Newly established, technology-based firms entering international markets often have limited resources in terms of capabilities, time, and capital. As a consequence, these firms often use entry modes characterised by low resource commitment, including partnership agreements (strategic alliances). This paper, investigates which partner selection criteria that are important for this group of firms when they are selecting partners. Based on case studies of three Norwegian firms targeting the UK market, five selection criteria have been identified as important (trust, relatedness of business, access to networks, access to market knowledge, reputation), one has been identified as partly important (sharing of financial risk), and ten have been identified as having limited importance. Further, the paper discusses the implications of these results for managers of small firms entering international markets and presents recommendations for further research.

This study seeks to gain knowledge about key conditions in the process of digitalization using a socio-technical systems design as a theoretical framework and a case-study approach. Semi-structured interviews with 15 relevant stakeholders are conducted to learn about barriers to and enablers of the development and implementation process in a manufacturing company. After conducting a thematic analysis, eight higher-ranked themes relevant to the digitalization process are identified. These are grouped to describe the overarching phenomena, resulting in four enablers (shared trust, shared visual understanding, shared user perspective, and shared learning) and four barriers (trusting the system, understanding benefits, perspective of economics, and learning to manage scope). The study takes a holistic view of digitalization in its investigation of the development and subsequent implementation processes. The findings contribute to the literature via three key takeaways for stakeholders of a digitalization process in manufacturing. First, it is vital to understand and strengthen the role of the key enablers identified in this paper. Second, managers should observe and identify barriers in their own organizations, related both to technical and social aspects. Third, some of the enablers described in this paper can serve managers as helpful tools to approach the expected barriers to digitalization. This paper also challenges the research literature by arguing that research conducted on digitalization that sets new standards and premises for the working life in industry needs to use up-to-date socio-technical design concepts and theories.

There are many different production situations that can be employed to meet demand. In the engineer-toorder (ETO) production situation, products are manufactured to meet specific customer needs by unique engineering or significant customization. In such an environment, failing to supply the required materials in the right quantities and at the right time increases the risk of breaching due date agreements and thereby losing customer satisfaction. As such, materials management is one of the most important and critical processes within production planning and control in ETO. To bring attention and improvement to this area, ETO companies may benefit from a performance measurement system (PMS) that systematically monitors how well materials management is carried out. The design of a company's PMS varies with its production situation. Within the large body of literature on performance management and measurement, limited literature specifically addressing performance measurement in ETO has been identified. After being approached by a Norwegian ETO company requesting a PMS for materials management, the authors therefore set out to design the PMS from scratch, using literature on ETO, materials management and performance management and measurement as a starting point. The paper presents the proposed PMS. It provides a basis for further studies on the topic, and could be used by managers in ETO companies to assess and improve their materials management practice.

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Designing the supply chain at the same time as developing new innovative products and efficient production processes holds the potential of being a source of competitiveness for a pressured manufacturing industry. This paper studies actors that influence the practices of three dimensional concurrent engineering (3DCE). Developing product, process and supply chain in parallel requires considerable cross-functional coordination and strong supplier involvement. A single case study of a large manufacturer of security products and systems was applied to explore current practices in an ongoing new product development (NPD) project. Five key challenges were found as barriers to performing supply chain design within this complex collaborative effort. Also, five requirements are suggested as enablers to organizations that aim for reaping the benefits of integrating supply chain design in their development process. By understanding the retirements and challenges of this process, the potential of 3DCE can be released and create value for practitioners in industry.