search query: @author Rosenbröijer, C-J. / total: 1
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| Author: | Alajoutsijärvi, K. Möller, K. Rosenbröijer, C-J. |
| Title: | Relevance of focal nets in understanding the dynamics of business relationships |
| Journal: | Journal of Business-to-Business Marketing
1999 : VOL. 6:3, p. 3-35 |
| Index terms: | Industries Management Competition Case studies Networks Theories |
| Language: | eng |
| Abstract: | The competitive environment is undergoing a fundamental change. Traditional markets are being replaced by networks, posing major challenges for industrial companies. Management has to look beyond ordinary customer and supplier relationships into intricate webs of firms. This article focuses on the interaction btw. a complex business relationship and its immediate business network, called a focal net. The article contends that focal nets have several crucial roles in the emerging industrial network theory. Theoretical and managerial relevance of focal nets is demonstrated through a 30-year case study of 3 international corporations. |
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