Socio-technical paths and crossings in business development

In this paper an evolutionary model of business development is proposed, which links cooperationbetween organizations and their exchanges to path dependence and crossings.While the concept of path dependence restricts action to the exploitation of the existing path, theconcept of crossings emphasizes that within existing structures there are opportunities to take an otherpath. In a case study, over a period of twelve years the business development of a firm and itsevolving network relations are described. To find out if a firm can change is taken path, the conceptsof path dependence and crossings are explored along the cycle of development

Que Sera, sera? Conceptualizing business network foresighting

Purpose Networks and relationships are not stable. On the contrary, they change and are transformed by the actors who take part in them. Change and transformation result from the actions and reactions of these actors. However, a key issue is what makes the actors choose some actions and reactions while refraining from others. The paper aims to discuss these issues. Design/methodology/approach The authors argue that the actors’ expectations to the future of the network are formative for the actions and reactions and, furthermore, that the future expectations are formed by interaction among the actors that take part in the networks. Findings The authors depart from the existing foresight literature, but realign its ideas to fit with the core tenets of the IMP approach. Thereby, the purpose is twofold: to explore and conceptualize network foresight phenomena as well as to contribute to the practice of collective foresighting in business networks. Research limitations/implications The authors suggest research into formations of expectations in networks with a specific view to the interactive and structural effects of networks. Furthermore, the authors suggest a framework for categorizing network episodes and linking these to the formation of recognized issues and solutions. Practical implications The authors provide a framework for analyzing the focus of business networks in terms of solutions and issues, and analytically breaking down the interaction among these. Originality/value The authors introduce the concept of business network foresight, both as a distinct concept that enables us to understand change and transformation in networks, but also as a procedure for supporting actors’ strategizing efforts in business networks. </jats:sec

Market dialogue in public procurement : Buyer-supplier interfaces and relational abilities

Previous studies have suggested that public procurement promotes transactional and standardized interfaces between public buyers and suppliers. The use of more interactive and translational interfaces in market dialogues during the pre-tender phase of public procurement has received limited academic interest. Based on a multiple-case study, this paper aims to address this research gap by focusing on public buyer-supplier interfaces and the buyer's and the suppliers' abilities to interact during market dialogues. Thereby, we contribute to the literature on public procurement and supplier management. First, we enrich the interface framework by showing that interaction can be achieved in market dialogues and highlighting that the dialogues do not necessarily feature only one interface but may contain a configuration of interfaces varying by interface type and sequencing. Second, we elaborate on the subdimensions of the public buyer's and the suppliers' relational abilities, which influence the buyer-supplier interfaces obtained through the market dialogue. We offer implications for organizing market dialogues in public procurement.© 2022 The Authors. Published by Elsevier Inc. This is an open access article under the CC BY license (http://creativecommons.org/licenses/by/4.0/).fi=vertaisarvioitu|en=peerReviewed

How do relationships begin?

In this paper we address the issue ‘How do relationships begin?’ Based on a review of work within theIMP Approach on stage and state models of relationship evolution, we conclude that very littleattention has been paid to beginnings of relationships. We discuss why this might be so, and why theissue deserves more consideration. Based on a case study, we make a first start at discussing how wemay conceptualise and discuss relationship beginnings. Furthermore, we depict a firm’s ‘relationshipinitiation profile’ and suggest that a firm may benefit from examining its profile and the costs andbenefits associated with it. Lastly, we propose issues which may be pursued in further research.Keywords: relationship evolution, stage model, state model, beginning, relationship initiation profile