Papers | IMP Group | Page 131

Absorptive capacity and network orchestration in innovation communities

Pia Hurmelinna-Laukkanen; Satu Nätti; Wesley Johnston

REPUTATION SPILLOVER IN MARKETING OF SOLUTIONS – YOU DON’T HAVE TO SCREW UP YOUR REPUTATION, YOUR COMPETITORS ALREADY DID IT

Juha Haimala; Risto Salminen

An Alternative View on Business Relationship Development as a Process:How breakdowns contribute to change as they happen

Aard Groen; Ariane Raesfeld Von; Raymond Loohuis

Conceptualizing Dynamics of Trust in Business Relationships

Ian Wilkinson; Yimin Huang

Social Construction in Service Innovation

Cristina Mele; Daniela Corsaro; Roberta Sebastiani

Examining Sales Force Motivation to Win Back Lost Customers: A Framework for B2B Customer Reacquisition

Annie Liu; Lou Pelton; Mark Leach

Interconnections in a distribution triad

Catherine Pardo; Sophie Michel

MNC sensemaking of global key customers

Elina Pernu; Tuija Mainela

ROLE OF EXPERIENCE-BASED INFORMATION IN ORGANIZATIONAL BUYING IN NETWORKED MARKETS – INSIGHTS FROM KIBS BUSINESS

Elina Jaakkola; Leena Aarikka-Stenroos

EXPLORING AND EXPLOITING THROUGH HORIZONTAL CO-OPERATION – A LONGITUDINAL STUDY OF SMALL AND MEDIUM SIZED FURNITURE MANUFACTURERS

Anu Norrgrann; Karita Luokkanen-Rabetino