Presenting 17 tools developed through rigorous design science research, this book bridges the relevance gap within network management. In so doing, it proposes a novel system-framework and establishes a path towards a networks-as-practice view on inter-organizational relationships. The systems-framework builds on three institutionalized business practices: Networks-as-coordinated social systems, Networks-as-knowledge-creating platforms, and Networks-as-value-generating entities. Through these tools, Towards Relational Business Practices intends to propose a new managerial praxis and provoke new and improved frameworks and models for network management.
Jukka Vesalainen is Professor of Management and Organization at University of Vaasa, Finland, where his current research addresses networking and business relationships. He has published research articles in top international journals including Industrial Marketing Management, Journal of Business & Industrial Marketing, Entrepreneurship and Regional Development, and International Small Business Journal.
Katri Valkokari is a principal scientist at VTT Technical Research Centre of Finland in the Business Ecosystems, Value Chains and Foresight research area. Over the past 15 years, she has carried out several business development projects concerning different SME networks. She has published several international and national articles on business networks, innovation management and sustainability.
Magnus Hellström is a Senior Lecturer and docent in industrial management at Åbo Akademi University, Finland. Magnus has over five years' experience working within the engineering works industry. His research interests include modularity, industrial services, and business ecosystems.
Introduction.- Part 1: Introduction to Part 1- Viewing Networks as Social Systems.- Chapter 2: Stakeholder Identification, Salience, and Strategic Mindset Analysis.- Chapter 3: Leading Human Values in Complex Environments.- Chapter 4: Making Sense of Network Dynamics through Network Picturing.- Chapter 5: Functional Contracting for Network Creation and Governance.- Chapter 6: Boundary Spanning and the Art of Persuasion.- Part 2: Introduction to Part 2: Knowledge Integration in Networks.- Chapter 7: Expert Knowledge Integration - A Systematic Approach for Multi-stakeholder Innovation.- Chapter 8: Third Party Supported Benchmarking for Reciprocal Learning.- Chapter 9: Value Proposition Co-development.- Chapter 10: Relational Factors as Part of Network Relationship Evaluation.- Chapter 11: Increasing Supplier-buyer Fit in Global Project Business - A Cognitive Ergonomics-based Approach.- Part 3: An Introduction to Part 3 - Moving Toward Mutual Benefits and Increased Total Value.- Chapter 12.- Life Cycle Cost Calculations as the Means for Value Communication in Networks.- Chapter 13: The Service Configurator - How to Optimally Split Project Scopes.- Chapter 14: The Value-based Sales Approach - Design Process, Tools and Needed Capabilities to Create A Solution.- Chapter 15: Value Co-creation Analysis in Customer-Supplier Network Relationships.- Chapter 16: Value Curve as a Multipurpose Tool - From Self-assessment to Forming Collaborative Networks.- Chapter 17: A Framework for Ecosystemic Strategizing and Change.- Chapter 18: Network Performance Management: Measurement, Scorecard, and Boundary Processes.- Chapter 19: Concluding Remarks- Managerial Tools in Networks-as-Practice Perspective.