Individual actors and embeddedness in business-to-business interactions
Autor(a) principal: | |
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Data de Publicação: | 2018 |
Outros Autores: | , |
Tipo de documento: | Artigo |
Idioma: | eng |
Título da fonte: | Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
Texto Completo: | http://hdl.handle.net/10071/16673 |
Resumo: | Individual actors are hardly ever considered in business-to-business marketing literature. This paper uses Service-dominant Logic and Neo-institutional Theory as the bases for twelve case studies. These case studies provide a better understanding of how individuals who represent firms make sense of the social rules, norms, procedures, values, and beliefs of the network (i.e. institutional logics) where they are embedded and how the business interaction is shaped by those influences, through the individual behaviour. This paper makes two main contributions. First, we develop an empirical model of how individuals consider the institutional logics of the network in interactions with suppliers. Second, we present three patterns of individual behavior in interactions, different from what is often assumed by business-to-business researchers. Managerial contributions are also pointed out. |
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Individual actors and embeddedness in business-to-business interactionsBusiness interactionEcosystemsEmbeddednessInstitutional logicsNetworksIndividual actors are hardly ever considered in business-to-business marketing literature. This paper uses Service-dominant Logic and Neo-institutional Theory as the bases for twelve case studies. These case studies provide a better understanding of how individuals who represent firms make sense of the social rules, norms, procedures, values, and beliefs of the network (i.e. institutional logics) where they are embedded and how the business interaction is shaped by those influences, through the individual behaviour. This paper makes two main contributions. First, we develop an empirical model of how individuals consider the institutional logics of the network in interactions with suppliers. Second, we present three patterns of individual behavior in interactions, different from what is often assumed by business-to-business researchers. Managerial contributions are also pointed out.Elsevier2018-10-15T15:22:05Z2019-10-15T00:00:00Z2019-01-01T00:00:00Z20192019-01-15T12:54:29Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttp://hdl.handle.net/10071/16673eng0019-850110.1016/j.indmarman.2018.08.006Gonçalves, S. M.Vinhas da Silva, R.Teixeira, N.info:eu-repo/semantics/openAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2023-11-09T17:51:06Zoai:repositorio.iscte-iul.pt:10071/16673Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T22:25:17.675366Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse |
dc.title.none.fl_str_mv |
Individual actors and embeddedness in business-to-business interactions |
title |
Individual actors and embeddedness in business-to-business interactions |
spellingShingle |
Individual actors and embeddedness in business-to-business interactions Gonçalves, S. M. Business interaction Ecosystems Embeddedness Institutional logics Networks |
title_short |
Individual actors and embeddedness in business-to-business interactions |
title_full |
Individual actors and embeddedness in business-to-business interactions |
title_fullStr |
Individual actors and embeddedness in business-to-business interactions |
title_full_unstemmed |
Individual actors and embeddedness in business-to-business interactions |
title_sort |
Individual actors and embeddedness in business-to-business interactions |
author |
Gonçalves, S. M. |
author_facet |
Gonçalves, S. M. Vinhas da Silva, R. Teixeira, N. |
author_role |
author |
author2 |
Vinhas da Silva, R. Teixeira, N. |
author2_role |
author author |
dc.contributor.author.fl_str_mv |
Gonçalves, S. M. Vinhas da Silva, R. Teixeira, N. |
dc.subject.por.fl_str_mv |
Business interaction Ecosystems Embeddedness Institutional logics Networks |
topic |
Business interaction Ecosystems Embeddedness Institutional logics Networks |
description |
Individual actors are hardly ever considered in business-to-business marketing literature. This paper uses Service-dominant Logic and Neo-institutional Theory as the bases for twelve case studies. These case studies provide a better understanding of how individuals who represent firms make sense of the social rules, norms, procedures, values, and beliefs of the network (i.e. institutional logics) where they are embedded and how the business interaction is shaped by those influences, through the individual behaviour. This paper makes two main contributions. First, we develop an empirical model of how individuals consider the institutional logics of the network in interactions with suppliers. Second, we present three patterns of individual behavior in interactions, different from what is often assumed by business-to-business researchers. Managerial contributions are also pointed out. |
publishDate |
2018 |
dc.date.none.fl_str_mv |
2018-10-15T15:22:05Z 2019-10-15T00:00:00Z 2019-01-01T00:00:00Z 2019 2019-01-15T12:54:29Z |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://hdl.handle.net/10071/16673 |
url |
http://hdl.handle.net/10071/16673 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
0019-8501 10.1016/j.indmarman.2018.08.006 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Elsevier |
publisher.none.fl_str_mv |
Elsevier |
dc.source.none.fl_str_mv |
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instname_str |
Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
instacron_str |
RCAAP |
institution |
RCAAP |
reponame_str |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
collection |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
repository.name.fl_str_mv |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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1799134815720570880 |