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In the context of a retailer with an international supply network, this paper develops theories of (a) how both stability and strong ties in an international supply network combine to yield a resource base that enables the development of flexible relationships with suppliers, (b) how stability and relationship flexibility in the international supply network of a retail reseller may in turn be driven both by the international diversity and by the density of the retailer’s supply network in a product category, and (c) how both the international diversity and the density of a retailer’s supply network may directly affect the likelihood of a retailer developing flexible relationships with its supplier. In doing so, this paper develops and presents six hypotheses and discusses some approaches to measurement of the underlying constructs and testing the hypothesized effects.

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.

This study tracked rural network activity among regional stakeholders, including government supported agencies, educational institutes, indigenous business representatives, economic support organizations and rural community groups. It explored the relationships that exist between regional stakeholders in a collaborative rural network environment, offering insights into the relationship dynamic between stakeholder organizations.

A longitudinal case study method was utilized to identify the component elements of regional stakeholder network engagement.

Communication, resource sharing and prolonged social interaction were found to be key elements in promoting stakeholder trust. Furthermore, proactive stakeholders improve commitment to network relationships over time. A cyclical flow of these criteria is necessary for congruent understanding to develop between the stakeholders resulting in collaborative network engagement.

Limitations include stakeholder willingness to participate in the research study, potential participant and researcher bias and the possibility that certain features may be particular to the observed network.

The current research demonstrated that stakeholder engagement cannot be assumed in a rural network environment, thus the implementation of the network paradigm into national strategic plans for rural regional development is recommended.

This research contributes to the under-developed area of regional stakeholder network engagement and provides a basis from which to consider the relationships that exist between regional stakeholders in a rural network. A key outcome is the development of a Framework of Regional Stakeholder Network Engagement, which offers insight into how committed network relationships evolve and highlight the factors that promote and hinder sustainable regional stakeholder engagement.

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.

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”).

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.

This chapter addresses the dynamics in inter-organizational relations. The authors probe the value networks so prevalent within contemporary ­manufacturing to put forward that their basic cooperation/competition duality manifests itself in practical terms as capability, appropriation, and governance paradoxes. The authors conducted a longitudinal ethnographic study aimed at capturing the process by which inter-organizational collabor­ation in ­manufacturing value networks is enacted. Our study finds that inter-organizational relations are “nested” in that a relationship plays out over an interpersonal network where the inter-organizational relationships are a framework for action, while simultaneously interpersonal interactions affect how the inter-organizational relationships take shape and evolve. Furthermore, we found that inter-organizational dynamics is essentially a stratified process. Solving particular and concrete problems at the surface level, with regard to specific collaboration issues between organizations, simultaneously shapes truces with regard to the underlying capability, appropriation, and governance paradoxes.

For over four decades, IB scholars have been conceptualizing and empirically examining the organizational structure of the multinational corporation (MNC) without really placing relationships at the center of attention. It therefore remains unclear what characterizes those relationships beyond subunits’ roles, motivation, or control mechanisms. Relationship as a term has often been used but rarely defined in the IB literature on intra-firm networks. We develop arguments that position such relationships as the focal unit of analysis. We extend current IB literature to examine in detail the nature and dynamics of relationships in MNCs by borrowing insights from Industrial Marketing and Purchasing research, which focuses on the relational nature and dynamics of interactions between actors. We offer a theoretical framework and develop a conceptual model that brings to the fore the multiplexity and temporality of relationships in MNCs. We also argue that intra-MNC network relationships can be seen as an evolving process and advocate for shifting away from variance-based and typological views toward a process view for examining relationships. Theoretically, understanding what characterizes the nature of MNC intra-firm relationships and what processes contribute to structuring them provides important insights into the global configuration of the MNC and the required organizational design mechanisms needed for MNC existence and resilience. The study is timely and practically relevant in the sense that considering intra-firm relationships deserves even more attention in the current global economic environment when accessing external resources becomes costly and/or inefficient.

The present study approaches multinational corporations as internal networks that are constantly newly organized on the basis of relationships, operations, activities, and tasks at hand. It combines MNCs-as-networks view with the research on supplier–customer relationship development to conceptualize the relational dynamics in the MNCs. The dynamics are seen created as the interplay of organizing within internal networks and managing of the global customer relationships. Through an empirical study on a project business MNC and analysis of the events in its global customer relationship the study defines strategies of political compromising in MNC internal networks.

Relationships are socially constructed by companies in interaction. This study explains the dynamic character of business-to-business relationships with the aid of rules theory, a theory borrowed from the communications field. Two forms of rules are identified: constitutive rules guide the interpretation of the other's acts, and regulative rules guide the appropriate response to the interpreted act. Rules theory asserts that companies act as if applying these rules. Relationships provide not only the context in which the parties’ acts are performed but are also the result of such acts. Thus, relationships are potentially reshaped each time one party performs an act and the other party gives meaning to that act and reacts.