Enhancing Collaboration Between Marketing and Sales

Researchers’ interest toward cross-functional relationships has increased over the last decades, indicating the importance of collaboration of different functions. However, marketing-sales relationship has started to interest researchers only recently, even though collaboration between these functions is critical for companies’ success and customer satisfaction. The purpose of this study is to examine how collaboration between marketing and sales can be enhanced, and thus explore marketing-sales relationship and factors influencing on the collaboration between these functions. Literature review of this study draws together relevant literature and research concerning the topic. Empirical part explores marketing-sales relationships in a b-to-b company. The empirical research was conducted through six semi-structured interviews. Interviewees represented three different departments - each department’s marketing and sales manager were interviewed. All the interviewees considered that marketing-sales collaboration within the company should be improved. In the analysis certain factors impeding as well as facilitating the collaboration were recognized. Based on these, and lack of facilitating factors, the marketing-sales relationships within the company were defined as aligned relationships. Consequently, marketing-sales collaboration should be enhanced in all the departments by strengthening the facilitative elements. This study provides an overall view on marketing-sales collaboration, its elements and relationship types. Based on this study one can understand factors influencing on the marketing-sales collaboration and recognize the types of marketing-sales relationship.

Palkkakirjanpito osana yrityksen talousohjausta- case tutkimus

Tutkielman tarkoituksena oli tutkia palkkakirjanpitoon liittyviä näkökulmia ja niiden vaikutuksia talousohjaukseen sekä tuoda esille kehitysideoita palkkakirjanpitäjien ja controllerien välisen yhteistyön kehittämiseksi. Lähtökohtana tarkasteltiin talousohjauksen ja palkkakirjanpidon yhteistyön nykytilaa ja aiempia tutkimuksia. Tämä tutkimus on empiirinen tapaustutkimus jossa tutkimusmetodina on käytetty kvalitatiivista analyysiä. Tutkimus on toteutettu puolistrukturoituja haastatteluja ja havainnointia apuna käyttäen. Tutkimuksessa nousi esille globalisaation ja yhteiskunnan muutoksen tuo-mat haasteet. Muutosten myötä molempien osapuolten tehtävien muuttu-minen ja erilaisissa palvelukeskuksissa toimiminen on muuttanut toimintaa ja osapuolten rooleja. Tulokset osoittavat että palkkakirjanpitäjien tiedon tuottamista controllereille, voidaan kehittää parhaiten panostamalla tiedon välitykseen, yhteistyönrakentamiseen ja tuottamalla erilaisia raportteja ennusteiden tueksi. Lisäksi on ymmärrettävä taustatekijät ja kasvatettava molempien osapuolten talousohjauksen ja palkkakirjanpidon tuntemusta. Nämä muutokset havainnollistamalla päästään rakentamaan hyvää ja laadukasta tiedon tuottamista, jolloin palkkakirjanpitäjät voivat olla paremmin osana liike-elämän tukemista.

Development of a project control procedure

The aim of this study is to develop a suitable project control procedure for a target company that can be used in engineering, procurement, and construction or con-struction management contracts. This procedure contains suitable project control software and a model for the use of the software in practice. This study is divided into two main sections. Theoretical part deals with project management, focusing on cost and time dimensions in projects. Empirical part deals with the development of the project control procedure for the target compa-ny. This development takes place in two parts. In the first part, semi-structured interviews are used to find out the company’s employees’ demands and desires for the project control software which will then be used in the developed procedure. These demands and desires are compared to available software in the market and the most suitable one will be chosen. Interview results show that important factors are cost tracking, integration with other software, English language availability, references, helpdesk, and no need for regular updates. The most suitable one is CMPro5 cost control software. The chosen software is used in a pilot project, where its functions and use are analyzed. Project control procedure which will be used in the future is developed based on these procedures. The five steps in developed procedure include employment of a cost engineer, whose task is to maintain the procedure in the target company.

Music digitalization and its effects on the Finnish music industry stakeholders

For the past two decades the music digitalization has been considered the most significant phenomenon in the music industry as the physical sales have been decreasing rapidly. The advancement of the digital technology and the internet have facilitated the digitalization in the music industry and affected all stages of the music value chain, namely music creation, distribution and consumption. The newly created consumer culture has led to the establishment of novel business models such as music subscriptions and à-la-carte downloads websites and live streaming. The dynamic digital environment has presented the music industry stakeholders with the challenge to adapt to the requirements of the constantly changing modern consumers’ needs and demands. The purpose of this study was to identify how music digitalization can influence change in the Finnish music industry value chain; i.e. how digitalization affects the music industry stakeholders, their functions and inter-relatedness and how the stakeholders are able to react to the changes in the industry. The study was conducted as a qualitative research based entirely on primary data in the form of semi-structured interviews with experts from different units of the Finnish music industry value chain. Since the study offers assessment of diverse viewpoints on the value chain, it further provides an integrated picture of the Finnish music industry current situation and its competitive environment. The results suggest that the music industry is currently in a turbulent stage of experimentation with new business models and digital innovations. However, at this point it is impossible to determine which business model will be approved by the consumers in the longer run. Nevertheless, the study confirmed the claim that consumption of music in its digital form is to become dominant over the traditional physical copies sales in the nearest future. As a result the music industry is becoming more user-oriented; that is the focus is shifting from music production towards artist branding and management and visibility to the audience. Furthermore, the music industry is undergoing the process of integration with other industries such as media, social networks, internet services providers and mobile phone manufacturers in order to better fulfill the consumers’ needs. The previously underrated live music and merchandising are also increasing their significance for the revenues in the stagnant music markets. Therefore, the music industry is developing at present towards becoming an integrated entertainment industry deeply penetrating every point of modern people’s leisure activities.

The Evolution of Securities Lending and Risk Mitigation: A Finnish Market Case Study

Although securities lending is an important function of the financial markets, it has not received that much academic attention. This study examines the evolution of European securities lending and risk management with an emphasis on the development of collateral management, the function responsible for reducing credit risk. The effects of the recent financial instabilities are also considered. The evolution of the Finnish securities lending market is examined in more detail through a case-study. This study can be classified as a constructive qualitative case study. The initial practical knowledge comes from the author's own experience and additional insight and theoretical background is acquired through a literature review. The case study is based on research, semi-structured interviews and a brief analysis of numerical data. The main observation of this study was that securities lending is now recognized as more of an investment management discipline than an operational support function. The recent financial instabilities have resulted in an increased focus on risk and transparency. In securities lending this is directly reflected in collateral management guidelines and procedures. Collateral management has become increasingly technologically developed and automated. Collateral optimization initiatives have been started to make the process more efficient, liquid, and cost effective. Although securities lending is generally an OTC-market with no standard market place, centralized exchange-like models have been introduced. Finnish securities lending has now shifted towards the more common global OTC model. Although the Finnish securities lending industry has developed, and the main laws governing it (tax legislation) have changed, there is still need for development. There are still not many Finnish participants involved and due to legal issues most securities loans are collateralized with cash and not securities (e.g. government bonds).

Bisnesenkelit aloittavien kasvuyritysten vauhdittajina – Tapaustutkimus

Bisnesenkelit, eli yksityiset riskisijoittajat ovat tärkeä ulkopuolinen rahoittajataho aloittaville kasvuyrityksille. Varallisuuden sijoittamisen ohella bisnesenkeleiden tärkeä ominaisuus on osaamisen ja verkostojen sijoittaminen yritykseen, minkä myötä yritys saa paremmat edellytykset kasvua varten. Bisnesenkeleiden kontribuutio ajoittuu tyypillisesti jälki-investointivaiheeseen, eli varallisuuden sijoittamisen jälkeen. Osallistumi-sen myötä yrittäjä-sijoittajasuhde on tärkeä taustatekijä bisnesenkelin kontribuutiossa aloittavalle kasvuyritykselle. Tutkimuksen tavoitteena oli luoda ymmärrystä bisnesenkelien kontribuutioon aloittavien kasvuyritysten jälki-investointivaiheessa. Tähän päätutkimusongelmaan vastattiin kuvailemalla lähtökohtia bisnesenkelin osallistumiselle, selvittämällä bisnesenkelin konkreettisia osallistumistapoja sekä kontribuutiosta koettua hyötyä erityisesti yrittäjien kannalta. Tutkimus toteutettiin laadullisena tutkimuksena hyödyntäen tapaustutkimusta. Tutkimusaineistona käytettiin neljälle yrittäjälle ja neljälle bisnesenkelille tehtyä teemahaastattelua. Tutkitut yritykset valittiin pääasiassa teknologiatoimialalta. Bisnesenkeleiden osallistumisen taustalla on pyrkimys viedä yritystä eteenpäin kasvua ja tulevasta exitistä saatavaa tuottoa ajatellen. Nämä tavoitteet ohjaavat bisnesenkeliä välittämään yritykseen strategista ja operatiivista osaamistaan sekä verkostojaan yrityksen tarpeista riippuen. Yrittäjän kannalta oleelliseksi havaittiin myös keskustelukumppanin merkitys. Suhteen toimivuuden edellytyksinä ovat erityisesti osapuolten välinen luottamus ja riittävä vuorovaikutus. Bisnesenkelin kontribuutio koettiin pääosin hyödyllisenä, esimerkiksi kasvua nopeuttaen.

Perspektivmöten i skola och handledning : lärares tankar om specialpedagogisk handledning

To create a more inclusive school, an increase in multidisciplinary cooperation is needed. One possible form of collaboration could encompass the special education teacher taking on the role of a consultant for other teachers in need of support in working with heterogeneous groups of pupils. Previous research shows that special education teachers see the role as consultant as diffuse and complex. The overarching aim of the present study involves deepening the knowledge on how consultation in a special educational context can be understood and developed based on teachers’ descriptions on this particular form of activity interpreted against various perspectives on consultation. The study is qualitative in nature and rests on a hermeneutic interpretive research tradition in combination with an abductive approach. The theoretical framework consists of two different approaches to consultation: the directive and the non-directive approach. The approaches differ regarding particular emphasis on advice and reflection during the consultation and with respect to who or what should be the focus of the consultation. The two approaches are here studied through various theories such as social learning theory, Bruner's theory of scaffolding, Roger’s humanist psychology, and constructivism. Semi-structured interviews were held with eighteen special education teachers (n=9) and class teachers (n=9) working in the compulsory school. The overall interpretation of the results shows that special education consultation can be understood as three different types of consultation. Consultation as counseling which harmonizes with the directive perspective on consultation is the most prominent type. In the consultation as counseling conversation, the special educational knowledge transfer is central and the focus is placed on the pupil. Although special education knowledge transfer emerges as a unique aspect of special education consultation, there are several inherent challenges in this type of consultation that can be addressed in that teachers also describe two other types of consultation. In the reflective consultation, there is a move away from the pupil focus and toward a focus on the class teacher and the use of reflection. The reflective consultation harmonizes with the non-directive approach to consultation. This type of consultation does not as of yet have a prominent place in the Finland-Swedish school context and at this stage it is not seen as a legitimate type of consultation according to the teachers’ descriptions. Despite this, certain aspects of the reflective conversation could be given more space in the development of consultation within special educational contexts. The co-operative consultation is characterized by the teachers acting as teammates and using professional exchange as a strategy for consultation. Both teachers' knowledge is seen as central, and rather than the special education teacher acting as the expert and moderator, the teachers control the consultation together and jointly move the work along. The co-operative consultation enables the focus to move from the pupil toward the context, which can lead to the development of inclusive practices. The results indicate that this type of consultation holds potential in the development of special educational consultation that takes place between equal colleagues. The co-operative consultation opens up for a third collaborative approach to consultation, where aspects of the directive and non-directive perspective can merge and develop. The thesis concludes with the proposal that special pedagogical consultation can be understood from an integrated perspective. The characteristics of the consultation can vary depending on the type of problem or situation, while co-operative consultation can be seen as the ideal as equal colleagues meet in consultation conversations. In order to develop the co-operative consultation, both teachers are required to have knowledge of consultation as a practice, to be part of a collaborative school climate, and that teachers are provided with enough time to take part in consultations.

Intra-organizational knowledge transfer in a Finnish multinational company

The ability of a multinational company to effectively transfer knowledge from one unit to another can create a great source of competitive advantage and is crucial for long-term success. However, in their attempts to disseminate existent knowledge across national boundaries, organizations encounter several obstacles. Especially challenging is the transfer of tacit knowledge, the most valuable kind, as it is embedded in the minds and the behavior of people. The purpose of this study is to identify the main factors and challenges to be considered in intra-organizational knowledge transfer and consequently develop a framework that could be utilized to improve the process. The research is of qualitative nature and it adopts an exploratory approach. The study was further conducted as an intensive single-case study through studying a Finnish multinational company, and the researcher adopted a role as a participant observant in the research setting. Other data collection methods include semi-structured interviews and an online survey. The research findings show that knowledge transfer is currently challenging within the international sales organization of the case company. The majority of knowledge is currently concentrated in the company headquarters, and it is not always systematically distributed to the regional offices abroad. The main factor affecting knowledge transfer seems to be the organizational culture, which does not support or encourage knowledge sharing. The company is struggling in having a common place for information and employees that lack proper social networks have difficulties accessing relevant knowledge. Some recommended improvement suggestions include the institutionalization of knowledge transfer by turning it into an articulated organizational goal, and the implementation of a reward system that includes soft factors, such as teamwork and knowledge sharing behavior. Furthermore, the organizational culture should be more open and supportive in order to reinforce trust. Individuals in regional offices should be given better support by offering them dedicated mentors and increasing the amount of expatriation. Finally, knowledge should actively be codified and stored in commonly shared platforms where it is easily accessible by all employees.

Professional development among educators pursuing a B.Ed. program in special education in Tanzania : a study of motives and perceived outcomes

Implementation of different policies and plans aiming at providing education for all is a challenge in Tanzania. The need for educators and professionals with relevant knowledge and qualifications in special education is substantial. Teacher education does not equip educators with sufficient knowledge and skills in special education and professional development programs in special education are few in number. Up to 2005 no degree programs in special education at university level were available in Tanzania. The B.Ed. Special Education program offered by the Open University of Tanzania in collaboration with Åbo Akademi University in Finland was one of the efforts aimed at addressing the big national need for teachers and other professionals with degree qualifications in special education. This pilot program offered unique possibilities to study professional development in Tanzania. The research group in this study consisted of the group of students who participated in the degree program 2005-2007. The study is guided by three theoretical perspectives: individual, social and societal. The individual perspective emphasizes psychological factors as motives, motivation, achievement, self-directed behavior and personal growth. Within social perspective, professional development is viewed as situated within the social and cultural context. The third perspective, the societal, focuses on change, reforms, innovations and transformation of school systems and societies. Accordingly, professional development is viewed as an individual, social and societal phenomenon. The overall aim of the study is to explore the participants’ motives for participating in a B.Ed. Special Education program and the perceived outcomes of the program in terms of professional development. In order to achieve the objectives of the study, a case study approach was adopted. Questionnaires and semi-structured interviews were administered in three waves between January 2007 and February 2009 to the 35 educators participating in the B.Ed. Special Education program. The findings of the study reveal that the participants expressed motives which were related to job performance, knowledge, skills, academic degree and career. Also altruistic motives were expressed by the participants in terms of helping and supporting students with special needs and their communities. The perceived outcomes of the program were in line with the expressed motives. However, the results indicate that the participants also learned new skills, as interaction skills and guidance and counseling skills. Increased self-confidence was also mentioned as an outcome. The participants also got deepened understanding of disability issues. In addition, they learned strategies for creating awareness of persons with disability in the communities. Thus the findings of the study indicate positive outcomes of the program in terms of professional development. The conclusion of the study is that individual, social and societal factors interact when it comes to explaining why Tanzanian educators in special education choose to pursue a degree program in special education. The individual motives, as increased knowledge and better prospects of career development interact with the social and societal motives to help and support vulnerable student groups. The study contributes to increased understanding of the complexity of professional development and of the realities educators meet when educational reforms are implemented in a developing country.

Tietotyöntekijöiden osaamisen mittaaminen

Tietotyötä ja tietotyöntekijöitä on tutkittu jo monta vuosikymmentä, mutta siitä huolimatta nämä määritelmät ovat edelleen vailla tieteellisessä käytännössä vakiintunutta sisältöä. Voitaneen kuitenkin sanoa, että nykypäivän työstä yhä suurempi osuus on luokiteltavissa tietotyöksi. Tietotyöntekijöille puolestaan on keskeistä oman osaamisen myyminen työmarkkinoilla. Tästä huolimatta tietotyöntekijöiden osaaminen on tieteellisessä tutkimuksessa jäänyt melko vähäiselle huomiolle. Tässä tutkimuksessa tavoitteena on selvittää, millainen osaaminen on keskeistä kaikille tietotyöntekijöille. Tämän lisäksi tarkasteltiin myös sitä, miten näitä keskeisiä osaamisalueita voidaan mitata osaamiskartoituksen, inhimillisen pääoman tai henkilöstötilinpäätöksen avulla. Tutkimus suoritettiin laadullisena tutkimuksena ja hyödyntäen lähinnä grounded theory –menetelmää. Tutkimusaineisto kerättiin tietotyöntekijöiden puolistrukturoidulla haastattelulla sekä rekrytoinnin ammattilaisille suunnatulla lomakekyselyllä, joka toteutettiin internetin välityksellä. Erityisen keskeisinä tietotyöntekijöille voidaan pitää yleisemmän tason osaamisia, kuten esimerkiksi sosiaalisia taitoja tai ongelmanratkaisukykyä. Huomattava merkitys on myös persoonaan liittyvillä ominaisuuksilla, motivaatiolla ja asenteella. Mittaamisen suhteen nämä ovat haastavia, sillä niiden toteaminen ei ole samalla tavalla yksinkertaista kuin ammattispesifin osaamisen havaitseminen. Nämä ominaisuudet ovat kuitenkin siinä määrin keskeisiä tietotyöntekijöiden työsuorituksille, että niitä ei tulisi sivuuttaa liian vaikeina.

Kommunikaatio ja tiedonsiirto etätyössä

Tutkimuksen tavoitteena oli selvittää etätyönteon vaikutuksia kommunikaatioon ja tiedonsiirtoon. Teoriaosuudessa tutkitaan akateemista keskustelua aiemmin mainittujen aiheiden parissa. Tutkimus on laadultaan kvalitatiivinen ja se toteutettiin puolistrukturoiduilla teemahaastatteluilla. Tutkimuksen havainnot noudattivat pitkälti teoriaosuudessa esiin nousseita linjoja, mutta muun muassa inhimillisten tekijöiden merkitys kommunikaatiohalukkuuteen nousi vahvasti esiin. Tämän lisäksi etätyön ajallisella määrällä, etätyönteon sijainnilla sekä yleisellä organisaatiotasoisella suhtautumisella etätyöhön todettiin olevan merkitystä kommunikaation ja siten myös tiedonsiirron laatuun, tiheyteen ja määrään.

Globaalin taloushallinnon palvelukeskuksen perustaminen, mahdollisuudet ja haasteet

Tutkimuksen tavoitteena on tutkia globaalin taloushallinnon palvelukeskuksen perustamisprosessia ja palvelukeskusmalliin liittyviä hyötyjä. Tarkoituksena on määrittää palvelukeskuksen perustamiseen liittyvät vaiheet sekä ne kriittiset tekijät, jotka on huomioitava ennen perustamisprosessia sekä sen aikana. Empiirinen osuus on suoritettu kvalitatiivisena tutkimuksena suorittamalla neljä puolistrukturoitua teemahaastattelua globaalin taloushallinnon palvelukeskuksen perustaneissa organisaatioissa. Tutkimustulokset osoittavat, että merkittävimmät palvelukeskusmalliin liitetyt edut ovat tuottavuuden, tehokkuuden ja laadun paraneminen sekä kustannussäästöt. Kriittisimpiä menestystekijöitä ovat muutoksen suunnitteluun ja hallintaan liittyvät tekijät. Malliin liitetyt haasteet liittyvät pääasiassa globaalin toimintaympäristön monimuotoisuuteen, henkilöstöön, teknologiaan ja prosesseihin. Saadut tulokset ovat erittäin yhteneväisiä aikaisempien tutkimusten kanssa. Empiirisen tutkimuksen tulosten sekä aikaisemman tutkimustiedon perusteella on luotu viisivaiheinen malli globaalin taloushallinnon palvelukeskuksen perustamisprosessista.

Intellectual Property Protection in China in the Cases of Outsourcing and own Manufacturing

The intellectual property (IP) environment in China is still very immature. There are several problems in legal, political, economic, social-cultural, competitive and labor environment which have hindered IP legal enforcement. Under such circumstances, IP misappropriation is a major concern especially for foreign small and medium-sized enterprises (SMEs) doing business in China. These circumstances require foreign companies, no matter whether they are multinational corporations (MNCs) or SMEs and have own manufacturing in China or not, to take strong IP actions. Therefore, the purpose of this study is to discuss how IP can be protected in China in the case of outsourcing and in the case of own manufacturing. The comparison will consider the process of outsourcing and own manufacturing consisting two stages: preparation stage and operation stage. In order to clarify the conceptual arguments, two illustrative case studies were studied. The case data bases on two semi-structured interviews of the managing directors, field notes and archival data. The findings propose that attention in IP protection should be given to following issues: integrating IP strategy into the company’s business strategy, protecting the most critical knowledge, regarding IP steps as a whole in the protection mechanism and making IP strategy as proactive as possible. The major difference between outsourcing and own manufacturing in IP protection is in the operation stage. Besides, the findings also provide managerial advice on IP protection, e.g. foreign managers should be prepared for IP risks in China, they should establish an own IP protection mechanism which matches the company’s situation and they should consider IP protection as an on-going process.

Asiakastarpeiden kartoitus kuljetusten häiriöiden analysoinnin ja hallinnan kehittämiseksi

Tämä diplomityö on tehty osana Logproof-tutkimushanketta, joka keskittyy häiriöttömyyden hallintaan logistisissa monitoimijaverkostoissa. Työn tavoitteena on selvittää logistiikkaintensiivisten yritysten tarpeita kuljetusten häiriöiden analysoinnin ja hallinnan kehittämiseksi ja siten ennakoivan riskienhallinnan edistämiseksi. Asiakastarvetietoa on kerätty hyödyntäen puolistrukturoituja haastatteluja ja tietoa on analysoitu käyttäen hyväksi sisällönanalyysiä sekä tulkintataulukkoa. Kiinnostus kuljetusten häiriöitä ja niiden analysointia kohtaan on kasvamassa ja yrityksissä tiedostetaan hallintajärjestelmien ja analysoinnin tarve tulevaisuudessa. Kirjallisuuskatsauksen ja asiakastarpeiden kartoituksen avulla työssä on selvitetty yritysten nykytilaa kuljetusten häiriöiden hallinnan ja analysoinnin osalta ja tarkasteltu mahdollisia tulevaisuuden kehityssuuntia analysoimalla asiakkaiden näkyviä ja piileviä tarpeita. Työssä on edellisten lisäksi tarkasteltu, kuinka havaitut asiakastarpeet ovat sovitettavissa yhteen case-yrityksen, Oy Lars Krogius Ab:n, ARS (Analytic Rou-ting Solution) -palvelun ominaispiirteiden kanssa. Työ tarjoaa tarvetietoa palvelun tulevaisuuden kehitykselle.

Simulerade skoldilemman : redskap för utveckling av reflektionsförmåga?

Syftet med avhandlingen är att studera lärarstuderandes samtal om simulerad skolverksamhet för att söka förstå möjligheter och begränsningar med simulerade dilemman som medierande redskap för reflektion över lärares arbete. Undersökningen är genomförd under seminarier i svensk och finländsk lärarutbildning. Forskningsprocessen består av tre faser; en konstruktionsfas, en prövningsfas och en undersökningsfas. Under konstruktionsfasen producerades simuleringar på basen av en narrativ analys av semistrukturerade intervjuer med nyutbildade lärare. Simuleringarna testades med lärare och lärarstuderande i prövningsfasen. I undersökningsfasen utarbetades reflektionsfrågor och studiens empiriska data samlades in genom videoobservation. Totalt femton samtal filmades vid fem seminarier och tre olika lärosäten, två i Sverige och ett i Svenskfinland. De studerande som förekommer i datamaterialet befann sig i början, mitten och i slutet av sin lärarutbildning. Analysen bygger på Schöns olika reflektionsbegrepp och ett sociokulturellt perspektiv som bygger på den ryska kulturhistoriska skolan. Resultaten visar att de studerande engagerade sig starkt i samtalen i de flesta fall och att engagemanget var relaterat till deras uppfattningar om simuleringens autenticitet. Simuleringarna och reflektionsfrågorna användes både som sekundära och tertiära artefakter. Bland simuleringarnas modaliteter framstod ljudet som den viktigaste för nyanser av förståelse och engagemang och reflektionsfrågorna fungerade som kommunikativt stöd och strukturell scaffolding. När de studerande använde simuleringen för dekontextualisering i en öppen dialog förekom en tertiär dialog, i vilken förhandling av ny mening ägde rum. Kreativ reflektion – att se dilemmat ur olika perspektiv och reciprok reflektion – öppen utmanande dialog förekom flitigt i vilka en didaktiskanalytisk praktikgemenskap skapades. Slutsatserna är att simulerade skoldilemman kan utgöra en potential för lärarstuderandes utveckling av reflektionsförmåga när de används i mindre samtalsgrupper och den didaktiska inramningen relateras till aktuellt kursinnehåll. Om simuleringens innehåll inte upplevs som autentiskt finns dock risk för att förutfattade meningar om lärares arbete förstärks om de inte utmanas av medstuderande eller lärarutbildare.