Journal
INDUSTRIAL MARKETING MANAGEMENT
Volume 67, Issue -, Pages 122-133Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2017.06.011
Keywords
Strategic business networks; Meta-organizations; System-level goal; Goal formation; Collective action; New value creation
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Funding
- Tekes, the Finnish Funding Agency for Innovation, as the part of a Business in Built Environment (BBE) research project [3182/31/2011]
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This study focuses on collective goal formation in business networks aimed toward new value creation and innovation. Previous research has depicted such networks as value-creating systems or meta-organizations pursuing a system-level goal. We develop these views by addressing a research question: How can multiple organizations collectively form a system-level goal, and how does this affect new value creation at the level of the whole network? We conducted a multi-case study of two Finnish health care networks in which multiple diverse organizations participated in the formation of a system-level goal for the network and developed innovative joint treatment practices for the better care of patients. We derived six propositions and developed a conceptual model explaining how the collective formation of a system-level goal is linked to network-level, value creation by increasing network actors' resource commitment. Furthermore, we introduced important moderating factors, network architects and domain similarity, which affect collective goal formation. We claim that the conceptual model strengthens pre-existing theories on managing business networks through a system-level goal, collective action, framing, agenda construction, and institutional mobilization. We contribute especially to previous research on networks aiming for new value creation.
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