| 1. |
- Agndal, Henrik, et al.
(author)
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Two decades of business negotiation research : an overview and suggestions for future studies
- 2017
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In: Journal of business & industrial marketing. - 0885-8624 .- 2052-1189. ; 32:4, s. 487-504
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Research review (peer-reviewed)abstract
- Purpose - This paper aims to present a review of articles on business negotiation published between 1995 and 2015.Design/methodology/approach - This literature review is based on 490 articles on business negotiation.Findings - When analyzing the conceptual underpinnings of this field, two paradigms emerge as dominant. The most prominent paradigm is a cognitive, psychological approach, typically relying on experiments and statistical testing of findings. The second dominating paradigm is a behavioral one, largely concerned with mathematical modeling and game-theoretical models.Practical implications - Besides offering a description of the characteristics adhered to the business negotiation field, this paper will also suggest recommendations for further research and specify areas in which the research field needs further conceptual and empirical development.Originality/value - This literature review serves to be the first representation of the characteristics adhered to the budding research field of business negotiation.
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| 2. |
- Eklinder-Frick, Jens, et al.
(author)
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Bridging and bonding forms of social capital in a regional strategic network
- 2011
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In: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 40:6, s. 994-1003
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Journal article (peer-reviewed)abstract
- Research on networks emphasizes the importance of bonds between actors. Social reciprocity strengthens network bonds, which is assumed to have positive effects on business relationships between firms. However, the importance of weak ties is also stressed in network research. An important policy issue is therefore if more attention should be devoted to the creation of bridges to other social groups and loosening bonds between network actors. The difficulty in doing so is described and analyzed in this article focusing on a regional strategic network, which is viewed in three network perspectives. Interview data were collected from all participating managers in a regional strategic network in 2004 and 2010. The findings shed light upon the paradox of using a regional strategic network to counteract over-embeddedness and freeing the involved actors from existing network lock-ins instead of further strengthening such social institutions.
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| 3. |
- Eklinder Frick, Jens, 1980-
(author)
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Building Bridges and Breaking Bonds : Aspects of social capital in a regional strategic network
- 2011
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Licentiate thesis (other academic/artistic)abstract
- Investing in cluster formation or encouraging companies to network in regional strategic networks is a common strategy used by municipalities to promote regional growth in peripheral regions. Previous research has investigated the significance of creating regional advantages by building clusters and regional networks, but researchers have not provided much insight into the problems facing the project management trying to implement such collaboration. In my thesis I describe and analyze a network project in order to shed light upon some of the complications that such a collaboration project might entail. My theoretical framework of analysis rests upon the concept of social capital, a concept that investigates the value that social contacts might incur. I have studied a designed network situated in the Swedish municipality of Söderhamn called Firsam. After the closure of the telecommunications factory of Ericsson/Emerson and the military airbase F15 Söderhamn lost 10 % of its local employment in 2004.The need for regional growth programmes therefore became dire. The companies that prior to the closure worked in close collaboration with the Ericsson/Emerson factory were also looking for new revenue streams to compensate for their loss of business. Collaboration with the local manufacturing companies to create innovative projects and to take on joint tenders seemed to be a perfect solution to the problems facing them and the municipality. In this spirit a regional strategic network called Firsam (Företag i regional samverkan) was initiated. I analyze the Firsam project using two different aspects of the concept social capital:”bonding” and”bridging”. The bonding form of social capital is associated with small and homogeneous groups that build prerequisites for long-term collaboration by forming close contacts and building trust. The bridging form of social capital creates an open stance towards social relations that enables new contacts to be formed outside one’s own socially established context. The bonding form of social capital provides prerequisites for close collaboration but can also result in close-mindedness and over-embeddedness in one’s own social context. Building bridging connections outside one’s own social context might encourage innovative thinking and spur entrepreneurship. The somewhat fleeting connections that are associated with the bridging form of social capital might on the other hand make it difficult to cultivate a common sense of trust within an existing group. These different manifestations of social capital create a paradox that might be hard to handle in the design of a regional strategic network. Is it best to support already existing network structures and impose the risk of creating a less innovative environment, or should members from outside the established social context be included in the network design to encourage innovative thinking? There are both positive and negative effects associated with either strategy. I shed light upon this paradox by analyzing the regional strategic network of Firsam.
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| 4. |
- Eklinder-Frick, Jens, 1980-
(author)
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Development, production and use in policy initiated innovation
- 2015
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In: Journal of business & industrial marketing. - 0885-8624 .- 2052-1189. ; 30:8, s. 973-986
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Journal article (peer-reviewed)abstract
- Purpose The purpose of this paper is to explore and describe the forces which promote or obstruct a policy initiated innovation process in the context of a regional strategic network (RSN). Design/methodology/approach An innovation requires that an invention survives in relevant developing, producing, and using settings. This is analyzed as resource interaction in these three settings. Data are obtained from a case study of an innovation process undertaken from 2007 to 2011 where 24 respondents representing the involved actors in the development of a GIS technology platform were interviewed in separate meetings lasting 60-100 minutes. Primary sources of secondary data have also been analyzed. Findings The strategy imposed by the RSN enabled knowledge to be exchanged between the involved actors but problems remained regarding resource interaction of the relevant settings. The studied case showed that achieving resource interaction between the producing and using settings was particularly challenging when the innovation processes is policy initiated and thus involves both private and public sector. This serves to explain why policy initiatives to turn scientific knowledge into commercialized innovation often fall short of their objectives. Originality/value Research investigating policy initiated innovation and regional economic growth often focus on achieving information exchange between the actors that make up the innovation systems. This paper sheds light on the resource interaction between the members of regional strategic networks and how his can facilitate innovation processes.
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| 5. |
- Eklinder-Frick, Jens, et al.
(author)
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Effects of social capital on processes in a regional strategic network
- 2012
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In: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 41:5, s. 800-806
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Journal article (peer-reviewed)abstract
- Understanding the role of social capital is vital for implementing cluster policies as regional strategic networks and cluster initiatives are influenced by the local socio-economic context and its social capital. Social capital can create value for companies by closure of the network structure (bonding), which maintains internal mutual trust but bonding can also over-embed companies in their social context, whereas sparse networks that provide links to other parts of relevant business networks (bridging) often provide greater innovation benefits. We provide a conceptual framework applied to a case study of a Swedish regional strategic network, and examples mostly of positive effects of bridging social capital and negative effects of the bonding form are identified. This is interpreted against the background of the regional dependence-oriented culture.
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| 6. |
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| 7. |
- Eklinder-Frick, Jens, et al.
(author)
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”Happy-happy” business negotiation – agreements beyond ”win-win”
- 2016
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In: Proceedings of the 32nd Annual IMP Conference.
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Conference paper (peer-reviewed)abstract
- The Research background - describes the business negotiation literature as historically dominated by a transactional perspective, which has affected the conceptual discourse as well as the scope of interest for empirical studies. Assumptions that arise from this transactional perspective includes the notion that (1) business negotiations are a linear process that follows episodic or stage models. (2) That business negotiations are geared towards an outcome in the form of a one-time exchange. (3) That the value of the negotiation outcome is often expressed in economic or mathematical terms. (4) That negotiation research focuses on the single negotiator or negotiation in a dyad. (5) That the research historically has viewed negotiation as a “zero-sum” game. Viewed from an interactional perspective, influenced by IMP theory, there is good reason to challenge these five assumptions within the business negotiation literature. The interactional perspective goes beyond the dyadic perspective and views value creation as emanating from the mutual adaptation of resources that takes place between several interacting actors within a network context: a view that is incompatible with the five assumptions posed above. Methods – This is a theoretical paper. The purpose of this paper - is to analyse and discuss the differences in the way that central aspects of negotiations such as the process, outcome, value, actors and resources are conceptualized in both the business negotiation and in the IMP literature. Also, we will discuss and analyze managerial implications that come from the inclusion of IMP perspective into the business negotiation research. The main contribution of this paper – is to divide the business negotiation literature into the transactional and interactional perspectives and then discusses the concept of “win-win” and the way it is used in negotiation research. An alternative concept is suggested to describe that negotiations is non-linear and focusing on mutual interdependence, emphasizes value creation, networks and mutual adaptations. This concept is thus more interactional and is dubbed “happy-happy” negotiation outcome.
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| 8. |
- Eklinder-Frick, Jens, et al.
(author)
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Multidimensional social capital as a boost or a bar to innovativeness
- 2014
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In: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 43 3:3, s. 460-472
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Journal article (peer-reviewed)abstract
- Innovation does not only demand new ideas, financial resources, and knowledge of supplier and user systems. Social capital also influences the innovativeness in business networks. However, social capital is often vague, at times described as a “catch-all notion”. In this paper definitions of social capital are suggested to support the management of innovation in networks. Three dimensions of social capital are applied in a case study of a regional strategic network – the socio-economic, the structural and the actor-oriented dimensions – while focusing on the last one. Data were collected at two points in time, at the start of the regional strategic network in 2004 and at the end of the project in 2010. The application of the concepts and the comparison between these two points in time highlight the influence of social capital and how it can hinder or be used to promote innovation processes.
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| 9. |
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| 10. |
- Eklinder-Frick, Jens, 1980-, et al.
(author)
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Multidimensional Social Capital as a Boost or a Bar to Innovation
- 2012
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In: Combining the social and technological aspects of innovation.
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Conference paper (peer-reviewed)abstract
- Innovation does not only demand new ideas, financial resources, and knowledge of supplier and user systems, but also social capital. Social capital facilitates interaction in business networks. However, social capital is often vague, at times described as a “catch-all notion”. In this paper an operational definition of social capital is suggested to enable network management of business innovations. Three underpinning dimensions of social capital are empirically tested in a regional strategic network – the socio-economic, the network and the actor-oriented dimensions with a focus on the latter one. Empirical case data were collected in 2004 and 2010. The application of the concepts and the comparisons between these two points in time enhance understanding of how social capital can be used to promote innovation processes.
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