Making room to manoeuvre: How firms increase their influence with others in business networks

Tuomas Ahola, K. Aaltonen, Karlos Artto, Jere Lehtinen

Research output: Contribution to journalArticleScientificpeer-review

9 Citations (Scopus)
3 Downloads (Pure)

Abstract

Earlier research has highlighted the dynamic nature of influencing in business networks, and shown that firms may vary considerably in their influence, defined as their potential to achieve changes in the activities, resources, or goals of other firms in the business network. There is, however, limited understanding of the specific means of influencing which may allow firms, over time, to increase their influence with other firms in the same network. Drawing on a longitudinal case study, we describe how a firm, through influencing others by the dynamic enactment of network management activities, gradually increased its influence with other firms in the business network. Based on our observations, we offer a processual model for influencing in business networks that links specific network management activities to conditions under which they are used.

Original languageEnglish
Pages (from-to)686-700
JournalIndustrial Marketing Management
Volume91
Early online date2019
DOIs
Publication statusPublished - 2020
Publication typeA1 Journal article-refereed

Keywords

  • Business networks
  • Development of influence
  • Network management activities
  • Process of influencing

Publication forum classification

  • Publication forum level 2

ASJC Scopus subject areas

  • Marketing

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