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- Poblete, León, 1977, et al.
(författare)
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Friends or strangers? Attempts at reactivating buyer–supplier relationships
- 2021
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Ingår i: Journal of Business and Industrial Marketing. - : Emerald Group Publishing Limited. - 0885-8624 .- 2052-1189. ; 36:2, s. 177-190
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Tidskriftsartikel (refereegranskat)abstract
- Purpose: The purpose of this paper is to explore an important management aspect of business relationship dynamics, namely, the reactivation process of previously ended buyer–supplier relationships. Design/methodology/approach: A processual case study approach focusing on a single in-depth case has been used. The case is based on longitudinal data from a number of sources concerning one reactivation failure. Findings: Grounded in previous research and based on this study’s case findings, the authors have designed a model of analysis for relationship reactivation processes. Using the model on this study’s particular case, the authors show how the structural properties of network embeddedness and resource ties worked in favor of the process, whereas the social bonds and the lack of them led to mistrust that disturbed the negotiation and, hence, worked against the reactivation process. Originality/value: This study makes a contribution to the field of relationship dynamics by exploring relationship reactivation processes. The designed model shows how reactivation can be understood as an interplay between structural properties and (re)building activities and contributes new knowledge on factors that affect this process.
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3. |
- Poblete, León, 1977, et al.
(författare)
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“I want you back”: On the strategic roles of boundary spanners in supplier switching-back processes
- 2020
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Ingår i: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 91, s. 234-245
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Tidskriftsartikel (refereegranskat)abstract
- This paper builds upon literature addressing boundary spanners and switching suppliers in order to explore an under-examined aspect of buyer–supplier relationships: how different individuals at multiple organisational levels affect processes by which firms return, or “switch back”, to former suppliers after breaches in their relationships. Our study followed a qualitative approach by applying an abductive research methodology to make sense of 85 semi-structured interviews with executives involved in the erstwhile buyer–supplier relationships that we investigated. We found that supplier switching-back processes (SSBPs) can be understood as constituted by a set of alignments and misalignments between boundary spanners (i.e. top management, purchasing and sales agents, engineers and technicians) in the organisations involved. Thus, peoples' interactions, or lack thereof, directly affect the possibility for buyers and suppliers to restore their severed relationships. We conclude that boundary spanners pursue seven distinct roles during different periods in SSBPs, roles that relate to three identified functions of boundary spanners in such processes. The paper closes by highlighting what our findings imply for business managers, limitations and some possible directions for future research.
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4. |
- Laage-Hellman, Jens, 1947, et al.
(författare)
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The role of openness in collaborative innovation in industrial networks: historical and contemporary cases
- 2021
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Ingår i: Journal of Business and Industrial Marketing. - : Emerald Group Publishing Limited. - 0885-8624 .- 2052-1189. ; 36:13, s. 116-128
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Tidskriftsartikel (refereegranskat)abstract
- Purpose: This paper aims to explore the role and meaning of openness for the purpose of enhancing the understanding of collaborative innovation from an industrial network perspective. Design/methodology/approach: The theoretical framework is based on the Industrial Network Approach, and the concepts of activity links, resource ties and actor bonds are used as a starting point for capturing the content and dynamics of the interaction. The empirical part consists of five case studies: two historical and three contemporary cases dealing with collaborative innovation projects. The cases are analyzed with regard to openness in business relationships and their connections in the network. Findings: The main contribution is a conceptualization of openness in business relationships and relationship connections. The paper describes various forms and contents of openness – and closeness. It is postulated that the concept of openness can be used as an analytical tool for digging deeper into relationship and network-related issues of relevance to firms’ behavior in the context of collaborative innovation. Openness, as it is defined in this paper, is also put forward as an explanation of why (or why not) collaborative innovation projects become successful. Originality/value: The conceptualization of openness differs from openness as it is commonly described in the open innovation literature. There, openness is the opposite of closeness, that is, a pattern where the innovation activities take place internally within the company. In this paper, openness, instead, has to do with how firms interact with other network actors in the context of collaborative innovation.
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5. |
- Poblete, León, 1977
(författare)
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Resource transformation in the reconstitution of broken interorganizational relationships
- 2020
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Ingår i: Journal of Strategy and Management. - : Emerald Group Publishing Limited. - 1755-425X .- 1755-4268. ; 14:2, s. 207-226
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Tidskriftsartikel (refereegranskat)abstract
- Purpose Adopting aspects of the resource-based perspective and interorganizational relational dynamics, this paper examines the notion of resource transformation in the reconstitution of broken interorganizational relationships. Design/methodology/approach Following a qualitative approach, the research involved four in-depth case studies of buyer-supplier relationships among 12 Scandinavian manufacturing firms. Findings The results suggest that reconstituting broken interorganizational relationships, whether overlooked or underutilized, can pose important consequences for resource transformations. To adapt in dynamic environments, firms use resources in new combinations, and various relationship-specific resources may be difficult, if not impossible, to transform independent of the reconstitution process. Such resource transformations can occur when competencies in reconstituting interorganizational relationships are combined to synthesize novel resources or recombined with other resources. Four identified types of resource transformations in reconstitution processes - in production facilities, products, human know-how and coordination of interorganizational collaboration - can occur in each firm and/or in the interorganizational relationship. Research limitations/implications Although the explorative multiple-case study approach afforded novel insights, the findings have no representative or generalizable implications in any positivist sense and thus warrant careful interpretation. Nevertheless, they make important contributions to the literature and illuminate promising avenues for future research, which should involve additional data collection and quantitative studies. Practical implications As firms reconstitute broken interorganizational relationships, the transformation of their resources can provide new, expected resources capable of generating substantial benefits. Originality/value This paper fills an identified gap in research regarding how reconstituting broken interorganizational relationships influence the transformation of resources. The paper provides new conceptual and empirical insights as well as makes several contributions to the literature on the topic.
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6. |
- Ford, David, et al.
(författare)
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Analysing Business Interaction
- 2008
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Ingår i: Proceedings of the 24th Annual IMP Conference, Uppsala, Sweden, 2008.
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Konferensbidrag (refereegranskat)
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7. |
- af Hällström, Anna, 1987, et al.
(författare)
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The role of social ties in collaborative project networks: A tale of two construction cases
- 2021
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Ingår i: Construction Management and Economics. - : Informa UK Limited. - 1466-433X .- 0144-6193. ; 39:9, s. 723-738
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Tidskriftsartikel (refereegranskat)abstract
- Collaborative project delivery models (CPDMs) are increasing in popularity as infrastructure con-struction projects become more complex and grow in scale and scope. CPDMs build on highlevels of trust, information exchange and formal contractual relations, creating complex relation-ships between actors in the project network. The literature emphasizes the procurement phaseand contractual aspects of CPDMs; however, few studies explicitly focus on the role of socialrelationships in CPDM projects. Social network theory has recently been introduced in the archi-tecture, engineering and construction industry industry to study relationships between networkactors, but the role of social ties within CPDM project networks is still unclear. Through twoqualitative case studies, we have analyzed the role of social ties in projects applying a CPDMcontract. The empirical evidence of 41 semi-structured interviews and observations points toaspects that affect the development of social ties in CPDMs, such as initial project setup, projectidentification, perception of actors, resource sharing and shared space, as well as the importanceof formal and informal ties for supporting collaborative project practices. The evidence showshow social ties develop into negative or positive bonds affecting the level of collaboration. Thisstudy contributes by emphasizing the interplay between project networks using CPDMs andsocial ties.
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8. |
- Poblete, León, 1977-, et al.
(författare)
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Sourcing energy services in business-to-business contexts: practices among end-customers
- 2023
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Ingår i: Energy Efficiency. - London, UK : Springer Nature. - 1570-646X .- 1570-6478. ; 16:10
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Tidskriftsartikel (refereegranskat)abstract
- Facing increased pressure to use renewable energy and achieve energy efficiency, organisations have the complex task of sourcing energy services from energy providers in business-to-business (B2B) contexts. We aimed to explore how customers in such contexts approach the sourcing of energy services. Our theoretical and empirical approach linked energy as a service offering and customer–provider interfaces used in sourcing energy services to elucidate the practices adopted in such sourcing by customers in B2B contexts. To that end, we employed a qualitative research approach using the Gioia methodology and conducted 18 semi-structured interviews with representatives of 18 firms in the B2B market for energy services in Sweden. Our results revealed two central categories of how energy services are sourced: basic and advanced. The theorising of those categories as forms of direct and indirect energy efficiency, combined with four types of energy services—information-, analysis-, improvement- and contract-oriented services, which include a description of energy services exchanged, where the customer uses the energy service, the customer’s sourcing practices and characteristics of sourcing practices—provides important contributions to the literature on energy services. In turn, we propose a four-part typology of interfaces used by providers and customers of energy services that considers the type of services sourced.
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9. |
- Andersson, David, et al.
(författare)
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Att försvara ett patent: Den lilla aktörens utmaningar i patenttvister
- 2023
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Ingår i: Management of Innovation and Technology. - : Stiftelsen IMIT. - 2001-208X .- 2002-8873. ; 2023:1, s. 3-5
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Tidskriftsartikel (övrigt vetenskapligt/konstnärligt)abstract
- Patenttvister i domstol utgör en viktig del av innovationssystemet, som möjliggör för uppfinnare och innovatörer att skydda sina uppfinningar. Det finns dock indikationer, både från forskning och praktik, på att mindre aktörer som småföretagare och uppfinnare stöter på oproportionerliga hinder när de gäller patentintrång och de juridiska processer som det innebär. Artikeln fokuserar på hur och varför dessa problem uppstår och pekar på möjliga förbättringar.
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10. |
- Ford, David, et al.
(författare)
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Analysing Business Interaction
- 2010
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Ingår i: The IMP Journal. - Oslo. - 2059-1403 .- 0809-7259. ; 4:1, s. 82-103
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Tidskriftsartikel (refereegranskat)
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