Ann Højbjerg Clarke

• Professor
• University of Southern Denmark

Abstract In the ever-evolving business research landscape, workshops are a dynamic, multifaceted, and versatile research method beyond traditional interviews and focus groups. Workshops help researchers collaborate with participants, gathering rich data through shared investigation topics. They are based on interactive sessions where participants d...

This chapter aims to understand how actors create meanings about a firm's business model through sensemaking processes. Actors hold different understandings of a firm's business model and infer different meanings. Business models result from the sensemaking and sensegiving processes that occur and evolve between actors. Business models make the act...

Purpose Successful segmentation and implementation are crucial for firms. This paper aims to focus on what areas small- and medium-sized enterprises ( SMEs) consider when implementing new target segments in the organization. If firms do not understand the potential complexity and plan for implementation, they risk overlooking important areas that c...

Although the body of research on design thinking (DT) is growing, knowledge regarding DT facilitation in innovation projects is sparse. Through explorative case studies, we explore how facilitators understand and apply DT to innovation projects. Our findings reveal that different DT facilitators take markedly polar different approaches to DT facili...

Despite an increased use of open innovation (OI) in firms, it is still a question of how firms can work successfully with OI in a way that enables them to exploit their current capabilities and simultaneously explore fundamentally new competencies. Firms need to be able to practice different forms of OI activities—inbound, outbound, or coupled—whil...

Segmenting industrial markets is a key challenge for the marketing field. More than 30 years of research has not produced comprehensive guidelines for developing robust B2B market segments; only a few studies have empirically tested the impact of segmentation and the literature today appears to be more fragmented than earlier. The present study int...

At the same time as the productivity of academics have become more formalized and institutionalized with increasing emphasis on counting publications in high-ranking journals, citations, h-index, and so on, there is an increased demand on academics to contribute to what is referred to as societal value, societal relevance, public value, societal im...

We offer a meta-perspective on the collaboration between university academics and business practitioners. While academics often intuitively and implicitly take an inside perspective, namely a university perspective, in discussing collaborative research and the why, how, and what in collaborating with practitioners, we bring to the fore an outside p...

Academic researchers, including those early in their careers, are under intense pressure to write research funding applications and obtain external research funding. Yet relatively little guidance helps them navigate the funding application process. We provide insights into the funding writing process, with a special focus on resources available to...

Workshops are increasingly being used in various fields of research as a qualitative research method where researchers can work with participant to gather a rich collection of data about participants and their co-creation on an innovation or a shared topic for investigation. Workshops are based on a creative setting for the interaction that allows...

Purpose The purpose of this paper is to extend the discussion about customer portfolios beyond simple identification of models and how they can be used for balanced resource allocation to a discussion about how portfolios should take into account views from relationship partners and how they should be aligned in internal as well as a relational co...

Purpose Public-private innovation (PPI) is often claimed to contribute to societal welfare, to bring positive effects to the public sector and to open new markets to private firms. Engaging in public-private relationships for innovation is, however, also recognised as challenging and problematic. The purpose of this paper is to discuss the manager...

Research within the IMP approach holds rich implications for theory development, methodology, and management. Actors operate in networks under volatile conditions. In order to make sense out of such conditions, actors engage through their strategizing in different kinds of networks. Different networks imply different interdependencies that both pro...

The present study is rooted in Public Private Innovation (PPI) projects where public hospitals and private firms engage in cross-sector collaboration with a view to developing new welfare solutions targeting public sector needs. Research into PPI is mainly focused on public management of innovation processes. Consequently, PPI is rarely examined fr...

The aim is to investigate how stakeholders can participate in the early phases of construction projects and how relevant insights can be gathered from stakeholders with very different backgrounds and interests. To gain these insights, it is important to understand how a space can be created to facilitate communication between professionals and stak...

According to literature on teams and group learning it is important for heterogeneous teams to share knowledge, through the use of different forms of interaction. However, little is known about how different forms of interaction influence knowledge sharing and secure progress during innovation processes. In order to achieve an increased understandi...

The aim of this paper is to provide a systematic overview of current and future research themes discussed in the literature of Public Private Innovation (PPI). The overview is much needed as different research areas currently investigating PPI seem unaware of each other’s findings and, as such, produce knowledge that is unconnected. Bridging these...

By combining existing research on open innovation and corporate venturing, this article explores methods by which a firm can organise open innovation activities in a comprehensive innovation setup. This setup concurrently manages to create and sustain incremental and radical innovative efforts for developing its business. Discussions draw on findin...

Segmentation is an important marketing concept that identifies and analyzes different needs and wants of buyers as well as their buying behavior. Two different perspectives on how buyers and potential customers should be approached have emerged over the last two decades: the transactional perspective and the relational perspective. The two approach...

This paper provides an insight into and discusses the variety of sources of conflict in linking multiple partners in a network to the product development process. Conflict issues are discussed in relation to focal company strategies for product development within networks. On the basis of three case studies representing three different strategic in...

Outsourcing continues to be an important strategic tool for firms. While outsourcing can take place without major problems, some firms experience problems. Unfulfilled expectations or new opportunities can make alterations to existing sourcing solutions necessary. Such reconsiderations may be due to internal or external changes. This article focuse...

By combining existing research on open innovation and corporate venturing, this article explores methods by which a firm can organise open innovation activities in a comprehensive innovation setup. This setup concurrently manages to create and sustain incremental and radical innovative efforts for developing its business. Discussions draw on findin...

Innovation is a central concept within business economics. The modifications and renewals that characterize market, distribution system, and individual companies are called innovations. In other words, innovations cause modifications of existing structures and processes (Håkansson, 1987). Thus, the driving force behind market and business modificat...

Purpose: Segmentation is seen today as a core concept within mainstream marketing. While industrial segmentation has received considerable attention within academic literature, there have been many reports on companies having problems using, applying, and implementing the principles of segmentation. Authors criticize the literature on segmentation...

This article focuses on the performance of corporate spin-offs. The existing literature agrees that corporate spin-offs perform better than independent start-ups. However, systematic evidence on the subject still seems elusive. We therefore review articles that specifically address the performance of corporate spin-offs. Furthermore, we argue there...

Resumé Siden Smith i 1956 introducerede begrebet segmentering, er der skrevet mange artikler om segmentering, som har diskuteret og introduceret forskellige definitioner af og modeller for segmentering. Der er imidlertid langt imellem undersøgelser, der rapporterer, hvordan virksomheders segmenteringspraksis faktisk er. Hovedformålet med denne arti...

Purpose The purpose of this paper is to introduce and discuss a contextual framework, which is based on different purposes of segmentation. A matrix is proposed for segmentation that distinguishes between strategic and operational levels and the degree to which new value is created. Design/methodology/approach The conceptual discussion aims at con...

This article discusses the characteristics of industrial markets in relation to some of the major industrial market segmentation models. To understand the different market situations, we describe a scale with simple market transactions at one end and complex relationship management at the other, suggesting that the segmentation approach must be dif...

A company's market segmentation forms the basis for targeting and marketing efforts and is pivotal for product development. As the core idea of the marketing concept is to develop and offer products that satisfy the needs and wants of the customer it is necessary to consider product development and marketing activities in the segmentation. This art...

The paper suggests a framework for analyzing a customer relationship portfolio. Many portfolio models exist already, but they have major weaknesses. Firstly, most portfolio models are one-sided, they only take the perspective of the other actor into account to a limited extend if at all. Secondly, interdependencies between buyers and sellers often...