Start-ups and networks: interactive perspectives and a research agenda

PublikationArtikel (med peer review)
Åse Linné, Christina Öberg, Enrico Baraldi, Entreprenörskap, Företagandets villkor, Malena Ingemansson Havenvid, Marknadsföring, Nätverk, Start-ups


This article introduces Industrial Marketing Management’s special issue on start-ups and networks. To begin with, we stress the relevance of understanding the context wherein entrepreneurship unfolds – a context filled with social, technical and economic connections to which the start-up needs to relate. We also present and confront three network perspectives which bring different insights to the interplay between start-ups and networks: Social Network (SN) theory, the Industrial Marketing & Purchasing (IMP) view, and Actor-Network Theory (ANT). Next, we introduce the 12 papers of this special issue and place them on a continuum covering a start-up’s process of network embedding and including the three periods of establishment, consolidation and stabilization. We conclude with a research agenda suggesting five avenues for further research: (1) tracing start-ups’ process of network embedding, (2) mapping the connections between the different networks affecting a start-up, (3) grasping the negative effects of networks on start-ups, (4) making longitudinal case studies on start-ups and networks more comparable via common analytical tools, and (5) investigating how policy influences the complex interplay between start-ups and networks.

Baraldi, E., Havenvid, M., Linné, Å., & Öberg, C. (2019). Start-ups and networks: interactive perspectives and a research agenda. Industrial Marketing Management, 80, 58-67. DOI: 10.1016/j.indmarman.2018.02.002

Liknande innehåll

Trust and the sharing economy
Artikel (med peer review)Publikation
Pelgander, L., Öberg, C., & Barkenäs, L.


Publicerat i

Digital Business, 100048.


Trust is intimately connected with relational interactions, but does it also have a role to play in transactional exchanges? How would it differ? While trust has been discussed extensively in sharing economy research, the focus has been on trust cues created in exchanges between strangers, thereby approaching trust empirically rather than theoretically. Focusing on user trust, this paper investigates how trust constructs from relational interactions manifest in the sharing economy. This paper bridges sharing economy research with trust as a theoretical construct to investigate the well-established variables of ability, benevolence and integrity as components of trust in the sharing economy. The paper is based on a questionnaire survey of 175 users of Uber’s co-driving service UberPop. Descriptive and regression analyses were conducted focusing on user trust in the platform and providers. The findings indicate how trust in transactional exchanges is shaped differently compared with trust in relational interactions. User trust in providers, which diminishes over time, is based on emotional traits, while user trust in the platform is based on functional components. The platform and providers thereby complement each other in terms of the trust created. This paper contributes to research on trust by focusing on trust in transactional exchanges, and to research on the sharing economy by investigating trust based on theoretical constructs.

Industrial Marketing
Fotiadis, T., Lindgreen, A., Siomkos, G. J., Öberg, C., & Folinas, D.


Publicerat i

Industrial Marketing. SAGE.


An introductory textbook on industrial marketing and supply chain management that discusses industrial products and pricing, as well as key topics such as co-creation of value, big data, innovation, green practices and CSR.

The textbook includes:

The marketing philosophy on industrial markets
The characteristics of industrial markets
The marketing mix and the product life cycle
The issues surrounding distribution and operations including value creation, business relationships and networks
Case studies and mini case studies (vignettes)

This textbook is suitable for students studying industrial marketing and other related courses at undergraduate and graduate levels.

Thomas Fotiadis is an Associate Professor of Marketing and Head of the Marketing Laboratory in the Department of Production and Management Engineering, School of Engineering at Democritus University of Thrace, Greece.

Adam Lindgreen is Professor and Head of Department of Marketing at Copenhagen Business School, Denmark and Extraordinary Professor at University of Pretoria’s Gordon Institute of Business Science, South Africa.

George J. Siomkos is Professor of Marketing at the Athens University of Economics & Business (AUEB), Director of the MSc Program in Services Management and previously Dean of the School of Business, AUEB, Greece.

Christina Öberg is Professor at CTF Service Research Center, Karlstad University and associated with the Ratio Institute, Sweden. 

Dimitris Folinas is Professor in the Department of Supply Chain Management at International Hellenic University, Greece.

Less from more: China built wind power, but gained little electricity.
Grafström, J.


Publicerat i

Questioning the Entrepreneurial State, 219.


This chapter investigates Chinese wind power development and concludes that innovation cannot be pushed by the efforts of many, and that when the state clarifies directions and objectives, these can be achieved but with severe and unexpected side effects. Two topics are explored: wind curtailment and low technological development, both examples of unproductive entrepreneurship induced by government policies. The goal of wind power capacity expansion leads to construction (i.e., generation capacity) but little electricity. Examples of failures include low grid connectivity with, some years averaging 15% of generation capacity broken or unconnected to the grid. A key lesson for Europe is that forced innovation often amounts to little and that the old saying holds up: “no plan survives contact with reality.”

The book can be downloaded here.

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