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  • 1.
    Andersson, Ulf
    et al.
    Uppsala Universitet.
    Blankenburg Holm, Desiree
    Uppsala Universitet.
    Johanson, Martin
    Mid Sweden University, Faculty of Human Sciences, Department of Social Sciences. Uppsala Universitet.
    Moving or doing? Knowledge flow, problem solving, and change in industrial networks2006In: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 60, no 1, p. 32-40Article in journal (Refereed)
    Abstract [en]

    For decades, scholars have put forward the idea that change in industrial networks depends on the relationships and networks themselves. However, models are still lacking that conceptualize the heterogeneity of relationships and networks and that show how this heterogeneity actually affects change. This paper puts for-ward a model suggesting that network structure-in terms of an open or closed system-and relational embeddedness together affect the ways knowledge is gained, given knowledge flow and problem solving as two sources of knowledge. Moreover, the paper proposes that this effect influences the tacitness and novelty of the knowledge gained. Additionally, network structure and gained knowledge are postulated to have an impact on two changes, the establishment of relationships and the development of technology, which take place in industrial networks. The paper advances six propositions and concludes with implications for research and practice.

  • 2.
    Hallén, Lars
    et al.
    University of Uppsala, Sweden.
    Johanson, Jan
    University of Uppsala, Sweden.
    Industrial marketing strategies and different national environments1985In: Journal of Business Research, ISSN 0148-2963, E-ISSN 1873-7978, Vol. 13, no 6, p. 495-509Article in journal (Refereed)
    Abstract [en]

    This article analyzes the marketing strategies of industrial suppliers in five Western European countries. The strategies are characterized in a quality dimension and a customer adaptation dimension. In the quality dimension the strategies are found to be related to characteristics of the industrial environment of the supplier country. In the adaptation dimension they are related to the cultural affinity with the customer country as perceived by industrial purchasers in these countries

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