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'A good place to live' Rethinking residents' place satisfaction and the role of co-creation Källström, Lisa

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LUND UNIVERSITY PO Box 117 221 00 Lund +46 46-222 00 00

'A good place to live'

Rethinking residents' place satisfaction and the role of co-creation Källström, Lisa

2019

Document Version:

Publisher's PDF, also known as Version of record Link to publication

Citation for published version (APA):

Källström, L. (2019). 'A good place to live': Rethinking residents' place satisfaction and the role of co-creation.

[Doctoral Thesis (compilation), Lund University School of Economics and Management, LUSEM]. Lund Studies in Economics and Management.

Total number of authors:

1

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Lund Studies in Economics and Management | 145

‘A good place to live’

-Rethinking residents’ place satisfaction and the role of co-creation

LISA KÄLLSTRÖM | DEPARTMENT OF BUSINESS ADMINISTRATION

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Department of Business Administration ISBN 978-91-7895-229-8 9789178

952298

‘A good place to live’

-Rethinking residents’ place satisfaction and the role of co-creation

Developing a place into ‘a good place to live’ for people of all ages is a prioritized issue in many municipalities in Sweden, as well as around the world. But what do we really mean by ‘a good place to live’? How do the residents themselves comprehend and perceive ‘a good place to live’? And how do municipalities view their place and what they offer to their residents? This thesis explores how ‘a good place to live’ can be understood, conceptualized and studied, and the roles co-creation and the residents themselves play in this context. Taking the resident as a starting point and using the service-based logic as a theoretical foundation, this thesis connects the stream of research within place marketing focusing on co-creation and the users’ role with the stream of research dealing with success measurements and place satisfaction.

Lisa Källström is a lecturer and researcher in Business Administration, mainly within the field of marketing and place management. Her research interests lie within value co-creation in the place context, stakeholder involvement in the work of government and participatory place branding.

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