Representing BtoB reality in case study research: Challenges and new opportunities

Borghini, Stefania; Carù, Antonella; Covà, Bernard

doi:10.1016/j.indmarman.2008.05.006

Cited by 31 publications

(25 citation statements)

References 51 publications

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“…As stated by Borghini, Carù, and Cova (2009) the principal objective of case study research is "a deep understanding of the actors, interactions, sentiments, and behaviors occurring for a specific process through time". This statement together with Yin's (2003) statement that a case study is appropriate when the research question is formulated as "how" or "why" rather than "how many", "how much" "where", or "how often" provides arguments for using a case study approach.…”

Section: Methodology and Data Collectionmentioning

confidence: 99%

Bridging and bonding forms of social capital in a regional strategic network

Eklinder-Frick

Eriksson

Hallén

2011

Industrial Marketing Management

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Section: Methodology and Data Collectionmentioning

confidence: 99%

Bridging and bonding forms of social capital in a regional strategic network

Eklinder-Frick

Eriksson

Hallén

2011

Industrial Marketing Management

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“…This data captured visually the atmosphere, the sentiments involved, and the dynamics of the social interaction between high level decision makers when they publicly addressed the issue of a clean Baltic Sea. Such audiovisual records are seldom used within industrial marketing research despite their potential to provide a richer representation of reality (Borghini, Carù, & Cova, 2010) Given the complex research setting (overlapping and emerging networks at multiple levels) our data analysis consisted of a number of iterative steps. First, based on a careful reading of a wide range of documentation and interview data, we wrote narratives of the initiatives and constructed a chronology of the key events.…”

Section: Research Design Data and Analysismentioning

confidence: 99%

Value-based network mobilization: A case study of modern environmental networkers

Ritvala

Salmi

2010

Industrial Marketing Management

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This article addresses current environmental issues by taking a network perspective to examine the initiatives to solve them. Previous investigations of network dynamics and mobilization concern the business context, but we broaden the analysis to the societal networks wherein business is embedded. Our aim is to investigate the early emergence of collective action around a common issue. We analyze the network mobilizers, who promote the issue and its solutions, and the mobilization mechanisms that they employ. We have conducted a case study that examines three initiatives to save the Baltic Sea, all involving business, governmental, and civil society actors. This rich case material leads us to formulate a conceptual model of value-based network mobilization. The mobilizing actors, values, and relationship sediments emerge as important factors in creating issue networks. Our key contribution is to show how the environmental (and societal) issues bring new types of actors to networks and change the rules of the game. We propose that 'modern environmental networkers' should become more important in the future, and that business firms need to develop their skills in playing the new games with these new actors.

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“…Both researchers were present at most of the interviews, which contributed to a rich dialog between the data, concepts, and researcher perceptions when conducting the analysis. (Borghini, Carù, & Cova, 2010).…”

Section: 2datamentioning

confidence: 99%

Network mobilizers and target firms: The case of saving the Baltic Sea

Ritvala

Salmi

2011

Industrial Marketing Management

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This paper examines why and how firms participate in issue networks that aim at solving contemporary complex problems. We build mainly on network and stakeholder literatures to understand mobilization from a relational perspective. Drawing on a single embedded case study of four initiatives to save the Baltic Sea, we build a multilevel model for firm participation in issue networks. Besides discovering diverse motivational factors, the model sheds light on the interaction between individual, organization, and network levels factors explaining mobilization. We argue that there is high theoretical, managerial, and societal relevance for studying the dynamics of issue networks − a topic which could be better incorporated in the research agenda of business network scholars.

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Representing BtoB reality in case study research: Challenges and new opportunities

Cited by 31 publications

References 51 publications

Bridging and bonding forms of social capital in a regional strategic network

Bridging and bonding forms of social capital in a regional strategic network

Value-based network mobilization: A case study of modern environmental networkers

Network mobilizers and target firms: The case of saving the Baltic Sea

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