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- Pesämaa, Ossi, 1970-, et al.
(författare)
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Reduction of Tension Effects on Partner Evaluation
- 2018
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Ingår i: Marketing Intelligence & Planning. - : Emerald Group Publishing Limited. - 0263-4503 .- 1758-8049. ; 36:4, s. 425-439
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Tidskriftsartikel (refereegranskat)abstract
- Purpose: This paper examines how tension management as a means of achieving compromise and overcoming minor conflicts reduces the effects of the opportunism and bargaining costs of relationships on the evaluation of business partners. The paper proposes and tests a theoretical model with a full-information approach using structural equation modeling.Design/methodology/approach: Our dataset was based on 312 observations from a unique survey based on a business-to-business relationship sample in Sweden. The measurements reflect the effects of partner opportunism, bargaining costs, and tension management on partner evaluations.Findings: Our findings corroborate that partner opportunism and bargaining costs have a negative impact on partner evaluation. In addition, our model shows that tension management weakens the negative effects of opportunism and bargaining costs on the evaluation.Originality/value: This study offers evidence on how negative effects are reduced through intervening constructs. With most studies focusing on the positive side of relationships, this paper makes an important contribution to the literature through not only describing negative effects, but also how these can be decreased.
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- Öberg, Christina, 1970-, et al.
(författare)
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Tension in networks
- 2020
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Ingår i: Industrial Marketing Management. - : Elsevier. - 0019-8501 .- 1873-2062. ; 91, s. 311-322
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Tidskriftsartikel (refereegranskat)abstract
- Tension refers to contradictions and mostly implies any two parties disagreeing. This paper extends the lens from tension on dyadic levels to describe it in the smallest of networks: the triad. Adopting a multiple-case study methodology illustrating triadic relationships in three different settings, the paper points to how tension may occur among firms in a triad, relate to two of them, or involve all three parties. In the handling of tension and opposed to the dyadic relationship, a single party cannot easily disconnect from all its network parties, and the network discussion thereby contextualises the discussion on tension, while putting focus on the dynamics of tension. As the findings indicate, the handling may, namely, lead to new tension on a dyadic or triadic level. Compared to studies grasping tension as contradictions between two parties and thereby as a research contribution, this present study indicates how the tension may “move” around the network as initial tension is dealt with. If tension is handled through diffusion specifically, including the connection with new parties, it suggests to without exception lead to new tension, while coalition leads to decreased tension in the triad.
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- Bosch-Rekveldt, Marian, et al.
(författare)
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Performance Measurement in Project Management
- 2023
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Ingår i: International Journal of Project Management. - : Elsevier. - 0263-7863 .- 1873-4634. ; 41:7
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Tidskriftsartikel (refereegranskat)
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- Cenamor, Javier, et al.
(författare)
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Addressing dual embeddedness : The roles of absorptive capacity and appropriabilitymechanisms in subsidiary performance
- 2019
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Ingår i: Industrial Marketing Management. - : Elsevier. - 0019-8501 .- 1873-2062. ; 78, s. 239-249
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Tidskriftsartikel (refereegranskat)abstract
- This study examines how subsidiaries can manage dual embeddedness with both local partners and a multinational enterprise. Specifically, we examine the role of absorptive capacity and appropriability mechanisms on subsidiary performance. We analyse how absorptive capacity and appropriability enable subsidiaries to successfully address knowledge challenges related to internal and external networks. We conducted an empirical analysis on a sample of 165 subsidiaries. Our results suggest that absorptive capacity has a direct, positive effect on subsidiary performance, which is greater in emerging countries. The study also found an indirect effect of absorptive capacity on subsidiary performance, which is mediated through appropriability mechanisms. These findings extend the literature on international networks, dual embeddedness and absorptive capacity.
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