Journal
INDUSTRIAL MARKETING MANAGEMENT
Volume 74, Issue -, Pages 89-101Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2017.09.024
Keywords
Network management; Network capabilities; Disruptive innovation; Turbulence; High-tech; Emerging business field
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Due to their inherent uncertainty, emerging high-tech business fields require a unique set of network management capabilities. Drawing from the dynamic capabilities literature and the networking capability literature, we develop a framework for network management in such environments. The framework consists of three interrelated capabilities context handling, network construction, and network position consolidation. A longitudinal case study of a start-up company in the smart energy sector validates and provides an illustrative understanding of the three capabilities. The findings identify how they are enacted through a portfolio of activities, providing a microfoundational insight into how a focal actor in an entrepreneurial and explorative manner navigates and manages a business field in the making. Our research contributes a novel conceptualization of network management capabilities with an explicit focus on attracting, establishing and managing relationships in the complex and uncertain environment of emerging high-tech fields. In addition, our research offers guidance to managers with respect to the capabilities they need to galvanize and coalesce actors in an emerging business network.
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