Actor network pictures and networking activities in business networks: An experimental study

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dc.contributor.authorCorsaro, Daniela
dc.contributor.authorCARLA SOFIA DIAS MOREIRA RAMOS
dc.contributor.authorHenneberg, Stephan C.
dc.contributor.authorNaudé, Peter
dc.coverage.paisNão Informadopt_BR
dc.creatorCorsaro, Daniela
dc.creatorHenneberg, Stephan C.
dc.creatorNaudé, Peter
dc.date.accessioned2024-01-04T19:28:17Z
dc.date.available2024-01-04T19:28:17Z
dc.date.issued2011
dc.description.otherIn recent years, there has been increasing interest among business-to-business marketing scholars in the processes of managerial cognition. In particular, actors' network pictures, defined as the cognitive representations of managers' business surroundings have attracted much attention. However, there has so far been no empirical research on the impact that network pictures have on managerial behavior. The purpose of this paper is therefore to understand if and how specific pertinent network picture characteristics — namely power, dynamics, broadness, and indirectness — are associated with different behavioral choices, i.e. networking strategies. Based on an experiment with 445 Executive MBA students, all international managers across different industries, we find that managers' choices when managing business relationships, their strategic actions, are affected by the way they perceive their surrounding business network. However, amongst the different theoretical models of networking activities tested, only the power dimension showed significant associations with all four network picture characteristics. This study represents the first to empirically study the connection between cognition and behavior in business-to-business markets, as well as one of the few to apply an experimental design to study a business-to-business marketing related phenomenon. Also, it paves the way for future understanding of the association between network picture characteristics and networking strategies in interaction between actorspt_BR
dc.format.extentp. 919-932pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.1016/j.indmarman.2011.06.028pt_BR
dc.identifier.issn001-98501pt_BR
dc.identifier.issn1873-2062pt_BR
dc.identifier.issue6pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/6295
dc.identifier.volume40pt_BR
dc.language.isoInglêspt_BR
dc.publisherElsevierpt_BR
dc.relation.ispartofIndustrial Marketing Managementpt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DO USUÁRIO VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITOR.pt_BR
dc.subject.keywordsBusiness-to-business networkspt_BR
dc.subject.keywordsNetwork picturespt_BR
dc.subject.keywordsNetworkingpt_BR
dc.subject.keywordsSense-makingpt_BR
dc.subject.keywordsExperimentspt_BR
dc.titleActor network pictures and networking activities in business networks: An experimental studypt_BR
dc.typejournal article
dspace.entity.typePublication
local.identifier.sourceUrihttps://www.sciencedirect.com/science/article/pii/S0019850111000873?via%3Dihub
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublicationa5e47b3d-97ba-4dfc-9e50-a5a788713577
relation.isAuthorOfPublication.latestForDiscoverya5e47b3d-97ba-4dfc-9e50-a5a788713577
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