Håkan Håkansson

The Connectivity of Innovation in the Construction Industry p. 126-142 Doi: https://doi.org/10.1201/9781351110198-7

Handbook of Advances in Marketing in an Era of Disruptions: Essays in Honour of Jagdish N. Sheth p. 295-306

Routledge

The IMP Journal 12(1) p. 6-36 Doi: https://doi.org/10.1108/IMP-03-2017-0005

Accounting,Innovation and Inter-Organisational Relationships p. 275-284

Accounting,Innovation and Inter-Organisational Relationships p. 285-301 Doi: https://doi.org/10.4324/9781315110998-15

The IMP Journal 11(2) p. 178-206 Doi: https://doi.org/10.1108/IMP-09-2015-0057

Purpose: The purpose of this paper is to present a longitudinal case study of a regional innovation policy initiative, in which ideas with regard to how innovation might be facilitated were changing over time. Through the scrutiny of insights in industrial network studies (IMP), the authors seek to shed light on the challenges created by policy interventions aimed at constructing complementary networks for the facilitation of innovation. That is to say, the authors endeavour to understand the interfaces between innovation networks and industrial networks, and the way in which they may influence innovation. Design/methodology/approach: This study is based on a longitudinal case study of four successive regional innovation projects in Norway. Data are drawn from relevant policy documents and project documentations, as well as from participatory observation of application processes and project activities. Findings: This study shows that regional innovation policy concerns first and foremost the interaction within and between relatively established diverse networks, which affects both structuring and restructuring. Changes in innovation policy required the re-configuring of constellations of business networks, research networks and policy networks. All initiatives required mobilisation input by persistent actors – often boundary organisations or researchers. The construction of innovation networks served as an instrument in the production of new interfaces between businesses, researchers and policy makers. The use and usefulness of these networks as perceived by the business actors were heavily influenced by the way in which the networks were configured. Research limitations/implications: Generalisation based on in-depth qualitative case research requires further testing across similar and varying cases, and there have hitherto been relatively few studies of the interfaces between industrial and innovation networks. Despite this it can be argued that the conceptual distinction between constructed and emerging networks is a productive one in the study of networked innovation dynamics. During the research into this longitudinal case, it has been interesting to observe the way in which innovation research, and thus its influence on innovation policy, has changed over time. It would be beneficial if further studies were to be conducted on the way in which this has played out. Practical implications: The administration of the public funding of innovation network activities requires great care. Where innovation policy initiatives are closely related to established industrial networks, it may be possible to strengthen innovation dynamics, challenge established practices and conceptions, and contribute to expanding, or even initiate innovation activities. In the first place, new activities need to be initiated in a way that supports the long-term development of actual business networks; and second, innovation policy bodies should be prepared to stimulate activity over longer periods of time. Originality/value:This paper engages in, and combines, two parallel and rarely interacting debates on, respectively, innovation within innovation policy (innovation systems, clusters, networks) and industrial network studies (IMP and others). The authors make an “ideal type” distinction between alternative “constructed” networks and “emerging” networks, and the way in which they influence innovations.

The IMP Journal 11(1) p. 25-50 Doi: https://doi.org/10.1108/IMP-02-2016-0003

Purpose: The purpose of this paper is to analyze the roles of deals in innovations processes, based on the definition of a deal as the interaction of social-material value-creating processes with money-handing processes. Design/methodology/approach:The paper is based on a study of the historical emergence of transaortic valve implantation (TAVI) as an innovative new technology in the area of thoracic surgery in a global setting. The study is based on a combination of interviews and secondary data analysis. Findings:The authors found that deals play important roles in innovation processes as critical junctions that mark entries to different phases and generate major shifts in location as well as combination of resources, activities and actors. These shifts include radical changes in control, where actors in possession of resources necessary to bring the project through the next phase, move in to take control – thereby expanding their businesses to new growth niches. Based on the analysis of seven deals, the authors argue that the innovation process is a combined push and pull process where later stage entrepreneurial interests play very significant roles. Deals may also represent radical turning points and moves of the projects that set the project off in a different direction, usually also associated with shifting ownership control rights through the innovation and scaling process. The authors also argue that inventions in the periphery will tend to move to the areas with the most competent relevant business networks capable of adopting and expanding the innovation to a global business operation. The innovation process is not primarily about creating new resources and activities, but about recombining existing resources, competencies and activities. Supplier networks play particularly important roles in these processes. Research limitations/implications: The authors suggest that the study indicates that IMP researchers should turn more attention to studying business deals and financial flows and influences – in particular in studies of innovations and innovation processes – to investigate the mechanisms by which new innovations interact with and transform existing business networks. Social implications: This work highlights why and how an innovation that may initiate anywhere in the periphery, will tend to move to the most competent and capable networks around the globe, that are the most relevant to the needs of the innovation project. Hence, the more powerful business networks and eco-systems will tend to pull interesting inventions in from their periphery, and grow them effectively. Originality/value: The paper expands the efforts in IMP theorizing to include financial/monetary interactions more explicitly into business network theory. It also aims at clarifying core IMP arguments toward entrepreneurship research, in particular research on international new ventures.

No Business is an Island: Making Sense of the Interactive Business World p. 1-25 Doi: https://doi.org/10.1108/978-1-78714-549-820171001

No Business is an Island: Making Sense of the Interactive Business World p. 195-212 Doi: https://doi.org/10.1108/978-1-78714-549-820171011

No Business is an Island: Making Sense of the Interactive Business World p. 275-287 Doi: https://doi.org/10.1108/978-1-78714-549-820171015

Emerald Group Publishing Limited

The IMP Journal 10(1) p. 154-171 Doi: https://doi.org/10.1108/IMP-06-2015-0032

The IMP Journal 10(2) p. 276-295 Doi: https://doi.org/10.1108/IMP-09-2015-0051

The IMP Journal 10(1) p. 81-106 Doi: https://doi.org/10.1108/IMP-06-2015-0023

Purpose: We argue that the construction industry is characterised by a fragmented business context with three main features: the project-based character, the strong focus on price in all parts of the supply chain along with the great importance of suppliers. This fragmentation has been identified as problematic for the industry’s ability to innovate and engage in renewal. The purpose of this paper is to investigate this further by focusing on how construction companies manage renewal in a fragmented business context. Design/methodology: We use an in-depth case study of a housing project in Sweden to discuss how firms manage renewal in a fragmented type of business environment. We identify the challenge of achieving renewal in an individual construction company as an issue of handling intra- and inter-organisational issues in both intra- and inter-project environments. Findings: Our case study indicates that renewal can be partly handled and managed through long-term business relationships and partly through opening up to new business relationships. Moreover, innovations and learning developed in other projects can be used in the focal project, and due to a repetitive task it is possible for the construction company to use a core network of individuals and organisations to enhance overall renewal among actors. Limitations: The study needs to be supported by further empirical observations. The paper encourages IMP scholars to further investigate projects from an industrial network approach. Originality/value: The paper addresses why firms in fragmented (project-based) businesses might struggle with achieving renewal in a novel way by outlining and investigating four organisational challenges they must handle.

The IMP Journal 10(3) p. 443-463 Doi: https://doi.org/10.1108/IMP-01-2016-0001

The IMP Journal 10(3) p. 364-389 Doi: https://doi.org/10.1108/IMP-08-2015-0047

Purpose The purpose of this paper is to investigate the relationship between social-material interaction and the monetary aspects of business relationships in the construction industry. The authors term the formal financial agreements necessary for such activities “deals”, and this paper seeks to open a research avenue to further investigate the multifaceted interaction processes among business actors. The construction industry is a suitable empirical setting for this purpose; its project-based character and societal position of linking business with the construction of essential community infrastructure imply that different types of money-handling activities need to be managed continuously with both short-term and long-term effects taken into account. Design/methodology/approach To investigate the deals, i.e., the interface between socio-material interaction and the money-handling processes in the construction industry, as well as studying the potential interrelatedness of deals, the authors performed a case study involving three interrelated housing projects in Uppsala, Sweden. Findings The study shows that deals do not only have an intricate relationship to the social-material interaction processes among construction actors, but they also become interrelated in specific ways to form “deal structures” as actors engage in different business relationships over time. This means, for instance, that a single deal can enable several other deals, and involved actors have different abilities in performing deals. Hence, most deals are part of a “broader” interaction pattern of social and material resources spanning the organizational borders of individual companies. Originality/value Within the industrial marketing and purchasing, the socio-material interaction among actors has been well studied, but less attention has been paid to the monetary dimension and its relationship to the socio-material interaction processes. In particular, this study provides an understanding of monetary agreements in the construction industry.

The IMP Journal 10(2) p. 195-220 Doi: https://doi.org/10.1108/IMP-09-2015-0052

This paper analyses how different policy perspectives or logics regarding industry organising affect network interaction, with particular focus on how the availability of resources is organised To examine this we compare two cases from the Norwegian seafood industry: In the pelagic industry, the main resource (mackerel) is caught at sea by fishing vessels and trade is restricted by an auction system, whereas in the salmon industry, the main resource (farmed salmon) is an industrial product produced at fish farms and there are no such restrictions. Our results indicate that conditions under which resources are available to a network have strong effects on connected relationships: In the pelagic industry, interaction in the network becomes supplier-directed in an attempt to reduce the uncertainty created by unstable and restricted availability of resources, whereas in the salmon industry the interaction becomes customer-directed as resource availability is stable and predictable. Here the actors can broaden the scope of interaction and they can direct their efforts to solve their customers’ problems, whereas this is difficult in the pelagic industry. We conclude that policy considerations play a major role in these effects. If the resource (fish) is seen as a commodity and the interaction is seen as a market mechanism, the policies designed to facilitate the exchange of resources will be beneficial for the actors directly involved, but may have unintended negative consequences for indirect relationships. For policy makers this implies that whenever developing an industrial policy there are strong reasons to look beyond the single transaction in order to create policies that are effective and/or beneficial for all involved and connected parties.

Industrial Marketing Management 45(Feb 2015) p. 207-217 Doi: https://doi.org/10.1016/j.indmarman.2015.01.009

In this article we attempt interpreting and conceptualizing the roles of monetary processes and business deals in relation to IMP methodology and theory. This suggests that we have to separate the way the money is handled. We point to the need to analyse the specific situations within which money is involved as “deals”. Each deal has its own history as it is a construction of two interacting firms that are influenced both by the joint social-material value creation processes and the specific features of monetary flows and appropriations of gains and losses that result from these interactions. The money distributive dimension should not be seen as a parallel activity layer of such business interactions - such as we may interpret accounting - but should be seen as a different, related network. We use a single case study to extract interpretations of different deals and deal-structures and use these to discuss the particularities of deals, their various roles and functions, and finally also how we may proceed to better study and theorize the roles of money in relation to IMP network theory.

The IMP Journal 9(1) p. 5-25 Doi: https://doi.org/10.1108/IMP-01-2015-0001

Purpose – The purpose of this paper is to study the phenomenon of customer-supplier interaction and integration from a resource perspective. In economic terms, a fish may be seen as a more or less homogeneous resource. If the herring is seen as a homogeneous resource, a market should be the best way to handle the selling and buying. However, if the herring is seen as a heterogeneous resource, a more extensive type of interaction is needed. One interesting aspect with herring is that different business actors apparently see this resource in different ways. Thus, the authors will have a mixed situation, creating possible difficulties for the actors involved. Design/methodology/approach – The authors start this study in Germany, one of the most important export markets for Norwegian herring. Today, Norwegian legislation hinders the possibility of vertical integration and cooperation at the supply side of the network. However, the industry sees opportunities for growth and integration on the marketing side. To examine this issue, the study uses a qualitative design methodology, incorporating personal in-depth interviews with selected respondents in Norway and Germany. Secondary data is also used. To analyse the data, the authors introduce five interaction and integration patterns termed pure exchange – no integration; limited interaction and integration; extensive interaction and developed integration and; indirect interaction and structural integration; and full integration. Findings – The findings suggest that there is a link between how the actors perceive herring as a resource and how they interact with counterparts. The authors find that the actors who see the resource as homogeneous have limited interaction and little or no integration, whereas the actors who see the resource as heterogeneous have a much more extensive interaction and closer ties. Originality/value – The paper is an investigation of the link between the resource heterogeneity and the patterns of customer-supplier integration. Keywords Resources, Norway, Fish, Heterogeneity, Interaction, Exports

Industrial Marketing Management 49 p. 4-14 Doi: https://doi.org/10.1016/j.indmarman.2015.05.032

The purpose of this paper is to look at how relationships between buyers and sellers are affected when on the supply side the most important resource is available only through a trading system created from a market perspective, whereas on the customer side the interaction resembles a network where relationships are long-term and complex. The empirical setting of the study is the pelagic industry, where this situation represents a challenge for the Norwegian herring exporters as they try to bridge these two types of interactions. In this industry, the purchasing of the herring is subject to a blind auction by law. At the same time, Norwegian exporters have customers in European seafood markets characterised by long-term relationships and close cooperation between importers, processors, producers and retailers. To analyse this situation, the study applies a qualitative research design including personal interviews with selected respondents in Norway and the three largest Norwegian herring export markets: Germany, Poland and Russia. The authors find that the interaction in these particular supplier–customer relationships is not extended to its full potential. It seems that the market-type transactions create “spillover-effects” to the other relationships, meaning that it is difficult to maintain high-involvement relationships when interaction in connected relationships is limited. Keywords Markets; Networks; Business relationships; Interaction

Industrial Marketing Management 46 p. 3-10 Doi: https://doi.org/10.1016/j.indmarman.2015.01.001

An important aim of this special issue is to contribute to the interdisciplinary research literature on marketing and accounting. This is important also from a practical point of view since both the marketing and accounting functions are often ‘under attack’ within companies. Drawing on previous research and the individual contributions to the special issue, we identify and discuss three important themes related to the marketing–accounting interface in a changed business landscape: developing the marketing–accounting interface by including and handling important qualitative aspects; developing the marketing–accounting interface by handling and including inter-organisational issues and processes; and developing the marketing–accounting interface by analysing the translation from value creation processes to the monetary dimension. We argue that the underlying theoretical model(s) of marketing and accounting will affect how the problems are formulated. Management accounting faces the challenge of developing new approaches to a changed business landscape. We also need very competent marketing that is able to formulate the requirements that must be taken into account.

Organisation & Samhälle 1(2) p. 4-9

The IMP Journal 8(2) p. 84-100

Industrial Marketing Management 43(6) p. 1045-1052 Doi: https://doi.org/10.1016/j.indmarman.2014.05.017

Industrial marketing and purchasing is an interesting phenomenon. On the surface it appears as very mundane, a simple day-to-day activity performed by purchasers, sales personnel, and technical specialists; i.e. most often by professions representing ‘middle management’. As such, it is not surrounded with any of the greater prestige ascribed to more hyped business activities, such as financing and strategy. Furthermore, industrial marketing and purchasing is seldom recognised as being of any greater importance for society at large. In policy circles, for example the UN, OECD and EU, where they stress the importance of innovation, productivity and growth, industrial marketing and purchasing is rarely mentioned as a related phenomenon . Behind the scenes, however, an empirical, much more challenging view is outlined. When the content and the effects of industrial marketing and purchasing processes are scrutinised empirically, these activities appear as perhaps the most important source for business development, industrial renewal, efficiency and innovation. From this perspective, industrial marketing and purchasing seems to be a critical phenomenon for creating prosperity for both companies and communities and for general economic growth. It is this role of industrial marketing and purchasing that we highlight and discuss in this article. Based on extensive empirical research results, we argue that interaction is the main ingredient in these processes. This implies that the supplier-customer interaction has a central development function for efficiency and innovativeness, for companies as well as for the economy at large. Thus, there is a strong need to include and consider this key engine for dynamics (and its role in developing materialised structures as well as ideas) in any theoretical study of economic development.

The IMP Journal Volume 7(2) p. 106-111

Industrial Marketing Management 42(3) p. 443-454 Doi: https://doi.org/10.1016/j.indmarman.2013.02.010

Industrial marketing and purchasing is an interesting phenomenon. On the surface it appears as very mundane, a simple day-to-day activity performed by purchasers, sales personnel, and technical specialists; i.e. most often by professions representing ‘middle management’. As such, it is not surrounded with any of the greater prestige ascribed to more hyped business activities, such as financing and strategy. Furthermore, industrial marketing and purchasing is seldom recognised as being of any greater importance for society at large. In policy circles, for example the UN, OECD and EU, where they stress the importance of innovation, productivity and growth, industrial marketing and purchasing is rarely mentioned as a related phenomenon . Behind the scenes, however, an empirical, much more challenging view is outlined. When the content and the effects of industrial marketing and purchasing processes are scrutinised empirically, these activities appear as perhaps the most important source for business development, industrial renewal, efficiency and innovation. From this perspective, industrial marketing and purchasing seems to be a critical phenomenon for creating prosperity for both companies and communities and for general economic growth. It is this role of industrial marketing and purchasing that we highlight and discuss in this article. Based on extensive empirical research results, we argue that interaction is the main ingredient in these processes. This implies that the supplier-customer interaction has a central development function for efficiency and innovativeness, for companies as well as for the economy at large. Thus, there is a strong need to include and consider this key engine for dynamics (and its role in developing materialised structures as well as ideas) in any theoretical study of economic development.

Industrial Marketing Management 42(7) p. 1017-1024 Doi: https://doi.org/10.1016/j.indmarman.2013.07.015

The IMP Journal 6(3) p. 254-266

Magma forskning og viten 15(7) p. 52-61

Construction Management and Economics 31(1) p. 40-61 Doi: https://doi.org/10.1080/01446193.2012.737470

ABSTRACT The construction business network is generally seen as conservative and non-innovative, for which a number of reasons have been identified. One of which relates to the special inter-organisational setting that exists within the industry. The starting point of our study was to investigate whether there is any truth in this perceived lack of innovation. One reason for the industry’s bad reputation could be that the way innovation generally is defined and measured is unsuitable for the construction business. Therefore, renewal was used as the central concept of change in our investigation. The second issue concerns factors that either assist or impede renewal, and the ambition was to identify those factors driving, as well as those hindering renewal. In order to identify the degree of renewal, as well as the factors affecting it, we conducted a survey of Swedish construction companies. The resulting picture shows a clear connection between the inter-organisational interfaces within the industry and how renewal takes place. The total renewal activity is on a considerable level with more than 60% having made changes visible from the customer’s point of view. The most active interface is also in relation to customers, while the relationship to suppliers generally is more distant. Finally, the project focus which characterises the industry affects what type of renewal that takes place, and exposes the lack of knowledge transfer between individual projects and actors as an important hinder to renewal in the construction network.

Journal of Business Market Management 5(2) p. 79-105

Construction Management and Economics 31(2) p. 104-118 Doi: https://doi.org/10.1080/01446193.2012.745645

The construction industry has developed a certain economic logic that reflects the way in which tasks, parts, and units are organized and related to each other in order to create economic benefits in the construction process. The present study examines how four different models in the literature that portray this logic complement and constitute alternatives to understandings of the economic logic of construction industry. Along with transaction cost economics, we have identified three more empirically-based models: a project-oriented model, a supply-chain-oriented model, and a network-oriented model. Associated with different streams of research, these models are discussed in terms of the typical problems and key interdependencies in the construction process they address, and the type of solutions they suggest, including organizing principles for how construction parties should relate to each other. The findings show how examining different models provides a comprehensive, albeit non-exhaustive overview and explanation of why the construction process is organized in the way it is. There is a need for increased awareness of the utilization of models (or combinations of models) and the models must also be seen as arguments in a broader discussion of how the construction process could or should function.

The IMP Journal 6(3) p. 194-209

The IMP Journal 5(2) p. 67-78

By combining the two phenomena ‘knowledge’ and ‘interaction’, in terms of how they can vary in both intensity and content, this article attempts to deepen the understanding of the relationship between different types of interaction and learning, and, more specifically, how it appears within the construction industry. As an industry, construction displays some specific features in relation to interactional patterns that seem to hinder the establishment of more extensive long-term interactions. Through distinguishing between different types of interactions we discuss potential learning opportunities. The theoretical discussion is exemplified with empirical material from the construction industry that we glean from both earlier studies and from an ongoing investigation of Swedish construction firms. Our results indicate that there are different degrees of knowledge being transferred in the construction network, and that there are examples of close interaction where joint learning takes place. However, the organisational conditions characterising the construction industry seem to provide little incentive to invest in long-term relationships, thus affecting what can be learned from others. This research project has been financial supported by the Swedish Construction Federation and The Jan Wallander and Tom Hedelius Foundation.

Szerveznetközi konfliktusok komplex projekteknél p. 301-301

Accounting in networks p. 14-32

Accounting in networks p. 342-348

Accounting in networks p. 269-291

Accounting in networks p. 1-13

Routledge

The IMP Journal 3(3) p. 53-75

The IMP Journal 3(1) p. 55-74

Use of science and technology in business p. 1-24

Emerald Group Publishing Limited

Industrial Marketing Management 38(5) p. 562-562 Doi: https://doi.org/10.1016/j.indmarman.2009.02.006

John Wiley & Sons

Mattsson, L-G. (ed), Marknadsorientering. Myter och möjligheter p. 17-32

The IMP Journal 2(3) p. 19-35

The IMP Journal 2(1) p. 31-45

The IMP Journal 2(2) p. 25-37

Handbook of Management Accounting Research (Vol 2), Chapman, C., et al

Strategic Networks. Learning to Compete, Gibbert, M., Durand, T., (eds)

Knowledge and Innovation in Business and Industry, Håkansson, H., Waluszewski, A. (eds)

Knowledge and Innovation in Business and Industry, Håkansson, H., Waluszewski, A. (eds)

The IMP Journal 1(3) p. 26-41

Knowledge and Innovation in Business and Industry, Håkansson, H., Waluszewski, A. (eds)

Knowledge and Innovation in Business and Industry, Håkansson, H., Waluszewski, A. (eds)

F. Asche (Ed.), Primary Industries Facing Global Markets p. 193-216

Scandinavian Journal of Management 22 p. 256-270

Scandinavian Journal of Management 22 p. 271-274

The IMP Journal 1(1) p. 4-27

Jahre, M., Gadde, L-E., Håkansson, H., Harrison, D. and Persson, G. (eds.), Resourcing in Business Logistics - The art of systematic combining

The journal of business & industrial marketing 21(4) p. 231-238

Gibbert, M., Durand, T., (eds) Strategic Networks. Learning to Compete

Andersson, P., Hertz, S., Sweet, S. (eds): Perspectives on market networks ? boundaries and new connections

Widmalm, S.(ed): Artefakter p. 219-244

Håkansson, H, Harrison, D., Waluszewski, A., (eds): Rethinking Marketing. Towards a New Understanding of Markets

Håkansson, H, Harrison, D., Waluszewski, A., (eds): Rethinking Marketing. Towards a New Understanding of Markets

Accounting, Organizations and Society 29(1) p. 51-72

Håkansson, H, Harrison, D., Waluszewski, A., (eds): Rethinking Marketing. Towards a New Understanding of Markets

International Journal of Logistics Management 15(1) p. 11-26

Widmalm, S.(ed): Artefakter p. 377-391

Industrial Marketing Management 32(2) p. 12-12

Industrial Marketing Management 32 p. 127-138

Journal of Customer Behaviour 2 p. 385-407

Industrial Marketing Management 32(5) p. 357-364

Journal of Customer Behaviour 1(2) p. 317-334

Nordiske organisasjonsstudier 3

Handbook of Relationship Marketing p. 69-94