CARLA SOFIA DIAS MOREIRA RAMOS
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Artigo Científico Networking capability in business relationships - concept and scale development(2012) Mitrega, Maciej; Forkmann, Sebastian; CARLA SOFIA DIAS MOREIRA RAMOS; Henneberg, Stephan C.In previous research on inter-organizational marketing and supply chain management the processes through which a focal company deals with the dynamic nature of its business relationships is not fully addressed or understood. To address this gap in the literature, this study proposes the concept of networking capability (NC) as the complex organizational capability oriented towards managing business relationships along all their main development stages. The main proposition is that such a NC capability exists and can be measured, for various types of business partners (especially customers and suppliers), and that NC represents an important aspect that influences firm performance significantly. In order to define the NC concept and develop as test a measurement model, this study uses empirical research and integrates it with the existing literature on business networking-related capabilities. This study distinguishes itself from previous research on networking-related capabilities which not only utilize activities and routines at the company level to measure relational capabilities, but incorporate instead emotions and attitudes of managers towards their exchange partners. Our study, on the other hand, develops and tests a measurement model of NC that is consistent with a grounding in the resource-based view of the firm, specifically the dynamic capability view of the firm. It thereby contributes to the theory and practice of relationship management by proposing a conceptualization and measurement model of NC with regard to all main relationship stages and main types of business partners. Our study adopts a three-stage process of scale development, including qualitative and quantitative research. In summary, our empirical research suggests our NC measurement model as reliable and valid with regard to two main exchange partners: suppliers and business customers. Nomological validity of NC construct is also supported through regression model with company performance as the dependent variable.Artigo Científico (Re)organising for interaction within innovation networks – an exploratory study in the public sector(2013) CARLA SOFIA DIAS MOREIRA RAMOS; Espelid, Theodor Sommersten; Corsaro, Daniela; Henneberg, Stephan C.Issues around innovation have seen considerable increase of academic and managerial interest over the last decades. In parallel, the role of business relationships and networks has also attracted growing attention. Consequently, the concept of innovation networks (INs) is positioned at the interface of these two streams. At the core of the concept of INs is the proposition that relationships, i.e. interactions with other business partners, are critical for key innovation activities. However, research on INs has focused mostly on network structure-related aspects, while not providing enough insights into the processes of organising for interactions. In particular, this study explores the role of actors’ perceptions and interpretations regarding business relationships on how actors organise for innovation activities. Furthermore, this paper sheds light on the reciprocal influence that exists between cognition and action in such contexts, something that has been discussed in the field of organisational and cognitive science but not within innovation networks setting as part of business marketing studies. Longitudinal exploratory case study research was conducted, which analyses two ser vice innovation processes in an innovation network in a district within a municipality of a North European country. Our study shows how INs evolve over time as actors shape (and reshape) the network through specific interactions within and between realms of the IN, whereby the diverse views held by different actors are confronted. In particular, we find that perceptions and interpretations of power distribution and strength of relationships emerge as relevant aspects to determine actors’ intentions toward organising both in the innovation development and the implementation phases. At the same time, the changes (such as initiation, development, and termination) in the relationships with other actors, actor groups, or realms of the IN affect the actors’ interpretations, thereby generat ing a recursive interpretative path through which the innovation network is shaped.