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This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial network approach (see, e.g., Axelsson & Easton, 1992; Håkansson & Snehota, 1995a). The study describes how adaptations initiate, how they progress, and what the outcomes of these adaptations are. Furthermore, the framework takes into account how adaptations spread in triadic relationship settings. The empirical context is corporate travel management, which is a chain of activities where an industrial enterprise, and its preferred travel agency and service supplier partners combine their resources. The scientific philosophy, on which the knowledge creation is based, is realist ontology. Epistemologically, the study relies on constructionist processes and interpretation. Case studies with in-depth interviews are the main source of data.

The study here examines how business actors adapt to changes in networks by analyzing their perceptions or their network pictures. The study is exploratory or iterative in the sense that revisions occur to the research question, method, theory, and context as an integral part of the research process.

Changes within networks receive less research attention, although considerable research exists on explaining business network structures in different research traditions. This study analyzes changes in networks in terms of the industrial network approach. This approach sees networks as connected relationships between actors, where interdependent companies interact based on their sensemaking of their relevant network environment. The study develops a concept of network change as well as an operationalization for comparing perceptions of change, where the study introduces a template model of dottograms to systematically analyze differences in perceptions. The study then applies the model to analyze findings from a case study of Norwegian/Japanese seafood distribution, and the chapter provides a rich description of a complex system facing considerable pressure to change. In-depth personal interviews and cognitive mapping techniques are the main research tools applied, in addition to tracer studies and personal observation.

The dottogram method represents a valuable contribution to case study research as it enables systematic within-case and across-case analyses. A further theoretical contribution of the study is the suggestion that network change is about actors seeking to change their network position to gain access to resources. Thereby, the study also implies a close relationship between the concepts network position and the network change that has not been discussed within the network approach in great detail.

Another major contribution of the study is the analysis of the role that network pictures play in actors' efforts to change their network position. The study develops seven propositions in an attempt to describe the role of network pictures in network change. So far, the relevant literature discusses network pictures mainly as a theoretical concept. Finally, the chapter concludes with important implications for management practice.

Boundary setting is identified as an important and highly useful factor, both in management practice and in dealing with phenomena in management research. It has significant implications for how circumstances and phenomena will be analysed and interpreted. Change – moving or change in nature – is a key factor in all attempts to strategise and economise. The authors argue that boundary setting is critical in analysing and interpreting business problems, both in the practice of management and in business research. The nature and function of boundaries vary. It can be exemplified with two archetypes of organisation – the integrated hierarchy and the connected company. In the first, the basic principle for boundary setting is buffering to protect the company from external variations. In the second type, it is bridging – connecting the company with specific changing factors. One important consequence is that when analysing and handling boundaries, both location and permeability become the central aspects to consider.

The research problem investigated in this paper addresses how love can intentionally be reflected in decision-making processes. The study is built on a theoretical and a practical foundation. The theoretical foundation comprises two parts with perspectives from theology and organizational theory. The practical foundation is derived from field research in the area of public administration and church leadership. Examples from field research indicate that trust and building of relationship will change adversarial behaviour into cooperative behaviour. Three network strategies are identified to make decision-making intentionally relational. The conceptual contribution is original, although the authors draw on existing insights from theology and public administration.

The purpose of this paper is to conceptualize the notion of thin crossing points from a social network perspective and to outline the concrete networking strategies that enable salespeople to foster mutually valuable resource exchange (i.e. to thin crossing points) across a selling ecosystem.

The authors integrate extant theoretical perspectives to advance a conceptual framework of sales-related networking across three key actors in a selling ecosystem: intraorganizational selling actors and actors in customers and external partner organizations.

Thin crossing points are defined as figurative transaction points at the boundary between organizations or organizational subunits at which actors engage in mutually valuable resource exchange in the process of value cocreation. To thin crossing points with key ecosystem actors, salespeople must adapt networking strategies considering the time and trust constraints inherent in a network relationship. Such constraints inform the most advantageous network centralities (degree, eigenvector and betweenness) and actions to impact key network properties (tie strength, contact diversity) that enable salespeople to efficiently develop social capital and thus to optimally thin crossing points across a selling ecosystem.

To the best of the authors’ knowledge, this study is the first social network-based exploration of salespeople’s role in thinning crossing points with key ecosystem actors. It advances a novel conceptual framework of sales-related networking strategies that foster social capital development and optimally thin crossing points across a selling ecosystem.

Companies inevitably interact and entrench in complex organic systems of business relationships with other. These business networks are not objectively defined, instead they are shaped by the subjective perception of actors. This inherent subjectivity is associated with the notion of network pictures, that is, a research tool that researchers or managers can use to grasp practitioner theories. In this chapter, we discuss how the importance of identifying these theories results mainly from underlying principles of sense-making theory, as well as from the idea around performativity. Drawing on these theoretical groundings, this chapter has two objectives: to explore how practitioners actually perceive their business surroundings and to assess the extent of overlapping between (IMP Group) academic theories and practitioner theories. To achieve these objectives, the researchers use a dimensional network pictures model previously developed in the literature to analyze the network pictures of 49 top-level managers across 17 companies from two very distinct contexts or networks: a product-based network and a project-based network. Among other practices, findings illustrate how practitioners tend to simplify what is going on in their complex surroundings, to personalize their relationships with those surroundings, and to think in a stereotyped way. Moreover, the juxtaposition between the captured practitioner theories and academic (IMP Group) theories show that these are not always overlapping, and are in some cases quite the opposite. This research contributes to the ongoing discussion of the importance of grasping actors’ views of the world, arguing that sense-making theory and the notion of performativity are the two main conceptual drivers justifying the urgency in making those views more visible. This research also adds to the research on the impact and suitability of IMP Group theories on managerial thinking and practice. Finally, this research reinforces the current call for further practice-based research in business network contexts.

Dyadic multi-dimensionality informs the variation that exists within and between network ties and suggests that ties are not all the same and not all equally strategic. This chapter presents a model of dyadic evolution grounded in dyadic multi-dimensionality and framed within actor-level, dyadic-level, endogenous, and exogenous contexts. These contexts generate both strategic catalysts that motivate network action and bounded agency that may constrain such network action. Assuming the need to navigate within bounded agency, the model highlights three strategic processes that demonstrate how dyadic multi-dimensionality underlies the evolution of strategic network ties.

The arguments in this chapter address all three of the questions motivating this volume on network strategy. First, they focus on the issue of network evolution and show how networks can emerge and change over time. Second, the chapter tackles the issue of endogeneity and shows that, under certain conditions, some structural advantages do precede rather than follow network positions. Networks evolve over trajectories and the trajectories matter. Third, the arguments respond to the core question of network entrepreneurship: does the awareness of structural advantages available to network positions inspire managers, acting on behalf of organizations, to seek these advantages? In responding, this chapter challenges the idea that filling structural holes necessarily confers advantages on the actors filling them. It follows that the advantages of bridging are dependent not only on the network structure, when decisions regarding tie formation or deletion are made, but also on the costs of forming and maintaining ties relative to the benefits obtained from doing so.

The application of network theory and social network analysis (SNA) to tourism and hospitality is recent. Nonetheless, several authors have been applying the method contributing to regional planning, local-level tourism networks, tourism policy and governance, innovation, entrepreneurship, knowledge transfer, and learning. This chapter aims to characterize the use of SNA in tourism and hospitality research. Specifically, it intends to: (i) present the framework of SNA in a methodological perspective; (ii) perform a bibliometric analysis of SNA use in tourism and hospitality research; (iii) systematize the dimensions and metrics that researchers can use to apply SNA, namely the relevance for tourism; and (iv) present a case study analyzing tourism innovation networks. This chapter brings important contributions to tourism and hospitality research and practice, by focusing on the theoretical framework and practical application of SNA, providing relevant conceptual and practical knowledge that will empower researchers to use this method in tourism and hospitality studies.

Management, over time, takes a series of specific strategic actions. As strategic actions we define actions aimed at influencing how the actor is related to other actors. We propose that when a strategic action is committed affects the outcome of the action. An important reason for this is that strategic actions over time can be regarded as interdependent sequences of actions. Timing and sequences may be more or less – or is not at all – preplanned by an actor. In a network perspective a focal actor is dependent on other actors that commit strategic actions. This creates interdependencies that vary over time, which a focal actor influences in a proactive, interactive and/or reactive way. The timing of strategic actions is a general, quite complex and elusive phenomenon to be handled in practice and theory. Despite its importance, very little research has been published.