Artigo em revista científica Q1
Individual actors and embeddedness in business-to-business interactions
Sara Martins Gonçalves (Gonçalves, S. M.); Rui Vinhas da Silva (Vinhas da Silva, R.); Natália Teixeira (Teixeira, N.);
Título Revista
Industrial Marketing Management
Ano (publicação definitiva)
2019
Língua
Inglês
País
Estados Unidos da América
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Abstract/Resumo
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.
Agradecimentos/Acknowledgements
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Palavras-chave
Business interaction,Ecosystems,Embeddedness,Institutional logics,Networks
  • Economia e Gestão - Ciências Sociais
Registos de financiamentos
Referência de financiamento Entidade Financiadora
UID/SOC/04521/2013 Fundação para a Ciência e a Tecnologia