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  • 1.
    Aaboen, Lise
    et al.
    Norwegian University of Science and Technology .
    La Rocca, Antonella
    BI Norwegian Business School.
    Lind, Frida
    Chalmers University of Technology.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Universita' Politecnica delle Marche.
    Shih, Tommy
    Starting up in Business Networks: Why relationships matter in entrepreneurship2016 (ed. 1st)Book (Refereed)
  • 2.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Ciabuschi, Francesco
    Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
    Lindahl, Olof
    Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Polytech Univ Marche, Dept Management, Ancona, Italy.
    Gregori, Gian Luca
    Polytech Univ Marche, Ancona, Italy.
    The impact of business networks on foreign subsidiaries development: Internationalizing by surfing on several global factories2018In: The IMP Journal, ISSN 2059-1403, E-ISSN 0809-7259, Vol. 12, no 3, p. 427-443Article in journal (Refereed)
    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.

  • 3.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Fraticelli, Fabio
    Polytechnic University of Marche.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    The connections between B2B marketing processes and IT solutions: two case studies on the application of CRM in industrial companies2015Conference paper (Refereed)
  • 4.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Fraticelli, Fabio
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    The connections between B2B marketing processes and IT solutions: two case studies on the application of CRM in industrial companies2015Conference paper (Refereed)
  • 5.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Fraticelli, Fabio
    Polytechic University of Marche.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Gregori, Gian Luca
    Polytechnic University of Marche.
    The impact of key business relationships on the development of university spin-offs: the case of Nautes2014Conference paper (Refereed)
  • 6.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    La Rocca, Antonella
    Lugano University, Institute of Marketing and Communication Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Good for science, but which implications for business?: An analysis of the managerial implications in high-impact B2B marketing articles published between 2003 and 20122014In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 29, no 7-8, p. 574-592Article in journal (Refereed)
    Abstract [en]

    Purpose - The purpose of the article is to identify and analyze the challenges of B2B research relevance from the point of view of top executives.

    Design/methodology/approach - Ten in-depth interviews with top executives from different B2B industries were conducted and analyzed by using Arndt’s (1985) elements of a healthy discipline, i.e. Knowledge, Problems, and Instruments.

    Findings - The findings reveal 12 challenges that characterize contemporary B2B research relevance from a top executive perspective.

    Research limitations/implications - The research offers genuine top executive insight. More research from different perspectives is needed to broaden the understanding of B2B research relevance.

    Originality/value - Reflecting B2B research with the identified challenges can contribute to better research designs, narrowing the gap between B2B scholars and practitioners. Altogether, it contributes to the health of the B2B discipline. The study also introduces a new approach to analysing research relevance by using the elements of scientific balance.

  • 7.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    La Rocca, Antonella
    Lugano University, Institute of Marketing and Communication Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Intra- and inter-organizational effects of a CRM system implementation2013In: MERCATI E COMPETITIVITÀ, ISSN 1826-7386, Vol. 1, p. 13-34Article in journal (Refereed)
  • 8.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Lindahl, Marcus
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Start-ups as vessels carrying and developing science-based technologies: starting and restarting JonDeTech2016In: Starting up in Business Networks: Why Relationships Matter in Entrepreneurship / [ed] Aaboen, Lise; La Rocca, Antonella; Lind, Frida; Perna, Andrea; Shih, Tommy, Palgrave Macmillan, 2016Chapter in book (Refereed)
  • 9.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Developing and marketing new technologies within industrial networks. A comparative case study over two embedding processes2012In: IBeN Seminar, Kolding, Danmark, 2012Conference paper (Refereed)
  • 10.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    When do Start-Ups stop being Start-Ups? A business network perspective on four cases of university spin-offs2014Conference paper (Refereed)
  • 11.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Universita' Politecnica delle Marche.
    Fraticelli, Fabio
    Universita' Politecnica delle Marche.
    Gregori, Gian Luca
    Universita' Politecnica delle Marche.
    The impact of a start-up’s key business relationships on the commercialisation of science: the case of Nautes.2016In: Starting up in business network: Why Relationships Matter in Entrepreneurship / [ed] Aaboen, Lise; La Rocca, Antonella; Lind, Frida; Perna, Andrea;Shih, Tommy, Palgrave Macmillan, 2016Chapter in book (Refereed)
  • 12.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Mathematics and Computer Science, Department of Mathematics, Analysis and Applied Mathematics.
    Gregori, Gian Luca
    Developing and embedding eco-sustainable solutions: the evolution of the Leaf House network2010In: Proceedings of the 26th IMP Conference, Budapest, 2010Conference paper (Refereed)
  • 13.
    Baraldi, Enrico
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Gregori, Gian Luca
    Exploring the conditions for marketing an innovative and unique customized solution: Mexus case study2012In: IMP Journal, Vol. 6, no 1, p. 1-16Article in journal (Refereed)
  • 14.
    Bartusch, Cajsa
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Key Actor Perspectives on Smart Grids2014In: ICT4S-WS 2014: Joint Workshop Proceedings of the 2nd International Conference on ICT for Sustainability 2014,co-located with ICT4S 2014 / [ed] Birgit Penzenstadler, Wolfgang Lohmann, 2014, p. 24-25Conference paper (Refereed)
  • 15.
    Eklinder-Frick, Jens Ola
    et al.
    Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Universita' Politecnica delle Marche.
    Waluszewski, Alexandra
    Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center.
    Innovation in a globalized world: Proximity-focused policy and border-crossing innovation projects2018In: The IMP Journal, ISSN 2059-1403, E-ISSN 0809-7259, Vol. 12, no 2, p. 237-257Article in journal (Refereed)
    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.

  • 16.
    Fornstedt, Helena
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Innovation diffusion through the development of a user network: -Insights from the journey of a medical device2018Conference paper (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.

  • 17. Fraticelli, Fabio
    et al.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Gregori, Gian Luca
    Shifting CRM system from a tailored to a standard solution:organizational implications and effects2013Conference paper (Refereed)
  • 18. Guercini, Simone
    et al.
    Runfola, Andrea
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center. Universita' Politecnica delle Marche.
    Milanesi, Matilde
    Editorial2018In: The IMP Journal, ISSN 2059-1403, E-ISSN 0809-7259, Vol. 12, no 2Article in journal (Refereed)
  • 19.
    La Rocca, Antonella
    et al.
    Akershus Univ Hosp, Sykehusveien 25, N-1478 Lorenskog, Norway.;BI Norwegian Business Sch, Nydalsveien 37, N-0484 Oslo, Norway..
    Moscatelli, Paolo
    Loccioni Grp, Via Fiume 16, I-60030 Ancona, Italy..
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Univ Politecn Marche, Ple Martelli 8, I-60121 Ancona, Italy..
    Snehota, Ivan
    USI, Via G Buffi 13, CH-6904 Lugano, Switzerland..
    Customer involvement in new product development in B2B: The role of sales2016In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 58, p. 45-57Article in journal (Refereed)
    Abstract [en]

    Developing new products, and customer involvement in the process, have been frequent topics in the management literature. Focusing on the benefits and risks of customer involvement, prior research mostly black boxed the process through which customers are involved. Little has been reported on the activities and timing related to customer involvement in new product development (NPD), and the literature provides limited guidance for how to orchestrate customers' involvement. Building on a longitudinal case study of the development of a new product over five years, we offer a comprehensive model of customer involvement in the NPD process, and elaborate on the role of sales in customer involvement. The contribution of this paper is threefold: first, we develop the concept of customer involvement as a pattern of interactions at the interface of the customer and supplier organizations. Second, we posit that NPD in a B2B context is an iterative process consisting of various parallel sub-processes. Third, we demonstrate that in a B2B context, sales function plays a central part in interfacing the supplier and customer organizations. Based on our findings we identify organizational capabilities critical for developing an effective customer-supplier interface.

  • 20. La Rocca, Antonella
    et al.
    Moscatelli, Paolo
    Loccioni Group.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Snehota, Ivan
    Sales and innovation. Architecture of the organizational interface in new product development2015Conference paper (Refereed)
  • 21.
    La Rocca, Antonella
    et al.
    BI Norwegian Business School.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    New venture acquiring a position in the network. The case of Dr Motor Company2013Conference paper (Refereed)
  • 22.
    La Rocca, Antonella
    et al.
    Lugano University, Institute of Marketing and Communication Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    New venture acquiring position in an existing network. The case of DR Motor Company.2014In: The IMP Journal, Vol. 2, no 8, p. 64-73Article in journal (Refereed)
  • 23. La Rocca, Antonella
    et al.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Caruana, Albert
    Snehota, Ivan
    Developing New Business Relationships: An Outside-In Perspective2016In: Looking Forward, Looking Back: Drawing On The Past To Shape The Future Of Marketing / [ed] Campbell, C; Ma, JJ, 2016, p. 166-169Conference paper (Refereed)
  • 24.
    La Rocca, Antonella
    et al.
    Rennes Sch Business, Dept Mkt, Rennes, France.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Polytech Univ Marche, Dept Management, Ancona, Italy.
    Sabatini, Andrea
    Polytech Univ Marche, Dept Management, Ancona, Italy;Uppsala Univ, Dept Engn Sci, Uppsala, Sweden.
    Baraldi, Enrico
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    The emergence of the customer relationship portfolio of a new venture: a networking process2019In: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, no 5, p. 1066-1078Article in journal (Refereed)
    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.

  • 25.
    La Rocca, Antonella
    et al.
    Rennes Sch Business, 2 Rue Robert DArbrissel, F-35065 Rennes, France;BI Norwegian Business Sch, Nydalsveien 37, N-0484 Oslo, Norway.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center. Univ Politecn Marche, Ple Martelli 8, I-60121 Ancona, Italy;Uppsala Univ, Box 534, S-75121 Uppsala, Sweden.
    Snehota, Ivan
    USI, Via G Buffi 13, CH-6904 Lugano, Switzerland.
    Ciabuschi, Francesco
    Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
    The role of supplier relationships in the development of new business ventures2019In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 80, p. 149-159Article in journal (Refereed)
    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.

  • 26.
    Lind, Frida
    et al.
    Chalmers University of Technology.
    Laage-Hellman, Jens
    Chalmers University of Technology.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Customer Involvement in Product Development: An Industrial Network Perspective2014In: Journal of Business-to-Business Marketing, ISSN 1051-712X, E-ISSN 1547-0628, Vol. 21, no 4, p. 257-276Article in journal (Refereed)
    Abstract [en]

    Purpose: In business markets, working with customers and users has become increasingly important to get knowledge about customer needs and to develop new products. The purpose of this article is twofold: (1) to develop a framework for analyzing customer involvement in product development in a business market context, and (2) to apply this framework to a particular company to describe and analyze how it practices customer involvement. Methodology/approach: The article takes its main theoretical starting point in the industrial network approach, but also uses other literature from the innovation and product development field. The empirical study applies a qualitative case study approach and focuses on one company in the truck business. Findings: The suggested framework deals with four key aspects of customer involvement: Why, when, how, and who. The observed pattern of the truck manufacturer shows how dealers, hauliers, and truck drivers are all part of the overall understanding of the customer. These actors are involved for different, typically very clear, purposes at different points in time through surveys, product clinics, and field testing. The pattern, referred to as mixed facilitative, is not one of close collaboration with individual customers, but one of broad involvement of several customers through business intelligence and direct involvement. Research implications: First, the article provides researchers with a framework and method for studying customer involvement in product development. Second, the case study provides an illustrative example of the customer involvement pattern pursued by a leading company in a major industry. This enhances the understanding of the focal phenomenon, leads to managerial implications, and gives ideas for future research. Practical implications: There are several managerial implications related to the why, when, how, and who questions. For example, it is pointed out that managers should consider involving customers more extensively than what seems to be common today-for example, by using customers as codevelopers, working with them throughout the entire development process (i.e., not only early and late), and including different types of users (with different requirements and wishes). Originality/value/contribution of the article: The contribution lies in the development of a framework centered on the four key questions of customer involvement in product development and using this framework for observing a pattern, and finding explanations and relating this pattern to how other firms are doing.

  • 27.
    Mengoni, Maura
    et al.
    Department of Industrial Engineering and Mathematical Science, Polytecnic University of Marche, via Brecce Bianche, Ancona, 60131, Italy.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Bevilacqua, Maurizio
    Department of Industrial Engineering and Mathematical Science, Polytecnic University of Marche, via Brecce Bianche, Ancona, 60131, Italy.
    Giraldi, Luca
    Department of Industrial Engineering and Mathematical Science, Polytecnic University of Marche, via Brecce Bianche, Ancona, 60131, Italy.
    The role of business relationships in new product development. The case of Antrox-Nel Design2017In: 27Th International Conference on Flexible Automationa and Intelligent Manufacturing, Faim2017 / [ed] Marcello Pellicciari, Margherita Peruzzini, Elsevier, 2017, Vol. 11, p. 1351-1357Conference 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.

  • 28.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    L'implementazione del Customer Relationship Management in contesti business-to-business: L'analisi degli effetti organizzativi in una media impresa2013Book (Other academic)
  • 29.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Baraldi, Enrico
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    CRM systems in industrial companies: Intra- and Inter- Organizational effects2014Book (Refereed)
  • 30.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Baraldi, Enrico
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Implementing and using CRM to handle business Relationships: intra- and inter-organizational effects in an Italian company2012In: The 28th IMP Group Conference, 2012Conference paper (Refereed)
  • 31.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Polytechnic University of Marche.
    Baraldi, Enrico
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Waluszewski, Alexandra
    Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center.
    Is the value created necessarily associated with money? On the connections between an innovation process and its monetarydimension: The case of Solibro's thin-film solar cells2015In: Industrial Marketing Management, Vol. 46, p. 108-121Article in journal (Refereed)
  • 32.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Cardinali, Silvio
    Polytechnic University of Marche.
    Gregori, Gian Luca
    Polytechnic University of Marche.
    Coping with alternatives in sales organisations: Experiences from an Italian company2013In: Journal of Business Market Management, ISSN 1864-0761, Vol. 6, no 3, p. 107-122Article in journal (Refereed)
  • 33.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Runfola, Andrea
    Guercini, Simone
    Gregori, Gian Luca
    Relationship beginning and serendipity: insights from an Italian case study2015In: IMP Journal, ISSN 2059-1403, Vol. 9, no 3, p. 233-249Article in journal (Refereed)
  • 34.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Runfola, Andrea
    University of Perugia, Department of Legal and Business Disciplines.
    Guercini, Simone
    University of Florence, Department of Business Sciences.
    Gregori, Gian Luca
    Polytechnic University of Marche.
    Relationship development and serendipity: insights from an Italian case study2014Conference paper (Refereed)
  • 35.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Runfola, Andrea
    University of Perugia.
    Guercini, Simone
    University of Florence.
    Gregori, Gian Luca
    Polytechnic University of Marche.
    Serendipity in business relationship beginning2013Conference paper (Refereed)
  • 36.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Univ Politecn Marche, Dept Management, Ancona, Italy.
    Runfola, Andrea
    Univ Perugia, Dept Econ, Perugia, Italy.
    Temperini, Valerio
    Univ Politecn Marche, Dept Management, Ancona, Italy.
    Gregori, Gian Luca
    Univ Politecn Marche, Dept Management, Ancona, Italy.
    Problematizing customization and IT in the fashion industry: A case study of an Italian shoemaker2018In: Journal of Global Fashion Marketing, ISSN 2093-2685, Vol. 9, no 1, p. 73-86Article in journal (Refereed)
    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.

  • 37.
    Perna, Andrea
    et al.
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Temperini, Valerio
    Polytechnic University of Marche.
    Gregori, Gian Luca
    Polytechnic University of Marche.
    Sviluppo ed evoluzione della strategia distributiva di una nuova impresa: il caso Dr Motor Company2013Conference paper (Refereed)
  • 38.
    Pierantonelli, Marco
    et al.
    Universita' Politecnica delle Marche.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Giraldi, Luca
    Universita' Politecnica delle Marche.
    Gregori, Gian Luca
    Universita' Politecnica delle Marche.
    Shifting initiatives within business relationships: the case of Antrox and Nel Design2016Conference paper (Refereed)
  • 39.
    Pierantonelli, Marco
    et al.
    Polytechnic University of Marche.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Polytechnic University of Marche.
    Gregori, Gian Luca
    Polytechnic University of Marche.
    INTERACTION BETWEEN FIRMS IN NEW PRODUCT DEVELOPMENT2015Conference paper (Refereed)
  • 40.
    Runfola, Andrea
    et al.
    University of Perugia, Department of Legal and Business Disciplines.
    Guercini, Simone
    University of Florence, Department of Business Sciences.
    Gregori, Gian Luca
    Polytechnic University of Marche, Department of Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Discontinuity in interaction: findings from two cases in the italian context.2013In: MERCATI E COMPETITIVITÀ, ISSN 1826-7386, Vol. 1, p. 53-72Article in journal (Refereed)
  • 41.
    Runfola, Andrea
    et al.
    Department of Business and Legal Disciplines, University of Perugia.
    Guercini, Simone
    Department of Business Sciences, University of Florence.
    Gregori, Gian Luca
    Department of Management, Polytechnic University of Marche, Ancona.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Discontinuity in interaction: findings from two cases in the italian context2012In: The 28th IMP Conference, 2012Conference paper (Refereed)
  • 42.
    Runfola, Andrea
    et al.
    Univ Perugia, Dept Econ, Via Pascoli 20, I-06123 Perugia, Italy..
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Univ Politecn Marche, Dept Management, Ple Martelli 8, I-60121 Ancona, Italy..
    Baraldi, Enrico
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Gregori, Gian Luca
    Univ Politecn Marche, Dept Management, Ple Martelli 8, I-60121 Ancona, Italy..
    The use of qualitative case studies in top business and management journals: A quantitative analysis of recent patterns2017In: European Management Journal, ISSN 0263-2373, E-ISSN 1873-5681, Vol. 35, no 1, p. 116-127Article in journal (Refereed)
    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.

  • 43.
    Waluszewski, Alexandra
    et al.
    Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center.
    Baraldi, Enrico
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Perna, Andrea
    Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
    Policy, innovation and the tricky question of borders2015Conference paper (Refereed)
1 - 43 of 43
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