Paper info: How should a small company interact in its business network to sustain its exchange effectiveness?
How should a small company interact in its business network to sustain its exchange effectiveness?
Arianevon Raesfeld andJeroen Kraaijenbrink
University of Twente
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
This paper investigates the dynamic alignment of network and business development of two small firms in the printing industry. Developments are followed over more than 8 years. The aim of the paper is to understand how small firms can manage their network relations by maintaining both their efficiency in existing business and flexibility to develop new business. The case comparison suggests that different networking approaches drive business development. For successful business development both strong and varied ties as well as the existence of different intermediary functions of partners are necessary