Paper info

Individual Actor's Perceived Power within an Organization in a Project Marketing Case

Harri Ryynänen, Olli Pekkarinen and Risto T. Salminen

The paper was published at the 25th IMP-conference in Marseille, France in 2009.

 The paper focuses on examining how an individual actor perceives his/her own power within a project marketing organization. The phenomenon is approached through the concepts of network picture and power. Based on the empirical findings, we propose that in the early phases of the project sales process, the individual actor perceives his own power lesser than the power of others within the organization, although their interest in the project is almost equal. In addition, it is suggested that the perceived power has extensive effects on the efficiency of the project marketing organization and its dynamics. The single case study covers a large international organization producing cranes and other material handling solutions to logistic operators.