University of Oulu

Ojansivu, I., Hermes, J., & Laari-Salmela, S. (2020). Business relationships in the industrial network literature: Three approaches and their underlying assumptions. Industrial Marketing Management, 87, 181–195.

Business relationships in the industrial network literature : three approaches and their underlying assumptions

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Author: Ojansivu, Ilkka1; Hermes, Jan2,3; Laari-Salmela, Sari2
Organizations: 1Department of Management and Marketing, Faculty of Business and Economics, the University of Melbourne, Victoria 3010, Australia
2Department of Marketing, Management and International Business, Oulu Business School, University of Oulu, 90014, Finland
3Department of Organizational Behavior and Marketing, Faculty of Economic Sciences and Management, Nicolaus Copernicus University in Toruń, 87-100, Poland
Format: article
Version: accepted version
Access: embargoed
Persistent link:
Language: English
Published: Elsevier, 2020
Publish Date: 2023-02-05


The industrial network literature contains underlying assumptions about the nature of business relationships. We use change as a vehicle to unearth these assumptions and conduct a systematic review of change in business relationships in the industrial network literature. We identify three approaches to business relationships: agency, structure and practice. Our research contributes to the industrial network literature by explicating how change in business relationships is derived implicitly from what people do, the surrounding structures, or the logic underlying their action. This research helps provide construct clarity by elaborating the key assumptions and key constructs of the three approaches as well their implications for business relationships research.

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Series: Industrial marketing management
ISSN: 0019-8501
ISSN-E: 1873-2062
ISSN-L: 0019-8501
Volume: 87
Pages: 181 - 195
DOI: 10.1016/j.indmarman.2019.11.016
Type of Publication: A1 Journal article – refereed
Field of Science: 512 Business and management
Copyright information: © 2020. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http:/