University of Oulu

Tuomas Ahola, Kirsi Aaltonen, Karlos Artto, Jere Lehtinen, Making room to manoeuvre: How firms increase their influence with others in business networks, Industrial Marketing Management, Volume 91, 2020, Pages 686-700, ISSN 0019-8501,

Making room to manoeuvre : how firms increase their influence with others in business networks

Saved in:
Author: Ahola, Tuomas1; Aaltonen, Kirsi2; Artto, Karlos3;
Organizations: 1Industrial Management, Tampere University, P.O. Box 527, FI-33101 Tampere, Finland
2Industrial Engineering and Management, University of Oulu, P.O. Box 4610, FI-90014 Oulu, Finland
3School of Science, Aalto University, P.O. Box 15500, FI-00076 Aalto, Finland
Format: article
Version: accepted version
Access: open
Online Access: PDF Full Text (PDF, 0.5 MB)
Persistent link:
Language: English
Published: Elsevier, 2020
Publish Date: 2022-09-22


Earlier research has highlighted the dynamic nature of influencing in business networks, and shown that firms may vary considerably in their influence, defined as their potential to achieve changes in the activities, resources, or goals of other firms in the business network. There is, however, limited understanding of the specific means of influencing which may allow firms, over time, to increase their influence with other firms in the same network. Drawing on a longitudinal case study, we describe how a firm, through influencing others by the dynamic enactment of network management activities, gradually increased its influence with other firms in the business network. Based on our observations, we offer a processual model for influencing in business networks that links specific network management activities to conditions under which they are used.

see all

Series: Industrial marketing management
ISSN: 0019-8501
ISSN-E: 1873-2062
ISSN-L: 0019-8501
Volume: 91
Pages: 686 - 700
DOI: 10.1016/j.indmarman.2019.08.010
Type of Publication: A1 Journal article – refereed
Field of Science: 222 Other engineering and technologies
Funding: This work has been funded by Tekes, the Finnish Funding Agency for Innovation, as the part of a Business in Built Environment (BBE) research project (grant number: 3182/31/2011).
Copyright information: © 2019. This manuscript version is made available under the CC-BY-NC-ND 4.0 license