Blar i BI Open på tidsskrift "Industrial Marketing Management"
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A never ending story: interaction patterns and economic development
(Journal article; Peer reviewed, 2013)Industrial marketing and purchasing is an interesting phenomenon. On the surface it appears as very mundane, a simple day-to-day activity performed by purchasers, sales personnel, and technical specialists; i.e. most often ... -
Any way goes: identifying value constellations for service infusion in SMEs
(Journal article; Peer reviewed, 2013)Manufacturing firms have always delivered services, by supplying spare parts, installing equipment, training employees, or performing maintenance. In competitive markets though, firms seek new ways to differentiate their ... -
Caught in the middle: buying from markets and selling to networks
(Journal article; Peer reviewed, 2015)The purpose of this paper is to look at how relationships between buyers and sellers are affected when on the supply side the most important resource is available only through a trading system created from a market ... -
Effectiveness of Contracts in Marketing Exchange Relationships: A Meta-analytic Review
(Peer reviewed; Journal article, 2020)Exchange partners devise and implement contracts to improve performance within a relationship. Detailed, specific contracts provide a blueprint designed to guide desired interfirm behavior, and firms may use the contract ... -
Handling resource deficiencies through resource interaction in business networks
(Peer reviewed; Journal article, 2023)This paper conceptualizes how to handle resource deficiencies due to disruption and turbulence in supply chains from an Industrial Marketing and Purchasing (IMP) perspective. A conceptual framework explores how three ... -
Innovation forecast: un-avoidable and context dependent
(Journal article; Peer reviewed, 2014)Industrial marketing and purchasing is an interesting phenomenon. On the surface it appears as very mundane, a simple day-to-day activity performed by purchasers, sales personnel, and technical specialists; i.e. most often ... -
Managing international supply: the balance between total costs and customer service
(Journal article; Peer reviewed, 2012)Many trading companies have taken a global approach to their supply markets, sourcing from low-cost foreign countries in order to achieve cost reductions. There remains, however, a lack of evidence that sourcing internationally ... -
Network picturing: An action research study of strategizing in business networks
(Journal article; Peer reviewed, 2016)This paper aims to understand how managers use network pictures in their strategizing decisions. In business networks, strategizing concerns decisions about how to interact with, mobilize and influence other actors through ... -
Offshore outsourcing: a dynamic, operation mode perspective
(Journal article; Peer reviewed, 2013)Based on a case study of the Danish company SimCorp and the development of its operations in Kiev, Ukraine, we analyse offshore outsourcing in a broader, longitudinal foreign operation mode context, and how it may contribute ... -
Practice theory and the study of interaction in business relationships: Some methodological implications
(Journal article, 2017)Research on customer–supplier relationships in business markets has evidenced the centrality of interaction processes. However, while several studies examine interaction processes and their consequences in relation to the ... -
Resource Interaction and Resource Integration: Similarities, Differences, Reflections
(Journal article; Peer reviewed, 2020)The purpose of this paper is to provide a state-of-the-art comparison of the conceptualization of resources in ‘Resource Interaction’ (IMP) and ‘Resource Integration’ (SDL). Both are engaged with understanding how value ... -
Resource interaction: Key concepts, relations and representations
(Journal article; Peer reviewed, 2022)Value co-creation is a core focus area in both B2B marketing and strategy research, necessitating resource utilization within and across organizational boundaries. In the Industrial Marketing and Purchasing (IMP) group, ... -
The role of supplier relationships in the development of new ventures
(Journal article; Peer reviewed, 2019)New business ventures have rather limited resources, generally suffer from liabilities of smallness and newness and rely on external business relationships, typically with suppliers, for developing and acquiring necessary ... -
Sensemaking in business networks: introducing dottograms to analyse network changes
(Journal article; Peer reviewed, 2012)The issue of how different actors in a network understand changes to their industry remains an under-researched but crucially important area. According to the industrial network approach, companies interact according to ... -
Studying innovation processes in real-time: the promises and challenges of ethnography
(Journal article; Peer reviewed, 2011)This paper discusses the promises and challenges of innovation ethnographies. We depart from the notion that innovation processes are highly contingent, messy and non-linear and examine ways in which these processes have ... -
The contrary forces of innovation: a conceptual model for studying networked innovation processes
(Journal article; Peer reviewed, 2012)In this paper, we argue that industrial innovation processes can productively be analyzed as consisting of two sub-processes that over time create and mobilize contrary forces within both internal and external interactions ... -
The logic of innovation in construction
(Journal article; Peer reviewed, 2014)Research highlights - We combine insights from the industrial network approach with the exploration-exploitation dichotomy to study the logic of innovation in construction - A framework is developed that illustrates ... -
The marketing-accounting interface: problems and opportunities
(Journal article; Peer reviewed, 2015)An important aim of this special issue is to contribute to the interdisciplinary research literature on marketing and accounting. This is important also from a practical point of view since both the marketing and accounting ... -
The roles of money and business deals in network structures
(Journal article; Peer reviewed, 2015)In this article we attempt interpreting and conceptualizing the roles of monetary processes and business deals in relation to IMP methodology and theory. This suggests that we have to separate the way the money is handled. ... -
Using actors’ perceptions of network roles and positions to understand network dynamics
(Journal article; Peer reviewed, 2012)This article explores network dynamics by analyzing how actors make sense of time and space in business networks, and how they act based on these perceptions. The time dimension is understood here as actors’ perceptions ...