...Mohit Srivastava Under given 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...

... to them through business and personal networks (McGowan, 2018). When applied to buying decisions, causal thinking suggests large firms identify required resources and then acquire them based upon predicted needs (Ivens and Pardo, 2007). Needs appear to be market-driven and customer-focused...

... 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...

... of the disadvantaged partner and adopting the networking perspective developed by the Industrial Marketing and Purchasing (IMP) Group. The two types of dark sides of cooperative relationships that correspond to the selective definition utilized here will be analyzed in the following two sections. Both make...

...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...

... of autonomy in business cooperation. By proposing a new category of norms of moderated autonomy, the study expands the seminal theory of relational contract. © Emerald Group Publishing Limited 2009 Small to medium‐sized enterprises Corporate strategy Management strategy Networking...

... 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...

... 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...

...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...

...., 2002). This empowers the customers to be highly participative in all aspects of the consumption process, giving rise to the co‐creation of value and benefits between the organisation and customer. 5. Network marketing (NM). This involves active, participative customers and firms where...

... 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; 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...

...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...

... Emerald Group Publishing Limited 2007 Social capital Networking Entrepreneurialism An executive summary for managers and executive readers can be found at the end of this issue. Much of the work of the IMP group of researchers has been focused upon buyer‐seller relationships...

...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...

...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...

..., 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...

...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...