A NICE agenda for IMP research

The IMP (Industrial Marketing and Purchasing) Group has engaged in a number of interesting developments in the past few years. Particularly adventurous have been the agendas of ‘pictures’ and sense-making and of time. In this paper we argue that borrowing and combining contemporary foci within social science on narratives, identity, culture and epoché temporality (for which we use the acronym N.I.C.E) allows the construction of an approach that can integrate these IMP agendas into a new research direction for the group that will keep it at the leading edge of marketing research. The purpose of our paper is to introduce and integrate discursive and temporal elements into the understanding and research of business networks to develop a more dynamic and hermeneutic approach. Our purpose is to provide a contribution to the field in exploring how identities are formed within business networks through narrative episodes in interconnecting relationships over time. We bring together all of the elements of a NICE agenda in an attempt to provide an integrative, ‘multi-lens’ theory of business networks focussed within the IMP research tradition. In doing so, we construct meaning as itself networked; sense-making involves relating presently narrated episodes to symbolic and material aspects of other narrative network episodes and events through emplotment and storying.     

Change and transformation of networks and relationships — Fundamental aspects of business reality

The phenomenon of the international Industrial Marketing and Purchasing Group (IMP Group) is, that despite the fact that it is informal in character, it has been possible to build close and lasting relationships between many researchers from all continents who have been developing their research over the last 40 years.The research carried out in the beginning by the IMP Group was very phenomenon-driven in character. Researchers associated with the IMP Group were linked because they viewed companies as being a network of interdependent entities and this view was commonly described in literature as the IMP network approach. Change is a fundamental assumption embedded in the network approach. Changes occurring in networks are caused by interdependency, interactions and mutual adaptation.The issue of change and transformation is important not only due to the aforementioned nature of the IMP network approach, but also due to the need to take into consideration new phenomena appearing and/or gaining strength in the context of company networks, technological changes facilitating the development of direct relationships on the business to consumer market, the change in the behaviour of a range of market leaders, based upon vertical integration, a change in the position of entities, which to-date have been peripheral within the network (e.g. subcontractors), the development of technology and global communication networks influencing a firm's ties within the internationalisation process, ever-growing competition drives the need to look for the actual impact of the overall relationships of a company on its economic performance. Referring to these issues this article serves to announce the 32nd Annual IMP Conference that will be held in Poznań, Poland, this year where discussion will focus on change and transformation of networks and relationships.     

Start-ups and networks: Interactive perspectives and a research agenda

This article introduces Industrial Marketing Management's special issue on start-ups and networks. To begin with, we stress the relevance of understanding the context wherein entrepreneurship unfolds – a context filled with social, technical and economic connections to which the start-up needs to relate. We also present and confront three network perspectives which bring different insights to the interplay between start-ups and networks: Social Network (SN) theory, the Industrial Marketing & Purchasing (IMP) view, and Actor-Network Theory (ANT). Next, we introduce the 12 papers of this special issue and place them on a continuum covering a start-up's process of network embedding and including the three periods of establishment, consolidation and stabilization. We conclude with a research agenda suggesting five avenues for further research: (1) tracing start-ups' process of network embedding, (2) mapping the connections between the different networks affecting a start-up, (3) grasping the negative effects of networks on start-ups, (4) making longitudinal case studies on start-ups and networks more comparable via common analytical tools, and (5) investigating how policy influences the complex interplay between start-ups and networks.     

IMP and service-dominant logic: Divergence, convergence and development

This article arose directly from discussions at the 2nd Otago Forum on Service-Dominant (S-D) logic held at the University of Otago in December 2008. It builds on the papers presented and discussions at the forum, on previous papers within the S-D logic field and relates these to the research of the IMP (Industrial Marketing and Purchasing) Group. The article focuses on two important conceptual issues that appear to need further development by both S-D logic and IMP researchers: Firstly, the identity and characteristics of the business actor in an interacted business landscape and second, the nature of value and its creation and delivery. The article also seeks to use some IMP ideas on business interaction in an attempt to refine and clarify the central S-D logic concept of ‘service’ between companies. Finally, the article attempts throughout to draw tentative conclusions about the implications of this conceptual analysis for practitioners.     

Opening the network: Bridging the IMP tradition and other research perspectives

This paper introduces the theme of this Special Issue, that brings together some of the most significant papers presented at the 2006 Industrial Marketing & Purchasing (IMP) Group Conference. By proposing “opening the network” as the conference theme, our ambition was to provide a forum for new perspectives, alternative research methods and new empirical contexts, and so help IMP scholarship to continue evolving. After some preliminary remarks, we briefly introduce the papers and their contribution to the theme of this Special Issue. A first group of studies stimulates reflection in the field by contrasting IMP scholarship with ideas and points of view developed in related fields of inquiry. The second group, on the other hand, may be seen as an endogenous development of IMP scholarship, while the third group represents a response to a critique often addressed at the markets-as-networks approach: its dearth of managerial relevance.     

Evolutionary economics and the markets-as-networks approach

The paper analyzes the similarities and differences between the markets-as-networks (or IMP) tradition in industrial marketing and evolutionary economics. Five analytical dimensions are used: unit of analysis, methodological practice, core frameworks and models, key assumptions, and theoretical antecedents and origins. Evolutionary ideas have long been incorporated into economic theorizing. This paper concentrates on the new evolutionary economics associated particularly with a research tradition centred on the work of Nelson and Winter [Nelson, R.R., & Winter, S.G. (1982). An evolutionary theory of economic change. Cambridge, Mass.: Harvard University Press]. There are several important parallels between this research tradition and the IMP or markets-as-networks tradition. It is proposed that the markets-as-networks tradition could be enriched by seeking explicitly to incorporate elements of an evolutionary process into the dynamics of change within inter-firm relationships and networks. Evolutionary economics would benefit from explicit consideration of the likelihood that inter-organizational routines, rather than individual firm-based routines, play an important part in the evolutionary process.     

A framework for the analysis of global, regional and local business networks

In this article we are dealing with the global, regional and local questions of the business. We raise the following question: is there a relation between network management (networking) and the spatial type of the network. We make a cross analysis of networking and spatial types of the network. The paper builds on the model of networking (Ford et al., 2002; Ford et al., 2003; Håkansson et al., 2009), the network paradoxes (Håkansson and Ford, 2002) and the model of 6 Cs (Ritter & Ford, 2006). We emphasize the strategic importance of the interpretation of network pictures. In order to answer the research question we create a theoretical conceptual frame called the Spatial Networking Matrix. We use the method of explorative expert interview in order to introduce some experiences of company leaders and managers concerning networking and spatiality. We conclude that after further development, the Spatial Networking Matrix can help to analyze networking and spatial types of networks at once, deepen the understanding of the real business world and through all of these, be a useful tool for business practice.     

An interactive perspective on business in practice and business in theory

For nearly a quarter of a century researchers engaged in business exchange have met on the annual IMP Conferences to share their experiences, with the phenomenon of interaction and business relationships; its sources, content and effect for the larger business landscape. This special issue’s selection of papers from the 2008 IMP Conference gives a nice illustration of the width and depth in this research. The issue includes considerations of interdependencies in dyadic business relationships, in connected business relationships and among business and non-business organizations. Finally, it includes a discussion of the emergences of research communities like IMP, and stresses the importance of the organically emerging interaction among researchers representing both similar and dissimilar theoretical and empirical interpretations of the dynamics of the business landscape.     

Benefiting from dedication and constraint in buyer-seller relationships

This paper contributes to recent calls for studying the effectiveness of relationship-based marketing practices [De Wulf, Odekerken-Schröder, & Iacobucci, 2001; Palmatier, Robert W., Dant, Rajiv P., Grewal, Dhruv, Evans, K.R. (2006), Factors influencing the effectiveness of relationship marketing: A meta-analysis, Journal of Marketing, Vol. 70, October, 142-143.] by identifying the influence of relationship investments, personnel competencies, frequency and quality of communication on some selected B2B relationship outcomes. The paper also sheds light on the discussion of the role of contextual factors on relationship development by incorporating the construct of quality of supply alternatives into the hypothesized structural model and empirically testing this model in the context of the transforming Polish economy. The results of research conducted among business customers are used to verify the model using SEM techniques.According to a prior conceptualization [Bendapudi, Neeli, Berry, Leonard L. (1997), “Customers' Motivations for Maintaining Relationships With Service Providers,” Journal of Retailing, Vol. 73[1], 15-37.] research suggests that companies operating in B2B markets may benefit from both dedication-based and constraint-based relationships, but the first type of relationships brings more positive outcomes. The widest set of relationship benefits may be achieved by improving the emotional tone of the relationship which is connected mostly with developing competencies of personnel and a high quality of inter-firm communication. Other analyzed marketing practices should be carefully used because they may not lead to expected results. The research results are discussed with regard to prior studies in the area. Some managerial implications, study limitations and suggestions for further research are presented.     

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.     

International research teams as analysts of industrial business networks

This paper analyzes case studies in the context of industrial business networks, and in particular from the IMP (Industrial Marketing and Purchasing Group) perspective. Two features have been prominent in this research tradition: collaboration in international research teams and interest in business between international customers and their suppliers. Still, researchers seldom discuss the challenges with the international aspects of the research team (as the subject of study) or of the business relations (as the object of study). This paper shows the complications of analyzing international business relations, namely, relations that cross national boundaries, and investigates how an international research team can tackle the challenges of international business network studies. The key contributions are, firstly, to indicate the lack of attention on the methodological requirements and opportunities that the international features create for the analysis of business networks and, secondly, to investigate how collaboration in an international research team may advance the analysis of both international industrial marketing relations and broader business networks.     

Experience as a moderator of involvement and satisfaction on brand loyalty in a business-to-business setting 02-314R

This paper examines the relative influence of two key antecedents of brand loyalty—satisfaction and involvement and the moderating role of experience, using a sample of business buyers. The central argument of this paper is that the strength of the effect of these variables on attitudinal brand loyalty will vary with the level of customer experience with purchasing the service. Building on previous research which examined low-risk, customer product settings [Kim, J., Lim, J.S., & Bhargava, M. (1998). The role of affect in attitude formation: A classical conditioning approach. Journal of the Academy of Marketing Science 26 (2): pp. 143-152; Shiv, B., & Fedorikhin, A. (1999). Heart and mind in conflict: The interplay of affect and cognition in consumer decision-making. Journal of Consumer Research 26: 278], this study shows that for a high-risk setting, involvement with the service category will be more dominant in its influence on brand loyalty than satisfaction with the preferred brand. Furthermore, it was found that experience moderated the influence of involvement and satisfaction on attitudinal brand loyalty for a high-risk business-to-business service. This study provides new insights into the theory and practice of buyer behavior and business-to-business brands.     

How firms learn in NPD networks: The 4S model

This paper examines how firms learn in new product development (NPD) networks. While existing research in business and industrial marketing has significantly advanced our understanding of learning within single firms and in dyadic relationships, our knowledge of inter-firm learning across direct and indirect business relationships in NPD networks remains limited. We address this limitation by conducting multiple case study research to develop a more holistic understanding of learning in NPD networks that is captured in the proposed 4S model. Drawing on an integrated theoretical perspective and the empirical results of three case studies, we propose that firms engage in iterative cycles of syndicated, situated, selected and synergised modes of learning in NPD networks.     

Innovativeness and capacity to innovate in a complexity of firm-level relationships: A response to Woodside (2004)

Woodside [Woodside, A. G. (2004). Firm orientations, innovativeness and business performance: Advancing a systems dynamics view following a comment on Hult, Hurley, and Knight's 2004 study. Industrial Marketing Management, in press.] has crafted a thoughtful paper that makes a number of contributions and raises several important issues regarding firm orientations, innovation constructs, and business performance. In this paper, we attempt to address the issues brought up by his close evaluation of our recent IMM paper [Hult, G. T. M., Hurley, R. F., & Knight, G. A. (2004). Innovativeness: Its antecedents and impact on business performance. Industrial Marketing Management, 33(5), 429-438.] in comparison with our thoughts in an earlier paper in the Journal of Marketing [Hurley, R. F., & Hult, G. T. M. (1998). Innovation, market orientation, and organizational learning: An integration and empirical examination. Journal of Marketing, 62(July), 42-54.].     

Networking under uncertainty: Concepts and research agenda

This paper has two aims: Firstly, to develop the interpretation of business management as a process of ‘networking’ between companies by relating networking to the concepts of managerial uncertainties and abilities. Secondly, to suggest some areas of potential research that arise from the view of management as networking under uncertainty.The paper builds on the Activities, Actors, Resources (ARA) structure (Håkansson & Snehota 1995) and the Model of Managing in Business Networks (Håkansson et al., 2009) and interprets business interaction as a problem-coping process that involves a set of choices for interacting actors within particular business relationships that are unique in time and space. The paper then relates these choices to the uncertainties and abilities of interacting counterparts.     

Constructing identities in Indian networks: Discourses of marketing management in inter-organizational relationships

This paper explores business-to-business (B2B) marketing values and knowledge systems in India and their impact on identity construction in industrial networks. Our study moves methodological approaches into more interpretive territory by acknowledging the processes of social construction in networks as articulated by the IMP Group. We bring an interdisciplinary perspective to B2B marketing studies by recognizing cultural influences on managers' constructions of Indian modernity and explore what these linguistic moves may mean for the management of buyer–seller relationships. We highlight the dexterity with which individual actors discursively position themselves, their (and other) firms and countries by drawing upon a range of interpretive repertoires in their accounts of relationship management. Our chief contribution is to conceptually synthesize some of the discursive forces at work in identity processes within Indian business networks and to empirically illustrate the inherent tensions within managers' talk as they construct individual, organizational and national identities.     

The management of coopetitive tensions within multi-unit organizations

Coopetition strategy is often considered critical for firm performance (Gnyawali, He & Madhavan, 2008; Yami, Castaldo, Dagnino & Le Roy, 2010). However, this paradoxical strategy creates tension, especially when coopetition occurs within an organization (Tsai, 2002; Luo, Slotegraaf & Pan, 2006). This paper addresses existing knowledge gaps by providing the first analysis of the specific managerial methods and the key approaches needed to reduce internal tensions within multi-unit and multi-brand organizations. Using an in-depth study approach in the banking industry, we examine two exemplary cases: Crédit Agricole (CA), which is the leading bank in France and the third leading bank in Europe, and Banque Populaire Caisse d'Epargne (BPCE), which is the third leading bank in France. Our findings indicate that firms simultaneously use formal and informal coordination to manage coopetitive goals. Moreover, to reduce tensions due to coopetition, the banks have developed an original organizational model that allows for the distribution of the antagonist powers and fosters integration. The research shows that inter-unit projects balance responsibilities across the firm, while horizontal coordination and social interaction also eliminate blocking and facilitate decision making. To the best of our knowledge, this study represents the first attempt to examine the management of coopetitive tensions within a multi-unit and multi-brand organization.     

Networks in a protected business context: Licenses as restraints and facilitators

Taking the network approach developed in the Nordic countries as a point of departure (cf. [Håkansson, H. and Snehota, I. (1989). No business is an island. The network concept of business strategy, Scandinavian Journal of Management 5 (3) 187-200.; Turnbull, P., Ford, D., and Cunningham, M. (1996). Interaction relationships and networks in business markets. An evolving perspective, Journal of Business Marketing 11 (3/4) 44-62]) this paper seeks to explore how firms and networks are affected by high involvement by governmental authorities. A special focus is given to the regulating instrument of licenses. In two case studies of protected industries, the pharmacy and insurance industry, we find that licenses are restrictions but also facilitators for relationships and networks. Licenses render firms a certain degree of acceptance, define roles and positions in the network, and affects efficiency. Thus, although licenses can be seen as a restriction for firms it also becomes evident that they facilitate firms' activities related to operating and/or entering new markets.     

5G and the notion of network ideology,or: The limitations of sociotechnical imaginaries

Transnational communication networks are produced in contestation between and among multinational corporations and nation-states. In the study of the governance of communication networks governance in science and technology studies, traditionally the emphasis has been on sociotechnical imaginaries (Jasanoff & Kim, 2015) which encapsulate joint futures that produce institutional configurations and the discursive roles in the power tussle between various stakeholders. I argue that next to the studying of power over infrastructures and their governance by sociotechnical imaginaries, there is an increasing need to study how power is distributed and control is exercised through the shaping of the technological materiality of infrastructures, as is happening for instance in the process of standardization. To describe the workings of the distribution of power and the exercising of control through networks, governance, and standardization, I expand the concept of network ideologies (Bory, 2020) to show how several network ideologies are at play in the shaping of 5G networks. I base my analysis on the qualitative analysis of standard-setting processes through document analysis of mailinglist conversations, standards, and policy documents, as well as through the parallel operation of experimental 5G networks. The analysis shows that sociotechnical imaginaries are insufficient to show the political process of the distribution of power and opportunities for control through the production of transnational communication infrastructures. The notion of network ideologies might provide a basis to study the merging of internet and telecommunication infrastructures, their standard-setting, and their governance as well as the excommunication of the user by relinquishing its ability to understand and configure infrastructures.