Sergio Biggemann

Coordinated interaction and paradox in business relationships

Purpose – In this paper the authors present a theoretical framework that shows how interaction between two or more companies depends on its context of performance. Reflexivity between two or more levels of context potentially leads the parties to a situation exhibiting an apparently contradictory nature: paradox. The authors study the manner in which such situations occur and are resolved.Design/methodology/approach – The data in this paper comes from a three‐year‐long multiple case study investigation. Data was gathered from 15 different organizations through interviews, participant observation and document reviews.Findings – Context‐bounded interaction between organizational actors can be interpreted in different, sometimes contradictory, ways, which can create paradox. Parties cannot stay in paradox for long because it may produce adverse personal and social consequences. Thus, resolution of paradox potentially causes significant changes to the structural attributes of relationships.Practical implicati...

The essential role of information sharing in relationship development

Purpose – This paper aims to report on the role of information sharing in business relationships development.Design/methodology/approach – This paper is based on a single embedded case study research. Relationships between a large global manufacturer and supplier of imaging products and solutions and two of their major channels, also large retailers with several department stores, were studied. Semi‐structured interviews, participant observation and document reviews were utilised to gather data.Findings – A two‐dimensional construct of information sharing comprised by mutual disclosure and multi‐contact is proposed to account for this critical attribute of business‐to‐business relationship structure. The author concludes that information sharing fosters inter‐company collaboration, potentially increasing the value that both buyer and supplier can harvest from business relationships.Research limitations/implications – The findings of this research are not generalisable to one industry or population; howeve...

Outsourcing Maintenance in Complex Process Industries: Managing Firm Capabilities in Lock-In Effect

Purpose– The purpose of this paper is to analyze the rationale for choice of suppliers and the influence these decisions have on the firm’s capabilities.Design/methodology/approach– The authors examine the choice of in-house operations vs buying maintenance in the Swedish mining industry through a qualitative case study approach.Findings– The findings reveal a strong tendency to outsource maintenance.Research limitations/implications– This in turn has a strong influence on the firm’s capabilities and long-term competitive advantage and sustainability.Practical implications– Based on the empirical findings, the authors comment on the strength and weaknesses of the different outsourcing and attempt to find practical solutions that assist the firm in creating competitive advantage.Originality/value– The unique contribution of this study is that it extends prior firm capabilities studies by investigating the impact of capability loss specifically in complex, intricate maintenance processes in a dynamic industry.

The effects of previous episodes in business‐to‐business interaction

Purpose – This paper seeks to analyse the effects that previous episodes have on business‐to‐business relationships and how these episodes can influence the parties’ responses to a particular act. This investigation uses a network approach to investigate this relational situation.Design/methodology/approach – A single case study was used based on dozens of semi‐structured interviews to explore this phenomenon. Qualitative information was gathered. In addition to interviews, review of documents and observation were also completed.Findings – It was found that varied outcomes occurred in the relationships and are a consequence of the contexts brought to bear on the dealers’ interpretations of the act of introducing a new agreement. New dealer relationships were strengthened, while established dealer relationships may have been weakened.Practical implications – A long‐term relationship, built through exchanging acts over time, conditions the counterparts response to the focal companys act. This research sho...