• A never ending story: interaction patterns and economic development 

      Håkansson, Håkan; Waluszewski, Alexandra (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 

      Kowalkowski, Christian; Witell, Lars; Gustafsson, Anders (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 

      Abrahamsen, Morten H.; Håkansson, Håkan (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 ...
    • Innovation forecast: un-avoidable and context dependent 

      Waluszewski, Alexandra; Ingemansson, Malena; Håkansson, Håkan (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 

      Bygballe, Lena E.; Bø, Eirill; Grønland, Stein Erik (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 

      Abrahamsen, Morten H.; Huemer, Lars; Naudé, Peter; Henneberg, Stephan C. (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 

      Benito, Gabriel R. G.; Dovgan, Olesya; Petersen, Bent; Welch, Lawrence S. (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 

      La Rocca, Antonella; Hoholm, Thomas; Mørk, Bjørn Erik (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 ...
    • The role of supplier relationships in the development of new ventures 

      La Rocca, Antonella; Perna, Andrea; Snehota, Ivan; Ciabuschi, Francesco (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 

      Abrahamsen, Morten H.; Henneberg, Stephan C.; Naudé, Peter (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 

      Hoholm, Thomas; Araujo, Luis (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 

      Hoholm, Thomas; Olsen, Per Ingvar (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 

      Bygballe, Lena E.; Ingemansson, Malena (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 

      Kraus, Kalle; Håkansson, Håkan; Lind, Johnny (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 

      Håkansson, Håkan; Olsen, Per Ingvar (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 

      Abrahamsen, Morten H.; Henneberg, Stephan C.; Naudé, Peter (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 ...