks, secondly it proposes the Position Stage Dimension Component (PSDC) model for the development of supplier’s position during the project marketing process, and thirdly the study widens the critical event concept to cover the project marketing process both on the organizational and individual level. In addition to the theoretical contributions there are several managerial implications for planning and implementing marketing strategies in the project context.

Bicultural individuals as workforce in Australian MNCs

This study focuses on bicultural individuals as workforce in multinational companies in Australia. The aim of the study is to research the role of these individuals in these companies, with three sub-questions; to research (bi)cultural identity biculturals have, exploiting biculturals’ competencies in multinational companies, and challenges in managing biculturals in these companies. The main theoretical concepts related to this research are biculture and a cross-cultural work environment. Furthermore, discussing biculturals as part of workforce in MNCs, by presenting opportunities and challenges, has been taken into account. The empirical part for the research was collected by semi-structured interviews between January and March 2016. The findings of this study suggest that the role of biculturals in MNCs is not established. Biculturals can be viewed as appreciated workforce but MNCs lack recognition and awareness of biculturals’ competencies. The competencies of biculturals’ are related to bicultural identity integration and sometimes competencies can be latent. Competencies bicultural individuals possess are often related to cultural knowledge, cultural frame switching, understanding and perception towards others. Australia as a nation faces cultural diversity daily but the potential behind it remains fairly untouched even on the individual level. The potential is everywhere but a more universal approach how to handle the potential still remains vague for most. There seem to be different approaches to diversity and to biculturalism, which lead to either advantage or challenge. It is found that in case the potential is recognized the result is more likely positive. Challenges may still occur yet if challenges are managed appropriately the company may be able to learn from them. Alternatively, ignorance is more likely to cause challenges that lead to a loss of resources. Biculturalism is not achieved overnight, as it was emphasized throughout this study, which highlights the role of competencies. For the future research it is necessary to find approaches how to enhance awareness and highlight possibilities, to capture currently lost potential.