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Håkansson, Håkan; Gadde, Lars-Erik
2018 IMP Journal
PurposeThe purpose of this paper is to illustrate the development of research based on the IMP approach during the four decades since the inauguration in 1976. The paper presents a network analysis of IMP research based on one of the central IMP frameworks: the ARA model.Design/methodology/approachThe main activity analysed is the annual IMP conference. The development over time is described by comparison of three conferences (1984, 1998 and 2012) with regard to the themes of the papers presented. In addition, some joint research projects are described. The most central resources are the research frameworks and findings presented in books and journals. To illustrate this dimension, the authors have traced all IMP publications that had been cited more than 100 times in 2013. In the actor layer, the authors investigated the development over time of the distribution of publications and conference presentations on research groups.FindingsThe paper shows how IMP has evolved into a research network around common themes of which business relationships and networks are the most significant. The activities of various research groups have become increasingly interlinked through joint research programmes, annual conferences and seminars, a website and a dedicated journal.Originality/valueThe paper provides a detailed illustration of the development of the IMP network. The description of this process is of general relevance as an example of how research ideas can develop and become established in terms of a distinct research network.
Laari-Salmela, Sari; Mainela, Tuija; Pernu, Elina; Puhakka, Vesa
2018 IMP Journal
PurposeThe purpose of this paper is to examine subsidiary positioning within the dynamic business networks in the context of multinational companies (MNCs). The research question of the study is: How does the positioning of a subsidiary emerge through strategic practices in the dynamic business networks of an MNC?Design/methodology/approachThe study relies on the IMP view on strategy with a focus on market positioning activity and the strategy-as-practice approach. Positioning is seen as a question of strategic practices in the interactive spheres of the subsidiaries. In the empirical part of the study, the authors examine the practices of a forest machine industry multinational through longitudinal interview and archival data on three of its sales subsidiaries in Sweden, Russia and the USA.FindingsThe study defines core tensions in subsidiary interactive spheres and the related strategic practices that shape the positioning of the subsidiaries. The study models the practice-based network positioning of MNC subsidiaries as a dynamic play of relationship tensions.Originality/valuePrior research has focused either on the internal organizing of the MNCs or embeddedness of subsidiaries in their local environment. Less attention has been paid to the practices of positioning through which the subsidiaries deal with the inevitable tensions at the intersection of the internal and external networks.
Andersen, Poul; Holmen, Elsebeth; Pedersen, Ann-Charlott
2018 IMP Journal
PurposeNetworks and relationships are not stable. On the contrary, they change and are transformed by the actors who take part in them. Change and transformation result from the actions and reactions of these actors. However, a key issue is what makes the actors choose some actions and reactions while refraining from others. The paper aims to discuss these issues.Design/methodology/approachThe authors argue that the actors’ expectations to the future of the network are formative for the actions and reactions and, furthermore, that the future expectations are formed by interaction among the actors that take part in the networks.FindingsThe authors depart from the existing foresight literature, but realign its ideas to fit with the core tenets of the IMP approach. Thereby, the purpose is twofold: to explore and conceptualize network foresight phenomena as well as to contribute to the practice of collective foresighting in business networks.Research limitations/implicationsThe authors suggest research into formations of expectations in networks with a specific view to the interactive and structural effects of networks. Furthermore, the authors suggest a framework for categorizing network episodes and linking these to the formation of recognized issues and solutions.Practical implicationsThe authors provide a framework for analyzing the focus of business networks in terms of solutions and issues, and analytically breaking down the interaction among these.Originality/valueThe authors introduce the concept of business network foresight, both as a distinct concept that enables us to understand change and transformation in networks, but also as a procedure for supporting actors’ strategizing efforts in business networks.
van Zeeland-van der Holst, Eveline Maria; Henseler, Jörg
2018 IMP Journal
PurposeThe concept of trust suffers from conceptual confusion. The current perspectives on trust within the B2B marketing domain could be visualised as a big box of which the borders are defined by the disciplines marketing, economics, psychology and sociology. The purpose of this paper is to enlarge the box by introducing neuroscientific insights on trust to the B2B marketing domain.Design/methodology/approachBy a literature study on neuroscientific insights on trust, this paper examines how neuroscience can help to solve existing problems within trust research and how it can address problems that otherwise might not be considered.FindingsThe neural coordinates of trust not only show that trust entails cognitive and affective elements, but also that these elements are so intertwined that they cannot be completely separated. What can and should be separated are the concepts of trust and distrust: the neural coordinates of trust are clearly different from the neural coordinates of distrust. Furthermore, there are personal differences in the ease of trusting others, which are not only caused by previous experiences but also by differences in resting patterns of frontal electroencephalographic asymmetry and by differences in hormonal state.Research limitations/implicationsSpecifically, the neural difference between trust and distrust might shape the future research agenda for trust research within industrial marketing. It is likely that the process of distrust goes quick, whereas trust comes more slow. This is reflected in the dual processing theory, which is seen as a paradigm shift in the psychology of reasoning.Originality/valueNew perspectives and directions for trust research are presented. The distinction between trust and distrust is connected to approach- and avoidance-motivated behaviour, which is highly relevant for deepening the studies on trust within industrial marketing.
Mandják, Tibor; Belaid, Samy; Narus, James A.
2018 IMP Journal
PurposeThe purpose of this paper is to address the effects of deep environmental changes on business network actors’ behaviors. The consequences of political, institutional, and socio-economic changes on Tunisian automotive spare-parts distribution networks during the past five years are examined. The authors chose the Tunisian automotive spare-parts distribution network for several important reasons. Most importantly, it gave us a unique platform to study the aftermath of deep political, socio-economic, and governance shocks caused by the Jasmin Revolution on a historically stable, simple, and productive business network within the import-dependent Tunisian spare-parts distribution system.Design/methodology/approachA qualitative, exploratory research project was conducted in Tunisia to assess and interpret changes in actors’ behaviors and business relationships within the automobile parts aftermarket due to major social, economic, and political upheavals. Automobile parts jobbers served as principal source of data for investigations. Jobbers were selected as key respondents because of the middle and pivotal position they occupy in Tunisian automobile parts distribution channels. For this reason, they were able to provide insightful and compelling information about business relationships with upstream channel members such as manufacturers and wholesalers as well as with downstream channel members such as retailers, repair shop owners, and repair technicians.FindingsThe authors found that seismic political, socio-economic, and interpersonal relationship shocks to institutions significantly impacted the behaviors of key actors in those networks, which, in turn, altered the nature and conduct of business within those networks. Profound changes in the companies’ external environment provoked changes in the companies’ proximate relationships and business dealings. In the short-run, these changes brought more conflictual and more short-term and selfish behaviors on the part of network actors in their ongoing business relationships. In long term, the increased volatility and uncertainty will likely bring wanted and unwanted institutional changes which, in turn, will likely create new forms of behaviors, relationships, and business networks. This new situation will cause a distrust between distribution actors and among notorious automotive brand names that are counterfeit and sold as genuine brand.Research limitations/implicationsAs in the case of qualitative methodology, this research has several limitations. One of them is the focus on jobbers. Although the choice of jobbers as a key respondent is justified by their middle role between the importer wholesalers as their suppliers and the repair shops as their clients, the views of these other actors are not directly mirrored in the research. Another limit is that only the most important jobbers were asked who were generally threatened by the counterfeit products and who did not deal with those products. Thus, the view of the new actors is missing from the picture.Practical implicationsManagers must pay attention to potentially dangerous combinations of elements which, when taken together, may prompt self-serving and destructive behaviors that may threaten the continued prosperity of long-standing business relationships and networks. As in the Tunisian case, the lower the level of compliance combined with the availability of low price, counterfeit or imported goods dramatically increased the level of short-term, malevolent relationship-destroying behaviors. Perhaps the greatest danger to overall network prosperity comes when short-term opportunism replaces the pursuit of long-term mutual benefits. Research has long demonstrated that high-involvement long-term relationships are essential for distribution companies’ growth and sustained performance.Originality/valueGiven the immediacy of the revolution and the paucity of research on channels in developing North African nations, this work stands to make a timely contribution to the literature. The influence of weak institutions (including governments) is a unique and important contribution. Other unique contribution is the introduction of counterfeit goods into consideration showing their role in the changes of actors’ behavior and in the possible source of conflicts.
Gadde, Lars-Erik; Wynstra, Finn
2018 IMP Journal
PurposeThe purpose of this paper is to analyze the role of uncertainty in purchasing and supply management, and the changes of this role over time.Design/methodology/approachThe paper is based on a literature review of the development of purchasing and supply management over time and how these issues have been related to uncertainty and dependence. This examination also required analysis of the impact of other concepts from behavioral sciences: interdependence, power and control.FindingsThe paper shows that the relationship between purchasing management and uncertainty has changed substantially over time. Traditionally, uncertainty was avoided, while firms today are engaged in efforts of handling the consequences of uncertainty. This modification affected the features of buyer-supplier relationships, as well as the perspectives and the exploitation of power, control and dependence.Originality/valueThe paper demonstrates both positive and negative consequences of uncertainty, depending on the approach applied in purchasing. Moreover, the analysis shows that uncertainty cannot be avoided. Modifications of purchasing management will reduce certain types of uncertainty. But the same modification also results in increases of other forms of uncertainty.
Vildåsen, Sigurd Sagen; Havenvid, Malena Ingemansson
2018 IMP Journal
PurposeMost scholars acknowledge the role of firm-stakeholder relationship for enabling corporate sustainability (CS), but existing literature tends to apply a superficial understanding of interaction. Thus, the purpose of this paper is to advance knowledge by challenging classical stakeholder theory with fundamental insights from the IMP perspective, which in turn leads to a deeper conceptualization of interactive CS.Design/methodology/approachA typology framework is developed through an abductive research design grounded in the concepts of actors, resources, and activities. The authors illustrate the potential of the framework through a longitudinal case study. The empirical case revolves around an initiative for recycling of plastic material in a partly beforehand established supply chain, and the study reveals three main findings.FindingsFirst, recycling solutions can result in major technological challenges. For example, using recycled material can jeopardize industrial quality standards. Second, third-party stakeholders represent critical knowledge and competence that can remedy technological challenges. Finally, R&D projects are important means for developing firm-stakeholder relationships.Research limitations/implicationsThe paper introduces IMP concepts to the CS debate, which can illuminate the emerging literature on tensions and paradoxes related to CS phenomena. Further research is needed on the role of non-business actors as capacity generators for social and environmental change in traditional business networks.Practical implicationsThe proposed framework can be used to analyze why some stakeholders (individuals and groups) turn into contributing actors in inter-organizational relationships, while others remain latent.Originality/valueThis paper illustrates the usefulness of actor bonds, resource ties and activity links as explanatory concepts. Moreover, developed relationships in terms of collaboration and networks represent a capacity to change, which is overlooked in current CS debates.
Ylä-Kujala, Antti; Marttonen-Arola, Salla; Kärri, Timo
2018 IMP Journal
PurposeThe role of management control is frequently emphasized in connection with inter-organizational relationships and value networks. For example, boundary-spanning cost and accounting control techniques have been studied in multifaceted empirical settings. The prevalence of such techniques is, however, currently unknown in conjunction with companies’ interests to increase inter-organizational integration in general. Additionally, also the nexus between the internal state of cost management and the company’s willingness to develop inter-organizational relationships requires further investigation. The paper aims to discuss these issues.Design/methodology/approachThe study is based on an extensive survey that was responded to by more than 1,500 CEOs and CFOs from large, medium-sized and small Finnish enterprises in a variety of industries. As the authors chose the mixed-methods approach, both quantitative and qualitative data were collected for the study.FindingsThe findings suggest that companies can be allocated to five clusters: “the cost experts,” “the trustful,” “the holdouts,” “the trailblazers” and “the uncertain”. When the networking-oriented clusters, “the trustful” and “the trailblazers” are combined, the authors can conclude that 40 percent of the studied companies are interested in increasing inter-organizational integration. However, only 7 percent have boundary-spanning techniques in use. There is also a correlation between interest in integrating and developing cost management.Research limitations/implicationsThis paper contains several theoretical implications, although further research, e.g. comparative studies, is required to verify the findings. The scarcity of managerial implications can be regarded as a limitation.Originality/valueThis paper fills several untapped research gaps by studying inter-organizational integration in the cost management context from multiple, complementary perspectives with a particularly large set of data.
Efanny, Wita; Haryanto, Jony; Kashif, Muhammad; Widyanto, Hanif Adinugroho
2018 IMP Journal
PurposeA huge investment launching the marketing program is made by the manufacturers to establish brand loyalty with retailers and other supply chain partners; however, what is the impact of these efforts on retailer-perceived brand equity (RPBE) is scarcely investigated in a business-to-business (B2B) context. The purpose of this paper is to investigate the impact of Nu Green – a brand of tea as a manufacturer’s marketing efforts on RPBE.Design/methodology/approachBased on the positivist paradigm, the authors followed a survey-based approach to collect data from 125 retailers of Nu Green Tea brand from Indonesia. The collected data were rigorously analyzed by means of structural equation modeling.FindingsThe results reveal that elements of marketing efforts such as supplier image, distribution strategy, and push and pull promotions have a significant impact on the RPBE of Nu Green.Originality/valueThis research extends the understanding of retail marketing in a B2B context by investigating the impact of marketing efforts on RPBE.