Trigger issues in emerging relationships

Mandják, Tibor; Szalkai, Zsuzsanna; Neumann-Bódi, Edit; Magyar, Mária; Simon, Judit

doi:10.1016/j.indmarman.2016.05.021

Cited by 13 publications

(12 citation statements)

References 29 publications

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“…References to Granovetter (1985) have become rather common especially after the re-conceptualisation of embeddedness for use in IMP proposed by Halinen and Törnroos (1998). Yet, with the exception of a recent study by Mandják et al (2016) that employs the original framework from economic sociology to study emerging relationships, in most empirical studies embeddedness is either merely mentioned in passing, or applied by some researchers as a metaphor to phenomena other than social relationships (e.g., Lindfelt and Törnroos, 2006;Andersson et al, 2007;Lind and Dubois, 2008). Thus, this link between IMP and economic sociology remains fragile.…”

mentioning

confidence: 99%

Placing social capital in business networks: conceptualisation and research agenda

Bondeli

Havenvid

Solli‐Sæther

2018

JBIM

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Purpose-The paper aims to refine conceptual treatment of the social facet in business relationships and reinforce its significance in the IMP research tradition by integrating the concept of social capital in its original interpretation into the ARA model. Design/methodology/approach-The paper begins by indicating some typical conceptual challenges associated with application of social capital in IMP. This is followed by a conceptual clarification that explores the origin and the essence of social capital in economic sociology. Finally, the paper proposes integrating social capital in its original interpretation into IMP's ARA model and presents four propositions on how social capital is created in interaction between business actors. Research limitations/implications-The paper is expected to aid IMP researchers in empirical contexts where the social component in business relationships is particularly prominent. As such, the novel approach presented could be used to further understand how social exchange processes are related to relationship governance, relationship initiation and development. Findings-The paper shows how bridging Bourdieu's theory of social capital with the IMP approach may solve the identified conceptual challenges. This paper's main contribution is a cyclical model depicting how social capital is created in business networks. It is integrated into the ARA model and designed specifically for studying the social facet of business relationships. Originality/value-The proposed model shows how social capital is generated through the dynamic interplay in the social facets of actor, activity and resource dimensions, emphasising its creation dynamics. The model integrates insights from the classic works in economic sociology to strengthen the social side of IMP's socioeconomic interface and is intended to be used as a tool for empirical application.

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mentioning

confidence: 99%

Placing social capital in business networks: conceptualisation and research agenda

Bondeli

Havenvid

Solli‐Sæther

2018

JBIM

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“…Social cues are specifically impactful in the context of first impressions. The relevance of making a "good" first impression within the context of B2B buying has been acknowledged for decades (Young et al, 1994;Swan et al, 1985;Mandják et al, 2016;Clark and Salaman, 1998;Bergeron et al, 2008). Social cues are used as a source of information to assess the potential seller and to make inferences about the intentions of the selling party (mentalising).…”

Section: Social Cues and First Impressionsmentioning

confidence: 99%

“…The impact of social cues in the B2B buying context will most likely shrink as time goes by. The business development literature has recognised different business development stages that occur as a function of time (Mandják et al, 2016;Dwyer et al, 1987;Medlin, 2004;Ford, 1980). However, the likelihood of diminishing effects of social cues is difficult to concretise, as business development is not a linear process with clear beginnings and ends (Turnbull et al, 1996;Medlin, 2003;Ford and Hakansson, 2005).…”

Section: Variations In the Impact Of Social Cuesmentioning

confidence: 99%

The behavioural response of the professional buyer on social cues from the vendor and how to measure it

Zeeland¹,

Henseler²

2018

JBIM

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Purpose Vendors’ social cues – physical or behavioural hints – have an impact on the professional buyer. However, little is known about that impact. The purpose of this paper is to place knowledge about the impact of social cues that other disciplines acquired in the context of business-to-business (B2B) marketing to contribute constructively to the research agenda. Design/methodology/approach By integrating findings on the processing of social cues and the behavioural response from the disciplines of neuroscience, biology and psychology (specifically the behavioural inhibition system [BIS]/behavioural activation system [BAS]-theory), this paper aims to provide an interdisciplinary perspective on the automatic evaluation of vendors by professional buyers. Findings Social cues are likely to be of substantial value in the (first) encounter between buyer and seller. Positively evaluated social cues create an approach-motivated behavioural intention, whereas negatively evaluated ones create avoidance. This process is probably predominantly mediated by trust and moderated by personality and contextual factors. Research limitations/implications This paper stimulates research about the impact of social cues in a B2B context. While such knowledge would add practical value, this paper also explores possibilities for managers to use neuroscientific techniques to assess and train sales agents. Originality/value The impact of social cues is hardly covered in the B2B marketing literature, but they have an important impact on B2B decision-making. The conceptual framework combines the BIS/BAS theory (approach/avoidance) with the SOR-model (stimulus-organism-response), which is unique to the B2B marketing field.

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“…They provide a conceptual framework and discuss the different trust building scenarios. Then, they worked on trigger issues in initial stage which boost an emerging relationship and provide a logical framework [73]. Finally, Hennelly and Wong [74] explore the formation of new relationship in nascent industries with high uncertain environment by longitudinal case studies.…”

Section: Network Formationmentioning

confidence: 99%

Assessing Partnership Alternatives in an IT Network Employing Analytical Methods

Salamat

Aliahmadi

Pishvaee

et al. 2016

Scientific Programming

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One of the main critical success factors for the companies is their ability to build and maintain an effective collaborative network. This is more critical in the IT industry where the development of sustainable competitive advantage requires an integration of various resources, platforms, and capabilities provided by various actors. Employing such a collaborative network will dramatically change the operations management and promote flexibility and agility. Despite its importance, there is a lack of an analytical tool on collaborative network building process. In this paper, we propose an optimization model employing AHP and multiobjective programming for collaborative network building process based on two interorganizational relationships' theories, namely, (i) transaction cost theory and (ii) resource-based view, which are representative of short-term and long-term considerations. The five different methods were employed to solve the formulation and their performances were compared. The model is implemented in an IT company who was in process of developing a large-scale enterprise resource planning (ERP) system. The results show that the collaborative network formed through this selection process was more efficient in terms of cost, time, and development speed. The framework offers novel theoretical underpinning and analytical solutions and can be used as an effective tool in selecting network alternatives.

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Trigger issues in emerging relationships

Cited by 13 publications

References 29 publications

Placing social capital in business networks: conceptualisation and research agenda

Placing social capital in business networks: conceptualisation and research agenda

The behavioural response of the professional buyer on social cues from the vendor and how to measure it

Assessing Partnership Alternatives in an IT Network Employing Analytical Methods

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