Authors: Stefanos Mouzas
Organizations are recognizing the importance of capturing profits through negotiation. Changing customer tastes, technological innovations and global competition are compelling many organizations to capitalize on the assets and capabilities of other organizations, to improve their financial results and toformalize their agreements into contractual arrangements. This article focuses on how organisations negotiate with each other to capture profits and formalize their agreements into contractual arrangements. To develop a theoretical framework, organisations? action is conceptualized as an iterative cycle of three interconnected systems. The first refers to the negotiation process, the second is concerned with financial implications of the business deal and the thirdincludes contractual manifestations of negotiated agreements. Adopting this perspective provides an alternate intellectual lens that allows us to develop an integrative view of business action and to transform abstract network thinking into a practical framework that is relevant both for business network theory and also for the practice of business marketing.
Journal: ( – )
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Publish Year: 2004
Conference: Copenhagen, Denmark (2004)