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The theory and practice of business networking

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The theory and practice of business networking. / Ford, David; Mouzas, Stefanos.

In: Industrial Marketing Management, Vol. 43, No. 3, 04.2013, p. 433-442.

Research output: Contribution to journalJournal article

Harvard

Ford, D & Mouzas, S 2013, 'The theory and practice of business networking' Industrial Marketing Management, vol. 43, no. 3, pp. 433-442. https://doi.org/10.1016/j.indmarman.2013.02.012

APA

Vancouver

Author

Ford, David ; Mouzas, Stefanos. / The theory and practice of business networking. In: Industrial Marketing Management. 2013 ; Vol. 43, No. 3. pp. 433-442.

Bibtex

@article{a1c4de9959ee480fb8add6f3eef7d13d,
title = "The theory and practice of business networking",
abstract = "The aim of this paper is to contribute to the development of the concept of business networking. Recent literature associated with the IMP Group’s research refers to business networking as the conscious attempts of an actor to change the structure or process of interactions within particular relationships or the wider network in which it operates. The paper draws on early research in marketing and distribution that contributed strongly to the IMP research theme and contrasts this research with the more recent managerial tradition in marketing research. The paper builds on this early research and that of the IMP Group to present a structure for the analysis of business networking. The paper illustrates this analysis with a case study and draws conclusions on the concept of business networking and on its practice.",
keywords = "Networking, Relationships, Business interaction",
author = "David Ford and Stefanos Mouzas",
year = "2013",
month = "4",
doi = "10.1016/j.indmarman.2013.02.012",
language = "English",
volume = "43",
pages = "433--442",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier Inc.",
number = "3",

}

RIS

TY - JOUR

T1 - The theory and practice of business networking

AU - Ford, David

AU - Mouzas, Stefanos

PY - 2013/4

Y1 - 2013/4

N2 - The aim of this paper is to contribute to the development of the concept of business networking. Recent literature associated with the IMP Group’s research refers to business networking as the conscious attempts of an actor to change the structure or process of interactions within particular relationships or the wider network in which it operates. The paper draws on early research in marketing and distribution that contributed strongly to the IMP research theme and contrasts this research with the more recent managerial tradition in marketing research. The paper builds on this early research and that of the IMP Group to present a structure for the analysis of business networking. The paper illustrates this analysis with a case study and draws conclusions on the concept of business networking and on its practice.

AB - The aim of this paper is to contribute to the development of the concept of business networking. Recent literature associated with the IMP Group’s research refers to business networking as the conscious attempts of an actor to change the structure or process of interactions within particular relationships or the wider network in which it operates. The paper draws on early research in marketing and distribution that contributed strongly to the IMP research theme and contrasts this research with the more recent managerial tradition in marketing research. The paper builds on this early research and that of the IMP Group to present a structure for the analysis of business networking. The paper illustrates this analysis with a case study and draws conclusions on the concept of business networking and on its practice.

KW - Networking

KW - Relationships

KW - Business interaction

U2 - 10.1016/j.indmarman.2013.02.012

DO - 10.1016/j.indmarman.2013.02.012

M3 - Journal article

VL - 43

SP - 433

EP - 442

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

IS - 3

ER -