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There has recently been an increase in interest in the notion of 'network pictures' amongst researchers in the field of business-to-business marketing. Network pictures are managers' subjective mental representations of their relevant business environment. They are posited to work as 'sense-making' devices, and consequently shape managerial decisions,(More)
Users may access full items free of charge; copies of full text items generally can be reproduced, displayed or performed and given to third parties in any format or medium for personal research or study, educational or not­for­profit purposes without prior permission or charge, provided: • The authors, title and full bibliographic details is credited in(More)
This working paper is produced for discussion purposes only. The papers are expected to be published in due course, in revised form and should not be quoted without the author's permission. ABSTRACT The demarcation between manufacturing and services, particularly in the business-to-business environment, is believed to be growing increasingly blurred. This(More)
Users may access full items free of charge; copies of full text items generally can be reproduced, displayed or performed and given to third parties in any format or medium for personal research or study, educational or not-for-profit purposes without prior permission or charge, provided: • The authors, title and full bibliographic details is credited in(More)
This working paper is produced for discussion purposes only. The papers are expected to be published in due course, in revised form and should not be quoted without the author's permission. Summary: This paper is about affective advertising, defined as that which works on our emotions and feelings not just on our knowledge and beliefs. We compare the most(More)
(2014) Conceptualizing and validating organizational networking as a second-order formative construct. Users may access full items free of charge; copies of full text items generally can be reproduced, displayed or performed and given to third parties in any format or medium for personal research or study, educational or not-for-profit purposes without(More)
a r t i c l e i n f o Drawing on the configuration theoretic approach, we posit that firms can improve both relationship performance and their overall firm performance through leveraging the structure of their business relationships, i.e. by accurately aligning their relationship structure with their specific business strategy. In the context of this(More)