The roles of money and business deals in network structures

Håkansson, Håkan; Olsen, Per Ingvar

doi:10.1016/j.indmarman.2015.01.009

Cited by 32 publications

(78 citation statements)

References 15 publications

(15 reference statements)

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“…The business deal and associated profit measurement create stability and predictability for the involved companies in the buyer-supplier relationship (Håkansson and Olsen, 2015). Stability and predictability make it more attractive for the buyer and supplier to invest in the relationship despite the uncertainty and complexity that often characterize the relationship.…”

Section: What Is Profit?mentioning

confidence: 99%

Problematizing profit and profitability: discussions

Lowe

Nama

Bryer

et al. 2020

AAAJ

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PurposeThe purpose of this paper is to report the outcome of an interdisciplinary discussion on the concepts of profit and profitability and various ways in which we could potentially problematize these concepts. It is our hope that a much greater attention or reconsideration of the problematization of profit and related accounting numbers will be fostered in part by the exchanges we include here.Design/methodology/approachThis paper adopts an interdisciplinary discussion approach and brings into conversation ideas and views of several scholars on problematizing profit and profitability in various contexts and explores potential implications of such problematization.FindingsProfit and profitability measures make invisible the collective endeavour of people who work hard (backstage) to achieve a desired profit level for a division and/or an organization. Profit tends to preclude the social process of debate around contradictions among the ends and means of collective activity. An inherent message that we can discern from our contributors is the typical failure of managers to appreciate the value of critical theory and interpretive research for them. Practitioners and positivist researchers seem to be so influenced by neo-liberal economic ideas that organizations are distrusted and at times reviled in their attachment to profit.Research limitations/implicationsProblematizing opens-up the potential for interesting and significant theoretical insights. A much greater pragmatic and theoretical reconsideration of profit and profitability will be fostered by the exchanges we include here.Originality/valueIn setting out a future research agenda, this paper fosters theoretical and methodological pluralism in the research community focussing on problematizing profit and profitability in various settings. The discussion perspectives offered in this paper provides not only a basis for further research in this critical area of discourse and regulation on the role and status of profit and profitability but also emancipatory potential for practitioners (to be reflective of their practices and their undesired consequences of such practices) whose overarching focus is on these accounting numbers.

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Section: What Is Profit?mentioning

confidence: 99%

Problematizing profit and profitability: discussions

Lowe

Nama

Bryer

et al. 2020

AAAJ

View full text Add to dashboard Cite

show abstract

“…In order to dig deeper into these matters, we recognize the need to bring the financial aspects of innovation processes more into the core of the analysis in more decisive ways than what is represented in the literature in both IMP and international entrepreneurship research. In Håkansson and Olsen (2015), it is suggested that studies of innovation processes should focus on deals, and it presented a definition of deals that builds on and expands from the network and process understanding of value creation and real world business activities in IMP theory. This study will apply and further explore this research strategy in a study of an international innovation process in a complex empirical setting.…”

Section: The Innovation Process Literaturementioning

confidence: 99%

“…(Håkansson ed., 1982;Håkansson and Snehota, 1995;Håkansson et al, 2009) However, within the total interaction there are also specific formal agreements as soon as monetary means exchange. Håkansson and Olsen (2015) identified these formal agreements involving money as 'deals'. Deals is an analytical construct at the intersection between social-material activities on the one hand, and monetary transfers on the other.…”

Section: What Is a Deal?mentioning

confidence: 99%

“…At the same time, we were working on an analytical project to expand industrial purchasing and marketing theory (IMP) from its present focus on what we called 'social-material interaction processes' based on Håkansson et al, 2009, to include the role of money and financing in networked business activities in a new and different way (Håkansson and Olsen, 2015). This introduced a particular definition of 'deals' to IMP theorizing, as a first step in systematically exploring this dimension of business networks, to expand our understanding of the roles and functioning of such deals in general.…”

Section: Introductionmentioning

confidence: 99%

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The roles of deals and business networks in innovation processes

Olsen

Håkansson

2017

IMP

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This paper analyzes the roles of deals in innovation processes based on our definition of a deal as the interaction of social-material value creating processes with money-handing processes. The paper is based on a study of Transaortic Valve Implantation (TAVI) as an innovative new technology in the areaof thoracic surgery in a global setting. We found that deals play important roles in innovation processes as critical junctions marking entries to different phases and generate major shifts in location as well as the combination of resources, activities and actors. These shifts include radical changes in control, where actors in possession of resources necessary to bring the project through the next phase, move in to take control, thereby expanding their businesses into new growth niches. Based on the analysis of seven deals, we argue that the innovation process is a process pulled by later stage entrepreneurial interests, rather than pushed by early stage entrepreneurs. This poses a critical argument against the entrepreneur-oriented explanations in the international new venturing literature, and points to the international venture industry and incumbent companies as the primary drivers of new international ventures.This work also highlights why and how an innovation that may initiate anywhere in the periphery, will tend to move to the most competent and capable networks around the globe, that are most relevant to the needs of the innovation project. Hence, the more powerful business networks and eco-systems will tend to pull interesting inventions in from their periphery, and effectively grow them.

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“…How do we value relationship-specific assets that may have no real "market value" (e.g. Blankenburg & Johanson, 1992;Halinen, Salmi, & Havila, 1999;Håkansson & Olsen, 2015;Kraus, Håkansson, & Lind, 2015;Wilkinson & Young, 2002).…”

Section: The Problem Of Languagementioning

confidence: 99%

The business actor and business management

Munksgaard

Ford

2017

IMP

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Purpose IMP literature has developed the conceptualisation of a business landscape comprised of varying combinations of more or less interdependent activities, resources and actors, the form of which are defined by the interactive processes in which they are involved. However, the conceptualisation of the interactively defined business actor presents challenges to the understanding of the nature of business and the process of management. The purpose of this paper is to discuss what it is to be a manager in the complex interactive business landscape and the capabilities needed by business managers. Design/methodology/approach Few, if any, IMP studies have systematically addressed the concept of the business actor directly and the authors do not have a well-developed framework for analysing actors from the perspectives of interaction and networks. This paper analyses the evolving semantics of the concepts of the interactive business actor within some of the literature associated with the IMP research tradition, using the software Leximancer. Findings The paper integrates the analysis into a preliminary framework for describing the characteristics of the interactive business actor. The paper concludes by using this framework to suggest some of the capabilities that are required by the interactive business actor. Originality/value The analysis points to the ways that ideas of the business actor and business acting have developed in the literature. The analysis highlights some of the ways in which the development of these concepts is incomplete and points to potentially fruitful ways in which conceptual and empirical research could proceed.

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The roles of money and business deals in network structures

Cited by 32 publications

References 15 publications

Problematizing profit and profitability: discussions

Problematizing profit and profitability: discussions

The roles of deals and business networks in innovation processes

The business actor and business management

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