Making room to manoeuvre: How firms increase their influence with others in business networks

Tuomas Ahola*, K. Aaltonen, Karlos Artto, Jere Lehtinen

*Corresponding author for this work

Research output: Contribution to journalArticleScientificpeer-review

1 Citation (Scopus)

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.

Original languageEnglish
Number of pages15
JournalIndustrial Marketing Management
DOIs
Publication statusE-pub ahead of print - 1 Jan 2019
MoE publication typeA1 Journal article-refereed

Keywords

  • Business networks
  • Development of influence
  • Network management activities
  • Process of influencing

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