Networks in Socioeconomic Systems: A Critical Review

Araújo, Luís; Easton, Geoff

doi:10.4135/9781483327723.n6

Cited by 90 publications

(87 citation statements)

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“…One of the earliest approaches to relationship marketing research was social exchange theory, which placed importance on interactive marketing activities (Anderson and Narus, 1984;Araujo and Easton, 1996;Sheth and Parvatiyar, 1995). Other approaches have been grounded in inter-organisation theory (Van de Ven, 1992) and industrial network theory (Mattson, 1985).…”

Section: Relationship Marketingmentioning

confidence: 99%

The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries

Rao¹,

Perry²,

Frazer³

2003

Australasian Marketing Journal

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The impact of the internet on inter-firm relationships has received little attention in the academic literature. This theory building research develops a conceptual framework about internet-facilitated relationships based on the literature and research findings from convergent interviews. The convergent interviews were conducted with CEOs and/or marketing managers of 10 Australian service companies. Results show that the internet does not appear to hinder inter-firm relationships as the internet is not being used at the expense of more traditional and personal forms of communication and has little impact on the level of trust in internet exchange partners and the dependence they have on one another at this relatively early stage of adoption. Rather, internet use is thought to be linked with improved business performance and satisfaction with the exchange partner's performance. The findings of this research add to the body of marketing knowledge and provide guidelines for managers to more effectively use the internet in managing their relationships with other businesses. Relationship MarketingThis research investigates the intersection of relationship marketing and internet marketing. Relationship marketing was first investigated in the 1970s. Driven by global competition, relationship marketing was noticed when many businesses learnt that they must collaborate to compete (Palmer 1997(Palmer , 2000. However, it was not until the late 1970s and the 1980s that the term "relationship marketing" emerged in the marketing literature. Simultaneously but independently, researchers in the United States (for example, Wilson, 1976;Jackson, 1985) and Europe (for example, Gummesson, 1987;Hakansson, 1982;Johanson and Mattsson, 1987) began to look beyond simple dyadic transactions and began to explore the notion of dyadic relationships (Healy, Hastings, Brown and Gardiner, 2001). The two major theoretical streams of relationship marketing were the Nordic school focusing on services marketing, and the Network Approach to industrial marketing developed by the international marketing and purchasing group (IMP) (Gummesson, Lehtinen and Gronroos, 1997).Since then relationship marketing has evolved over the last two decades with the emphasis shifting with different approaches. One of the earliest approaches to relationship marketing research was social exchange theory, which placed importance on interactive marketing activities (Anderson and Narus, 1984;Araujo and Easton, 1996;Sheth and Parvatiyar, 1995). Other approaches have been grounded in inter-organisation theory (Van de Ven, 1992) and industrial network theory (Mattson, 1985). Some scholars claim that only people create relationships, while others believe that customised and personalised technologically delivered services may strengthen longterm relationships (for example, Thirkell, 1997;Schultz, 1997). For example, a recent approach to relationship marketing is predicated on the interactivity of the internet and the opportunities this provides for relationship market...

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Section: Relationship Marketingmentioning

confidence: 99%

The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries

Rao¹,

Perry²,

Frazer³

2003

Australasian Marketing Journal

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“…On books see, for instance, Dubois (1998), Ford (2002Ford ( , 1990, Ford et al (1998), Forsgren & Johanson (1992), Hakansson (1993, 2001), Gemunden, Ritter, and Walter (1997), Hakansson (1989Hakansson ( , 1987Hakansson ( , 1975, Hakansson, Harrison, and Waluszewski (2004), Hakansson and Johanson (2001), Hakansson and Waluszewski (2007), Hallen and Johanson (1989), Havila, Forsgren, and Hakansson (2002), Laage-Hellman (1997), Lundgren (1994), Moller and Wilson (1995), Naude and Turnbull (1998), Turnbull and Cunningham (1981), Turnbull and Paliwoda (1986), and Turnbull and Valla (1986). As illustrative examples of book chapters, check Araujo and Easton (1996), Easton (2000), Ford, McDowell, and Tomkins (1996), Hakansson (1993), Hakansson and Johanson (1988, 1993b, Hakansson and Snehota (2000), Johanson and Mattsson (1994), and Mattsson (1985Mattsson ( , 2004Mattsson ( , 1987.…”

Section: Imp1 and Imp2 Research Projects The Interactionmentioning

confidence: 99%

Markets-as-Networks Theory: A Review

Sousa

2010

SSRN Journal

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This paper exposes the development of markets-as-networks theory from formal inception in the mid-1970s until 2010 state-of-the-art, en route presenting its historical roots. This largely European-based theory challenges the conventional, dichotomous view of the business world as including firms and markets, arguing for the existence of relational governance structures (the so-called ''interfirm cooperation'') in addition to hierarchical and transactional ones.

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“…Although there are several approaches to analysing relationships in terms of networks (see Araujo and Easton, 1996, for an overview), this article adopts the industrial network approach, underpinned by the interaction model, to understand different actors' behavior (Ford et al, 2003;. As such, business networks are used as a metaphor for constellations of direct and indirect business relationships (Anderson et al, 1994) and are defined in terms of how activities are linked together, how resources are utilised in relationships, and the strength of bonds between the relevant actors (Håkansson and Snehota, 1995).…”

Section: Business Network and Changementioning

confidence: 99%

Sensemaking in business networks: Introducing dottograms to analyse network changes

Abrahamsen

Henneberg

Naudé

2012

Industrial Marketing Management

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Research Highlights• This study develops an novel analytical framework called 'dottograms' which facilitates a more detailed understanding of change within networks• This research method enables comparing actor perceptions of network changes within and across business networks• Our method represents a contribution to research methods in business networks and network change.• We provide a basis for improved understanding of time dimensions (past, present and future changes) and space dimensions (change at actor, dyad or network level) in business networks Abstract and keywordsThe issue of how different actors in a network understand changes to their industry remains an under-researched but crucially important area. According to the industrial network approach, companies interact according to their perceptions of the relevant network environment and their subjective sense-making of the network logic and exchange mechanisms relating to the activities, resources, and actor bonds. Using a case study of the Norwegian/Japanese seafood distribution system, we propose a methodology that allows us to better understand these perceptions. We develop an analytical method based on 'dottograms' which facilitates a more detailed understanding of change within networks. In particular, we show how the dimensions of time (past, present and future changes) and space (change at actor, dyad or network level) can be better understood, and also how the method facilitates our understanding by ascribing reasons for the change. As such, we provide a methodological contribution to research on business networks and change.

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Networks in Socioeconomic Systems: A Critical Review

Cited by 90 publications

References 0 publications

The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries

The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries

Markets-as-Networks Theory: A Review

Sensemaking in business networks: Introducing dottograms to analyse network changes

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