‘Good’ case research in industrial marketing: Insights from research practice

Piekkari, Rebecca; Plakoyiannaki, Emmanuella; Welch, Catherine

doi:10.1016/j.indmarman.2008.04.017

Cited by 264 publications

(203 citation statements)

References 50 publications

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“…Interviews have been described as a highly efficient method to gather detailed empirical data (Eisenhardt & Graebner 2007). In the interview study, the sampling of respondents consisted of individuals with different responsibilities in order to diminish common source bias and allow for data triangulation across multiple sources (Beverland & Lindgreen 2010;Piekkari, et al 2010;Wagner 2012). This supported our aim to provide a wider perspective of the collaborative NPD projects and the role of purchasing and R&D in governing the supplier relationship.…”

Section: Methodsmentioning

confidence: 99%

Governance of supplier collaboration in technologically uncertain NPD projects

Melander

Lakemond

2015

Industrial Marketing Management

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Section: Methodsmentioning

confidence: 99%

Governance of supplier collaboration in technologically uncertain NPD projects

Melander

Lakemond

2015

Industrial Marketing Management

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“…In case study research, although there are "probably as many approaches as researchers suggesting ways to make collected data fit for analysis", write-ups are often purely descriptive (Eisenhardt, 1989, p. 540). The application of dottograms represent 'innovative practice' (Piekkari et al, 2010) as they enable systematic within-case and cross-case analyses, an integral part of the case study research process. They enable us to understand change in several dimensions, for instance comparing of the attributions (the reasons for change): actors may describe similar changes, but attribute them to different causes (or for that matter have similar explanations for different events).…”

Section: Discussionmentioning

confidence: 99%

“…Template analysis enables the researcher to look at the source data from various angles, all depending on conceptual templates and categories (in our case, the integrated analytical framework of network change). Such an analysis provides a flexible and continuous process of altering categories and finding increasingly suitable interpretations as the material is analysed (King, 2004;Piekkari et al, 2010).…”

Section: Explaining Network Change Through Network Picturesmentioning

confidence: 99%

Sensemaking in business networks: Introducing dottograms to analyse network changes

Abrahamsen

Henneberg

Naudé

2012

Industrial Marketing Management

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Research Highlights• This study develops an novel analytical framework called 'dottograms' which facilitates a more detailed understanding of change within networks• This research method enables comparing actor perceptions of network changes within and across business networks• Our method represents a contribution to research methods in business networks and network change.• We provide a basis for improved understanding of time dimensions (past, present and future changes) and space dimensions (change at actor, dyad or network level) in business networks Abstract and keywordsThe issue of how different actors in a network understand changes to their industry remains an under-researched but crucially important area. According to the industrial network approach, companies interact according to their perceptions of the relevant network environment and their subjective sense-making of the network logic and exchange mechanisms relating to the activities, resources, and actor bonds. Using a case study of the Norwegian/Japanese seafood distribution system, we propose a methodology that allows us to better understand these perceptions. We develop an analytical method based on 'dottograms' which facilitates a more detailed understanding of change within networks. In particular, we show how the dimensions of time (past, present and future changes) and space (change at actor, dyad or network level) can be better understood, and also how the method facilitates our understanding by ascribing reasons for the change. As such, we provide a methodological contribution to research on business networks and change.

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“…While exploratory, it was also theory testing. Although there is some debate around the idea of cases being used for theory testing purposes, from a critical realist perspective it has been argued that case studies are particularly suited to theory testing, and there is growing use of this approach in research reported in international business, international management, and industrial marketing journals (Piekkari et al, 2009;Piekkari et al, 2010). We sought to demonstrate empirically and specifically that mode combinations were used in developing international operations by a sample of internationalised companies, while at the same time investigating the nature of this phenomenon -down to the hitherto unexplored disaggregated value chain level.…”

Section: Methods and Datamentioning

confidence: 99%

Mode Combinations and International Operations

Benito

Petersen

Welch³

2011

Manag Int Rev

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Abstract• An enduring characteristic of extant literature on foreign operation modes is its discrete choice approach, where companies are assumed to choose one among a small number of distinctive alternatives.• In this paper, detailed information about the operations of six Norwegian companies in three key markets (China, UK and USA) is used as the basis for an exploration of the extent to which, and how and why, companies combine clearly different foreign operation modes. We examine their use of foreign operation mode combinations within given value activities as well as within given countries.• The study reveals that companies tend to combine modes of operation; thereby producing unique foreign operation mode "packages" for given activities and/or countries, and that the packages are liable to be modified over timeproviding a potentially important optional path for international expansion.• The data show considerable variation across cases; ranging from extensive use of mode combinations to a singular focus on a specific mode of operation. The study contributes to a refinement of our understanding of the path of internationalisation, and throws up a number of awkward theoretical questions about the process.

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‘Good’ case research in industrial marketing: Insights from research practice

Cited by 264 publications

References 50 publications

Governance of supplier collaboration in technologically uncertain NPD projects

Governance of supplier collaboration in technologically uncertain NPD projects

Sensemaking in business networks: Introducing dottograms to analyse network changes

Mode Combinations and International Operations

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