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Article
Publication date: 6 July 2015

Caroline Cheng and Elsebeth Holmen

The purpose of this paper is to systematically review the relationship and networking strategy tools in the IMP literature. It proposes six dimensions for characterizing…

Abstract

Purpose

The purpose of this paper is to systematically review the relationship and networking strategy tools in the IMP literature. It proposes six dimensions for characterizing such tools: approach to tool development, level (and layer) of analysis, perspective of interaction, activities of network strategizing, external or internal orientation and use for “strategizing on” vs “strategizing in” relationships and networks.

Design/methodology/approach

The paper uses a manual qualitative content analysis approach and an inductive approach, well suited for extracting relationship and networking strategy tools due to their implicit and dispersed nature.

Findings

The paper presents an IMP toolbox comprising a wide variety of relationship and networking strategy tools emphasizing interconnectedness, interdependence and limited managerial autonomy, as well as an analysis of how identified tools are positioned along each of the six proposed dimensions.

Research limitations/implications

This paper contributes a conceptual framework with a vocabulary to content analyze and discuss relationship and networking strategy tools in IMP research.

Practical implications

The IMP toolbox may be a useful point of departure for managers who feel a need for developing and using a mix of tools for strategizing in business relationships and networks.

Originality/value

The paper instills a strategy tool lens in the IMP literature and foregrounds strategizing concepts and techniques that were previously difficult to attend to for both researchers and practitioners.

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Article
Publication date: 17 October 2016

Luitzen De Boer and Poul Houman Andersen

The purpose of the paper is to contribute to further advancing of IMP as a research field by setting up and starting a theoretical conversation between system theory and the IMP.

Abstract

Purpose

The purpose of the paper is to contribute to further advancing of IMP as a research field by setting up and starting a theoretical conversation between system theory and the IMP.

Design/methodology/approach

The approach is based on a narrative literature study and conceptual research.

Findings

The authors find that system theory and cybernetics can be regarded as important sources of inspiration for early IMP research. The authors identify three specific theoretical “puzzles” in system theory that may serve as useful topics for discussion between system theorists and IMP researchers.

Originality/value

Only a handful of papers have touched upon the relationship between system theory and IMP before. This paper combines a narrative, historical analysis of this relationship with developing specific suggestions for using system theory as a vehicle for further advancement of IMP research.

Details

IMP Journal, vol. 10 no. 3
Type: Research Article
ISSN: 2059-1403

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Article
Publication date: 17 May 2018

Fabrizio Ciarmatori, Roberta Bocconcelli and Alessandro Pagano

The purpose of this paper is to provide a contribution on the role of European R&D projects (ERDPs) on small and medium enterprises’ (SMEs) resource development.

Abstract

Purpose

The purpose of this paper is to provide a contribution on the role of European R&D projects (ERDPs) on small and medium enterprises’ (SMEs) resource development.

Design/methodology/approach

This paper adopts a qualitative methodology based on a longitudinal case study. The case analysis concerns Gamma, a small high-tech firm based in Italy, active in nanotechnologies since 2005 as a research spin-off and since its establishment active in ERDPs. The analysis is developed along three main phases of development where the company participated to different ERDPs.

Findings

The empirical analysis highlights that since its establishment, Gamma has been able to increasingly exploit participation in ERDPs, in order to gain access to financial and technological resources. Such active and continuous participation fostered the development of both advanced technological and organizational resources, which then allowed the company to survive and play a growing role as a well-known technology partner in the nanotechnology field in Italy and Europe.

Originality/value

Adopting an IMP perspective, the paper provides a contribution on the managerial dimension of SMEs’ participation in ERDPs – which represents a neglected topic in the existing literature – on two distinct grounds: resource development process and networking processes. With respect to resource development processes in ERDPs, this case study underscores the relevance of ERDPs for developing both technological and organizational resources, highlighting the relevance of project management-related knowledge. In terms of networking processes, this paper highlights the need to fully understand the interplay of ERDP networks and business networks.

Details

IMP Journal, vol. 12 no. 2
Type: Research Article
ISSN: 2059-1403

Keywords

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Article
Publication date: 13 March 2017

Caroline Cheng and Malena Ingemansson Havenvid

The purpose of this paper is to investigate how the strategic management concept of “strategy tools” (STs) can be reinterpreted from an industrial network perspective. It…

Abstract

Purpose

The purpose of this paper is to investigate how the strategic management concept of “strategy tools” (STs) can be reinterpreted from an industrial network perspective. It considers how STs are used to influence the substance of relationships and how firms engage in strategic action by using such tools.

Design/methodology/approach

Using case study research involving three focal firms, the paper scrutinizes use of selected STs to examine how they are used to systematically relate to others and create benefits and affect development paths in business relationships.

Findings

STs can be viewed as an integrated part of a networking pattern of mobilizing resources, linking activities and relating actors. Seen in this manner, use of STs can be interaction-facilitating or interaction-creating.

Research limitations/implications

In an interactive approach, STs must be seen in relation to others as they are used in strategic (co-)action to engage and involve others. In this view, tools are strategic when used to affect the long-term development of important business relationships.

Practical implications

Practitioners should acknowledge that the use of a ST to handle counterparts is emerging, and valuable only in relation to specific others. Because the value of STs is unknowable until it is revealed how they can affect the substance of a specific relationship, there is no best-practice or one-size-fits-all approach.

Originality/value

This paper illuminates the phenomenon of “strategy tools” by considering it from both sides of the business exchange interface.

Details

IMP Journal, vol. 11 no. 1
Type: Research Article
ISSN: 2059-1403

Keywords

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Article
Publication date: 12 March 2018

Sari Laari-Salmela, Tuija Mainela, Elina Pernu and Vesa Puhakka

The purpose of this paper is to examine subsidiary positioning within the dynamic business networks in the context of multinational companies (MNCs). The research question…

Abstract

Purpose

The purpose of this paper is to examine subsidiary positioning within the dynamic business networks in the context of multinational companies (MNCs). The research question of the study is: How does the positioning of a subsidiary emerge through strategic practices in the dynamic business networks of an MNC?

Design/methodology/approach

The study relies on the IMP view on strategy with a focus on market positioning activity and the strategy-as-practice approach. Positioning is seen as a question of strategic practices in the interactive spheres of the subsidiaries. In the empirical part of the study, the authors examine the practices of a forest machine industry multinational through longitudinal interview and archival data on three of its sales subsidiaries in Sweden, Russia and the USA.

Findings

The study defines core tensions in subsidiary interactive spheres and the related strategic practices that shape the positioning of the subsidiaries. The study models the practice-based network positioning of MNC subsidiaries as a dynamic play of relationship tensions.

Originality/value

Prior research has focused either on the internal organizing of the MNCs or embeddedness of subsidiaries in their local environment. Less attention has been paid to the practices of positioning through which the subsidiaries deal with the inevitable tensions at the intersection of the internal and external networks.

Details

IMP Journal, vol. 12 no. 1
Type: Research Article
ISSN: 2059-1403

Keywords

Content available
Article
Publication date: 6 July 2015

Alexandra Waluszewski and Ivan Snehota

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Abstract

Details

IMP Journal, vol. 9 no. 2
Type: Research Article
ISSN: 2059-1403

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Article
Publication date: 27 May 2020

Nikolina Koporcic, Miika Nietola and John D. Nicholson

The purpose of this paper is to investigate the current industrial marketing and purchasing (IMP) research that has a vague positioning of the bounded rationality of an…

Abstract

Purpose

The purpose of this paper is to investigate the current industrial marketing and purchasing (IMP) research that has a vague positioning of the bounded rationality of an actor. By borrowing insights from other disciplines, this study aims to develop the IMP approach further by acknowledging the importance of individuals who act and make decisions on behalf of their companies.

Design/methodology/approach

This study is conceptual. By examining the IMP studies in combination with decision-making literature from behavioral economics and psychology, this paper provides a new understanding of the phenomenon in question.

Findings

This study demonstrates that individual decision-making is not as rational as has previously been thought, thus indicating the bounded rationality of the actor. After examining the most common negative emotions that influence the decision-making process, the paper presents a research agenda. It provides a series of research topics and methodological choices for future IMP research endeavors.

Research limitations/implications

As this paper is conceptual, empirical research is needed to examine the role of negative emotions in dynamic decision-making processes.

Practical implications

Managerial implications of this paper are focused on providing instructions for managers on how to deal with negative emotions in dynamic decision-making processes.

Originality/value

To the best of the authors’ knowledge, this paper is one of the first papers that attempts to connect the IMP studies with the dynamics of decision-making by examining negative emotions in the business world.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 12
Type: Research Article
ISSN: 0885-8624

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Book part
Publication date: 17 August 2017

Simone Guercini and Annalisa Tunisini

This chapter addresses the topic of ‘localisation policies’ (measures and incentives for attracting and developing companies) in relation to the actual subjects of such…

Abstract

This chapter addresses the topic of ‘localisation policies’ (measures and incentives for attracting and developing companies) in relation to the actual subjects of such policies, their aims and targets. The existence of business relationships and networks, and the ubiquity of interaction processes make contemporary policy measures problematic in all these three aspects. Conceiving the business landscape as interactive and heterogeneous business networks leads the authors to argue that policy measures become ineffective when these neglect the networked nature of the business landscape. It is argued that localisation policies consist of multiple initiatives and involve ‘a network of policy actors’, rather than only one institution. Acknowledging the plurality of policy actors and means leads to focus on the need to orchestrate multifaceted localisation policies. Incentives, regulatory frameworks and public investments are some of the elements of the toolbox of localisation policy. The authors also argue that the business network perspective translates into the need to tailor policy measures differentiated for specific companies.

Details

No Business is an Island
Type: Book
ISBN: 978-1-78714-550-4

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Abstract

Details

No Business is an Island
Type: Book
ISBN: 978-1-78714-550-4

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Book part
Publication date: 1 November 2008

Roger Baxter

The provision of value, as a marketing issue, is receiving increasing attention from managers and scholars. This attention, in combination with strong calls for better…

Abstract

The provision of value, as a marketing issue, is receiving increasing attention from managers and scholars. This attention, in combination with strong calls for better quantification and stronger measures in marketing, has lead to increased interest in the assessment, quantified where possible, of the provision of value through buyer–seller relationships. This paper identifies dimensions of value provision through relationships in business markets with specific emphasis on the intangible aspects of value, which are important to long-term competitive advantage. The provision of value to the seller is the prime focus in this paper. The paper discusses the meaning of both tangible and intangible relationship value and the interplay between them and notes the importance of assessing the intangible part of the value, particularly the part which derives from the human aspects of the relationship. Despite their importance, the human aspects of relationships and their contribution to value is a sparse topic among researchers. The paper compares and evaluates potentially useful relationship and value conceptualizations. The paper discusses studies of relationship value and then outlines the results of a recent line of empirical research into the provision of value by a buyer to a seller that utilizes a framework synthesized from the intellectual capital literature. This recent research conceptualizes the potential for a seller's relationship with a buyer to provide intangible value to the seller in terms of, first, the resources available in the buyer and second, the capabilities of the buyer's boundary personnel to aid in facilitating the flow of those resources to the seller. The paper also includes the softer human aspects in the dimensions of value. These latter aspects are important to a full assessment of value. The paper concludes with a discussion of aspects of intangible relationship value that need further elucidation and will thus provide opportunities for future research.

Details

Creating and managing superior customer value
Type: Book
ISBN: 978-1-84855-173-2

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