Exportar Publicação

A publicação pode ser exportada nos seguintes formatos: referência da APA (American Psychological Association), referência do IEEE (Institute of Electrical and Electronics Engineers), BibTeX e RIS.

Exportar Referência (APA) 
Gonçalves, S. M., Vinhas da Silva, R. & Teixeira, N. (2019). Individual actors and embeddedness in business-to-business interactions. Industrial Marketing Management. 76, 181-191
Exportar Referência (IEEE) 
A. S. Gonçalves et al.,  "Individual actors and embeddedness in business-to-business interactions", in Industrial Marketing Management, vol. 76, pp. 181-191, 2019
Exportar BibTeX 
@article{gonçalves2019_1732361582639,
	author = "Gonçalves, S. M. and Vinhas da Silva, R. and Teixeira, N.",
	title = "Individual actors and embeddedness in business-to-business interactions",
	journal = "Industrial Marketing Management",
	year = "2019",
	volume = "76",
	number = "",
	doi = "10.1016/j.indmarman.2018.08.006",
	pages = "181-191",
	url = "https://www.sciencedirect.com/science/article/abs/pii/S0019850117304637"
}
Exportar RIS 
TY  - JOUR
TI  - Individual actors and embeddedness in business-to-business interactions
T2  - Industrial Marketing Management
VL  - 76
AU  - Gonçalves, S. M.
AU  - Vinhas da Silva, R.
AU  - Teixeira, N.
PY  - 2019
SP  - 181-191
SN  - 0019-8501
DO  - 10.1016/j.indmarman.2018.08.006
UR  - https://www.sciencedirect.com/science/article/abs/pii/S0019850117304637
AB  - Individual actors are hardly ever considered in business-to-business marketing literature. This paper uses Service-dominant Logic and Neo-institutional Theory as the bases for twelve case studies. These case studies provide a better understanding of how individuals who represent firms make sense of the social rules, norms, procedures, values, and beliefs of the network (i.e. institutional logics) where they are embedded and how the business interaction is shaped by those influences, through the individual behaviour. This paper makes two main contributions. First, we develop an empirical model of how individuals consider the institutional logics of the network in interactions with suppliers. Second, we present three patterns of individual behavior in interactions, different from what is often assumed by business-to-business researchers. Managerial contributions are also pointed out.
ER  -