... environmental uncertainties, the purpose of this paper is to examine the effect of brokers on the networking behaviour of small- and medium-sized enterprise (SMEs) and the subsequent impact on the performance of SMEs. The following five different types of brokers were tested, namely, coordinator, representative...

... ; Thakkar et al., 2008). This leads to the suggestion that further investigation into how micro firms successfully undertake buying activities (McGowan, 2018) and engage in buying and selling relationships and networks while experiencing resource restriction (Bocconcelli et al., 2016...

... develops, implements and sells customized cost-management software. The study is exploratory and based on 24 in-depth interviews. Findings The findings show that the development of a customer portfolio depends on the cumulative effect of heterogeneous elements and network connections. These include...

...Maria Ivanova-Gongne; Lasse Torkkeli Purpose This paper aims to investigate the role of culture in managerial sensemaking and conceptualization of business networking. Design/methodology/approach The authors apply qualitative methodology through the sensemaking approach on three Finnish...

... along the supply chain, drawing attention to the formation of a dark side. The second part of the paper re-examines the association between cooperation and opportunism, taking the point of view of the disadvantaged partner and adopting the networking perspective developed by the Industrial Marketing...

...Todd Morgan; Sergey Anokhin; Joakim Wincent Purpose – This study aims to examine the impact of entrepreneurial orientation, firm market power and their interaction on opportunism in horizontal exchange networks. The aim is to investigate how entrepreneurial orientation and market power...

... Corporate strategy Management strategy Networking Organizational behaviour With few exceptions (Tuusjärvi, 2000 , 2003 ; Blois, 2002), empirical studies applying Macneil's theory have been largely quantitative and focused on a few operationalized relational norms selected in advance (Gundlach...

... Appreciating why existing proprietary technologies need to be replaced with new robust and open technologies is important. Knowing when and how existing and emerging technologies would converge is even better. Developing an understanding of the likely impact of this convergence on existing network structure...

... as a general term representing the network‐with‐and‐within‐network nature of value creation, with transactions as “temporal isolates” of relationships is suggested. Originality/value This higher‐order conceptualization of relationship provides a foundation for better understanding the role of relationship...

...Jaqueline Pels; Olga A. Tretyak; Nikita I. Popov Purpose The purpose of this paper is to extend existing theories of b2b networks over non‐profit networks. Design/methodology/approach The paper sheds light on the network organisational forms recently implanted in the academic community...

... features five different aspects of marketing practice (Coviello et al., 1997). These are: Social marketing Marketing strategy Networking 1. Transaction marketing (TM). This is the “4P” approach to customers. Classically explained as an economic goods exchange process, TM...

... be necessary to develop a cluster. Findings The findings concluded that the basic elements of a cluster consist of: geography, the role of government, entrepreneurship, SME's, trust, cooperation and networking. All are necessary for a cluster to succeed. The researcher documented the birth of the cluster...

...Michael Beverland; Adam Lindgreen; Julie Napoli; Felicia Morgan; Dawn Deeter‐Schmelz; Christopher R. Moberg Purpose By outsourcing or partnering with two or more firms to perform certain activities targeted toward customers, firms are engaging in service networks. This research begins to examine...

...Per Vagn Freytag; Thomas Ritter; Malcolm T. Cunningham Purpose The purpose of this paper is to introduce neurological networks as a new metaphor for industrial networks. It also discusses a dysfunction of neurological networks, called writer's block, and compares the disease and potential cures...

... in typical B2B nets that extensive social capital will be constrained by the existence of competition between vertical nets leading to the absence of cross linking. James L. Bowey can be contacted at: jbowey@ubishops.ca © Emerald Group Publishing Limited 2007 Social capital Networking...

...Per Vagn Freytag; Thomas Ritter; Elsebeth Holmen; Ann‐Charlott Pedersen; Nikolai Jansen Purpose While numerous articles have stressed the importance of developing and maintaining supply networks, there is still a dearth of studies that address how supply networks arise and change over time...

...Per Vagn Freytag; Thomas Ritter; Thomas Ritter Purpose The paper suggests a framework for analyzing business relationships using the hierarchy‐markets‐network framework. Instead of treating these three interaction modes as mutually exclusive, an integrated model is suggested offering...

..., a family‐owned manufacturer of machinery to cut steel, and Vulcano, a manufacturer of instantaneous house gas water‐heaters and boilers. Findings The article finds that supply management decisions depend not only on the network position of the buying firm, but also on the network vision of its managers...

...Stefanos Mouzas; Pete Naudé Purpose The aim of this paper is to identify how companies mobilize other companies in their surrounding network to work within the plans they develop. Design/methodology/approach A conceptual model is developed and its applicability is illustrated by a case study...

...Angela Hausman; Wesley J. Johnston; Ian F. Wilkinson Purpose The paper seeks to review recent developments in theory and research regarding the nature and role of relations and networks in business markets and to argue for a more dynamic, interactive and evolutionary view. Design/methodology...