Authors: Catherine Welch; Ian Wilkinson
We argue that the model of relationships and networks proposed by the IMP group in terms of actors, activities and resources (AAR), which forms the basis of much IMP research, needs to be extended to incorporate a fourth dimension of relations and networks, namely that of ideas or schemas. These schemas are the way managers make sense of their world and the interactions taking place with other organizations and represent a different kind of dynamical force shaping relationship and network development. We use an extended longitudinal case study to illustrate the role of firms’ schemas in shaping the evolution of a business network and consider the research and management implications arising from this additional network dimension.
Journal: Journal of Business to Business Marketing (9 (3) – 27-48)
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Publish Year: 2002
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