IMP Group

Displaying 1-15 of 15 results

  • White Papers // Aug 2010

    Ritual Platforms For Instigating Personal Relationships In Project Marketing

    It is usually advocated that project-based companies have to develop networks of relations in order to anticipate and shape forthcoming projects in their key target industries (Cova et al., 2002). This is due to the high degree of discontinuity existing in the economic relationship between the buyer and seller (Hadjikhani,...

    Provided By IMP Group

  • White Papers // Aug 2010

    Ethical Business-To-Business Exchange: A Revised Perspective

    There is increasing interest in ethical questions in marketing. Most contributions to the marketing ethics literature refer to business-to-consumer situations and take an actor-focused perspective. Ethical issues arising on business markets characterized by inter-organizational exchange and network structures have received much less attention. This paper attempts to reduce this gap....

    Provided By IMP Group

  • White Papers // Aug 2010

    Four Roles Lead Users Have To Play In The Multi-Actor Innovation Process

    The nature of customer involvement in new-product development has generated considerable work in marketing. Traditional marketing management approaches consider the customer to be passive, with given needs that must be analysed in order to conceive an offering. This concept is still very much alive in the NPD literature and stage-gate...

    Provided By IMP Group

  • White Papers // Aug 2010

    Developing Business Customer's Value Perception Through Service Modularity

    The present challenge for many service firms is to develop an offering that is flexible and open for tailoring by the customers and at the same time achieve efficiency through standardizing processes. This is also the objective of service modularity that is an attempt to develop services by combining the...

    Provided By IMP Group

  • White Papers // Aug 2010

    Considering Investments In Supplier Relationships - The Case Of Low-Cost Country Sourcing

    The perceived cost advantages involved in low-cost country sourcing have led to a global interest among buying companies. Economic incentives are the most significant drivers and expected outcomes for firms that adopt a low-cost country sourcing strategy (Lau and Zhang, 2006). The aim of the paper is to explore how...

    Provided By IMP Group

  • White Papers // May 2010

    Design And Construction Of Unbonded Post-Tensioned Concrete SLABS And BEAMS In USA

    This paper describes the design and construction of concrete beams and slabs, and flat slabs for building floors in the United States using encapsulated unbonded monostrand post-tensioning system. The design practice is briefly described. The construction is demonstrated with pictures from recently completed projects. The paper highlights and discusses several...

    Provided By IMP Group

  • White Papers // Oct 2009

    Capability And Group Inequalities: Revealing The Latent Structure

    There has been growing interest in issues of multidimensionality, diversity in preference, agency, and freedom of choice in the recent literature on poverty and inequality. The capability approach and seminal works of Amartya Sen (1999 1992 1985a 1980) and Martha Nussbaum (Nussbaum 2000, 2006) have particularly contributed to this debate....

    Provided By IMP Group

  • White Papers // Sep 2009

    Re-Organising Relationship Interaction By Stabilising A New Interaction Form

    Interaction within relationships is central to the rhetoric of the IMP tradition. Yet the empirical observation which led to the well-known Interaction Model (H?kansson 1982) - that companies have long term, stable relationships - is hardly new. More recent work has called for a re-examination of the interaction approach in...

    Provided By IMP Group

  • White Papers // Sep 2009

    Affective Relationship Commitment In Industrial Customer-Supplier Relations: A Psychological Contract Approach

    Based on social exchange theory, a vast body of research has applied trust-commitment theory to explain marketing relationships and to predict their outcome in industrial contexts. Affective commitment in particular has drawn much attention. A review of the literature shows that the research in the field is both scattered and...

    Provided By IMP Group

  • White Papers // Sep 2009

    An Outline For Researching Business Interaction And Why Competition May Decline In Business Networks!

    This paper argues that there is a need to move to move the research of the IMP Group away from being a generalised "Approach" to understanding business networks and towards a more systematic process of developing and testing propositions about business interaction. In this way, the paper reinforces the propositions...

    Provided By IMP Group

  • White Papers // Sep 2009

    Relational Conflict Across Networks In The Advertising Industry

    The aim of this paper is to explore the tensions and basis for conflict which reside in relationships embedded in, and connecting advertising and other agencies involved in the process of advertising planning. Utilising a social network perspective, the paper draws from twenty two depth interviews to account for the...

    Provided By IMP Group

  • White Papers // Sep 2009

    Relationship Governance And Learning In Partnerships

    Relationship learning is a topic of considerable importance for industrial networks, yet a lack of empirical research on the impact of relationship governance structures on relationship learning remains. This paper analyzes the impact of relationship governance structures on learning in partnerships. This paper contributes to the closure of the research...

    Provided By IMP Group

  • White Papers // Jul 2009

    A Framework For Measuring The Willingness To Pay Of Industrial Buyers For Attributes That Constitute Sustainable Products

    Companies experience increased pressure from various stakeholders to conduct businesses in a responsible and sustainable manner. These expectations go beyond the mere compliance with national or international laws and regulations which are taken for granted. They also go beyond the scope of the company itself. Companies are rather expected to...

    Provided By IMP Group

  • White Papers // Jun 2009

    Plurality Of Relationships In The Company Internationalisation Process

    The paper discusses the internationalisation process from a network approach perspective. The authors' research (including a mail survey of 2,000 companies) enabled them to identify four types of company behaviour in the internationalisation process. They are characterised by a diverse (pluralist) way of creating relationships within a network. Analysing companies'...

    Provided By IMP Group

  • White Papers // Apr 2009

    Putting Critical Realism To Work In Business Relationship Research

    Within the IMP, Critical Realism is emerging as a philosophical position of choice for the study of business relationships as evidenced by the growing number of papers which purport to take this position. Notwithstanding the growing use of Critical Realism, the authors acknowledge that is not easy ontology to apply....

    Provided By IMP Group

  • White Papers // Aug 2010

    Developing Business Customer's Value Perception Through Service Modularity

    The present challenge for many service firms is to develop an offering that is flexible and open for tailoring by the customers and at the same time achieve efficiency through standardizing processes. This is also the objective of service modularity that is an attempt to develop services by combining the...

    Provided By IMP Group

  • White Papers // Jul 2009

    A Framework For Measuring The Willingness To Pay Of Industrial Buyers For Attributes That Constitute Sustainable Products

    Companies experience increased pressure from various stakeholders to conduct businesses in a responsible and sustainable manner. These expectations go beyond the mere compliance with national or international laws and regulations which are taken for granted. They also go beyond the scope of the company itself. Companies are rather expected to...

    Provided By IMP Group

  • White Papers // Sep 2009

    Affective Relationship Commitment In Industrial Customer-Supplier Relations: A Psychological Contract Approach

    Based on social exchange theory, a vast body of research has applied trust-commitment theory to explain marketing relationships and to predict their outcome in industrial contexts. Affective commitment in particular has drawn much attention. A review of the literature shows that the research in the field is both scattered and...

    Provided By IMP Group

  • White Papers // Oct 2009

    Capability And Group Inequalities: Revealing The Latent Structure

    There has been growing interest in issues of multidimensionality, diversity in preference, agency, and freedom of choice in the recent literature on poverty and inequality. The capability approach and seminal works of Amartya Sen (1999 1992 1985a 1980) and Martha Nussbaum (Nussbaum 2000, 2006) have particularly contributed to this debate....

    Provided By IMP Group

  • White Papers // May 2010

    Design And Construction Of Unbonded Post-Tensioned Concrete SLABS And BEAMS In USA

    This paper describes the design and construction of concrete beams and slabs, and flat slabs for building floors in the United States using encapsulated unbonded monostrand post-tensioning system. The design practice is briefly described. The construction is demonstrated with pictures from recently completed projects. The paper highlights and discusses several...

    Provided By IMP Group

  • White Papers // Sep 2009

    An Outline For Researching Business Interaction And Why Competition May Decline In Business Networks!

    This paper argues that there is a need to move to move the research of the IMP Group away from being a generalised "Approach" to understanding business networks and towards a more systematic process of developing and testing propositions about business interaction. In this way, the paper reinforces the propositions...

    Provided By IMP Group

  • White Papers // Aug 2010

    Ritual Platforms For Instigating Personal Relationships In Project Marketing

    It is usually advocated that project-based companies have to develop networks of relations in order to anticipate and shape forthcoming projects in their key target industries (Cova et al., 2002). This is due to the high degree of discontinuity existing in the economic relationship between the buyer and seller (Hadjikhani,...

    Provided By IMP Group

  • White Papers // Aug 2010

    Considering Investments In Supplier Relationships - The Case Of Low-Cost Country Sourcing

    The perceived cost advantages involved in low-cost country sourcing have led to a global interest among buying companies. Economic incentives are the most significant drivers and expected outcomes for firms that adopt a low-cost country sourcing strategy (Lau and Zhang, 2006). The aim of the paper is to explore how...

    Provided By IMP Group

  • White Papers // Aug 2010

    Ethical Business-To-Business Exchange: A Revised Perspective

    There is increasing interest in ethical questions in marketing. Most contributions to the marketing ethics literature refer to business-to-consumer situations and take an actor-focused perspective. Ethical issues arising on business markets characterized by inter-organizational exchange and network structures have received much less attention. This paper attempts to reduce this gap....

    Provided By IMP Group

  • White Papers // Aug 2010

    Four Roles Lead Users Have To Play In The Multi-Actor Innovation Process

    The nature of customer involvement in new-product development has generated considerable work in marketing. Traditional marketing management approaches consider the customer to be passive, with given needs that must be analysed in order to conceive an offering. This concept is still very much alive in the NPD literature and stage-gate...

    Provided By IMP Group

  • White Papers // Jun 2009

    Plurality Of Relationships In The Company Internationalisation Process

    The paper discusses the internationalisation process from a network approach perspective. The authors' research (including a mail survey of 2,000 companies) enabled them to identify four types of company behaviour in the internationalisation process. They are characterised by a diverse (pluralist) way of creating relationships within a network. Analysing companies'...

    Provided By IMP Group

  • White Papers // Apr 2009

    Putting Critical Realism To Work In Business Relationship Research

    Within the IMP, Critical Realism is emerging as a philosophical position of choice for the study of business relationships as evidenced by the growing number of papers which purport to take this position. Notwithstanding the growing use of Critical Realism, the authors acknowledge that is not easy ontology to apply....

    Provided By IMP Group

  • White Papers // Sep 2009

    Re-Organising Relationship Interaction By Stabilising A New Interaction Form

    Interaction within relationships is central to the rhetoric of the IMP tradition. Yet the empirical observation which led to the well-known Interaction Model (H?kansson 1982) - that companies have long term, stable relationships - is hardly new. More recent work has called for a re-examination of the interaction approach in...

    Provided By IMP Group

  • White Papers // Sep 2009

    Relational Conflict Across Networks In The Advertising Industry

    The aim of this paper is to explore the tensions and basis for conflict which reside in relationships embedded in, and connecting advertising and other agencies involved in the process of advertising planning. Utilising a social network perspective, the paper draws from twenty two depth interviews to account for the...

    Provided By IMP Group

  • White Papers // Sep 2009

    Relationship Governance And Learning In Partnerships

    Relationship learning is a topic of considerable importance for industrial networks, yet a lack of empirical research on the impact of relationship governance structures on relationship learning remains. This paper analyzes the impact of relationship governance structures on learning in partnerships. This paper contributes to the closure of the research...

    Provided By IMP Group