Dimensions of space in business network research

Interactive processes constitute a core notion in business exchange, leading to the concepts of relationships and networks. The constitution of process, comprising unfolding events, activities, and connected structures, relies on difference in space and time. While research has been devoted to time, the concept of space has thus far remained largely unexplored within business network research.This conceptual paper focuses on spatial dimensions for conducting research according to the IMP business network approach. Business actors create connected relationships and networks that exist and change as continuous emerging spatial structures and as mental maps in the managerial mindset. These relational network processes and structures are located, distributed and experienced in and across space. Drawing on economic geography and conceptual frameworks from the business network approach, we propose new dimensions and conceptualizations of space for the study of these networks. The paper delivers proposals to extend our current understanding of business networks as emerging and changing spatio-temporal entities with implications for theory development, research and practice.     

A radical constructivist approach to boundaries in business network research

We contribute to the business network literature by presenting and introducing a radical constructivist research approach, in which we foreground sharing the context of an actor's understanding of interaction. We elaborate the approach by illuminating the problematic issue of boundaries in business network research. We conceptualize boundaries as inter-action spaces and times where differences are created, maintained and changed in a physical-social setting. We make a distinction between boundaries and borders, with the latter being simply representations. We undertake a review of select realist and social constructivist business network literature to distinguish and elaborate the potential of a radical constructivist perspective, as an alternative approach. The approach appears most useful when the researcher and interview participant do not have a convergent understanding of the research phenomenon. Further, a radical constructivist approach is eminently suitable for settings where inter-action conditions and content are changing, for example in times of crisis or network change. We present the metaphors of castles and frontiers, as illustrative research tools suitable for a radical constructivist study of boundaries in business networks.     

A kaleidoscope of business network dynamics: Rotating process theories to reveal network microfoundations

Although networks have been the epicenter of research in B2B marketing for many years, our understanding of their dynamics remains in its formative stages. In this paper, we explore how the integration of various process theories broadens our perspective of business network dynamics and allows us to study the microfoundations of network change and stability. Our empirical case shows that as we rotate through each process theory, a new combination of network microfoundations appears. We contribute to the business network literature by: 1) providing a nuanced and refined understanding of network microfoundations; and 2) showing how the use of different process lenses alters the mix of microfoundations revealed.     

Network process analysis: An event-based approach to study business network dynamics

To develop business, managers need to understand the dynamic nature of the business networks in which their company operates. Qualitative process research offers a promising methodology to deliver that understanding but does not yet provide elaborate analysis methods applicable to business network research. We therefore introduce an event based analysis strategy developed to study processes in business networks. Employing a longitudinal case on a paper trader's internationalization process in a network context as an experimental arena, we propose three tools for process analysis. First, a research steering wheel that combines both retrospective and real time event analysis; second, an analytical scheme comprising influencing factors, critical events and consequent change; and third, an event trajectory that unfolds process patterns. The proposed strategy offers a viable alternative to social network analysis, network pictures and narrative analysis with which to study network change and dynamics. Elaborating events from a moderate constructivist perspective, it enables the researcher to trace and understand processes beyond mere structural change, and to capture their evolution in a multilayered network context. We evaluate the strengths and weaknesses of the methodology and discuss its relevance for research and practice.     

Networks of mind and networks of organizations: The map metaphor in business network research

This paper examines the definitions and uses of the network picture metaphor in industrial marketing research. Conceptually, the paper extends our understanding of networks and of representations of networks among researchers and practitioners as pictures or maps. A threefold interpretation is proposed of network pictures as representationalist, mentalist and situated. The representationalist use has dominated business-to-business network research while the mentalist use is prominent in strategic management and has recently made an entrance into industrial marketing research. The representationalist version of pictures, despite its apparent innocence, can either imply or leave unexamined the mentalist version, but mentalism stands in contradiction to much network thinking. This paper seeks to resolve the emerging contradiction of representationalist and mentalist versions of network pictures by advocating a situated version. Seeing network pictures as situated in use is helpful in grasping cognitions and actions in a manner consistent with networks. The paper concludes by developing the situated version of network pictures as ‘actants’ and sketches the benefits and implications for business researchers and practitioners.     

Redirecting research in business policy and strategy

Because business policy research has primarily been a series of inductive generalizations of case studies; theories have been typically ambiguous and untested, and have not progressed swiftly. Deductive theorizing, by contrast, yields clear, often non-obvious conclusions that can be debated effectively and generalized slowly; so realism of current models can be sacrificed for progress towards realistic future models. Deductive theorizing, with more attention to a game-theoretic definition of equilibrium and to recent ideas from economics, should be one new direction for policy research. Of course, these deductive models will inevitably draw their inspiration from the richness of careful observation and exhaustive checklist-making that are the hallmarks of induction. Specific avenues for new research are described, and the importance of teaching non-obvious theories is defended.     

浅析过程和过程网络

过程方法是ISO9000族国际标准最重要的概念之一,也是质量管理的八大原则之一。过程具有增值性、分合性、网络性、“黑箱”性。企业与供方和顾客形成过程链,企业内部的过程也形成过程网络,企业的组织机构应当与其过程网络相协调。在应用过程方法时,要从识别过程、强调主要过程、简化过程、按优先次序排列过程、制定并执行过程的程序、严格职责、关注接口、进行控制、改进过程等十个方面去管理过程。     

Value-based sales process adaptation in business relationships

In business relationships, the seller is often expected to adapt to the buyer. The main purpose of this study is to understand how business firms adapt their sales processes to the buyer. The resulting framework, which reveals how different modes of adaptation are contingent upon the type of product being purchased, includes three layers: sales process adaptation, seller–buyer relationship orientation, and the purchasing portfolio. The study is a qualitative one and utilizes a retrospective case study, where the main sources of information are in-depth semi-structured interviews with key informants representing the seller and buyer counterparts in the ICT industry. Our study adds to the understanding of how different modes of adaptation are contingent upon the type of item being sold and purchased. Managerial implications include that to strategically adapt, the seller could focus on the purchasing portfolio. Although previous research has recognized adaptation as a central aspect in relationships, how the sales process could be adapted to the buyer has received little attention. This study focuses on the adaptation of sales to strategically match it to the buyer's situation.     

The network structure of big business in Taiwan

This paper takes a network approach to understanding ownership patterns and director interlocks in Taiwan. In particular, this paper analyzes ties among Taiwan’s top 200 publicly listed companies in 1990 and 2000. The speed of change in Taiwan’s economic organization during the period has been striking. Not only have the identities of many of Taiwan’s largest firms changed, there seems to have been a substantial pruning and thinning of director ties over time and also a substantial transformation of the ownership network. What continuity remains appears to be largely a consequence of business group membership, and the strength of those ties appears to be considerable. Overall, this research finds that Taiwan’s financial sector has been quite central to the island’s big business network, that business groups are an extremely important category for understanding patterns of ownership ties, and that most director interlocks in Taiwan appear to cross industry boundaries rather than occur within them.     

Critical uses of research in business marketing

Research into business markets and marketing operations can have very high payoff when applied critically in high leverage situations. Five characteristically high leverage situations are identified and discussed. They are: high cost decisions, major new activities, business strategy, marketing productivity, and the creation of new knowledge and theory. Mentioned are encouraging new academic and professional activities that are likely to have significant impact on the discipline.     

Epochs and institutions: contextualizing business process re-engineering

Capitalism is currently undergoing an epochal change. The associated corporate change is sticky for reasons of institutional inertia. Business process re-engineering is a corporate response which should be understood in technical, social and political terms. Core elements of BPR are identified, illustrated, and critiqued, partly through a BPR case researched by the authors.     

Picture this: Managed change and resistance in business network settings

This paper discusses change management in networks. The literature on business networks tends to downplay the role of managerial initiative in network change. The change management literature addresses such initiative, but with its single-firm perspective it overlooks the interdependence of network actors. In exploring the void between these two streams of literature, we deploy the concept of network pictures to discuss managed change in network settings. We analyze a change project from the furniture industry and address the consequences of attempting to manage change activities in a network context characterized by limited managerial authority over these activities. Our analysis suggests that change efforts unfold as a negotiated process during which the change project is re-negotiated to fit the multiple actor constituencies. The degree of overlap in the co-existing network pictures of the involved actors is found to be decisive for the possibility of successfully implementing network change.     

Empirically testing ES success factors in business process reengineering

Previously proposed success factors for Expert Systems implementation are field tested in the context of business process reengineering (BPR) projects. Due to its nature mimicking human expert behavior, ES technology applications in BPR provide a unique opportunity to study major organization changes within a relatively short time. Using Pearson correlations and multivariate regression analysis, eight ES implementation success factors proposed in the literature were empirically tested in this study in terms of their importance to the BPR benefits derived from the application. Sixty-two ES applications within E.I. Dupont de Nemours and Company dealing with business process changes significant enough to be called BPR were used. Despite the relatively small sample size, six of the eight success factors were corroborated: user satisfaction with the ES, the importance and difficulty of the business problem addressed, user attitudes toward ES technology and the particular ES project, the degree of user involvement in the ES implementation process, and the ES developer(s) skills.     

A conceptual and analytical framework for business process reengineering

BPR has become a hot buzzword in management and information systems disciplines. However, there is a lacuna in recognizing the characteristics and the way of performing BPR. In this paper, we categorize the reasons for BPR failure as the lack of understanding of and the inability to perform BPR, and we reviewed BPR based on the four key concepts: fundamental, radical, dramatic, and process. We argue that SSM can be applied in performing BPR in the following ways:

1. (1) SSM can be a general methodology for BPR,

2. (2) SSM can be an analytical framework for BPR, and

3. (3) SSM is able to deal with the ill-defined and complex business situation in a BPR effort.

To illustrate the applicability of SSM in the context of BPR, we describe a live case of a BPR effort in developing and implementing an image processing system for hospital ward ordering. Finally, in order to demonstrate the power of SSM, by extending SSM considerations of What/How, we elaborate further on the What's and How's conceptual framework of an analysis and redesign effort. Based on this framework, we review the roles of information technologies in BPR.     

Re-appraising interaction and process for industrial network research: The future plunging mirror hall metaphor

Constructivist and realist research is undertaken in the business relationship and network approach of the Industrial Marketing and Purchasing Group. These two divergent research perspectives seek a different form of contextual understanding vs. general knowledge. They are not incommensurable as one can gain insights from the other. But a researcher must know and understand both perspectives and sometimes be able to see when a writer is playing almost a middle ground to make a specific point. To provide a broader understanding of the ontological distinctions and their ramifications for researching and translating meanings concerning business networks we introduce the temporal mirror hall metaphor. We propose that: (i) researchers should avoid reading and understanding only a single research perspective, (ii) research is a social temporal process embedded in a research community, (iii) understanding different researcher perspectives is necessary for a constructivist scholar working in a world of realist education, and (iv) realist researchers need constructivist research to change and develop systematized theories. The paper extends specific advice to constructivist researchers undertaking longitudinal studies of interaction in business networks. Realist researchers will find intriguing the comparisons and refractions, as well as illusions, in the temporalities of the mirror hall.     

Practical application of a parallel research–business innovation process to accelerate the deployment of research results

Both society and customers pose many new challenges for public research and technology organisations. Making the right long‐term technological choices, generating and maintaining an appropriate research portfolio, speeding‐up innovation processes and integrating customer and market needs into science‐based research are among the major expectations. We describe how a multidisciplinary research organisation has implemented new processes and practises to rise to these challenges. The paper points out the benefits of using a parallel research approach to the business innovation process, where the different phases – the development of new technology, applications and business models – are carried out interactively and concurrently. Furthermore, we show how foresighting acitivities, research portfolio management and use of business plans for long‐term research programmes contribute to the parallel research process.     

业务流程优化的实施方法研究

论述了业务流程优化的步骤,提出“六阶段”项目方法,即企业经营战略评估、关键成功要素分析、建立评价指标体系、确定关键业务流程、优化方案设计、优化方案实施,同时结合某公司实行业务流程优化的项目实例对“六阶段法”的具体工作内容进行分析研究。