THURSDAY Room Room Room Room Room Room 41.40

31th Annual Conference on Industrial Marketing & Purchasing (IMP) Dear Conference Delegates – friends and colleagues Welcome to Kolding, welcome to th...
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31th Annual Conference on Industrial Marketing & Purchasing (IMP) Dear Conference Delegates – friends and colleagues Welcome to Kolding, welcome to the IMP! We are very pleased to welcome you to the 31 Annual IMP Conference. The aim is to offer a blend of both academic activities as well as an enjoyable cultural experience. th

The theme of the conference is: ‘Organizing Sustainable BtoB Relationships – Designing in Changing Networks’. The topic is chosen both to reflect the core of IMP research about change, interaction and networks and the need for innovation and designing of sustainable solutions in a world with many challenges. More than 130 papers have been submitted and accepted providing a number of interesting perspectives and ideas on how to address the challenges in changing networks.

For the 12th time - since 2004 – the Doctorial Consortium precedes the conference. 17 PhD students are participating in the Doctoral Consortium. The Doctorial Consortium represents an interactive frame for PhD students and senior faculty to meet, discuss and to develop stronger proposals for research. Finally, we would like to thank the staff from University of Southern Denmark who have helped organizing the conference and for university management for giving us the possibility to use campus Kolding for the venue. We would also like to thank our sponsors Würth and the Danish Association for Communication, Design & Media for the support of the conference. We wish you an enjoyable IMP 2015 conference. Per V. Freytag. Kristin B. Munksgaard Ann Clarke Torben Damgaard

IMP program overview THURSDAY

Room 31.01

Room 31.02

Room 31.09

Room 31.39

Room 41.39

Room 41.40

Innovation

Purchasing

Innovation & purchasing

Competitive advantage & collaboration

Purchasing

Innovation & purchasing

Innovation

Innovation & purchasing

09.00 – 10.30

Opening Session in AUDITORUIM

10.30 – 11.00

Coffee break

11.00 – 12.30

Relationships

Relationships

Etichs & trust

12.30 – 13.30 13.30 – 15.00

Lunch Environment & dynamics

Communication

15.00 – 15.30 15.30 – 17.00

Value

Coffee break Environment & dynamics

Relationships

Up- & restart & endings

Relationships

17.00 – 19.00

Networking

19.00 – 23.00

Busses leave for dinner at Gram Castle

FRIDAY

Room 31.01

Room 31.02

Room 31.09

Room 31.39

Room 41.39

Room 41.40

09.00 – 10.30

Environment & dynamics

Handling sustainability

Coopetition

Internationalization

Purchasing

Value

Innovation & purchasing

B2B Research

Internationalization

Service

10.30 – 11.00 11.00 – 12.30

Coffee break Environment & dynamics

Handling sustainability

12.30 – 13.30 13.30 – 14.30

Lunch Design workshop

Design workshop

14.30 – 15.00 15.00 – 17.00

Internationalization

Coopetition

Design workshop Coffee break

Environment & dynamics

Handling sustainability

KAM & network

Coopetition

17.00 – 19.00

Networking break

19.00 – 01.00

Conference dinner at the university

SATURDAY

Room 31.01

Room 31.02

Room 31.09

Room 31.39

09.00 – 10.30

Relationships

Services

Communication

B2B Research

10.30 – 11.00 11.00 – 12.30

Coffee break Relationships

Services

Up- & restart & endings

B2B Research

THURSDAY

THURSDAY

09.00 – 10.30 Opening session in 1. AUDITORUIM Welcome by Organizing committee and the dean Nikolaj Malchow-Møller from Faculty of Business & Social Science at SDU. Collaboration and strategizing in networks; Case D.I.S.

11.00 – 12.30 Main track: Relationships Chair: Torben Damgaard, Room: 31.01

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esources and capabilities in intra and inter-organizaR tional processes (COMP) Gebert Persson, Sabine; Helén Lundberg, Edith Andresen

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Resource availability and network interaction (WP) Abrahamsen, Morten H.; Håkan Håkansson

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Towards a new model for understanding how actors interact in business relationships (WP) Boesen, Morten

Main track: Relationships Chair: Ian Wilkinson, Room: 31.02

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Conviviality and entrepreneurial communities; The emerging relations between social and business networks (COMP) Guercini, Simone; Silvia Ranfagni

Main track: Innovation Chair: Ann Clarke, Room: 31.39

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Main track: Etichs & trust Chair: Judy Zolkiewski, Room: 31.09

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Network Destruction: When Business Networks “Kill” Social Networks: A case study in Bangladesh (COMP) Louise, Young; Laurel Jackson

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Interacting for legitimacy: A dynamic perspective on institutionalization in business networks (COMP) Medlin, Chris; Jan-Åke Törnroos

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Betrayal in international buyer-seller relationships: Its drivers and outcomes (WP) Aykol, Bilge; Leonidas C. Leonidou, Thomas Fotiadis, Paul Christodoulides

Does Innovating Customer Relationship Management Improve Firm Performance? (COMP) Geersbro, Jens; Thomas Ritter Incremental innovations by the oven: Influence of high obsorptive capacity and moderate entrepreneurial orientation on firm profitability (COMP) Heimonen, Jesse; Marko Kohtamäki, Vili Heikkilä

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Coopetition and company performance (WP) Helander, Nina; Juha Puskala, Jukka Vesalainen

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A catalyst for change in business networks (COMP) Sutton-Brady, Catherine; Stephanie Tannous, Patty Kamvounias, Peter Naude

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The Interplay between Cooperation and Competition in Business Networks: The Case of Ericsson in Brazil (COMP) Leite, Emilene; Cecilia Pahlberg, Susanne Åberg

Change, Stability and Ambidexterity in Business Networks In a Offshore Wind Farm Context (WP) Lutz, Salla; Tove Brink, Svend Ole Madsen

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Commitments and change in a business network (COMP) Andersen, Poul Houman; Chris Medlin

Evolvement of commercialization plans through interaction with multiple stakeholders - Patterns identified from Public-Private Innovation Projects (COMP) Clarke, Ann; Majbritt Rostgaard Evald, Leena Aarikka-Stenroos

Main track: Communication Chair: Jan-Åke Törnroos, Room: 31.02

Home Country as a Cue for Supplier Competences (COMP) Schätzle, Sarah; Frank Jacob, Fabrizio Zerbini

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Variety in transport service setting and the conditions for vehicle maintance (COMP) Hedvall, Klas; Anna Dubois, Frida Lind

Developing Interactive Branding in Business Networks (COMP) Koporcic, Nikolina; Jan-Åke Törnroos

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Sourcing teams and interdepartmental integration (WP) Lidegaard, Nina; Chris Ellegaard, Morten Munkgaard Møller

Strategic communication of CSR in global business networks: A semiotic perspective (WP) Lång, Stefan; Maria Ivanova-Gongne

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Brand repositioning in a business relationship context a longitudinal study of brand adaptation (WP) Norrgrann, Anu

Special track: Innovation & purchasing Chair: Thomas Johnsen, Room: 41.40

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How Early? Quasi-experiments on Early Supplier Involvement in New Product Development at Unilever (COMP) Laursen, Linda Nhu; Poul Houman Andersen When purchasing professional services supports innovation (COMP) D’Antone, Simona; Juliana Bonomi Santos

Main track: Competitive advantage & collaboration Chair: Nina Helander, Room: 31.39

Special track: Environment & dynamics Chair: Peter Naude, Room: 31.01

Main track: Purchasing Chair: Risto Rajala, Room: 41.39

Customer referencing ; Testing a conceptual framework in the context of a case study (COMP) Morgado, Andre Vilares; Luis Mota De Castro Using Expectation Disconfirmation Theory to Explore the Relationship Satisfaction between Businesses to Businesses (WP) Huang, Hui-Hsin

Using customers’ logics to commercialize welfare innovations: How a metal firm makes sense of an aesthetic logic (COMP) Nissen, Helle Aarøe

13.30 – 15.00

Main track: Purchasing Chair: Lars-Erik Gadde, Room: 41.39

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The impact of retail internationalization on make or buy and buyer-supplier relationships. Evidence from the Italian fashion industry (COMP) Guercini, Simone; Matilde Milanesi

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Organising construction logistics: A case of network re-orientation (COMP) Sundquist, Viktoria; Kajsa Hulthén, Lars-Erik Gadde

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Domain modelling of risk taking related to innovation in dyadic business relationships: A conceptual study with cases (WP) Ruokolainen, Jari; Olavi Uusitalo, Mekhail Mustak

Main track: Value Chair: Harry Thero, Room: 31.09

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Exploring the role of clients in value co-creation within professional service triads (COMP) Chowdhury, Ilma Nur; Judy Zolkiewski, Thorsten Gruber

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Market orientation and market intelligence generation of new business developments: Multiple –case studies of small to medium-sized enterprises in Japan (COMP) Komiya, Kazutaka; Junji Inoguchi, Woonho Kim, Takuya Urakami

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E xploring the value of a resource across business contexts (WP) Corsaro, Daniela; Annalisa Tunisini

Special track: Innovation & purchasing Chair: Ole S. Mikkelsen, Room: 41.40

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The role of sustainable supply management in innovations (COMP) Lintukangas, Katrina; Jukka Hallikas, Henna Järvi, Anni-Kaisa Kähkönen

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Defining Project Purchasing Activities - Exemplified by the Purchasing Practices in Offshore Wind Farm Projects (COMP) Lutz, Salla

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End-user engagement within innovative public procurement practices Hannu Torvinen, Pauliina Ulkuniemi

THURSDAY

FRIDAY

15.30 – 17.00

09.00 - 10.30

Special track: Environment & dynamics Chair: Annmarie Ryan, Room: 31.01

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Barriers in public-private cooperation as viewed by potential suppliers – a case study of food supply networks (WP) Holma, Anne-Maria; Anne Söderman

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Dynamics within a distribution network (COMP) Pardo, Catherine; Elsa Dessaigne

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Managing public – private partnerships in centralized public procurement; factors influencing relationship initation and termination (COMP) Nuojua, Outi

Main track: Relationships Chair: Thomas Ritter, Room: 31.02

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The Motivations and Behaviours of Professional Networking (COMP) Young, Louise; Sana Marroun

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The role of accounting for managing organizations in an interactive business world (COMP) Lind, Johnny

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From the “bright” to the “dark” side of relationships; A conceptual study of conflict, power and dependence as a bi-polar relationship characteristics (WP) Lacoste, Sylvie; Rhona Johnsen

Main track: Relationships Chair: Håkan Håkansson, Room: 31.39

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Romeo and Juliet: Managing self- and collective interests in a “secret” business relationship (COMP) Munksgaard, Kristin B.

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Applying conceptual designto B2B sales negotiations (COMP) Illi, Mikko; Salu Ylirisku

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Customer involvement practices in business-to-business companies operating in Finland (COMP) Oinonen, Minna

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Capabilities for managing high-technological business networks (WP) Nordin, Fredrik; Annika Ravald, Jakki Mohr

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Main track: Innovation Chair: Jens Geersbro, Room: 41.39

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Main track: Up-& restart & endings Chair: Tibor Mandjak, Room: 31.09

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Firm Benefits from Science Investments - Policy myths or industry realities? (COMP) Åberg, Susanne Trigger issues of emerging relationships (COMP) Mandjak, Tibor; Zsuzsanna Szalkai, Edit Neumann-Bódi, Mária, Magyar, Judit Simon An industrial revolution now on barricade –case: virtualization technology in the telecom industry (COMP) Ruokolainen, Jari

Special track: Environment & dynamics Chair: Salla Lutz, Room: 31.01

Mobile phone return systems; the marketization of concerned innovation (COMP) D’Antone, Simona; Louise Canning, Elizabeth Franklin-Johnson, Robert Spencer The organizational dimension of construction innovation – how construction firms manage long-term business relationships (WP) Ingemansson Havenvid, Malena; Elsebeth Holmen, Åse Linné, Ann-Charlott Pedersen

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A comparison of a traditional and unconvential construction project procurement method (COMP) Lundström, Robert; Martin Johanson

An interpretation and operationalization of the concept of company internationalization maturity (network approach) (COMP) Fonfara, Krzysztof; Lukasz Małys, Milena Ratajczak-Mrozek

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Change, Stability and Ambidexterity in Business Networks In a Offshore Wind Farm Context (WP) Lutz, Salla; Tove Brink, Svend Ole Madsen

Entering pre-emerging markets: the influence of actor legitimation on international network dynamics (COMP) Hermes, Jan Wilhelm Sakari; Tuija Mainela

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Companies cooperation in the internationalization process and their competitive advantage (WP) Dymitrowski, Adam; Marcin Soniewicki

Special track: Handling sustainability Chair: Lars – Gunnar Mattson, Room: 31.02

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Institutionalizing a service innovation in complex networks: The case of developing and diffusing electronic prescription in Finland (WP) Jaakkola, Elina; Leena Aarikka-Stenroos, Lauri Salmivalli

Special track: Innovation & purchasing Chair: Ivan Snehota, Room: 41.40

Why companies fail to respond to climate change (COMP) Finke, Tobias; Stefanos Mouzas, Alan Gilchrist The Role of Interaction in Achieving Increased Sustainability in Supply Networks (COMP) Ingemansson Havenvid, Malena; Luitzen de Boer, Elsebeth Holmen Sustainability in B2B relationships – Focusing on economically responsible actions (WP) Jokela, Päivi; Aino Halinen-Kaila

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Integration of coopetition paradox by individuals - A case study within the French banking industry (COMP) Bez, Sea; Anne-Sophie Fernandez, Frédéric Le Roy, Stéphanie Dameron

Sales and innovation (COMP) La Rocca, Antonella; Paolo Moscatelli, Andrea Perna, Ivan Snehota

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Managing coopetition: The case of exhibition organizers (COMP) Dorn, Stefanie

Managing conflict in business-to-business relationships through productization and standards (COMP) Hemple, Grant; John Finch, Oleksandra Pasternak

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Life and death and rebirth of the B2B business model – the case of the Cimber airline (WP) Hollensen, Svend; Marcel Bogers, Britta Boyd

Business relationship exit quality: Effects from Outsourcing and Insourcing on credibility (WP) Freytag, Per; Virpi Havila

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Managing in supply networks - Connecting to suppliers’ other customers Ann-Charlott Pedersen,  Anna Dubois og Elsebeth Holmen

Main track: Purchasing Chair: Chris Ellegaard, Room: 41.39

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Exploring the link between information sharing and customer attractiveness: A retail case study (COMP) Newell, William

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A modularity perspective to industrializing solutions in partner networks (COMP) Salonen, Anna; Risto Rajala, Ari Virtanen

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Small communities’ community purchasing – case science park in Thailand (WP) Ruokolainen, Jari

Special track: Coopetition Chair: Svend Hollensen, Room: 31.09

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Special track: Internationalization Chair: Milena Ratajczak-Mrozek, Room: 31.39

Main track: Value Chair: Daniela Corsaro, Room: 41.40

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Exploring the dynamic nature of value representations in business markets (Comp) Corsaro, Daniela; Chris Medlin

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Dynamic interaction of focal firm relationships and the business model in the creation and realization of value (COMP) Nailer, Christopher

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Examining exploration/exploitation along the innovation process in a network: Insights from a case HYGTECH (WP) Aarikka-Stenroos, Leena; Mäkitalo-Keinonen, Chris Medlin, Jan Åke Tornroos

FRIDAY

FRIDAY

FRIDAY

11.00 – 12.30

13.30 – 14.30

15.00 – 17.00

Special track: Internationalization Chair: Jan Johanson , Room: 31.39

Special track: Environment & dynamics Chair: Teea Palo, Room: 31.01

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Interactive Nature of Business Models – Narrative Approach (WP) Palo, Teea

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The role of domestic embeddedness in the internationalization of SMEs (COMP) Ratajczak-Mrozek, Milena

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To express or not: Emotion labour and narratives on relationship ending (WP) Tähtinen, Jaana; Annmarie Ryan

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Turbulence, speed and synchronization in network - A new perspective on time and internationalization (COMP) Johanson, Martin; Jan Johanson

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Strategizing with and through others: the partnership loop of identity construction (COMP) Laari-Salmela, Sari; Tuija Mainela, Vesa Puhakka

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Special track: Handling sustainability Chair: Robert Spencer, Room: 31.02

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A Systematic Literature Review of Sustainable Purchasing and Supply Research: Theoretical Perspectives and Opportunities for IMP-Based Research (COMP) Johnsen, Thomas; Joe Miemczyk, Mickey Howard

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The Role of Interaction in Achieving Increased Sustainability in Supply Networks (COMP) Ingemansson Havenvid, Malena; Luitzen de Boer, Elsebeth Holmen

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The relevance of collaboration in a BtoB context on environmental practices and carbon emissions reduction (COMP) Gisèle Mendy Bilek, Nathalie Touratier, Ming Ming JIA

Special track: Innovation & purchasing Chair: John Finch, Room: 41.39

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Discontinoueus innovation, purchasing and supplier relationship development: A leap of faith (COMP) Johnsen, Thomas; Ole S. Mikkelsen

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Underpinnings of the transition fram goods-centric to service-centric exchange: A relational perspective (COMP) Makkonen, Hannu; Mervi Vuori, Risto Rajala

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From early supplier involvement toward early purchasing involvement: Story of a radical co-innovation in the energy industry Zouari, Dorsaf; Laurence Viale, Karine Evrard Samuel (WP)

Special track: Coopetition Chair: Søren Kock, Room: 31.09

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Changing management models in MNCs: How firms organize for sales in global industries? (COMP) Mainela, Tuija; Sari Laari-Salmela, Elina Pernu, Vesa Puhakka

Main track: B2B Research Chair: David Ford, Room: 41.40

Coopetition within the horizontal relationship – a multiple case study on intercompetitor interaction Jose Novais Santos, Cristina Baptista

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Managing coopetition: The case of exhibition organizers (COMP) Dorn, Stefanie

Managing development in business marketing companies: An empirical study (COMP) Munksgaard, Kristin Balslev; David Ford

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What role do visual representations play in sales meetings? (COMP) Mortensen, Bo; Per Vagn Freytag, Ann Højbjerg Clarke

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Methodomania”? On the theoretical and methodological challenges of (IMP) business research. Waluszewski, Alexandra; Håkan Håkansson

Coopetition in head wind - A longitudinal case study of sensemaking, sensegiving, and middle managers’ role in implementing a coopetition strategy (COMP) Lundgren-Henriksson, Eva-Lena; Søren Kock

Special tracks: Design in business networks Tangible Business Models Jacob Buur, Room: 51.02

Special track: Environment & dynamics Chair: Anna Bengtson, Room: 31.01

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Corporate Acquisitions and Reactivation of Business Relationships: The importance of relationship infrastructure (WP) Bengtson, Anna; Mikael Gidhagen, Virpi Havila, Leon Poblete

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Business relationships dynamics in project afterlife: In between tempory and permanent structures (WP) Ojansivu, Ilkka

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Social capital, individuality, and identity (COMP) Eklinder-Frick, Jens; Lars Torsten Eriksson, Lars Hallén

Business innovation and theatre improvisation Henry Larsen & Preben Friis, Room: 51.41 Co-design workshops as business research Pia Storvang, Room: 51.09

Main track: Competitive advantage & collaboration Chair: Kristian Möller, Room: 31.39

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Review of alliances capabilities (COMP) Kohtamäki, Marko; Rodrigo Rabetino

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Bringing strategy into the business intellengence (bi) literature (COMP) Talaoui, Yassine; Rodrigo Rabetino, Marko Kohtamäki

Special track: Handling sustainability Chair: Roos Brennan, Room: 41.39

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Innovation for a circular economy: Exploring the adoption of PSS by UK companies in the baby products sector (COMP) Brennan, Ross; Maurizio Catulli

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To be Greener: Adaptation in Incremental Innovating Oilfield Chemistry (COMP) Zhang, Shiming; Shuai Zhang

Special track: Meet the editors Room: 31.02, Editors from IMM, IMJ, JBR & JBIM



Special track: Handling sustainability Chair: Louise Canning, Room: 31.02

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Network for sustainability as a game changer in the building sector? (COMP) Rubach, Synnøve; Irmelin Gram-Hanssen, Gunnar Andersson

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Sustainability in B2B relationships – Focusing on economically responsible actions (WP) Jokela, Päivi; Aino Halinen-Kaila

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Supplier Perceptions of Distributive Injustice in Sustainable Apparel Sourcing (WP) Normann, Ulla; Chris Ellegaard, Morten Munkgaard Møller

Special track: KAM & network Chair: Fawaz Baddar Alhussan, Room: 31.09

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The benefits of Wasta network: The Arab middle East region (COMP) Alhussan, Fawaz Baddar; Faten Baddar Al-husan, Lulu Alhesan

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Value propositions in knowledge-intensive business services: Varying customers relationships and varying propositions (COMP) Heikka, Eija-Liisa; Satu Nätti, Saara Pekkarinen

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A Configuration of Marketing practice, Business Strategy and Organization frame of reference (WP) Abu Farha, Allam

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BtoB relationships: the role of social media in the context of Key Account Management (WP) Lacoste, Sylvie

Special track: Coopetition Chair: Helen McGrath, Room: 31.39

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Integration of coopetition paradox by individuals - A case study within the French banking industry (COMP) Bez, Sea; Anne-Sophie Fernandez, Frédéric Le Roy, Stéphanie Dameron

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Co-opetition as Practice: The Case of the Georgian Micro-Brewers (COMP) McGrath, Helen; Thomas O’Toole

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Unfolding coopetition practices in a network: A resource interaction perspective (WP) Chou, Hsin-Hui; Judy Zolkiewski

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Life and death and rebirth of the B2B business model – the case of the Cimber airline (WP) Hollensen, Svend; Marcel Bogers, Britta Boyd

SATURDAY 09.00 – 10.30 Main track: Relationships Chair: Maria Holmlund, Room: 31.01

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Dependence in Buyer-Supplier Relationships – Present State and Future Perspectives (WP) Schmitz, Tobias

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Making Sense of Customer Relationships in Change (WP) Holmlund, Maria; Tore Strandvik, Ilkka Lähteenmäki

Special track: Internationalization/Relationships Chair: Milena Ratajczak-Mrozek, Room: 41.39

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An interpretation and operationalization of the concept of company internationalization maturity (network approach) (COMP) Fonfara, Krzysztof; Lukasz Małys, Milena Ratajczak-Mrozek Companies cooperation in the internationalization process and their competitive advantage (WP) Dymitrowski, Adam; Marcin Soniewicki

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Applying conceptual design to B2B sales negotiations (COMP) Illi, Mikko; Salu Ylirisku

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A comparison of a traditional and unconvential construction project procurement method (COMP) Lundström, Robert; Martin Johanson

Main track: Services Chair: Paul Matthyssens, Room: 41.40

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Firm boundaries in servitization (COMP) Rabetino, Rodrigo; Tuomas Huikkola, Marko Kohtamäki

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Towards modular service architectures in a network context (COMP) Holma, Anne-Maria; Anu Bask, Antti Laakso, Dan Andersson

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Internal levers for servitization - Enhancing hybrid offerings by small and medium-sized manufacturers (WP) Coreynen, Wim; Paul Matthyssens

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When the lowest price is not sufficient: Conditions defining value-oriented buying (WP) Otto Rosendahl, Harri Terho

Relational competence of a firm as a determinant of inter-organizational relations’ - effectiveness and efficiency - a study from Polish market (COMP) Sulimowska-Formowicz, Monika

Main track: B2B research Chair: Roberta Bocconcelli, Room: 31.39

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Assessing progress in industrial marketing scholarship: a contribution on contribution (COMP) Nicholson, John; Zaheer Khan, Ahmed Al-Abdin

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Half a century of development: Mapping the evolution of a business network (COMP) Prenkert, Frans; Johan Kask

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SME in IMP research: a missing actor? (WP) Pagano, Alessandro; Roberta Bocconcelli

Main track: Relationships Chair: Jaana Tähtinen, Room: 31.01

Padoxes in integrated solutions (COMP) Einola, Suvi; Rodrigo Rabetino, Marko Kohtamäki, Seppo Luoto

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Utilizing network picturing in management of dynamic networks (WP) Valjakka, Tiina; Katri Valkokari, Outi Kettunen,

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Towards a Typology for Business Solutions in Complex Engineering Service Systems (COMP) Ferreira, Fabiana; Bernard Cova, Robert Spencer, João F. Proença

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Missing the picture – an empirical study of value in a network picture (WP) Frandsen, Kirsten L.

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Main track: Service Chair: Hugh M. Pattinson, Room: 31.02

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The Corporate brand as a valuable resource and initiator of business relationships (WP) Koporcic, Nikolina

The Internet of Things (IOT), Big Data and B2B Digital Business Ecosystems (COMP) Pattinson, Hugh M.; Wesley J. Johnston

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Promise Land? : New Sphere by 7-Eleven Japan’s Business Ecosystem (WP) Takemura, Masaaki; Masae Kanai

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Business-to-Business Network Pictures: A Consumer Perspective Using Big Data (COMP) Holland, Christopher P.; Peter Naudé, Sabrina C. Thornton

Brands as a Resource: Linking Market-based Assets to Organizational Processes (WP) Glynn, Mark

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The start-ups’ Networking Innovation (COMP) Cantù, Chiara

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Collaboration with Stakeholders in Sports Business Industry: Strategies of Marathons Organizers (WP) Zygmunt Waśkowski

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Resource Mobilisation along Innovation Paths Sharon Purchase, Doina Olaru, and Christina Kum

Main track: B2B research Chair: Ariane von Raesfeld, Room: 31.39

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Resolving the Dark Side of Sino-US Business Relationships: The Impact of Guanxi (關係) on Opportunism and Conflicts (COMP) Abosag, Ibrahim; Dorothy Ai-wan Yen

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Path Dependence and opportunities for technological development in University-Industry cooperation. An Agent Based approach (WP) Raesfeld, Ariane von; Laurens Hellemons, Peter Geurts

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Relationship value: an impact on relationship strategy – a longitudinal perspective Tibor Mandják, Agnes Wimmer, François Durrieu

Revisiting the Business Relationship Concept (WP) Ryan, Annmarie; Jaana Tähtinen, Hans Kjellberg

Main track: Communication Chair: Antonella La Rocca, Room: 31.09

Projects in networks: Implementing communication technology across multiple health care organizations (WP) Hvidsten, Adeline; Thomas Hoholm, Antonella La Rocca

An organized effort to shape a nascent e-health market – actions and artefacts (WP) Saraniemi, Saila; Teea Palo, Saara Pekkarinen, Pauliina Ulkuniemi, Laura Riuttanen

11.00 – 12.30

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Modular service offerings in professional service firms – Variety of contexts and challenges (COMP) Nätti, Satu; Saara Pekkarinen, Pauliina Ulkuniemi

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SATURDAY

Main track: Services Chair: Berhard Cova, Room: 31.02

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Main track: Up- & restart & endings Chair: Teea Palo, Room: 31.09

Main track: B2B research Chair: Lasse Torkelli, Room: 41.39

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T he Borderline of Complexity of Business Tourism Product – The Network Concept of Trade Fairs Grzegorz Leszczyński, Marek Zielinski, Piotr Zmyślony

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etwork Competence in the Value Chain: Evidence N from Finnish SMEs Torkelli, Lasse; Sami Saarenketo, Olli Kuivalainen and Kaisu Puumalainen

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