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Book part
Publication date: 24 August 2011

Morten H. Abrahamsen

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…

Abstract

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.

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Interfirm Networks: Theory, Strategy, and Behavior
Type: Book
ISBN: 978-1-78052-024-7

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Book part
Publication date: 22 November 2021

Christina Öberg

This chapter describes and discusses how the notion of network pictures would contribute to the literature on management cognition. Network pictures, as conceptualized in…

Abstract

This chapter describes and discusses how the notion of network pictures would contribute to the literature on management cognition. Network pictures, as conceptualized in business-to-business marketing, refer to managers’ sensemaking of the context and put focus on the interconnectivity among firms, along with managers’ subjective idea about what parties would be relevant for the firm. A systematic literature review on network pictures shows that network picture research focuses on how managers may have difficulties comprehending parties beyond present business partners, while the theoretical conceptualization emphasizes interdependences and prioritization and reprioritization among relevant parts of the limitless network. These latter ideas add to current research on managerial cognition. They do so through introducing a different notion of the context – or environment – and thereby raising the awareness of its complexity. Albeit the network picture literature focuses on how managers’ network pictures affect their strategizing in the network, the core idea entails how reactions and partners strategizing in parallel describe an ever-changing context but not the less important for any manager to comprehend.

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Thinking about Cognition
Type: Book
ISBN: 978-1-80117-824-2

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Book part
Publication date: 16 August 2014

Carla Ramos and David Ford

Companies inevitably interact and entrench in complex organic systems of business relationships with other. These business networks are not objectively defined, instead they are…

Abstract

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.

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Deep Knowledge of B2B Relationships Within and Across Borders
Type: Book
ISBN: 978-1-78190-858-7

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Book part
Publication date: 17 August 2017

Morten H. Abrahamsen, Malena I. Havenvid and Antonella La Rocca

In this chapter, the authors focus on three challenges related to the attributes of the interactive business world and on the related implications for methodology. The first…

Abstract

In this chapter, the authors focus on three challenges related to the attributes of the interactive business world and on the related implications for methodology. The first challenge is how to capture the continuity of business relationships, which implies: (1) Taking a two-sided (bilateral) view when researching business relationships, (2) collecting data on content and consequences of business relationships and (3) developing a research design to capture development over time. The second challenge is how to set boundaries and trace network-like structures, which implies: (1) identifying the relevant relationships that appear to affect each other in a network-like manner, (2) capturing interdependences among relationships (how they affect each other) and (3) researching forces generating network dynamics (how these interdependencies are established and change over time). The third challenge is how to observe and research interaction processes in business relationships, which leave little traces and are difficult to record. This requires the attention on (1) the choice of point(s) of observation, (2) the handling of the subjective understanding of interaction and (3) researching how interaction unfolds. The authors conclude with a discussion on the complexity of handling these challenges, and related methodological choices, when ‘research objects’ are interconnected.

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

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Book part
Publication date: 29 May 2018

Per Andersson and Björn Axelsson

This chapter is a response to observations from previous chapters where we have learnt that the context surrounding B2B sales seem to deviate quite a lot from a traditional market…

Abstract

This chapter is a response to observations from previous chapters where we have learnt that the context surrounding B2B sales seem to deviate quite a lot from a traditional market view based on neoclassic theory. In the first part of this chapter, we contrast the two different views of markets and with that as our reference point, we discuss some general implications for marketing, sales, and purchasing.

The chapter looks deeper into a “markets-as-networks” perspective and argues that such lenses applied on marketing and sales activities in business markets will have implications on ways to organize marketing and sales. Actors, activities, and resources are embedded into structures (activity, actor, and resource structures), and it is important to have a reasonable sense of what and how these structures look in order to make the best priorities for the short- and long-term success of the business.

The chapter addresses how the market system surrounding the supplier–customer interchange contributes to setting the scene for operating exchange processes. Five general network themes and challenges for sales and marketing have been identified and explored. Against these, the chapter puts organizational issues in focus. Two aspects are in focus of this concluding discussion: first, organizational variety and ongoing processes of organizational adaptation, and second, coordination and communication.

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Organizing Marketing and Sales
Type: Book
ISBN: 978-1-78754-969-2

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Content available
Book part
Publication date: 17 August 2017

Abstract

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

Book part
Publication date: 12 June 2017

Ofer Sharone

The rapid growth of online social networking sites (“SNS”) such as LinkedIn and Facebook has created new forms of online labor market intermediation that are reconfiguring the…

Abstract

The rapid growth of online social networking sites (“SNS”) such as LinkedIn and Facebook has created new forms of online labor market intermediation that are reconfiguring the hiring process in profound ways; yet, little is understood about the implications of these new technologies for job seekers navigating the labor market, or more broadly, for the careers and lives of workers. The existing literature has focused on digital inequality – workers’ unequal access to or skilled use of digital technologies – but has left unanswered critical questions about the emerging and broad effects of SNS as a labor market intermediary. Drawing on in-depth interviews with unemployed workers this paper describes job seekers’ experiences using SNS to look for work. The findings suggest that SNS intermediation of the labor market has two kinds of effects. First, as an intermediary for hiring, SNS produces labor market winners and losers involving filtering processes that often have little to do with evaluations of merit. Second, SNS filtering processes exert new pressures on all workers, whether winners or losers as perceived though this new filter, to manage their careers, and to some extent their private lives, in particular ways that fit the logic of the SNS-mediated labor market.

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Emerging Conceptions of Work, Management and the Labor Market
Type: Book
ISBN: 978-1-78714-459-0

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Book part
Publication date: 27 January 2012

Angela Paradise

Digital cameras and social networking have made photo-taking and photo-sharing more ubiquitous than ever before. In recent years, scholars and the popular press have raised…

Abstract

Digital cameras and social networking have made photo-taking and photo-sharing more ubiquitous than ever before. In recent years, scholars and the popular press have raised concerns over the practice of posting photographs on social networking sites, especially when the images contain problematic or incriminating content. These concerns are often directed toward college students, who are among the most active users of social media. To that end, this chapter offers a comprehensive overview of the extent and emerging research pertaining to college students' photo-sharing habits on social networking sites. Much of our attention focuses on Facebook, which has emerged as the largest and fastest growing photo-sharing Web site in the world. While research on text-based disclosure will be addressed, a greater emphasis is placed on college students' photo-related behaviors, including uploading, viewing, tagging, and untagging photos. Further, this chapter discusses research on problematic or damaging content in college students' photos posted on Facebook, including depictions of alcohol use, drug use, and sexual promiscuity. This chapter provides a glimpse of some recent data (collected by the author) from a national sample of U.S. college students, which further shed light on their experiences and attitudes regarding their photo-related Facebook behaviors, the types of incriminating photos they report posting, and the consequences they have experienced due to visual images shared by themselves or others on Facebook. Finally, this chapter concludes with a discussion of the strategies utilized by college administrators, faculty, athletic coaches, and others within higher education to address the concerns and consequences often associated with college students and the photographs they share on Facebook and other social networking sites.

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Misbehavior Online in Higher Education
Type: Book
ISBN: 978-1-78052-456-6

Book part
Publication date: 14 July 2014

Ajay Mehra, Stephen P. Borgatti, Scott Soltis, Theresa Floyd, Daniel S. Halgin, Brandon Ofem and Virginie Lopez-Kidwell

Social networks are not just patterns of interaction and sentiment in the real world; they are also cognitive (re)constructions of social relations, some real, some imagined…

Abstract

Social networks are not just patterns of interaction and sentiment in the real world; they are also cognitive (re)constructions of social relations, some real, some imagined. Focusing on networks as mental entities, our essay describes a new method that relies on stylized network images to gather quantitative data on how people “see” specific aspects of their social worlds. We discuss the logic of our approach, present several examples of “visual network scales,” discuss some preliminary findings, and identify some of the problems and prospects in this nascent line of work on the phenomenology of social networks.

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Contemporary Perspectives on Organizational Social Networks
Type: Book
ISBN: 978-1-78350-751-1

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Book part
Publication date: 8 April 2005

Magnar Forbord

In every industry there are resources. Some are moving, others more fixed; some are technical, others social. People working with the resources, for example, as buyers or sellers…

Abstract

In every industry there are resources. Some are moving, others more fixed; some are technical, others social. People working with the resources, for example, as buyers or sellers, or users or producers, may not make much notice of them. A product sells. A facility functions. The business relationship in which we make our money has “always” been there. However, some times this picture of order is disturbed. A user having purchased a product for decades may “suddenly” say to the producer that s/he does not appreciate the product. And a producer having received an order of a product that s/he thought was well known, may find it impossible to sell it. Such disturbances may be ignored. Or they can be used as a platform for development. In this study we investigate the latter option, theoretically and through real world data. Concerning theory we draw on the industrial network approach. We see industrial actors as part of (industrial) networks. In their activities actors use and produce resources. Moreover, the actors interact − bilaterally and multilaterally. This leads to development of resources and networks. Through “thick” descriptions of two cases we illustrate and try to understand the interactive character of resource development and how actors do business on features of resources. The cases are about a certain type of resource, a product − goat milk. The main message to industrial actors is that they should pay attention to that products can be co-created. Successful co-creation of products, moreover, may require development also of business relationships and their connections (“networking”).

Details

Managing Product Innovation
Type: Book
ISBN: 978-1-84950-311-2

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