Prospects of Bitcoin diffusion

Currency is something people deal with every day in their lives. The contemporary society is very much revolving around currencies. Even though technological development has been rapid, the principle of currency has stayed relatively unchanged for a long time. Bitcoin is a digital currency that introduced an alternative to other digital currencies, and to the traditional physical currencies. Bitcoin is peer-to-peer, open source, and it erases the need of a third party in transactions. Bitcoin has since inception gained certain fame, but it has not established itself as a common currency in the world. The purpose of this study was to analyse what kind of potential does Bitcoin have to become a widely accepted currency in day-to-day transactions. The main research question was divided into three sub questions: • What kind of a process is the diffusion of new innovations? • What kinds of factors speak for the wider adoption of Bitcoin? • What kinds of factors speak against the wider adoption of Bitcoin? The purpose of the study was approached by having diffusion of innovations as the theoretical framework. The four elements in diffusion of innovations are, innovation, communication, time, and social system. The theoretical framework is applied to Bitcoin, and the research questions answered by analysing Bitcoin’s potential diffusion prospects. The body of research data consisted of media texts and statistics. In this study, content analysis was the research method. The main findings of the study are that Bitcoin has clear strengths, but it faces a large amount of uncertainty. Bitcoin’s strong areas are the transactions. They are fast, easy, and cheap. From the innovation diffusion perspective Bitcoin is still relatively unknown, and the general public’s attitudes towards it are sceptical. The research findings purport that Bitcoin has potential demand especially when the financial system of a region is dysfunctional, or when there is a financial crisis. Bitcoin is not very trusted, and the majority of people do not see a reason to start using Bitcoin in the future. A large number of people associate it with illegal activities. In general people are largely unaware of what Bitcoin is or what are the strengths and weaknesses. Bitcoin is an innovative alternative currency. However, unless people see a major need for Bitcoin due to a financial crisis, or dysfunctionality in the financial system, Bitcoin will not become much more widespread as it is today. Bitcoin’s underlying technology can be harnessed to multiple uses. Developments in that field in the future are something that future researchers could look into.

Milleniaalit tietotyössä – organisaatiositoutumisen näkökulmia henkilöstöpalvelualan yrityksessä

Tämän tutkielman tavoitteena on selvittää, mitkä tekijät vaikuttavat henkilöstöpalvelualan yrityksessä työskentelevien y-sukupolveen kuuluvien tietotyöläisten organisaatiositoutumiseen ja näin löytää keinoja edistää tämän henkilöstöryhmän sitoutumista. Päätutkimuskysymys on ”Miten tietotyötä tekevän milleniaalin organisaatiositoutumista voidaan edistää?”. Tutkielma on kvalitatiivinen tapaustutkimus, aineisto kerättiin puolistrukturoiduilla haastatteluilla. Aineisto analysoitiin teoriaohjaavasti organisaatiositoutumiseen, milleniaaleihin ja tietotyöhön liittyvää teoreettista viitekehystä tukena käyttäen ja abduktiivista päättelyä hyödyntäen. Tutkimustulosten mukaan tietotyötä tekevä milleniaali on sitoutunut työhönsä, työyhteisöönsä ja organisaatioon. Organisaatiositoutuminen muodostuu useammasta kuin yhdestä komponentista ja on aineiston mukaan muodoltaan niin affektiivista, normatiivista kuin jatkuvaakin. Nykyorganisaatiossa sitouttavat erityisesti hyvä esimiestyö, työn haastavuus, mahdollisuudet työnkuvan monipuolistamiseen, uramahdollisuudet ja ammatillisen kehittymisen tukeminen. Tulevaisuudessa tietotyötä kohdeyrityksessä tekevät milleniaalit toivovat, että organisaatio panostaisi sitouttamisen edistämiseksi erityisesti yksilön arvostamiseen, työntekijöiden ammatilliseen kehittymiseen, urasuunnitteluun, palkitsemiseen, esimiestyöhön ja yhteisöllisyyteen.

Institutional environment in North Korea: market structure and overcoming institutional voids

Tutkimus sai innoituksensa, kun tutkija huomasi tarpeen liiketaloudelliselle, ajantasaiselle ja realistiselle tutkimukselle Pohjois-Korean markkinoista, joka kuvailisi markkinoiden olemassaolevia ja puuttuvia rakenteita sekä tutkisi mahdollisuuksia ylittää puuttuvat rakenteet. Institutionaalinen teoria valittiin sopivaksi viitekehykseksi kuvailla ja tutkia markkinarakennetta. Tutkimuskysymys muotoiltiin seuraavasti: “Miten ulkomaiset yritykset voivat reagoida puuttuviin markkinarakenteisiin Pohjois-Koreassa?”. Tutkimuskysymys jaettiin kolmeen osakysymykseen: (1) Millainen on Pohjois-Korean markkinoiden institutionaalinen ympäristö? (2) Mitkä ovat merkittävimmät puuttuvat markkinarakenteet Pohjois-Koreassa? (3) Mitä mahdollisuuksia ulkomaisilla yrityksillä voisi olla reagoida puuttuviin markkinarakenteisiin? Tutkimus toteutettiin kvalitatiivisena, koska tutkimuskysymys on deskriptiivinen. Aineisto kerättiin asiantuntijahaastattelun ja kvalitatiivisen sisällönanalyysin keinoin. Primääriaineiston muodostavat 2 asiantuntijahaastattelua ja sekundääriaineiston muodostavat 95 artikkelia, jotka kerättiin 40 lähteestä. Aineisto analysoitiin kvalitatiivisen sisällönanalyysin keinoin. Aineisto koodattiin, luokiteltiin ja esitettiin kokonaisuuksina luokittelurungon avulla, joka laadittiin tutkimusta varten muodostetun teoreettisen viitekehyksen mukaan. Tulokset ja johtopäätökset voidaan tiivistää seuraavasti. (1) Pohjois-Korean markkinan instituutioihin vaikuttaa kaksoisrakenne, jossa muodollinen, sosialistinen rakenne ja epämuodollinen, markkinalähtöinen rakenne toimivat päällekkäin. (2) Puuttuvia rakenteita on sekä markkinan kontekstissa että markkinatasolla. Puutteet ovat osittain seurausta vanhojen rakenteiden korvaantumisesta uusilla, jotka eivät ole institutionalisoituneet. (3) Yritykset voivat käyttää samoja mahdollisuuuksia reagoida puuttuviin markkinarakenteisiin Pohjois-Koreassa, joita kehittyvien markkinoiden yhteydessä on esitetty. Sen tulkittiin vähentävän käsitystä, jonka mukaan Pohjois-Korean markkina on liian erikoinen yritystoiminnalle. (4) Kasvava keskiluokka sekä yrittäjyyden ja naisten yhä merkittävämpi rooli liike-elämässä aiheuttavat alhaalta ylöspäin suuntautuvaa kehitystä markkinoilla. Nämä ovat merkkejä viimeaikaisesta kehityksestä, jotka eivät ole saaneet laajaa huomiota länsimaisessa mediassa. Se korostaa tarvetta liiketaloudelliselle, ajantasaiselle jatkotutkimukselle Pohjois-Korean markkinoista.

Asuntorakentamisen vakioidut tekniset ratkaisut rakennettavuuden ja kustannustehokkuuden varmistamiseksi suunnittelunohjauksessa

Rakennushankkeen suunnitteluvaiheen ratkaisut määrittävät merkittävästi hankkeen laatua, aikataulutusta ja kustannustasoa. Tutkimuksen tavoitteena oli selvittää teknisten suunnittelualustojen ja vakioinnin käytön nykytilaa sekä kustannusvaikutuksia kohdeyrityksessä. Kirjallisuustutkimuksessa suunnittelualustat nähtiin työkaluna vakioinnin lisäämiseen suunnitteluprosessissa ja hyvänä keinona suunnittelijoiden ohjaamiseksi. Työ on tutkimusmenetelmiltään laadullinen tapaustutkimus, jossa teknisten ratkaisuiden vakiointipotentiaalia ja kustannustehokkuutta tutkittiin kolmessa erityyppisessä rakenneratkaisussa. Kohdeyrityksen kustannustiedon ja asiantuntijahaastattelujen avulla vertaillut rakenteet oli ilmastointikonehuone, kylpyhuone ja parveke-elementti. Tutkimuksen keskeisissä tuloksissa suunnittelualustan ratkaisuiden käyttö kohdeyrityksessä on varsin säännönmukaista ja valvottua alustan käytön integroituessa osaksi suunnitteluprosessia. Vakioinnin ja esivalmistusasteen lisääminen tarjoaa potentiaalia parantaa rakennettavuutta ja laatua. Vakioinnin mahdollistama sarjavalmistuksen tehokkaampi hyödyntäminen ja vakioinnin volyymiedut ovat potentiaalinen keino alentaa yksikkökustannuksia. Vakioinnin ja esivalmistuksen aikatauluetujen kustannusvaikutus on merkittävä tuotannon aikasidonnaisten kustannusten pienentyessä ja pääoman käytön tehostuessa.

How Cloud Services may Enable SMEs to Overcome International Growth Challenges: Finnish SMEs in the IT Industry

Digitalization and technology megatrends such as Cloud services have provided SMEs with a suitable atmosphere and conditions to internationalize and seek for further business growth. There is a limited amount of research on Cloud services from the business perspective and the limitations and challenges SMEs encounter when pursuing international business growth. Thus, the main research question of this study was how Cloud services may enable Finnish SMEs to overcome international growth challenges. The research question was further divided into three sub-questions dealing with matters related to features and characteristics of Cloud services, limitations and challenges Finnish SMEs experience when pursuing international growth of business, and benefits and advantages of utilizing Cloud services to mitigate and suppress international growth challenges. First, the theoretical framework of this study was constructed based on the existing literature on Cloud services, SMEs, and international growth challenges. After this, qualitative research approach and methodology were applied for this study. The data was collected through six semi-structured expert interviews in person with representatives of IBM, Exidio, Big Data Solutions, and Comptel. After analyzing the collected data by applying thematic analysis method, the results were compared with the existing theory and the original framework was modified and complemented accordingly. Resource scarcity, customer base expansion and retention, and lack of courage to try new things and take risks turned out to be major international growth challenges of Finnish SMEs. Due to a number of benefits and advantages of utilizing Cloud services including service automation, consumption-based pricing model, lack of capital expenditures (capex) and huge upfront investments, lightened organization structure, cost savings, speed, accessibility, scalability, agility, geographical expansion potential, global reaching and covering, credibility, partners, enhanced CRM, freedom, and flexibility, it can be concluded that Cloud services can help directly and indirectly Finnish SMEs to mitigate and overcome international growth challenges and enable further business growth.

Perceptions of green branding and identity building amongst small Finnish textile producers

The textile industry is one of the most polluting industries in the world. The amount of air and water pollution it causes puts a burden on the environment. There are companies who have taken the environmental and social aspects into account in the their production and chosen to operate in a green manner. This thesis studies how the phenomenon of green branding is seen from the perspectives of small Finnish textile companies. The theory used in this thesis has to do with green branding and identity building. The theory is used to analyze the results of the empirical findings. The main research question that the thesis aims to answer is how green branding is perceived within the Finnish textile industry. In order to answer the main research question, empirical data was collected from five relevant companies within the Finnish textile industry. The companies interviewed for the study were WST, Saana ja Olli, RCM, R-collection and Tiensivu. The study was conducted as a multiple case based study where multiple experts from green companies were interviewed. The experts were all owners or employees of companies that have a so-called green brand identity. The data was collected through semi-structured interviews, where the relevant experts from each company were interviewed either by themselves, in pairs or in groups. The data that was collected for this study was primary data, and the results of the study are mainly based on the experiences and opinions of the experts interviewed. The data collected does not cover the entire green textile industry within Finland, but study does however give a fairly comprehensive view of the phenomenon, as the textile industry in Finland is quite concise. The general findings of the study show that all experts from the companies interviewed agreed that a green brand identity does benefit their company in one way or the other. The findings also show contradictions with the older theory (eg. Charter et al. 1999, Pickett et al. 1995), and perhaps give a more modern view of the thoughts within the industry.

Valtion ohjauksen kehittyminen - case pelastustoimi

Tämän työn tavoitteena on vastata pääkysymykseen, miten sisäministeriö ohjaa pelastustoimen toimialaa ja miten sitä voidaan uudessa järjestelmässä kehittää. Työ on kuvaileva analyysi siitä, miten pelastustoimen toimialaohjausta on toteutettu 1970-luvun puolivälistä nykypäivään. Tavoitteena on kuvata valtion ohjauskeinovalikoimaa ja sitä, miten ohjauskeinoja on pelastustoimessa sovellettu. Keskeinen tavoite on ymmärtää, miten ohjausta on tehty aiemmin ja miten ohjausta tulee tehdä jatkossa, jotta toimialan kehittämistä voidaan tehdä nykyistä paremmin. Työn keskeinen tulos on se, että normi- ja resurssiohjauksen tulee olla keskenään tasapainossa, jota tuetaan tilanteeseen sopivalla informaatio-ohjauksella. Informaatio-ohjauksen tulee perustua vuorovaikutteiseen verkostomaiseen toimintamalliin, jossa toimialan linjauksille haetaan yhteinen sitoutuminen. Tämä edellyttää sisäministeriön ohjausmenetelmien muuttamista perinteisestä normiohjauksesta verkostojen informaatio-ohjaukseksi.

Institutional environment in North Korea: market structure and overcoming institutional voids

The research was sparked by an exchange in South Korea, as the author identified a gap in research that provides economic, up to date and realistic information about the North Korean market in English language. A need for a research was identified that would describe the market’s existing and missing market structures and explore possibilities to overcome the missing market structures. Institutional theory was chosen as a suitable framework to describe and explore the market. The research question was formulated as follows: “How can foreign companies overcome institutional voids in the North Korean market?”. To answer the research question, it was divided into three sub-questions as follows: (1) What is the institutional environment in North Korea like? (2) What are the major institutional voids in the North Korean market? (3) What possibilities do foreign companies have to overcome institutional voids? The research is qualitative by nature due to the descriptive and exploratory nature of the research question. Data collection consisted of expert interview and content analysis, resulting in primary data of two interviews and secondary data of 95 articles from 40 different sources. The data was analyzed with the systematical technique of content analysis. The data was coded, classified and presented as concepts with the help of a classification system that was build following the theoretical framework adapted for this study. The findings can be summarized as follows. (1) The market institutions are characterized by an overlapping dual system of formal, socialist structures and informal, market-oriented structures. (2) Institutional voids prevail on both the market’s contextual and on the market level. They are partly result of old institutions being replaced by new institutions that lack institutionalization. (3) Identified possibilities to overcome institutional voids correspond with possibilities drawn from previous research. This decreases the image of North Korea as an impossibly unique market to operate in. (4) Emerging middle class, rapidly growing entrepreneurial activities and women’s increasing role in business drive a down-to-up change in the market. This signals the recent development of the market, yet has been overlooked in the Western media. Thus there is a need for further economic, up to date research concerning North Korea.

Intellectual capital, knowledge management practices and firm performance

Researchers have widely recognised and accepted that firm performance is increasingly related to knowledge-based issues. Two separately developed literature streams, intellectual capital (IC) and knowledge management (KM), have been established as the key discussions related to knowledge-based competitive advantage of the firm. Intellectual capital has provided evidence on the strategic key intangible resources of the firm, which could be deployed to create competitive advantage. Knowledge management, in turn, has focused on the managerial processes and practices which can be used to leverage IC to create competitive advantage. Despite extensive literature on both issues, some notable research gaps remain to be closed. In effect, one major gap within the knowledge management research is the lack of understanding related to its influence on firm performance, while IC researchers have articulated a need to utilise more finegrained conceptual models to better understand the key strategic value-creating resources of the firm. In this dissertation, IC is regarded as the entire intellectual capacity, knowledge and competences of the firm that can be leveraged to achieve sustained competitive advantage. KM practices are defined as organisational and managerial activities that enable the firm to leverage its IC to create value. The objective of this dissertation is to answer the research question: “What is the relationship between intellectual capital, knowledge management practices and firm performance?” Five publications have addressed the research question using different approaches. The first two publications were systematic literature reviews of the extant empirical IC and KM research, which established the current state of understanding regarding the relationship between IC, KM practices and firm performance. Publications III and IV were empirical research articles that assessed the developed conceptual model related to IC, KM practices and firm performance. Finally, Publication V was among the first research papers to merge IC and KM disciplines in order to find out which configurations could yield organisational benefits in terms of innovation and market performance outcomes.

Factors of innovation creation within functional heterogeneous project teams Case study: ABB Group

The research topic of the work is: “Factors of innovation creation within functionally heterogeneous project teams”. The research question is “What are the factors of innovation creation within functionally heterogeneous project teams?” The subject of this research is to explore the teams of projects, aimed at creating innovations, and understand how innovation is generated through project team work within them in term of factors. In line with the purposes of this study, firstly, it was analyzed what factors of such teams’ work are affecting creating innovation positively and negatively on the base of chosen literature and a preliminary conceptional framework was formulated, and secondly, the research of the work of project teams in one of the divisions of ABB company has been done and other factors and interdependencies between them have been added to the conceptional framework. This final conceptional framework constitutes the essense of the work findings and can be used as a tool to analyze the innovation creation process in functionally heterogeneous project teams

The best practices in the formation phase of Sino-Finnish joint ventures in China: For Finnish software companies

This study discusses the formation phase of Chinese-Finnish joint ventures in China. The purpose of this thesis is to create best practices for Finnish software companies in forming a joint venture with a local Chinese company in China. Therefore, the main research question, in what are the best practices for forming Sino-Finnish joint ventures in China for Finnish software firms, is examined through four different themes within the joint venture formation phase; the motives, the partner se-lection, the choice of a joint venture type and joint venture negotiations. The theoretical background of the study consists of literature relating to the establishment process of Sino-Western joint ventures in China. The empirical research conducted for this study is based on the expert interviews. The empirical data was gathered via nine semi-structured interviews with both Chinese and Finnish experts in software and technology industry, who have experience or knowledge in establishing Sino-Finnish joint ventures in China. Thematic analysis was used to cat-egorize and interpret the interview data. In addition, a thematic network was built to act as a basis of the analysis. According to the main findings, the main motives for Finnish software companies to establish a joint venture in China are lack of skills or experience, little resources to enter on their own, and China’s large market. The main motives for Chinese companies are to gain new technology or man-agerial skills, and expand internationally. The intellectual property rights (IPR) have recently im-proved a lot in China, but the Finnish companies’ knowledge on IPR is inadequate. The Finnish software companies should conduct a market and industry research in order to understand their po-sition in the market and to find a suitable location and potential joint venture partners. It is essential to define partner selection criteria and partner attributes. In addition, it is important to build the joint venture around complementary motives and a win-win situation between the joint venture partners. The Finnish companies should be prepared that the joint venture negotiations will be challenging and they will take a long time. The challenges can be overcome by gaining understanding about the Chinese culture and business environment. The findings of this study enhance understanding of the joint venture formation phase in China. This study provides guidelines for Finnish software companies to establish a joint venture in China. In addition, this study brings new insights to the Sino-Western joint venture literature with its soft-ware industry context. Future research is, however, necessary in order to gain an understanding of the advantages and disadvantages of a joint venture as an entry mode into China for Finnish soft-ware companies.

Managing the change of organizational culture in cross-border mergers and acquisitions: The role of post-acquisition integration in organizational culture change

Over the years, cross-border mergers and acquisitions have become a popular strategic option for variety of firms. Companies often seek rapid growth through acquiring potentially valuable enterprises or attempting to enhance their organization’s profitability by merging with other firms. However, managing the change of organizational culture is a major managerial challenge as companies often confront difficulties when merging two previously autonomous organizational cultures into one, joint organizational culture. Therefore, the purpose of this study is to increase understanding related to the challenges and possibilities concerning the management of organizational culture change in cross-border mergers and acquisitions. The research question “How to manage the change of organizational culture in cross-border mergers and acquisitions?” is analysed in relation to the theories presented in this thesis regarding organizational culture, organizational change and acculturation as well as in relation with the collected empirical data. The research question is divided into three sub-questions according to the following: (1) “What is the role of organizational culture in organizations?”, (2) “How to manage organizational change in mergers and acquisitions?” and (3) “How to manage organizational culture change through acculturation?”. The thesis is conducted as a qualitative case study research including three personal interviews and one group interview. The interviews were conducted as a combination of semi-structured and unstructured interviews. Theories related to organizational culture, the management of change as well as acculturation are studied and further analysed in relation to empirical material collected by the researcher. Research findings indicate that that several factors can influence the success of managing the organizational culture change in cross-border mergers and acquisitions. Factors such as defining the preferred acculturation model prior the merger; managing the resistance of change; open communication; acknowledgement of local culture and cultural differences; involvement of personnel in change processes; as well as the formulation and implementation of comprehensive change plans proved to be important factors with relation to successful management of organizational culture change

Suomessa toimivien kiinteistösijoitusyritysten menestyminen 2007–2014

Tämän kandidaatintutkielman tavoitteena on tutkia Suomessa toimivien kiinteistösijoitusyritysten menestymistä aikavälillä 2007–2014. Tutkimuksen keskiössä ovat erityisesti toimialan suurimpien yritysten suoriutuminen suhteessa pienempiin yrityksiin. Yritysten menestymistä arvioidaan valittujen tunnuslukujen avulla. Tutkimus ajoittuu finanssikriisin, eurokriisin ja taantuman aikaan, jolloin taloudessa tapahtui merkittäviä muutoksia. Kiinteistömarkkinoiden voidaan ajatella olevan paikallisia, jolloin maailmantalouden muutokset eivät ole välttämättä paikallisesti näyttäytyneet yhtä suurina. Tutkielman teoriaosuus esittelee tunnuslukuanalyysimenetelmää sekä valitut neljä tunnuslukua: voittoprosentin, oman pääoman tuottoprosentin, omavaraisuusasteen ja current ration. Lisäksi teoriaosuudessa esitellään mittakaavaedun käsite ja luodaan pohjaa, mittakaavaetujen aiempien tutkimusten perusteella, tutkimuskysymyksen tarkasteluun. Tutkimuksen aineisto kerättiin Amadeus-tietokannasta, tutkimus toteutettiin kvantitatiivisena tutkimuksena SAS-ohjelmistolla käyttäen Mann-Whitney U-testi -menetelmää ja 5 prosentin merkitsevyystasoa. Valitut yritykset jaettiin liikevaihdon perusteella suuriin ja pieniin yrityksiin (rajana 10 miljoonaa euroa), joita vuosittain verrattiin tunnusluvuittain. Tutkimustulosten perusteella voidaan todeta, että toimiala ei reagoinut ajanjaksolla voimakkaasti maailmantalouden muutoksiin. Voittoprosentit sekä omavaraisuusasteet olivat vuosina 2007–2014 pienillä yrityksillä tilastollisesti parempia, sekä oman pääoman tuottoprosentit parempia vuosina 2008 ja 2009. Current ration arvoissa ei ryhmien välillä havaittu tilastollisesti eroja. Voittoprosentin tulosten perusteella voidaan todeta suurilla yrityksillä mittakaavahaittojen esiintymisen mahdollisuus heikomman tuloksentekokyvyn vuoksi. Omavaraisuusasteen ja oman pääoman tuoton tulosten perusteella voidaan päätellä mittakaavaetujen esiintymisen mahdollisuus mahdollisesti vieraan pääoman saatavuudessa, kustannuksissa ja vieraan pääoman vipuvaikutuksen myötä. Tutkimustulokset osoittavat lisäksi suurten yritysten olleen pieniä yrityksiä herkempiä talouden heilahteluille.

Valmentamisen hyödyntäminen työntekijöiden motivoinnissa

Tutkimuksen tavoitteena on tutkia voidaanko työntekijöitä motivoida valmentamisen avulla sekä löytää keinoja ja uusia työkaluja kohdeorganisaation työntekijöiden valmentamisen kehittämiseen. Tutkimuskysymys on ”Kuinka työmotivaatioon voidaan vaikuttaa henkilökohtaisen valmentamisen avulla?”. Tämä tapaustutkimus toteutettiin finanssialan yritykselle laadullisena tutkimuksena ja aineisto kerättiin haastattelemalla puolistrukturoidusti neljää kohdeorganisaation työntekijää. Aineisto analysoitiin sisällönanalyysimenetelmää hyödyntäen. Tutkimustulosten mukaan valmentamisen avulla pystytään vaikuttamaan henkilöstön työmotivaatioon, kun työntekijä on itse siihen asenteiltaan sekä mieleltään vastaanottavainen. Motivaatio jakautuu sisäiseen ja ulkoiseen motivaatioon, joista sisäiseen motivaatioon pystytään vaikuttamaan esimerkiksi mielenkiintoisen työn voimin ja ulkoiseen esimerkiksi palkkauksen avulla. Asiantuntijaorganisaation henkilöstön motivaatiolla on suora vaikutus organisaation suorituskykyyn sekä työyhteisön ilmapiiriin. Tulevaisuudessa kohdeorganisaation tulee panostaa erityisesti yksilölliseen valmentamiseen sekä palautemyönteiseen työilmapiiriin. Uudeksi motivointikeinoksi kohdeorganisaatiolle ehdotetaan ryhmävalmennusta, joka tukee palautteenantamisen kulttuuria sekä motivoi ja sparraa työyhteisöä

NEGOTIATING IN FINNISH GROCERY RETAIL - Negotiation Narratives of S-group, Kesko and Lidl

In this research retail negotiations are explored through the question: What characteristics are distinctive to negotiating in Finnish grocery retail trade? To shed light on the research question I interviewed experienced retail negotiators and mapped out the most important characteristics of the retail negotiations. I described through examples the most prominent challenges negotiators face in their negotiations and elaborated what kind of tools the experienced negotiators use to overcome those challenges. The research results add up to a groundwork frame for retail negotiations with which further research can be more easily directed to any area of interest in the Finnish grocery retail negotiations. The framework can give ideas or frames for further research, or function as a general guideline of factors to consider when negotiating in Finnish retail field. The results were divided into 3 sections: Characteristics, Challenges and Tools. Different negotiation models help negotiators and researchers understand negotiation dynamics. This research adds to that pool by focusing on elements essential to consider specifically in the context of Finnish retail. Finland offered an exceptionally interesting setting to study negotiation, as grocery retail trade in Finland is highly centralized. Especially for those interested understanding a centralized setting such as Finland’s retail field, the framework presented in this research might provide a valuable spectrum of essential negotiation elements. Learning is a lifelong process, but that path can be evened by tuning in on what others have learned during their own endeavors in similar situations. Seasoned negotiators have many stories to tell about negotiating that can be drawn upon and by doing so, we can avoid having to spend time learning the same insights twice. This research drew on narrative, case-research and interviewing to find out how seasoned negotiators in the field of Finnish retail experienced negotiation, what challenges negotiations pose and what tools can be used to overcome them