Purpose – The purpose of this paper is to establish the importance and approaches in securing an organization's legitimacy from the network community of customers, suppliers and manufacturers, including private investors and state‐owned institutions when marketing their products....

Purpose – The paper aims to identify the challenges faced by Huawei Technologies, China's biggest telecommunications equipment manufacturer, as it makes the transition from an indigenously‐owned business to a potentially competitive global giant. Design/methodology/approach – This is an...

Purpose – Aims to provide the contextual framework for local and foreign manufacturers in assessing the market potential of China's telecommunications equipment market, including an analysis of contemporary economic, political and historical issues. Design/methodology/approach – This is an...

Purpose – The purpose of this paper is to investigate how and why staying on the edge of emerging and converging technologies is significant for businesses to create the most vibrant, adaptive and complex behaviors, including a wider range of business relational initiatives (e.g. outsourcing,...

Purpose – The purpose of this paper is to identify why and how organizational network legitimacy facilitates firms' access to knowledge networks and reciprocal knowledge exchange between stakeholders. Design/methodology/approach – The study involves a managerially oriented inductive...

Purpose – This paper aims to increase understanding of how firms can more effectively identify valuable and profitable innovations in the pharmaceutical industry and to identify the issues and challenges posed by current managerial decision-making practices. Design/methodology/approach – A...

Existing business marketing theory often overstates the importance of competitive positioning when undertaking market entry strategy, although most theory acknowledge the need to develop strategies based on an analysis of the market structure. Indeed, as business marketers offering distance...

Purpose – The purpose of this paper is to describe and analyze the role of requirement managers in new product development projects. Design/methodology/approach – This paper is based on a case study of an industrial platform project. Sixty-eight persons were interviewed and project...

Purpose – First, the purpose of this paper is to describe and analyze the role of the components in the creation of a partnering way of working; second, to illustrate how the achievement of such collaborative state is dependent on a hierarchy of constructs. Design/methodology/approach – The...