The influence of position and gender on personal networks in a UK professional service

Tonge, Jane

doi:10.1016/j.indmarman.2009.01.001

Cited by 11 publications

(3 citation statements)

References 58 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…However, in small businesses the line between both is often blurred (Wilkins, 1997). Small businesses interact most predominantly with other business (Rocks et al, 2005) and less with family and social contacts (Borch, and Huse, 1993;Tonge, 2010). Nonetheless, informal networks can be significant to them (Perrow, 1986;Johannisson, 1996;Borch, and Huse, 1993;MacGregor, 2004;Tonge, 2010).…”

Section: Formalitymentioning

confidence: 99%

“…Small businesses interact most predominantly with other business (Rocks et al, 2005) and less with family and social contacts (Borch, and Huse, 1993;Tonge, 2010). Nonetheless, informal networks can be significant to them (Perrow, 1986;Johannisson, 1996;Borch, and Huse, 1993;MacGregor, 2004;Tonge, 2010). Friends and family can provide essential networking opportunities and have a role in acquiring and retaining clients (Copp, and Ivy, 2001;Ozcan, 1995).…”

Section: Formalitymentioning

confidence: 99%

See 1 more Smart Citation

Networks and marketing in small professional service businesses

Menelec¹,

Jones

2015

Journal of Research in Marketing and Entrepreneurship

View full text Add to dashboard Cite

Purpose – This paper aims to explore networks in relation to small professional service businesses. Both the structural and relational components of networks are considered to better understand what networks are and how they operate. The paper investigates the link between networks and marketing and discusses the extent to which small professional service businesses use their networks for marketing activities. Design/methodology/approach – The literature review identifies key elements of professional service businesses, networks and marketing activities. The primary research is qualitative by design and exploratory in nature and used a multi-case study approach. Data were collected from five small management consultancy businesses through in-depth interviews using semi-structured questionnaires. Findings – The study finds that small professional service businesses lack the business/marketing language to articulate their approaches and values. They are increasingly relying on collaboration to deliver changing services. Findings show that “core groups” are highly significant in the structure of their networks. Furthermore, while most connections are work-related, networks are not strategically motivated. Linkages are strong and motivations to network and networking activities are both short and long term. Generating work and developing lasting collaborative relationships is based on similar values and interests. Originality/value – The study offers insight and practical understanding on the relations that small businesses have with their networks. It also builds and adds value to the theory of network and networking in both the small business field and professional services related industry. It explores networks by considering the structural and relational components separately whilst also highlighting their interconnection.

show abstract

Section: Formalitymentioning

confidence: 99%

Section: Formalitymentioning

confidence: 99%

Networks and marketing in small professional service businesses

Menelec¹,

Jones

2015

Journal of Research in Marketing and Entrepreneurship

View full text Add to dashboard Cite

show abstract

“…'cognitive strategic groups' (Fiegenbaum and Thomas, 1993;Osborne et al, 2001). Recent research shows increasing interest in the concept of network pictures (Henneberg et al, 2009;Leek and Mason, 2010;Tonge, 2010).…”

Section: Network Picturesmentioning

confidence: 99%

Sensemaking in business networks: Introducing dottograms to analyse network changes

Abrahamsen

Henneberg

Naudé

2012

Industrial Marketing Management

View full text Add to dashboard Cite

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.

show abstract