Search results

1 – 10 of 59
To view the access options for this content please click here
Article

Alexandra Waluszewski, Hakan Hakansson and Ivan Snehota

One of the most salient contemporary societal trends is the increasing amount of public–private collaborations. In spite of the increasing awareness of the need to…

Abstract

Purpose

One of the most salient contemporary societal trends is the increasing amount of public–private collaborations. In spite of the increasing awareness of the need to scrutinise the promises of public–private partnership (PPP), there is an important but seldom-asked question: How does the assumed interaction pattern behind PPP correspond with the interaction pattern appearing in empirical studies of the content of business exchange? The purpose of this paper is to shed light on the discrepancy between the expected and actual pattern of interactions in PPPs.

Design/methodology/approach

The paper presents a specific PPP concerning the construction of a Nya Karolinska (NKS) hospital building, which ended up as an economic and functional disaster. With an interactive approach as point of departure (Håkansson et al. 2009; Waluszewski, Håkansson, Snehota, 2017), this paper investigates a) the interaction pattern of the business landscape expected by policy/politicians in the NKS construction case and b) how the assumed interaction pattern appears in relation to the interaction pattern of the business landscape outlined in empirical studies of exchange, in the business landscape in general and of the construction setting in particular.

Findings

Given that the public side is neglecting the interactivity and interdependency of the private business setting, the disappointment with the NKS PPP project does not appear as an odd deviation. Rather, as a natural consequence of a public side expecting autonomous actors able to deliver innovation, quality and cost control just because they are exposed to competitive forces – but in reality interfacing with private actors which interests are directed to interdependent investments in place; own and related suppliers’.

Research limitations/implications

The investigation of the political expectations behind the NKS PPP case was concentrated on two types of data. Original reports expressing the political view of the interaction pattern of the private setting have been used. Four published studies focussing on different aspects of the NKS process, which discuss the political view of the private setting, was also used.

Practical implications

Be it private–private or public–private, to be beneficial for both sides of the exchange interface, both sides have to engage in the exchange – with representatives with knowledge and experiences of all direct and indirect related social and material resources that will be affected. The need to mobilise and involve representatives with extensive experiences of specific resource combinations of both sides of the exchange interface; the public as well as the private, does not disappear simply because it is assumed away.

Social implications

The competitive forces of the private setting are by politicians and policy assumed to function in an automatic way; breeding cost efficiency, quality and innovation. Furthermore, there is also an assumption of speed and ease of change. With the trust in these characteristic sof the private setting at hand, politicians have a “cart blanche” to withdraw from direct involvement in the creation of producer-user interfaces.

Originality/value

The paper underlines that as soon as the public-private exchange concerns goods that cannot be transformed to or treated as homogeneous ‘commodities’, as most often is the case of in this type of processes, there are reasons to be extremely careful in the design of the interaction interface. There are differences both in resource and activity structures between the two sides of the exchange interface and these differences have to be actively dealt with.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Content available

Abstract

Details

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

Abstract

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

Abstract

Details

IMP Journal, vol. 12 no. 3
Type: Research Article
ISSN: 2059-1403

To view the access options for this content please click here
Article

Alexandra Waluszewski, Ivan Snehota and Antonella La Rocca

The purpose of this viewpoint paper is to summarise the key findings of the industrial marketing and purchasing (IMP) research – especially for those who are unaware or…

Abstract

Purpose

The purpose of this viewpoint paper is to summarise the key findings of the industrial marketing and purchasing (IMP) research – especially for those who are unaware or unfamiliar with this research community – and above all, to point at some directions of development.

Design/methodology/approach

The authors draw on IMP research studies.

Findings

The authors identify three avenues for further research. The first is related to the need for a sharper, more elaborated and nuanced pictures of the business world, which is in a state of continuous evolution. Second, to present research on business movements from new angles and elaborate sequences of effects and larger patterns of change, there is a need for methodological and conceptual development. The third avenue for further research concerns the provision of normative recommendations to business and policymakers on how to cope with, and make use of, interactivity and interdependences.

Originality/value

The authors outline the areas in which they currently see the greatest “need for better understanding”, aware of the limits in what they know.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article

Antonella La Rocca and Ivan Snehota

The expanding body of research on business models generally assumes that firms operate in a “transactional” context. Several recent studies suggest that the concept of…

Abstract

Purpose

The expanding body of research on business models generally assumes that firms operate in a “transactional” context. Several recent studies suggest that the concept of business models in contexts where relationships matter, such as business markets, involves issues that the transactional microeconomic perspective is ill suited to capture. In the expanding literature on business models, the role of context in how business models emerge and evolve is a topic that appears under researched. The purpose of this paper is to review the findings of these studies and explore how “relational context” affects the emergence and evolution of business models.

Design/methodology/approach

The authors review the literature on business models in business markets where high-involvement relationships with customers and suppliers are common, and report a case to illustrate the critical issues involved.

Findings

The authors find that context where high-involvement relationships are common implies that business models are relationship specific and tend to be different across key relationships of a business; the involvement of others limits the autonomy of a single business in developing its business model; business models are continuously emergent and transient.

Originality/value

This study is among the few that examine the emergence and evolution of business model in business network in a longitudinal perspective. The value of the study also lies in the implications of the relationship-centric business model for management practice and research.

Details

IMP Journal, vol. 11 no. 3
Type: Research Article
ISSN: 2059-1403

Keywords

Abstract

Details

IMP Journal, vol. 11 no. 3
Type: Research Article
ISSN: 2059-1403

Content available

Abstract

Details

IMP Journal, vol. 11 no. 2
Type: Research Article
ISSN: 2059-1403

Content available

Abstract

Details

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

Content available
Book part

Abstract

Details

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

1 – 10 of 59