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La Rocca, A., Perna, A., Sabatini, A. & Baraldi, E. (2019). The emergence of the customer relationship portfolio of a new venture: a networking process. Journal of business & industrial marketing, 34(5), 1066-1078
Open this publication in new window or tab >>The emergence of the customer relationship portfolio of a new venture: a networking process
2019 (English)In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, no 5, p. 1066-1078Article in journal (Refereed) Published
Abstract [en]

Purpose While several studies have focused on the initial phases of new ventures and their first customer and supplier relationships, we have a limited understanding of how the new venture's portfolio of customer relationships emerges. This paper aims to explore the emergence of the customer relationship portfolio of a new venture and to investigate the effects of early relationships on subsequent ones. Design/methodology/approach Methodologically, the authors rely on a longitudinal single case study of a new venture which develops, implements and sells customized cost-management software. The study is exploratory and based on 24 in-depth interviews. Findings The findings show that the development of a customer portfolio depends on the cumulative effect of heterogeneous elements and network connections. These include the initial link between the new venture and the first customer and a subsequent series of interconnections that develop with the emerging network capability of the new venture. Originality/value As one of the few studies that explore the emergence of new ventures' customer relationship portfolio, this study demonstrates the value of applying a relational/network approach for studying relationship portfolio dynamics.

Place, publisher, year, edition, pages
EMERALD GROUP PUBLISHING LTD, 2019
Keywords
Interaction, Networking, Customer relationships, New ventures, Customer portfolio
National Category
Business Administration
Identifiers
urn:nbn:se:uu:diva-393009 (URN)10.1108/JBIM-10-2018-0300 (DOI)000479264400012 ()
Available from: 2019-09-19 Created: 2019-09-19 Last updated: 2019-09-19Bibliographically approved
La Rocca, A., Perna, A., Snehota, I. & Ciabuschi, F. (2019). The role of supplier relationships in the development of new business ventures. Industrial Marketing Management, 80, 149-159
Open this publication in new window or tab >>The role of supplier relationships in the development of new business ventures
2019 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 80, p. 149-159Article in journal (Refereed) Published
Abstract [en]

New business ventures have rather limited resources, generally suffer from liabilities of smallness and newness and rely on external business relationships, typically with suppliers, for developing and acquiring necessary resources. Yet, to date, research on how new ventures develop initial relationships with suppliers and how these affect the nascent business has been limited. Taking the business network perspective and relating it to studies of supply chain and supplier involvement in product development, our study contributes to the rather limited body of knowledge on new ventures' supplier relationships. Empirically, we draw on a longitudinal, in-depth single-case study of the first two years of operation of a start-up. Our study shows that the development of the key initial supplier relationships starts from open-ended expectations of mutual future relational benefits and involves a stepwise 'inter-definition' of solutions in interaction between the parties. We observe that inter-dependences arise between the new venture and its key suppliers and these enable but also limit, the development paths of both partners. We argue that the key initial supplier relationships extend a new venture's resource and capability base and are an integral part of a new venture's business model.

Place, publisher, year, edition, pages
ELSEVIER SCIENCE INC, 2019
Keywords
Start-up, Supplier relationships, Business network, Business venture, Business relationship
National Category
Business Administration
Identifiers
urn:nbn:se:uu:diva-393528 (URN)10.1016/j.indmarman.2017.12.008 (DOI)000480512000014 ()
Available from: 2019-09-24 Created: 2019-09-24 Last updated: 2019-09-24Bibliographically approved
Guercini, S., Runfola, A., Perna, A. & Milanesi, M. (2018). Editorial. The IMP Journal, 12(2)
Open this publication in new window or tab >>Editorial
2018 (English)In: The IMP Journal, ISSN 2059-1403, E-ISSN 0809-7259, Vol. 12, no 2Article in journal (Refereed) Published
National Category
Business Administration Engineering and Technology
Identifiers
urn:nbn:se:uu:diva-360587 (URN)10.1108/IMP-06-2018-079 (DOI)
Available from: 2018-09-14 Created: 2018-09-14 Last updated: 2018-11-16Bibliographically approved
Fornstedt, H. & Perna, A. (2018). Innovation diffusion through the development of a user network: -Insights from the journey of a medical device. In: : . Paper presented at The 34th Annual IMP Conference and Doctoral Colloquium: 4-7 September 2018,Marseille, France. Marseille, France
Open this publication in new window or tab >>Innovation diffusion through the development of a user network: -Insights from the journey of a medical device
2018 (English)Conference paper, Oral presentation with published abstract (Refereed)
Abstract [en]

This is a qualitative study of o physical firm-created user network used by an Italian firm to develop and diffuse a high-tech medical innovation. The study benchmarks the paper by Harrison and Waluszewski (2008) and complement their findings by showing that the use of a physical firm-created user network can be favourable when developing and diffusing a product that target potential researchers and that an important role of a user-network can be to overcome user-resistance. Furthermore, the study illustrates that users can play different roles within different business settings, they do not only contribute to the development of the technology, they also learn how to push the innovation journey forward and become opinion leader within the field.

Place, publisher, year, edition, pages
Marseille, France: , 2018
National Category
Business Administration
Research subject
Engineering Science with specialization in industrial engineering and management
Identifiers
urn:nbn:se:uu:diva-381143 (URN)
Conference
The 34th Annual IMP Conference and Doctoral Colloquium: 4-7 September 2018,Marseille, France
Available from: 2019-04-04 Created: 2019-04-04 Last updated: 2019-10-03Bibliographically approved
Eklinder-Frick, J. O., Perna, A. & Waluszewski, A. (2018). Innovation in a globalized world: Proximity-focused policy and border-crossing innovation projects. The IMP Journal, 12(2), 237-257
Open this publication in new window or tab >>Innovation in a globalized world: Proximity-focused policy and border-crossing innovation projects
2018 (English)In: The IMP Journal, ISSN 2059-1403, E-ISSN 0809-7259, Vol. 12, no 2, p. 237-257Article in journal (Refereed) Published
Abstract [en]

Purpose: Previous IMP research has shown that innovation benefits tend to gravitate across organisational, company and legal borders. However, OECD and EU policy assume that innovation investments will create benefits in close spatial relation to where these were made. The overall purpose of this paper is to consider how opportunities and obstacles of innovation appear from the perspective of: a national policy actor, its regional mediators and a policy supported and research-based firm engaged in innovation. A specific interest is directed to what interactive aspects that are considered by these actors; in the using, producing and developing settings.

Design/methodology/approach: Influenced by the research question and theoretical point of departure the authors investigate what type of interfaces our focal actors recognise in the using, producing and developing settings. A total of 41 face-to-face and phone interviews focusing on each actor's approach were conducted; 23 interviews in order to investigate the policy side of innovation attempts, while 18 interviews have been performed in order to understand a single business actor's innovation approach.

Findings: The study shows that both the national policy agency and the regional policy mediators primarily operate within a developing setting, and furthermore, applies a rather peculiar interpretation of proximity. As long as the developing setting of the innovation journey is in focus, with the task to transfer academic knowledge advances to commercial actors, the proximity aspect is rather easy to fulfil. However, as soon as the producing and using settings of the innovation is taken into consideration, the innovation, if it survives, will gravitate to a producing setting where it can contribute to investments in place.

Originality/value: The study investigates the opportunities and obstacles of innovation; the spatial aspects included, and how these are considered by: a national policy agency, a regional mediator and a policy-supported innovating firm, in order to juxtapose the policy doctrine with the experience of the business actors such policy wishes to support.

National Category
Business Administration Engineering and Technology
Identifiers
urn:nbn:se:uu:diva-360580 (URN)10.1108/IMP-05-2017-0021 (DOI)000441394000003 ()
Available from: 2018-09-14 Created: 2018-09-14 Last updated: 2018-10-18Bibliographically approved
Perna, A., Runfola, A., Temperini, V. & Gregori, G. L. (2018). Problematizing customization and IT in the fashion industry: A case study of an Italian shoemaker. Journal of Global Fashion Marketing, 9(1), 73-86
Open this publication in new window or tab >>Problematizing customization and IT in the fashion industry: A case study of an Italian shoemaker
2018 (English)In: Journal of Global Fashion Marketing, ISSN 2093-2685, Vol. 9, no 1, p. 73-86Article in journal (Refereed) Published
Abstract [en]

This paper focuses on the problematization of customization processes in the fashion industry. We investigate how companies may face and orchestrate customization processes that are based on the use of specific Information and Technology (IT) tools such as online sales configurators. Most studies on customization in fashion have considered the roles of consumers and their impact on the development of customization strategies. The co-development of customized goods – the choices concerning which IT system should be implemented to allow customers to design their products – has been studied extensively. We offer new insights into the extent to which customization represents an issue to be managed in business relationships, particularly among different business actors involved in a supplier network. By considering the case of a shoe manufacturer we seek to answer to the following research questions: (1) How can a fashion company implement a customized solution via the Internet? (2) Which specific trade-offs affect the management of customization and IT when online customization must be linked to offline production? The paper concludes with implications and suggestions for further research.

Keywords
Customization, fashion, information technology, shoemaker, case study
National Category
Business Administration Engineering and Technology
Identifiers
urn:nbn:se:uu:diva-347609 (URN)10.1080/20932685.2017.1399081 (DOI)000431205200006 ()
Note

Special Issue: SI

Available from: 2018-04-05 Created: 2018-04-05 Last updated: 2018-07-05Bibliographically approved
Baraldi, E., Ciabuschi, F., Lindahl, O., Perna, A. & Gregori, G. L. (2018). The impact of business networks on foreign subsidiaries development: Internationalizing by surfing on several global factories. The IMP Journal, 12(3), 427-443
Open this publication in new window or tab >>The impact of business networks on foreign subsidiaries development: Internationalizing by surfing on several global factories
Show others...
2018 (English)In: The IMP Journal, ISSN 2059-1403, E-ISSN 0809-7259, Vol. 12, no 3, p. 427-443Article in journal (Refereed) Published
Abstract [en]

Purpose: The purpose of this paper is to explore two specific areas pertaining to industrial networks and international business (IB). First, the authors look at how business relationships influence the internationalization in time, from the establishment of the first subsidiary in a foreign market to the following ones, and in space, that is, across different markets. Second, the authors investigate how an increasing external network dependence of subsidiaries in their internationalization may cause a detachment of a subsidiary from the mother company as its knowledge becomes insufficient to guide a subsidiary's internationalization.

Design/methodology/approach: This paper utilizes an exploratory, longitudinal, single-case study of Loccioni - a manufacturer of measuring and automatic control systems for industrial customers - to illustrate the specific dynamics of the influences of industrial networks on the internationalization of subsidiaries.

Findings: The case study helps to elucidate the roles, entailing also free will and own initiative, of small suppliers' subsidiaries which operate inside several global factories, and how surfing on many different global factories, by means of several local subsidiaries, actually supports these suppliers' own international developments. This notion adds to our understanding of the global factory phenomenon a supplier focus that stresses how the role of suppliers is not merely that of being passive recipients of activities and directions from a focal orchestrating firm, but can also be that of initiative-takers themselves.

Originality/value: The paper contributes to the IMP tradition by providing a multi-layered and geographically more fine-grained view of the network embedding companies that operate on internationalized markets. This paper thereby sheds light on a less investigated area of research within the IMP tradition: the link between internationalization in different countries and the interconnectedness between the industrial networks spanning these countries. At the same time, this paper contributes to IB theories by showing how a late-internationalizing SME can enter highly international markets by plugging into several established Global Factories as a way to exploit further opportunities for international expansion.

Keywords
SMEs, Internationalization, Foreign subsidiaries, Global factory, Industrial network, Medium-sized enterprise
National Category
Business Administration
Identifiers
urn:nbn:se:uu:diva-372427 (URN)10.1108/IMP-01-2018-0003 (DOI)000451212800003 ()
Available from: 2019-01-07 Created: 2019-01-07 Last updated: 2019-01-07Bibliographically approved
Mengoni, M., Perna, A., Bevilacqua, M. & Giraldi, L. (2017). The role of business relationships in new product development. The case of Antrox-Nel Design. In: Marcello Pellicciari, Margherita Peruzzini (Ed.), 27Th International Conference on Flexible Automationa and Intelligent Manufacturing, Faim2017: . Paper presented at 27th International Conference on Flexible Automation and Intelligent Manufacturing, FAIM2017, 27-30 June 2017, Modena, Italy (pp. 1351-1357). Elsevier, 11
Open this publication in new window or tab >>The role of business relationships in new product development. The case of Antrox-Nel Design
2017 (English)In: 27Th International Conference on Flexible Automationa and Intelligent Manufacturing, Faim2017 / [ed] Marcello Pellicciari, Margherita Peruzzini, Elsevier, 2017, Vol. 11, p. 1351-1357Conference paper, Published paper (Other academic)
Abstract [en]

This paper focuses on the study of a new product development process in business-to-business setting. By adopting a case study research strategy, the main findings show how the evolution of a business relationship influences the whole product development process. The research also clearly shows how business relationships initiated from pre-existing social relationships tend evolve continuously, better adapting to the external environment and regenerating more easily compared to relationships established just for economic exchange. In addition, a novel product has been conceived that integrates lighting and architectural elements and exploiting a shared model of production. The result is an enrichment of design values and an increase of both turnovers.

Place, publisher, year, edition, pages
Elsevier, 2017
Series
Procedia Manufacturing, E-ISSN 2351-9789
National Category
Computer Sciences Business Administration Engineering and Technology
Identifiers
urn:nbn:se:uu:diva-326301 (URN)10.1016/j.promfg.2017.07.264 (DOI)000419072100160 ()
Conference
27th International Conference on Flexible Automation and Intelligent Manufacturing, FAIM2017, 27-30 June 2017, Modena, Italy
Available from: 2017-07-05 Created: 2017-07-05 Last updated: 2018-07-06Bibliographically approved
Runfola, A., Perna, A., Baraldi, E. & Gregori, G. L. (2017). The use of qualitative case studies in top business and management journals: A quantitative analysis of recent patterns. European Management Journal, 35(1), 116-127
Open this publication in new window or tab >>The use of qualitative case studies in top business and management journals: A quantitative analysis of recent patterns
2017 (English)In: European Management Journal, ISSN 0263-2373, E-ISSN 1873-5681, Vol. 35, no 1, p. 116-127Article in journal (Refereed) Published
Abstract [en]

The use of case studies as qualitative research strategy in social sciences seems to have increased recently, but there are no studies that empirically verify such claim. By explicitly focusing on the field of business and management studies, we aim to investigate the extent of publication and the main features of qualitative case studies published in the 20 highest impact factor business and management journals. The paper discusses the correlation between a journal's ranking and the extent of case studies it published, and between selected features of case studies (e.g. research purpose, design and data sources). Moreover, we shed light on how the identified features of a case study impact its probability of being published. Methodologically, we analyse by means of correlation and regression statistics, as well as clustering techniques a total of 19 features in the 352 qualitative case studies published between 2002 and 2011 in our sample of top business and management journals.

Keywords
Qualitative case study, Top management and business journals, Correlation, Regression
National Category
Economics and Business Engineering and Technology
Identifiers
urn:nbn:se:uu:diva-315280 (URN)10.1016/j.emj.2016.04.001 (DOI)000395218800012 ()
Available from: 2017-02-13 Created: 2017-02-13 Last updated: 2018-07-05Bibliographically approved
La Rocca, A., Perna, A., Caruana, A. & Snehota, I. (2016). Developing New Business Relationships: An Outside-In Perspective. In: Campbell, C; Ma, JJ (Ed.), Looking Forward, Looking Back: Drawing On The Past To Shape The Future Of Marketing. Paper presented at The 16th Biennial Academy of Marketing Science (AMS), July 17-20, 2013, Melbourne, Australia (pp. 166-169).
Open this publication in new window or tab >>Developing New Business Relationships: An Outside-In Perspective
2016 (English)In: Looking Forward, Looking Back: Drawing On The Past To Shape The Future Of Marketing / [ed] Campbell, C; Ma, JJ, 2016, p. 166-169Conference paper, Published paper (Refereed)
Series
Developments in Marketing Science, ISSN 2363-6173
National Category
Business Administration Engineering and Technology
Research subject
Engineering Science with specialization in industrial engineering and management
Identifiers
urn:nbn:se:uu:diva-205253 (URN)000378071400042 ()9783319241845; 9783319241821 (ISBN)
Conference
The 16th Biennial Academy of Marketing Science (AMS), July 17-20, 2013, Melbourne, Australia
Available from: 2013-08-15 Created: 2013-08-15 Last updated: 2018-07-05Bibliographically approved
Organisations
Identifiers
ORCID iD: ORCID iD iconorcid.org/0000-0002-5246-2720

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