Authors: Ian Wilkinson; Louise Young; Mads B. Ingstrup; Per V. Freytag
We examine how managers frame their initial evaluation and expectations when entering new business networks and how the degree of alignment of these schemas among network participants affects the subsequent development and functioning of the network. Based on a case study of the formation of a network of Danish water technology firms seeking to enter markets in South East Asia, we show how the participants’ incoming perceptions and expectations and their degree of alignment shape the development of network goals and activities. We compare this case to two previously-reported case studies of the formation of business networks to enter international markets and show how the assortment of firms attracted to the network and the degree of alignment of their initial schemas depends on the way the initial focus of the network is framed and the degree to which initial network goals are supply versus market oriented. Our results have important implications for managers entering new networks as well as the developers of such networks.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2016
Conference: Poznan, Poland (2016)