Conviviality as social practice in business relationships: concepts and insights from a case of expatriates

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Simone Guercini ◽  
Silvia Ranfagni
Keyword(s):  
Social Capital ◽  
Social Relations ◽  
Social Practice ◽  
Single Case ◽  
Business Community ◽  
Business Networks ◽  
Business Relationships ◽  
Content Type ◽  
Mutual Knowledge ◽  
The Right

Purpose This paper aims to investigate the practice of conviviality as the right setting to explore how social capital interacts with business relationships and in particular how resources impacting business relationships take shape in social relations. Design/methodology/approach This paper has adopted the single case study method combining in-depth interviews, participant observations and focus groups. The investigated case is an Italian business community located in Hangzhou (China), recognized as one of the most active foreign communities in organizing convivial activities. Findings The study shows that conviviality contributes to generating resources thereby creating interactions in business relationships via social relations through self-narrative, community feeling and empathy. These resources bear distinguishing features. Based on relationships of trust, they are fitting and mutual knowledge-based resources and they are resources performing a sense of inner time. Originality/value The paper contributes to the interpretation of the interplay between business relationships and social capital through conviviality and is in line with a direction of research, which is increasingly involving industrial marketing and purchasing (IMP) researchers, which is the analysis of social capital in business networks.

scholarly journals Animating business relationships through community social capital: an insight into conviviality

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Simone Guercini ◽  
Silvia Ranfagni
Keyword(s):  
Social Capital ◽  
Case Studies ◽  
Social Relations ◽  
Social Trust ◽  
Secondary Data ◽  
Business Relationships ◽  
Community Based ◽  
Content Type ◽  
Active Communities ◽  
Business Relations

Purpose As conviviality can nurture community social capital, this paper aims to investigate how such capital can give rise to economic behaviour in terms of developing business relationships. Design/methodology/approach The empirical analysis was based on case studies of Italian businesses recognised as active communities that periodically organise convivial activities to fuel reciprocal collaboration. The case studies were constructed by combining a collection of secondary data, in-depth interviews and participant observations. Findings This paper shows how: community social capital in convivium emerges from self-narrative stimulated by ritual practices; social trust mobilising a convivial social capital is fuelled by knowledge generated through sharing and empathic relationships; community-based social relations embed business relations and if mediated, community-based business relations can also embed a community business. Originality/value The originality of the paper is twofold as it contributes: to understanding how conviviality can be used as a strategic tool for entrepreneurs to develop business relationships from convivial relations; and to finding intersection points between studies on business relationships from social capital and studies on entrepreneurship from community social capital.

scholarly journals Placing social capital in business networks: conceptualisation and research agenda

2018 ◽  
Vol 33 (8) ◽  
pp. 1100-1113 ◽  
Author(s):  
Julia V. Bondeli ◽  
Malena Ingemansson Havenvid ◽  
Hans Solli-Sæther
Keyword(s):  
Social Capital ◽  
Social Exchange ◽  
Economic Sociology ◽  
Business Networks ◽  
Business Relationships ◽  
Content Type ◽  
Novel Approach ◽  
The Social ◽  
Social Side ◽  
Original Interpretation

Purpose This paper aims to refine conceptual treatment of the social facet in business relationships and reinforce its significance in the industrial marketing and purchasing (IMP) research tradition by integrating the concept of social capital in its original interpretation into the actor-resource-activity (ARA) model. Design/methodology/approach The paper begins by indicating some typical conceptual challenges associated with application of social capital in IMP. This is followed by a conceptual clarification that explores the origin and the essence of social capital in economic sociology. Finally, the paper proposes integrating social capital in its original interpretation into IMP’s ARA model and presents four propositions on how social capital is created in interaction between business actors. Findings The paper shows how bridging Bourdieu’s theory of social capital with the IMP approach may solve the identified conceptual challenges. This paper’s main contribution is a cyclical model depicting how social capital is created in business networks. It is integrated into the ARA model and designed specifically for studying the social facet of business relationships. Research limitations/implications The paper is expected to aid IMP researchers in empirical contexts where the social component in business relationships is particularly prominent. As such, the novel approach presented could be used to further understand how social exchange processes are related to relationship governance, relationship initiation and development. Originality/value The proposed model shows how social capital is generated through the dynamic interplay in the social facets of actor, activity and resource dimensions, emphasising its creation dynamics. The model integrates insights from the classic works in economic sociology to strengthen the social side of IMP’s socioeconomic interface and is intended to be used as a tool for empirical application.

scholarly journals Brokerage-based value creation: the case of a Danish offshore business network

IMP Journal ◽  
2017 ◽  
Vol 11 (3) ◽  
pp. 353-375 ◽  
Author(s):  
Susanne Gretzinger ◽  
Birgit Leick
Keyword(s):  
Social Capital ◽  
Single Case ◽  
Third Party ◽  
Business Networks ◽  
Business Network ◽  
Industry Growth ◽  
Content Type ◽  
Business Networking ◽  
Transfer Mechanisms

Purpose Social capital plays an important role in transforming knowledge within and across inter-firm business networks in industries. The purpose of this paper is to explore different kinds of transfer mechanism such as “bonding,” “bridging,” and “protecting” within a case network of the Danish offshore windmill industry. Its aim is to describe how these mechanisms interactively support value co-creation among the involved enterprises and how social capital, residing in the relationships between actors from the firms, is influenced by the different transfer mechanisms. Design/methodology/approach Based upon a single case study, the paper demonstrates “bonding,” “bridging,” and “protecting” as distinct, yet related, mechanisms for inter-firm business networking. The sample used covers selected key actors from the network as well as third-party experts from the Danish windmill industry, which together represent the most important knowledge-offering and knowledge-demanding domains. Findings Activities associated with “bridging” and “bonding” clearly matter for creating value for the business network and the industry alike, as they are supportive of strategic capability development (for instance, high-skilled work). While producers and supply companies apply such “bridging,” “bonding,” and additional “protecting” mechanisms based upon their predominant position, small- and medium-sized enterprises (SMEs), however, need to shape teams to do so. A major finding of the study is, thus, that team-based interrelationships among SMEs activate “bridging,” “bonding.” and “protecting” initiatives which are particularly supportive of capability improvement and industry growth. They enable the transfer of relevant capabilities between different projects where actors within SMEs organizations learn to activate and use such knowledge transfer mechanisms. Moreover, asymmetrical dependency-relationships can be partly overcome by shaping and using the mechanisms on the part of SMEs in the network. Originality/value To date, brokerage is still an under-explored topic with regard to inter-firm business networks. This case study contributes to the research by illustrating important and distinct qualitative aspects of brokerage, which are conceptualized as “bonding,” “bridging,” and “protecting” initiatives on the part of brokers. The study highlights that not only strong actors with central positions can step into the role as a broker. Even less resourceful actors within asymmetrical relations can act as broker and compensate a lack of resources or strengthen their position within the industry network. Consequently, value co-creating processes within industry networks can also be boosted by brokerage initiated by small companies.

The impact of business networks on foreign subsidiaries development

IMP Journal ◽  
2018 ◽  
Vol 12 (3) ◽  
pp. 427-443
Author(s):  
Enrico Baraldi ◽  
Francesco Ciabuschi ◽  
Olof Lindahl ◽  
Andrea Perna ◽  
Gian Luca Gregori
Keyword(s):  
Single Case ◽  
Foreign Market ◽  
Business Networks ◽  
International Expansion ◽  
Content Type ◽  
Fine Grained ◽  
Automatic Control Systems ◽  
Industrial Networks ◽  
The Impact

Purpose The purpose of this paper is to explore two specific areas pertaining to industrial networks and international business (IB). First, the authors look at how business relationships influence the internationalization in time, from the establishment of the first subsidiary in a foreign market to the following ones, and in space, that is, across different markets. Second, the authors investigate how an increasing external network dependence of subsidiaries in their internationalization may cause a detachment of a subsidiary from the mother company as its knowledge becomes insufficient to guide a subsidiary’s internationalization. Design/methodology/approach This paper utilizes an exploratory, longitudinal, single-case study of Loccioni – a manufacturer of measuring and automatic control systems for industrial customers – to illustrate the specific dynamics of the influences of industrial networks on the internationalization of subsidiaries. Findings The case study helps to elucidate the roles, entailing also free will and own initiative, of small suppliers’ subsidiaries which operate inside several global factories, and how “surfing” on many different global factories, by means of several local subsidiaries, actually supports these suppliers’ own international developments. This notion adds to our understanding of the global factory phenomenon a supplier focus that stresses how the role of suppliers is not merely that of being passive recipients of activities and directions from a focal orchestrating firm, but can also be that of initiative-takers themselves. Originality/value The paper contributes to the IMP tradition by providing a multi-layered and geographically more fine-grained view of the network embedding companies that operate on internationalized markets. This paper thereby sheds light on a less investigated area of research within the IMP tradition: the link between internationalization in different countries and the interconnectedness between the industrial networks spanning these countries. At the same time, this paper contributes to IB theories by showing how a late-internationalizing SME can enter highly international markets by “plugging into” several established “Global Factories” as a way to exploit further opportunities for international expansion.

The cooperation-competition interplay in the ICT industry

2018 ◽  
Vol 33 (4) ◽  
pp. 495-505 ◽  
Author(s):  
Emilene Leite ◽  
Cecilia Pahlberg ◽  
Susanne Åberg
Keyword(s):  
Single Case ◽  
High Tech ◽  
Project Leader ◽  
Business Relationships ◽  
Business Network ◽  
Content Type ◽  
Industrial Marketing ◽  
Technology Industry ◽  
Information And Communication ◽  
Ict Industry

Purpose Building on a business network perspective, the paper addresses the following question: Why do firms move between cooperation and competition in the context of high-tech industry? Hence, the purpose of this study is to contribute to the understanding of the complex cooperation–competition interplay between actors in a business network. Design/methodology/approach A single case study within the information and communication technology industry is undertaken and illustrates the cooperation–competition interplay in projects of technology. Findings The authors discuss the implications of interdependence on relationship dynamics. The main argument is that business relationships survive despite periods of competition if interdependence is high. Thus, firms move between a state of cooperation and a state of competition within business relationships, rather than ending the relationships when starting to compete. Practical implications This study suggests that managers need to pay attention to how different degrees of interdependence lead firms to be embedded in cooperative or competitive forms of relationships. Originality/value The paper contributes to the ongoing debate about cooperation, competition and coopetition within international business and industrial marketing literature. An interesting aspect in the paper is the cooperation–competition interplay, which is associated with positioning. A centrally positioned actor will choose who to bring into the partnership, with positioning concomitantly changing from project to project. The willingness of being a central actor, i.e. a project leader, places traditional buyer–supplier partners in competition. Thus, cooperation and/or competition becomes contextual.

scholarly journals Exploring the perceived value of social practice theories for business-to-business marketing managers

2016 ◽  
Vol 29 (5) ◽  
pp. 751-768 ◽  
Author(s):  
Sid Lowe ◽  
Michel Rod ◽  
Astrid Kainzbauer ◽  
Ki-Soon Hwang
Keyword(s):  
Social Practice ◽  
Structuration Theory ◽  
Business Networks ◽  
Cultural Backgrounds ◽  
Content Type ◽  
Practical Usefulness ◽  
Social Theories ◽  
Theories Of Practice ◽  
Practical Experiences ◽  
Business To Business

Purpose Drawing on sociological theories of Giddens, Bourdieu and Goffman, the purpose of this paper is to explore how different relationships are characterized between actors in interaction and determine whether social theories of practice resonate as being practical to managers. Design/methodology/approach In the empirical investigations, the authors employ the Delphi method whereby the authors “elevate” six highly experienced marketing practitioners in Dubai and Bangkok, each in different industries and from different cultural backgrounds, to designated “expert” positions in exploring the practical relevance of the practice-based theories of Bourdieu, the dramaturgy of Goffman and the structuration theory of Giddens in understanding practical experiences of managing in business-to-business networks. Findings The results show that aspects of these theories are consistent with practitioners’ experiences in many ways but the theories themselves do not appear to resonate with the modernist practical consciousness of the participants as being particularly pragmatic or practically useful except as resources they could selectively borrow from as bricoleurs of changing action. Originality/value Social practice theories appear rather too abstract and complex to practical actors. It is therefore paradoxical that social practice theories do not appear as sufficiently “handy” or “ready to hand” in Heidegger’s (1962) terms; being in need of translation into practical usefulness. It would appear that social practice theories can be a useful analytical vehicle for the academic analyst but cannot resonate with the modernist consciousness of the practical actor.

Leadership, governance and the mitigation of risk: a case study

2015 ◽  
Vol 30 (2) ◽  
pp. 132-159 ◽  
Author(s):  
Jim Rooney ◽  
Suresh Cuganesan
Keyword(s):  
Risk Management ◽  
Social Relations ◽  
Financial Institution ◽  
Single Case ◽  
Management Control ◽  
Management Decision ◽  
Content Type ◽  
Management Controls

Purpose – The purpose of this study is to examine how managers in financial institutions satisfy themselves of the effectiveness of risk mitigation strategy and management control. It studies the co-opting of accounting tools within a single financial institution case study, examining the recursive and emergent characteristics of risk management practice. Design/methodology/approach – Adopting a field study approach within the strategy-as-practice perspective, the paper provides insights into the role of actor perceptions of risk and accounting as a calculative practice in the adaptive enactment of risk strategy. Findings – Results highlight the interactions between risk management strategy, management controls and actor interests at Lehman Brothers. The actions and reactions of risk management decision-makers such as Executive Committee and Board members are examined to better understand the role of accounting and leadership. Research limitations/implications – Results of this study may not be generalised beyond this single case study. Practical implications – The paper emphasises that concern for the social relations and the performative interests of actors in a risk management network needs to be understood and considered in accounting research. It is argued that the market prices of tradable financial asset will continue to be opaque without these insights. Originality/value – This study explores an under-researched topic in the accounting literature in examining how management controls are affected by and, in turn, affect risk strategising.

Evaluating the role of blat in finding graduate employment in post-Soviet Ukraine

2014 ◽  
Vol 36 (3) ◽  
pp. 254-265 ◽  
Author(s):  
Olga Onoshchenko ◽  
Colin C. Williams
Keyword(s):  
Social Relations ◽  
Social Practice ◽  
Structured Interviews ◽  
Content Type ◽  
Face To Face ◽  
Graduate Employment ◽  
Personal Connections ◽  
The City ◽  
Formal Procedures

Purpose – This paper aims to evaluate the use of personal connections to circumvent formal procedures, known as blat in the Soviet era, in post-Soviet societies by studying its role in graduate employment recruitment. Design/methodology/approach – To do this, the extent to which and how blat is used by graduates to find a job in the city of Mykolayiv in Ukraine is analysed through 85 face-to-face structured interviews with those who in the past seven years have sought employment after graduating from university. Findings – The finding is that blat is widely used by graduates to find a job. However, contrary to the existing literature which suggests that blat has become commodified in post-Soviet market societies with monetary payment being requested by and given to personal connections “pulling strings”, no evidence is found that this is the case. Instead, this remains a non-monetised form of friendly help by and for close social relations, akin to the Soviet era, and is viewed in a positive or neutral manner by participants even though its consequences can be to circumvent meritocratic formal recruitment procedures and foster nepotism and cronyism. Research limitations/implications – This study of blat is limited to analysing graduate recruitment in one city in Ukraine. Broader empirical research on the contemporary role of blat in this and other spheres in post-Soviet societies and beyond is now required so as to develop a more nuanced context-bound understanding of both the positive and negative facets of this social practice in contemporary societies. Originality/value – This study reveals that blat is commonly used to find graduate jobs and is widely viewed as a socially acceptable practice, despite hindering meritocratic recruitment procedures.

State actors’ mobilisation of resources for innovation: a case study of a Chinese vaccine

IMP Journal ◽  
2016 ◽  
Vol 10 (2) ◽  
pp. 296-316 ◽  
Author(s):  
Tommy Shih ◽  
Åse Linné
Keyword(s):  
Single Case ◽  
Innovation Process ◽  
Active Role ◽  
Business Networks ◽  
Case Study Method ◽  
Content Type ◽  
State Actors ◽  
Biotechnology Sector

Purpose – The purpose of this paper is to explore how state actors mobilise resources in business networks to facilitate innovation. Design/methodology/approach – A single case study method is used. The case from the Chinese biotechnology sector illustrates how state actors mobilise resources in a network context in order to develop, produce and use a vaccine. Findings – The case findings demonstrate that state actors indirectly, as well as actively, are involved in the whole innovation process by mobilising resources necessary for the development, production and use of the vaccine. State actors influence other actors, both political and business, and provide resources in order to facilitate innovation. Practical implications – The paper illustrates that state actors, in the specific case, play an important and active role throughout the whole innovation process. This opens up the issue of the possible extended role of state actors in innovation. Originality/value – Over the past decades, Chinese state actors have played an active role in the business landscape. This paper explores state actors’ influence on the innovation process on the network level.

Bridging strategic and operational issues for project business through managing trust

2010 ◽  
Vol 3 (3) ◽  
pp. 422-442 ◽  
Author(s):  
Magnus Gustafsson ◽  
Hedley Smyth ◽  
Elena Ganskau ◽  
Tomas Arhippainen
Keyword(s):  
Social Capital ◽  
Trust Management ◽  
Balance Sheet ◽  
Customer Relationships ◽  
Self Awareness ◽  
Business Relationships ◽  
Content Type ◽  
Trust Development ◽  
Operational Issues ◽  
The Impact

PurposeOrganisational trust is analysed through observation of operations or strategic prescription. The management and project management literature is largely prescriptive. The purpose of this paper is to examine the role and potential of strategic trust development and management to improve operations in the project business and enhance client satisfaction, analysing trust as social capital.Design/methodology/approachThe analysis is supported by the method of and data gathered through CROL®: a process for managing business relationships and interfaces. The case in question focuses on over 30,000 customer relationships covering five years of global operations by companies in the project business.FindingsThe analysis focuses on the connection between self‐awareness, performance, improvement and the impact upon both relationships and financial performance – social capital in the “balance sheet”. The objective is to identify the extent to which trust management can help bridge the gap between prescriptive strategy and operations. Bridging this gap entails linking trust as social capital with organisational culture, operational systems and routines, and behaviours.Research limitations/implicationsThe analysis shows the importance of self‐awareness in managing business relationships.Practical implicationsThe paper outlines on a conceptual level how companies can manage trust and capture the value in business relationships.Originality/valueThe paper shows how companies through systematic forced reflection can manage trust in individual business relationships.

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