detailed timetable for tracks - unicatt.itconvegni.unicatt.it/meetings_impprogramme20120910.pdf ·...

2

Detailed Timetable for Tracks

Track 1: Collective action and mobilization in networks

Asta Salmi, Tiina Ritvala - Aalto University, School of Economics

Ariane von Raesfeld, Raymond Loohuis - University of Twente School of Management and Governance

Track 2: Combining the social and technological aspects of innovation

Chiara Cantù, Daniela Corsaro, Annalisa Tunisini - Università Cattolica

Track 3: Complex systems simulation using Agent-Based Models (ABM) for Business Network

Frans Prenkert - BI Norwegian Business School

Ian Wilkinson - University of Sydney Business School

Louise Young - University of Western Sydney School of Marketing

Track 4: Heuristics in interaction and business networks

Simone Guercini - University of Florence, Italy

John Finch - University of Strathclyde, United Kingdom

Track 5: Innovation and supply chain

Tibor Mandják - Corvinus University

3

Track 6: Inter and Intra organizational consequences of business relationships

Renato Fiocca - Università Cattolica

Ivan Snehota - Università della Svizzera Italiana

Track 7: Market Innovation

Frank Azimont - EM Lyon

Hans Kjellberg - Stockholm School of Economics

Emma Reid – Strathclyde University

Track 8: New Global Interaction Patterns

Håkan Håkansson, P-I Olsen, Tore Bakken - Norwegian Business School

Alexandra Waluszewski - Uppsala University

Track 9: New Ventures and innovativeness

Andrea Furlan, Roberto Grandinetti - University of Padova

Track 10: Pricing and Value Management in Business Markets

Fabio Ancarani - Alma Mater Studiorum, University of Bologna and SDA Bocconi School of Management

Frederic Jallat, ESCP_EAP - European School of Management

4

Track 11: Strategic Account Management

Kevin Wilson - BEM Bordeaux Ecole de Management

Catherine Pardo - EM Lyon

Simon Croom - University of San Diego

Track 12: General

Please see the schedule

5

Wednesday, 12th

September

18.30 – 20.00 Registration and Welcome cocktail (Auditorium Garden)

Thursday, 13th

September

08.30 Registration

9.15 - 11.00 Plenary session & Welcome (Room: Lazzati)

Prof. Rocco Bellantone (Dean – Faculty of Medicine and Surgery - Università Cattolica)

Prof. Domenico Bodega (Dean – Faculty of Economics – Università Cattolica)

Prof. Renato Fiocca e Prof.ssa Annalisa Tunisini (Università Cattolica)

Dott. Gabriele Barbaresco (Head of Research Department - Mediobanca) “When a lightweight defeats a heavyweight: a profile of Italian MSEs"

6

11.00-11.30 Coffee break

11.30-13.00 Parallel sessions

13.00-14.15 Lunch

Track 1: Collective action and

mobilization in networks -

competitive Chair: Asta Salmi Room: 2

Track 2: Combining the social

and technological aspects of

innovation -

Competitive/WIP Chair: Annalisa Tunisini Room: 5

Track 12 General -

Competitive Chair: Debbie Harrison Room: 3

Track 7 Market Innovation -

Competitive Chair: Hans Kjellberg Room: 4

Track 6 Inter and Intra

organizational consequences

of business relationships –

Competitive Chair: Ivan Snehota Room: Bausola

Tiina Ritvala and Asta Salmi ‘Mobilizing collective action in business networks: Creating inclusive or exclusive networks?

Peter Wise, Robin Croft and Ross Brennan ‘Let me give you my card: a study of evolving business protocols in the information age’

Amna Khan, Judy Zolkiewski and John Murphy ‘Trust Development – a dynamic perspective’

Bo Terje Kalsaas and Britha Bunk ‘Service-based Innovation and Market Innovation – Illustrated through a Radical Business Model Change in a Personal Injury Lawyer Company’

Tuomas Huikkola, Juho Ylimäki and Marko Kohtamäki ‘The relational capabilities of R&D collaboration’

Anna Emmoth, Sabine Geber Persson and Heléne Lundberg ‘Interpartner legitimacy in a regional strategic network in tourism’

Minna Oinonen and Anne Jalkala ‘Supplier-Customer Co-innovation Process in B2B markets’

Per Freytag and Ann Clarke ‘Understanding Change in Industry and Business Models - on the changing Role of Advertising Agencies’

Frank Azimont and Luis Araujo ‘ Evidence for Markets, Markets for Evidence: Extending Evidence-Based Medicine to the Food Sector’

Viktoria Sundquist, Kajsa Hulthén and Lars-Erik Gadde ‘Repositioning in supply networks - Implementing supplier partnering in the construction industry’

Wouter Van Bockhaven and Paul Matthyssens ‘Between policy and management: Pathways and drivers to mobilize stakeholders for shared value creation in healthcare’

Grzegorz Leszczynski, Marek Zielinski, Kenichi Hosoi and Yoritoshi Hara ‘Relationships as the source of innovations: comparative study of Polish and Japanese approaches’ WIP

Anne-Maria Holma and Anu Bask ‘Monitoring public procurement of corporate travel services - a triadic perspective’

Benedikte Borgström, Henrik Agndal, Lianguang Cui, Leif-Magnus Jensen, Susanne Hertz and Veronika Pereseina ‘framing of a business model named total operating economy’

Ghasem Zaefarian, Stephan Henneberg, Peter Naude and Zhaleh Najafi Tavani ‘Perceived Justice and Business Relationships: The Case of the Iranian Car Industry’

7

14.15-15.30 Meet the Editors Chair. Lars Gunnar Mattson (Room: Lazzati)

Roger Baxter: Journal of Business Research

Hakan Håkansson: IMP Journal

Wesley J. Johnston: Journal of Business & Industrial Marketing

Peter LaPlaca: Industrial Marketing Management

Thomas Ritter: Journal of Business Market Management

Annalisa Tunisini: Mercati e Competitività


Track 2: Combining

the social and

technological aspects

of innovation - WIP Chair: Daniela Corsaro Room: 4

Track 7 Market

innovation – WIP Chair: Frank Azimont Room: 2

Track 9 New

Ventures and

innovativeness - WIP Chair: Andrea Furlan Room: 3

Track 12 General

- WIP

Chair: Thomas Ritter Room: 5

Track 12 General

- WIP Chair: Stan Paliwoda Room: Bausola

Track 12 General

- WIP

Chair: Per Vagn Freytag Room: Franceschini

Track 6 Inter and

Intra organizational

consequences of

business

relationships – WIP Chair: Peter LaPlaca Room: Lazzati

Monika Moehring and John Finch ‘Justice in B2B Relational Exchanges and Contracts’

Andreas Brekke ‘Will the market transform when focus shift from generating product to avoiding waste?’

Enrico Baraldi, Malena Ingemansson and Anna Launberg ‘Controlling The Commercialization Of Science Across Organizational Borders. Four Cases From Two Major Swedish Universities’

Annie Zhang, Roger Baxter and Mark Glynn ‘How Salespeople Unlock Buyer’s Resources for Seller Outcomes’

Ronika Chakrabarti, Stephan Henneberg, Carla Ramos and Pete Naude ‘A Network-as-practice analysis of dynamics in the UK pharmaceutical distribution system’

Julia Heigl and Markus Voeth ‘If they talk the talk, should you walk the walk? Influences on the quality of sales force-generated market information’

Noémi Piricz and Tibor Mandják ‘ The relationship among trust conflicts and perceived satisfaction in B2B context’

8



Adam Raman and Iain Davies ‘The Diffusion of Sustainability Ideas, Products and Processes within Business Networks’

Peter Zackariasson ‘The Market Game. Developing video games, creating gamers’

Jens Laage-Hellman ‘Commercialization of Medical Technology: How start-up companies build up network relationships’

Thomas Ritter and Jens Geersbro ‘Navigating in Business Relationships: Distinguishing Relationship Value, Relationship Quality, and Relationship Structure’

Torkel Strömsten, Johnny Lind and Erik Alenius 'Open book accounting and coordination of activities in a supplier network'

Alessandro Pagano and Roberta Bocconcelli ‘Foreign law firms in China: the role of relationships and networks’

Despina Karayanni ‘ The moderating role of environmental unpredictability on building network relationships and network performance results’

Jari Ruokolainen and Olavi Uusitalo ‘Cultural facts to support innovation in business networks of technology companies – focus on risk-taking’

Ranvir S. Rai ‘Opportunity Recognition in Practice: Customer Practices as Determinants of Disruptive Market Innovations’

Francisco Maia, Catarina Roseira, Carla Ramos, Stephan Henneberg and Peter Naude ‘ Understanding Incubator Value – A Business Network Approach To University Incubators’ competitive

Catherine Sutton-Brady and Patty Kamvounias ‘Beer maker takes on supermarket bullies’

Morten H. Abrahamsen, Stephan C. Henneberg, Huemer Lars and Peter Naudé ‘Perceiving Network Opportunities’

Elenise Rocha, Giancarlo Pereira, Miriam Borchardt and Miguel Afonso Sellitto ‘Applying internet videos to improve a service network’

Cagri Talay and Dianne Dean ‘Developing Interaction Capabilities of Small Export Suppliers in term of Export Involvement’

9

20.30 Dinner at a typical restaurant

Track 1: Collective action

and mobilization in

networks – WIP Chair: Tiina Rivala Room: 4

Track 2: Combining the

social and technological

aspects of innovation –

WIP Chair: Chiara Cantù Room: 5

Track 5 Innovation

and supply chain –

WIP/Competitive Chair: Tibor Mandják

Room: Bausola

Track 12 General

- WIP

Chair: Lars Huemer Room: 2

Track 12 General

- WIP

Chair: Stephan Henneberg Room: 3

Track 12 General

Competitive

Chair: Hakan Håkansson Room: Lazzati

Giancarlo Nadin and Alessandra Tzannis ‘Chronic disease management in Lombardy’s region: the challenge to co-opt physician and involve other operators on a network perspective’

Tuula Lehtimäki, Minna Oinonen, Ilkka Ojansivu and JariSalo ‘Supplier and customer roles at different stages of co-innovation’

Sylvie Lacoste ‘Market-focussed sustainability as innovation driver in B to B relationships’

Andrea Perna and Enrico Baraldi ‘Implementing and using CRM to handle business relationships: intra- and inter-organizational effects in an Italian company’

Jens Laage-Hellman and Frida Lind ‘Customer involvement in product development: Learning from a Bearing Manufacturer’

Linda Peters, Wesley Johnston and Andrew Pressey ‘Involving clients in innovation: Exploring expectation, knowledge, and competency gaps’

Svanhild E. Haugnes ‘Tracing fish: a question of definition’

Miguel Pinheiro, Cândida Lucas and José Carlos Pinho ‘Examining University-Industry interactions from the perspective of relationship marketing and business networks’

Håkan Håkansson, Malena Ingemansson and Åse Linné ‘The project boundary and how it affects renewal within construction’

Maria Ivanova ‘Deciphering and understanding cultural codes within Finnish-Russian business relationship development’

Caroline Y. Cheng and Elsebeth Holmen ‘Classifying Relational Strategy Practices’

Track 8

New Global interaction

Patterns - Competitive/WIP Chair: Hakan Håkansson Jan-AkeTornroos, Susan Freeman and Chris Medlin ‘ A time-space network approach to corporate internationalization. A theoretical reconceptualization ’

Raymond Loohuis, Ariane Von Raesfeld, Bart Hutschemaekers and Aard Groen ‘ How Activists and Target Organizations Collaborate in the Face of Emerging Contingencies Setbacks and Inaction: Constraining or Enablers of Change?

Synnøve Rubach, Thomas Hoholm and Andreas Brekke ‘A Collaborative Mode of Innovation related to Energy Efficient Renovation of Buildings’

Delma Poniman, Sharon Purchase and Joanne Sneddon ‘Traceability in Halal Food Supply Chains from a Business Network Perspective’ Competitive

Andrea Runfola, Simone Guercini, Gian Luca Gregori and Andrea Perna ‘Discontinuity in interaction. Findings from two cases in the Italian context’

Hsin-Hui Chou ‘How to achieve the long-term survival of firms – A network perspective’

Roger Palmer and Ilian Mikov ‘The Role of Socio-Linguistics in the Context of Interpersonal Interaction’ WIP

10

Friday, 14th

September


Track 6 Inter and


consequences of

business

relationships – Competitive

Chair: Renato Fiocca Room: 3

Track 10 Pricing -

and Value

Management in

Business Markets

Competitive Chairs: Fabio Ancarani; Frederic Jallat Room: 2

Track 11 Strategic

Account

Management - Competitive Chair: Kevin Wilson Room: Franceschini

Track 2: Combining

the social and


of innovation – Competitive Chair: Daniela Corsaro Room: 5

Track 12 General -

Competitive Chair: David Ford Room: Lazzati

Track 12 General -

Competitive Chair: Anna Dubois Room: 4

Track 12 General -

Competitive/WIP Chair: Peter Naudè Room: Bausola

Aniko Bodi-Schubert ‘Analyzing the Nature of an Institutional-Business network – Case Study Example from the Hungarian Cash Supply’

Joerg Dauner, Bernd Guenter and Philipp Johannes Nolte ‘Willingness to Pay for Remote Services as an Element of Innovation Adoption in Business-to-Business Markets’

Lena Hohenschwert ‘Salesperson’s Value Creation Roles in Customer Interaction: An Empirical Study’

Jan Ostendorf, Stefanos Mouzas and Ronika Chakrabarti ‘Innovating in business networks: the role of leveraging resources’

Lyndie Bayne, Sharon Purchase and Geoff Soutar ‘The Spread of Green Practices in Business Networks’

Helen Mcgrath and Thomas O'Toole ‘Network Capability in Entrepreneurial Firms: The case of the Irish Micro-Brewery Industry’

Ross Brennan and Jonathan Wilson ‘Doing Business with China: Comparative Content Analysis of the Business-to-Business Marketing Literature’

Houcine Akrout ‘The evolution of relational quality internationally : a quasi-longitudinal qualitative study of the relations between French buyers and international sellers

Alexander Haas and Nina Stuebiger ‘Sales’ Value Creating Capabilities as Sources of Interorganizational Competitive Advantage’

Roy Broad ‘The strength of network relationships in strategic account management’

Jens Eklinder-Frick, Lars Torsten Eriksson and Lars Hallén ‘Three dimensions of social capital within technological cooperation: the case of a regional strategic network’

Florian C. Kleemann and Michael Essig ‘Analysing Performance-based Contracting from an IMP perspective: conceptual development and empirical insights’

Maciej Mitrega and Gregor Pfajfar ‘Networking Through Knowledge About Partners - Comparison Of Two CEE Economies’

Robert Olsson, Lars-Erik Gadde and Kajsa Hulthén ‘The Changing Role of Middlemen - Strategic Responses to Distribution Dynamics’

11

Markku Halinoja and Olavi Uusitalo ‘Making identical network pictures by international on-time deliveries – Paper machine upgrade projects’

Ieda L. Pereira, Aurea Helena P. Ribeiro, Ricardo T. Veiga and Raquel S. Robbe ‘Value generation and impact on commitment in business to business relationships’

Suvi Rahkolin, Satu Nätti and Saila Saraniemi ‘Crisis Communication In Key Account Relationships’

Simone Guercini, Silvia Ranfagni and Antonio Riccardo Petrella ‘Paradoxes in interactions between services buyer and supplier in facilities management’

Martin Johanson and Kao Pao ‘Network and internationalisation A Review of more than 20 Years of Research’

Julie Leroy, Bernard Cova and Robert Salle ‘The Value Co-Creation Concept: Mixing Up apples and Oranges?’

Irina Moreva, Maria Smirnova and Vera Rebyazina ‘Transforming Interfirm Relationships In Response To market Challenges (Case Of Russian bakery Industry)’ WIP





aspects of innovation –

Competitive Chair: Chiara Cantù Room: 3


organizational

consequences of business

relationships –

Competitive Chair: Ivan Snehota Room: Lazzati

Track 12 General

- Competitive Chair: Robert Spencer Room: 5

Track 12 General

- Competitive

Chair: Judith Zolkiewski Room: 2

Track 7 Market

Innovation

- Competitive Chair: Paul Matthyssens Room: 4

Track 12 General

- Competitive Chair: Wesley Johnston Room: Bausola

Cristina Mele and Tiziana Russo Spena ‘Eco-innovation practices: actors, actions, resources and value’

Iiris Hilvo and Joanna Scott-Kennel ‘Inter- and Intra-Organizational Business Relationships – Complement or Conflict?’

Christina Öberg ‘Corporate divorce - Interconnecting disrupted and fading changes’

Osama Meqdadi, Thomas Johnsen and Rhona Johnsen 'Engaging SME Suppliers in Sustainability Initiatives: an Interaction Perspective' WIP

Anna Dubois and Frida Lind 'Exploring the business model concept - in search for market innovations'

Alessandro Signorini and Stan Paliwoda 'Previous alliance relationships and their effects on future acquisition performance: the case of the airline industry'

Anna Codini ‘The evolution of business networks along innovation lifetime cycle: a longitudinal study’

M. Irene Prete, Gianluigi Guido and Maurizio Giannuzzi ‘Network analysis of local territorial systems in the Salento: a strategic marketing study’

Christopher Medlin and Virpi Havila ‘Time, timing and managing closure of a large manufacturing business’

Debbie Harrison, Elsebeth Holmen and Ann-Charlott Pedersen ‘When everyone is connected to everyone: exploring role dynamics in triads’

Svanhild E. Haugnes ‘Intermediaries with one buyer and one seller’

Harri Ryynänen, Kaisa Henttonen and Risto Salminen ‘Network Conception in a Service Development Network - MobileTV case’

12

Diana Nadine Boehm and Teresa Hogan ‘Contextualising Science-to-Business relationships and networks: Experiences from German and Irish ecosystems’

Edith Andresen, Sabine Gebert Persson and Heléne Lundberg ‘Intra-organizational tensions as drivers for external relationship and network formations’

Maciej Mitrega, Carla Ramos, Sebastian Forkmann and Stephan Henneberg ‘Measurement Model for Inter-Organizational Networking’

Stefanos Mouzas and Keith Blois ‘Contracting in Business Networks’

Pauliina Ulkuniemi, Luis Araujo and Jaana Tähtinen ‘Purchasing as Market-Shaping: the case of component-based software engineering’

Jan-Ake Tornroos, Aino Halinen and Chris Medlin ‘Elaborating Space in IMP Research’

13.00-14.30 Lunch


Track 12 General

- WIP

Chair: Lars-Erik Gadde Room: 2

Track 6 Inter and


consequences of

business

relationships – WIP Chair: Andrea Perna Room: Bausola

Track 4 Heuristics in

interaction and

business networks –

WIP Chair: Simone Guercini Room: 5

Track 12 General

- WIP Chair: Kristian Möller Room: 3

Track 12 General

- WIP

Chair: Luis Araujo Room: 4

Track 5 Innovation

and supply chain –

WIP Chair: Tibor Mandják Room: Franceschini

Track 12 General

- WIP

Chair: Peter LaPlaca Room: Lazzati

Anita Virta and Jaana Tähtinen ‘States Of An Episodic Drug Treatment Relationship’

Eline Van Poucke and Paul Matthyssens ‘ The development of purchasing maturity and its impact on internal service quality and supplier satisfaction’

Simone Guercini ‘Business network as organizational memory and heuristic problem solving. Insights from a literature review’

Toni Mikkola, Tommi Mahlamäki and Olavi Uusitalo ‘The use of a mix of ‘online’ and ‘offline’ channels in industrial marketing communications’

Tibor Mandjak, Zsófia Tóth, Zsuzsanna Szalkai and Judit Simon ‘The relevance of “value elements” in dyadic buyer-seller relationships. Establishing the construct “relationship picture”

Seock-Jin Hong, Ki-Hwa Park and Ik-Hwan Kwon 'Affecct of Supply Chain Strategic Fit on Logistics Outsourcing Performance

Olli Pekkarinen, Ville Ojanen and Joona Keränen ‘Studying Customer value co-creation activities in industrial solution business'

13

Simona D'Antone, Andrea Rea and Robert Spencer ‘Rethinking an approach to b2b and b2c branding: a review of the literature, conclusions and future research directions’

Ji Chao, Coughlan Joseph and Coll Fiachra ‘The impact of business environment factors on supply chain buyer-supplier relationships and supply chain performance’

Vesa Puhakka and Antti Kauppinen ‘Creating New Businesses: From the Intuitive Logics to the Heuristic Decision-Making’

Sergio Biggemann, Christian Kowalkowski, Staffan Brege and Jane Maley ‘Development and Implementation of Business Solutions’

Frank Jacob, Robert Wilken, Tayfun Aykac and Nathalie Prime ‘Power asymmetry in intercultural business negotiations and its impact on negotiation strategies’

Johan Larsson ‘Workshops as a tool for interactive buyer seller innovation’

Arto Huuskonen and Arno Kourula ‘Network management: A review of an emerging cross’

ZoltanVeres, Laszlo Sajtos and Goetz Greve ‘The role of presumed capabilities in influencing actors’ risk perception in different project industries’

Track 12 General -WIP Chair: Renato Fiocca Patrik Gottfridsson, Bo Rundh and Carolina Camén ‘Relationships in Constructed Service Development Networks – a Study of Service Development within Public Organizations’

Per Andersson, Jan Markendahl and Lars-Gunnar Mattsson ‘Co-opetition During Evolution of Technology Based Service Innovation - The Case of Development of NFC Enabled Services in Nice’

Poul Houman Andersen and Jens Geersbro ‘You ain’t seen nothing yet: Individual, interdependent and embedded rationalities in buyer-seller relationships’

Luigi Cantone and Pierpaolo Testa ‘The soutsourcing of innovation activities: a longitudinal study in the supply chain of aircraft industry’ Competitive

David Ford and Hakan Håkansson -Competition in business networks



14

Track 9

New ventures and

innovativeness -

Competitive Chair: Andrea Furlan Room: 2

Track 6 Inter and


consequences of

business relationships

– Competitive Chair: Roberta Bocconcelli Room: Bausola

Track 12 General -

Competitive Chair: Bernard Cova Room: Franceschini

Track 3 Complex

systems simulation

using Agent-Based

Models (ABM) for

Business Networks - Competitive / WIP: Chair: Frans Prenkert, Ian Wilkinson, Louise Young Room: 5

Track 11 Strategic

Account

Management

Chair: Catherine Pardo Competitive Room: 4

Track 12 General -

Competitive - Chair: Virpi Havila Room: 3

Track 12 General -

Competitive

- Chair: Stefanos Mouzas

Room: Lazzati

Lise Aaboen, Anna Dubois and Frida Lind ‘Strategizing as networking for a new venture’

Marko Kohtamäki, Vinit Parida, Joakim Wincent and Jukka Partanen ‘Implementation of industrial services in product manufacturers and the role of network capability: A study of effects in times of economic uncertainty’

Aino Toppi, Pauliina Ulkuniemi, Saila Saraniemi and Minna Mäläskä ‘Corporate brand communication through social media in industrial markets’

Harri Ryynänen, Samuli Kortelainen, Lauri Lättilä and Anne Jalkala ‘Understanding the Revision of Network Pictures – Insights from an Agent Based Modeling Approach’

Axel Thoma ‘Institutionalizing Global Account Management Programs: Drivers & Performance Outcomes’

Fabrizio Zerbini and Stefania Borghini ‘Understanding the effects of supplier know-how transfer capacity during supplier selection’

Per Engelseth and Hamid Jafari ‘Timing configuration of value network flows’

Anita Juho and Tuija Mainela ‘Entrepreneurial Networking In Invs Opportunity Development’

Shiming Zhang, John Finch and Susi Geiger ‘Exploring Organizational Conflict in Business-to-business Marketing’

François Scheid ‘The role of third parties in the software innovation processes’

Michael Thompson, Louise Young and Ian Wilkinson ‘The Complexities of Measuring Complexity’

Track 7

Market innovation -

Competitive Chair: Emma Reid Suvi Nenonen and Kaj Storbacka ‘Learning with the market: facilitating market innovation’

Simone Guercini and Andrea Runfola ‘Business relationship crisis and local entrepreneurial community change. A conceptual framework’

Giuseppe Pedeliento ‘ Project Marketing: a Structurationist Perspective’

Jari Ruokolainen ‘The role of a community in contributing to the development of start-up technology companies’

Conor Horan, Emma Reid and John Finch ‘Understanding Interaction through the Lens of Materiality & The Processual Nature of Artifacts’

Sabrina Thornton, Peter Naudé and Stephan Henneberg‘ Understanding Organisational Networking Behaviours in a Business Network Context’

Frans Prenkert ‘Agent-Based Simulation of Non-linear Interactions in Business Networks’ WIP

Katy Mason and Teea Palo ‘Innovating Markets by Putting Business Models to Work’

Judy Zolkiewski, Jamie Burton, Chris Raddats and Vicky Story ‘The Role of Relationships in Services-Led Growth: A Manufacturer’s Perspective’

Track 10 Pricing and

Value Management

in Business Markets

Chairs: Fabio Ancarani; Frederic Jallat WIP

Samuli Patala, Anne Jalkala, Risto Soukka and Joona Keränen 'Developing sustainable value

15

propositions in industrial markets – a case study'

20.30 Gala dinner

Saturday, 15th

September


Track 2: Combining

the social and


of innovation Competitive Chair: Chiara Cantù Room: 5

Track 6 Inter and


consequences of

business

relationships Competitive Chair: Ivan Snehota Room: Bausola

Track 12 General

Competitive Chair: Roberta Sebastiani Room: 2

Track 12 General Competitive Chair: Enrico Baraldi Room: 3

Track 4 Heuristics

in interaction and

business networks Competitive

Track chair: John Finch Room: Franceschini

Track 8


Patterns Competitive/WIP Chair: Alexandra Waluszewski Room: Lazzati

Track 12 General

Competitive Chair: Ross Brennan Room: 4

Christina Oberg and Tommy Tsung Ying shih ‘Getting into the established network – logic barriers for young, innovative firms’

Annalisa Tunisini, Roberta Sebastiani and Fernando Brioschi ‘Connecting the company’s customers and suppliers: the “mediating” role of purchasing in IBM’

Fabiana Ferreira and João f Proença ‘The combination of products and services in business networks: a research in aerospace industry’

Geoffrey Easton, Peter Lenney and Alan Gilchrist ‘The co-constitutive nature of industrial networks and relationships’

Cecilia Cederlund ‘Success is a mind game: heuristics - a central concept for the evolution of marketing?’

Per Ingvar Olsen and Håkan Håkansson ‘ Innovations in the health care and construction industries in light of new global interaction patterns and local dependencies’

Barbara Niersbach, Bjoern Ivens, Catherine Pardo and Philipp Rauschnabel ‘ Compensating Key Account Managers: Conceptual foundations and results from a quantitative empirical study’

16



Frida Lind ‘Goal heterogenity in an inter-organisational project’

La Rocca Antonella, Ivan Snehota 'Sales Outside-in and Inside-out'

Marie Newman and Judy Zolkiewski ‘ Exploring Positive Conflict In Outsourcing Relationships’

Frank Jacob, Ulrich Kleipass and Alexander Pohl ‘Nature and role of customer satisfaction in the business of solutions’

Daniela Andreini and Giuseppe Pedeliento ‘The Extended Self in a Business-To-Business Context: An Inquiry Into Trucks and Truck Drivers’

Thomas Hoholm, Synnøve Rubach and Bjørn Erik Mørk ‘How can policy influence innovation in networks? Regional innovation policy in practice’ WIP

Uta Herbst, Natalie Schmidt, Sabrina Ploder and Viola Austen ‘What Do We Know About B2B Branding in Marketing Research? - A Comprehensive Status Quo Analysis’

Track 1: Collective action

and mobilization in

networks –WIP Chair: Ariane von Raesfeld; Raymond Loohuis Room: Bausola



sides of innovation –WIP Chair: Daniela Corsaro Room: 2

Track 12 General

- WIP Chair: Enrico Baraldi Room: 3

Track 8


Patterns

- WIP Chair: Hakan Håkansson Room: Lazzati

Track 11 Strategic

Account Management –

WIP/Competitive Chair: Simon Croom Room: 4

Track 12 General - WIP Chair: Francesca Montagnini Room: 5

Giancarlo Nadin ‘Community Pharmacies: from dispensing drugs to pharmaceutical care. Actors involvement in the wider health service network’

Chiara Cantù, Daniela Corsaro ‘Actors’ heterogeneity in De-contextualizing and Re-contextualizing Innovation in Networks: the Intellimech case’

Catherine Pardo ‘From internal knowledge to customer offering: The combination trip of a resource’

Yi Jen Wang, Masae Takimoto and Yoshiyuki Nakagawa ‘A Macro View Point to the Change of Business Relationships in Chinese SME network’

Beth Rogers ‘The paradox of outsourcing key account management: an exploratory study’

Lars Huemer ‘When in Rome, be(come) a Roman? Building organizational identities in networks’ Competitive

17

12.30 Lunch

End of the Conference

Updated on September, 10th

2012

Henrik Virtanen and Åsa Hagberg-Andersson ‘Could The Organisation Of Export Partner Groups Be A Gordian Knot?’

Olavi Uusitalo and Vladimir Bungov ‘Diffusion of Innovation in Central Planned Economies – Float Glass in the USSR’

Maria Smirnova, Asta Salmi and Kirsimarja Blomquist ‘The notion of expectations in B2B relationships’


organizational

consequences of business

relationships - WIP Chair: Ivan Snehota/ Hakan Håkansson

Masae Takimoto, Yoritoshi Hara and Masaaki Takemura ‘An Interaction Manager: Maintaining Positive Interactions in an M&A Process’

Kevin Wilson and Diana Woodburn ‘The Impact of Organisational Context on the Failure of Key and Strategic Account Management Programs'

Leena Aarikka-Stenroos and Anne Jalkala 'Customers as Co-marketers: Triadic Value-creation in Reference Networks'

Track 4 Heuristics in

interaction and business

networks WIP Chair: John Finch

Zsófia Tóth, Stephan Henneberg, Peter Naudé and Tibor Mandják ‘A business-to-business love story? – Relational Attractiveness (RA) and its impact on the firms ability to build up and maintain business relationships’

Chiara Cantù, Loretta Battaglia and Elena Cedrola ‘Crossing relationships to develop innovation in supply network’

Catherine Pardo, Bjorn Ivens and Kevin Wilson ‘KAM and the internal alignment challenge. How aligned are we? How more aligned can we be?’ Competitive

Katri Nykänen, Annukka Jyrämä and Astrid Mangs Art Rajala 'Facilitating Innovation Scalability through Network

detailed timetable for tracks - unicatt.itconvegni.unicatt.it/meetings_impprogramme20120910.pdf ·...

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