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What happened with the grandiose plans?: Strategic plans and network realities in B2B interaction
Linköping University, Linköping, Sweden.ORCID iD: 0000-0003-2632-6378
2010 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 39, 963-974 p.Article in journal (Refereed) Published
Abstract [en]

Research concerned with business relationships and organizational levels, respectively, has addressed companies' difficulties in realizing their strategies. Studies of business relationships explain this through actions and reactions among business partners. Organizational studies note gaps between strategic and operational organizational levels in perceptions and goals. This paper combines these perspectives to obtain new insights into why company strategies may not materialize. The purpose of this paper is to describe and discuss how actor bonds on various organizational levels in business relationships affect strategy realization. The paper shows that actors on similar organizational levels representing different companies may actually share more understandings and activities than actors within the same company. The paper contributes to research on dyadic business relationships by highlighting differences in perspectives on various organizational levels, adds insights into research studying organizations by including a business-relationship aspect, and increases understanding of why strategic plans sometimes fail to succeed.

Place, publisher, year, edition, pages
2010. Vol. 39, 963-974 p.
Keyword [en]
Strategy; Organizational levels; Operational; Top management; Acquisition; Procurement project; Case study; BT Industries; Volvo Group
National Category
Business Administration
Research subject
Business Studies
Identifiers
URN: urn:nbn:se:oru:diva-37974DOI: 10.1016/j.indmarman.2010.06.016OAI: oai:DiVA.org:oru-37974DiVA: diva2:760518
Available from: 2014-11-04 Created: 2014-10-23 Last updated: 2017-10-17Bibliographically approved

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  • apa
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