Sergio Biggemann

Sergio Biggemann
University of Otago · Department of Marketing

DBA

About

43
Publications
24,273
Reads
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761
Citations
Citations since 2016
14 Research Items
592 Citations
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2016201720182019202020212022020406080100
2016201720182019202020212022020406080100

Publications

Publications (43)
Article
Full-text available
This study addresses the issue of unintentionality in market shaping with special regard to bifurcation points, representational practices, and shared mental models. Based on three case studies of touring exhibitions, we found that the intended outcomes of market shaping actions are potentially surpassed by actual outcomes, far beyond the original...
Article
Full-text available
Purpose This paper aims to explore the drivers of employee motivation to facilitate value co-creation. Specifically, it enhances the understanding of social and contextual elements that contribute towards the co-creation of value. Design/methodology/approach Embracing an interpretive paradigm, the study draws on 57 in-depth interviews together wit...
Article
Full-text available
This study is the first to investigate the use of Aboriginal art for marketing purposes. Over 2000 major enterprises in Europe and North America collect art, but in Australia relatively few do. Research has established that art collections contribute to corporate identity, but this has not been studied in Australia. Using a qualitative case study a...
Article
Full-text available
This study is the first to investigate the use of Aboriginal art for marketing purposes. Over 2000 major enterprises in Europe and North America collect art, but in Australia relatively few do. Research has established that art collections contribute to corporate identity, but this has not been studied in Australia. Using a qualitative case study a...
Article
This paper identifies practices of business-to-business relationship management that lead to building resilience during crisis. Business relationships play a significant role when firms face turbulence and disruption. Crises create resource limitations that businesses need to manage by the rapid formation of new relationships to access resources an...
Article
Full-text available
This study addresses how non-profit organisations like art galleries participate in co-creating value to visitors (customers), providers, and other stakeholders, and how these processes can be conceptualised within a service logic framework. We evaluate how an art gallery touring exhibition in regional Australia contributed to customer value, drawi...
Conference Paper
The purpose of the paper is to explore the role of joint production motivation (JPM) in value generation.
Conference Paper
The paper aims to add to the current service marketing knowledge by building up on the micro foundations of behavioral characteristics that constitute actors’ competence using Relationality Framework in the Value Generation Process of Service Logic. Drawings on industrial ethnography research methodology, 57 interviews were conducted and the princi...
Article
Full-text available
Many businesses today recognize the increased significance of service and the transition toward service orientation. Nonetheless, organizational practitioners frequently encounter problems managing this shift and seizing service-related business opportunities. This practical relevance, together with many still-unanswered service research questions,...
Chapter
Featherston Resources Limited (FRL) had access to a natural asset, a diatomite mine in New Zealand, with a potential market value as high as $1 billion. This prospect captured the imagination—maybe the greed—of each set of directors who took control of the company during its 20-year life. But today, this asset still sits in the ground with FRL no l...
Conference Paper
The accumulated effects of interaction where parties engage in exchange and interpretation of acts explain the development of the relationship between organisations. The effects of such interaction are in general observable within the dyad, however, in the extended network they are more complicated and sometimes impossible to observe beyond the dya...
Article
Full-text available
Purpose The aim of the article is to analyze the rationale for choice of suppliers and the influence these decisions have on the firm’s capabilities. Design/methodology/approach We examine the choice of in-house operations versus buying maintenance in the Swedish mining industry through a qualitative case study approach. Findings The findings rev...
Article
Full-text available
Purpose The aim of the article is to analyze the rationale for choice of suppliers and the influence these decisions have on the firm’s capabilities. Design/methodology/approach We examine the choice of in-house operations versus buying maintenance in the Swedish mining industry through a qualitative case study approach. Findings The findings revea...
Article
Bolivia's political development has been characterized by elitist control set in an environment of political instability and a weak decentralized state. Since the 1980s and Bolivia's transition to a limited form of democracy, this elitist control has been successfully challenged from the left and, since the early 2000s, particularly by the indigeno...
Article
Full-text available
Abstract Purpose – This paper aims to address the question of how value can be created through social responsibility programs or other means, so that sustainability is achieved through increasing stakeholders’ participation in the process of design and selection of such programs, so that transparency is maximised and trust can be built with the las...
Article
Aarikka-Stenroos and Makkonen, in their paper “Industrial buyers’ use of references, word-of-mouth and reputation in complex buying situation,” present an extensive exploratory qualitative study that analyses complex buying processes including information items, information gathering and information use of buyers. The multi-case study follows buyer...
Article
Full-text available
A broad, dynamic network perspective on solution processes remains scarce. This article presents the process of developing and implementing customer solutions and its effects on the wider business environment by investigating customers and suppliers in the global mining industry (Australia, Chile, and Sweden), analyzing the deployment of a new cust...
Conference Paper
Full-text available
This paper explores how the use of art and the role of the artist impacts on corporate reputation and business success. Drawing on data from two retailers this research finds that the use of art in communication has significant impact on corporate reputation and business success. Data suggest that artwork can be used in four ways: (1) as a basis of...
Article
Above and beyond the casual relationships that are present with everyday consumption, collected objects that are consciously and purposely chosen indicate that a relationship exists between individuals and the objects. Drawing on in-depth interviews conducted with collectors who share a strong interest in what could be considered, in a monetary sen...
Article
Full-text available
A broad, dynamic network perspective on solution processes remains scarce. This article presents the process of developing and implementing customer solutions and its effects on the wider business environment by investigating customers and suppliers in the global mining industry (Australia, Chile, and Sweden), analyzing the deployment of a new cust...
Article
Full-text available
As product markets mature, firms are increasingly offering industrial services, in order to differentiate themselves and remain competitive. The general strategic view emerging from the services literature is that service infusion in manufacturing industries takes a somewhat unidirectional path from products to service provision. Based on in-depth...
Chapter
Andrew Protheroe, the general manager of Calder Stewart Roofing (a division of Calder Stewart Industries Limited, a New Zealand construction company), arrives at his office at nine o’clock on the morning of 23 September 2009. A few minutes later, Andrew is at his desk dealing with urgent correspondence when Linda Evans, his personal assistant, ente...
Article
Full-text available
This paper explores the relationship between customer-generated word-of-mouth (WOM) and corporate reputation. After a concise literature review, we present several insights from case study analysis of three organizations. Our main finding is that customer dissatisfaction and negative word-of-mouth (NWOM) are thought to have strong downside conseque...
Article
Full-text available
Purpose This paper aims to report on the role of information sharing in business relationships development. Design/methodology/approach This paper is based on a single embedded case study research. Relationships between a large global manufacturer and supplier of imaging products and solutions and two of their major channels, also large retailers...
Article
This study examines the influence of acculturation on ethnic consumers' relational bonding with their banking service provider. The study is set in the financial services sector and focuses on Chinese consumers living in New Zealand. In the collectivist Chinese culture, building personal relationships based on guanxi is of primary importance. There...
Article
This paper highlights the increased importance of the BRIC countries (i.e., Brazil, Russia, India, and China) in the world economy. The BRICs are not only among the best economic performers but are responsible of a considerable part of the goods and services consumed globally and intensely trade one another. This means significant business interact...
Article
Full-text available
Relationships are socially constructed by companies in interaction. This study explains the dynamic character of business-to-business relationships with the aid of rules theory, a theory borrowed from the communications field. Two forms of rules are identified: constitutive rules guide the interpretation of the other's acts, and regulative rules gu...
Article
Full-text available
This paper reports the results of a three-year-long research on business relationships, relying on qualitative data gathered through multiple-case study research of four focal companies operating in Australia. The industry settings are as follows: steel construction, vegetable oils trading, aluminum and steel can manufacture, and imaging solutions....
Chapter
Full-text available
This paper describes a practical method to study structure and dynamics of business relationships by applying the findings that the previous two papers outline. The focus is to provide managers with suitable tools that improve their ability to understand and manage business relationships. The paper provides templates of figures and tables, as well...
Article
Full-text available
Purpose In this paper the authors present a theoretical framework that shows how interaction between two or more companies depends on its context of performance. Reflexivity between two or more levels of context potentially leads the parties to a situation exhibiting an apparently contradictory nature: paradox. The authors study the manner in which...
Article
Full-text available
The importance of business relationships has been widely recognised, both in academic and practitioner literature. The effects of exchanged acts between parties have not been sufficiently explained though. The application of 'Rules Theory' to the field brings a new perspective that helps to advance understanding the dynamic interaction between orga...
Article
Full-text available
Purpose This paper seeks to analyse the effects that previous episodes have on business‐to‐business relationships and how these episodes can influence the parties’ responses to a particular act. This investigation uses a network approach to investigate this relational situation. Design/methodology/approach A single case study was used based on doz...
Article
Full-text available
In the late 1990's and early 2000's several accidents were reported of Ford Explorers equipped with Firestone tires rolling over as a consequence of tires' failures. By the end of 2000 the death toll was estimated at more than 250, and some 3,000 incidents had been associated with 'defective' Firestone tires mounted on Ford Explorers. These problem...
Article
Full-text available
The value of relationships has been enormous because it has made the pain more bearable" claimed the manager of one large company that participated in our research. Building and maintaining relationships in business-to-business (B2B) contexts involves sacrifices by the parties involved, whether in time or money or by precluding the development of r...

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Projects

Projects (4)
Project
This project examines the role of actor motivation in value co-creation.
Project
Impact of servitization on manufacturing. Special focus on business models, customer solutions, marketing strategy, value creation, and innovation.