The current literature has investigated the direct relationship between collaborative innovation networks and new product performance, but the results are inconsistent. This research aims to explore the role of product and process innovation capabilities as two distinct mechanisms through which collaborative innovation networks improve new product performance. The study also examines the contingent effects of absorptive capacity on the relationship between collaborative innovation networks and the two innovation capability dimensions (i.e. product and process innovation). Survey data from 258 respondents from the Iranian high and medium technology manufacturing industries indicates the need for caution when developing collaborative innovation networks. We found that the effects of collaborative innovation networks on either product or process innovation capability are significant only in the presence of absorptive capacity. This finding suggests that the level of collaboration with different partners can enhance firms' innovation capabilities only if the focal firm's managers have developed the capacity to scan and acquire external knowledge. Our analyses further indicate that in the presence of absorptive capacity, only collaboration with research organizations and competitors have a positive effect on product innovation capability. In the case of process 2 | P a g e innovation capability, collaboration with research organizations and suppliers are the most important factors.

There has recently been an increase in interest in the notion of 'network pictures' amongst researchers in the field of business-to-business marketing. Network pictures are managers' subjective mental representations of their relevant business environment. They are posited to work as 'sense-making' devices, and consequently shape managerial decisions, actions, and evaluations. However, while interest in this concept has been reported in a range of literature that we identify and discuss, there has been no attempt to rigorously conceptualise the underlying dimensions of such pictures. Based upon an extensive review of previous work, we propose a parsimonious set of interrelated dimensions, and initially test this approach. We show the model's face validity, but also argue that not all dimensions are perceived as being equally useful: utilisation of the different dimensions is determined more by what it is that managers wish to represent. The implications of the concept of network pictures, as well as further research propositions, are discussed.

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Purpose -The aim of the paper is to define the role of trust and reliance in business relationships. Design/methodology/approach -After this paper identifies gaps in the literature, a conceptual model is developed, and its implications analyzed and discussed. Findings -One of the particularities of trust is its inherent anthropocentricity. As a concept, trust appears to be more applicable at the level of inter-personal relationships than to inter-organizational relationships. Business relationships involve both inter-personal and inter-organizational relationships. The paper considers a number of other possibilities and argues that there is a need to look at reliance as an incremental intellectual lens on business relationships. Research limitations/implications -Within a business-to-business marketing context, the paper discusses the impact of such a multi-faceted conceptualization for research in business relationships. Practical implications -Marketing researchers often neglect the fact that relationships between organizations are based on mutual interests, and attempt to stretch the concept of trust towards inter-organizational relationships without the necessary theoretical scrutiny. Originality/value -Applying the concept of trust to personal relationships and reliance to inter-organizational relationships, the paper introduces a complementary, rational standard that contributes to the calculability in exchange relationships.