TY - JOUR
T1 - Making room to manoeuvre: How firms increase their influence with others in business networks
AU - Ahola, Tuomas
AU - Aaltonen, K.
AU - Artto, Karlos
AU - Lehtinen, Jere
PY - 2020/11
Y1 - 2020/11
N2 - 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.
AB - 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.
KW - Business networks
KW - Development of influence
KW - Network management activities
KW - Process of influencing
UR - http://www.scopus.com/inward/record.url?scp=85070885297&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2019.08.010
DO - 10.1016/j.indmarman.2019.08.010
M3 - Article
AN - SCOPUS:85070885297
SN - 0019-8501
VL - 91
SP - 686
EP - 700
JO - Industrial Marketing Management
JF - Industrial Marketing Management
ER -