Making room to manoeuvre: How firms increase their influence with others in business networks
No Thumbnail Available
Access rights
openAccess
Journal Title
Journal ISSN
Volume Title
A1 Alkuperäisartikkeli tieteellisessä aikakauslehdessä
This publication is imported from Aalto University research portal.
View publication in the Research portal
Other link related to publication
View publication in the Research portal
Other link related to publication
Date
2020-11
Major/Subject
Mcode
Degree programme
Language
en
Pages
15
686-700
686-700
Series
Industrial Marketing Management, Volume 91
Abstract
Earlier research has highlighted the dynamic nature of influencing in business networks, and shown that firms may vary considerably in their influence, defined as their potential to achieve changes in the activities, resources, or goals of other firms in the business network. There is, however, limited understanding of the specific means of influencing which may allow firms, over time, to increase their influence with other firms in the same network. Drawing on a longitudinal case study, we describe how a firm, through influencing others by the dynamic enactment of network management activities, gradually increased its influence with other firms in the business network. Based on our observations, we offer a processual model for influencing in business networks that links specific network management activities to conditions under which they are used.Description
Keywords
Business networks, Development of influence, Network management activities, Process of influencing
Other note
Citation
Ahola , T , Aaltonen , K , Artto , K & Lehtinen , J 2020 , ' Making room to manoeuvre: How firms increase their influence with others in business networks ' , Industrial Marketing Management , vol. 91 , pp. 686-700 . https://doi.org/10.1016/j.indmarman.2019.08.010
