All Outputs (2)

Interfirm problem representation: Developing shared understanding within inter-organizational networks (2021)
Journal Article
Ogundipe, S. J., Peters, L. D., & Tóth, Z. (2022). Interfirm problem representation: Developing shared understanding within inter-organizational networks. Industrial Marketing Management, 100, 76-87. https://doi.org/10.1016/j.indmarman.2021.11.004

Actors in business networks often struggle to integrate their resources and bridge knowledge boundaries, which makes shared understanding difficult to establish and sustain. We develop the concept of interfirm problem representation (IFPR) to illustr... Read More about Interfirm problem representation: Developing shared understanding within inter-organizational networks.

Solution sales process blueprinting (2018)
Journal Article
Rabetino, R., Ogundipe, S. J., & Kohtamäki, M. (2018). Solution sales process blueprinting. International Journal of Business Environment, 10(2), 132-159. https://doi.org/10.1504/IJBE.2018.095799

By utilising the blueprinting technique, this study develops a sales process framework that visualises different activities, actors, and customer touch-points in the solution sales process. Based on a multiple-case study that includes data from eight... Read More about Solution sales process blueprinting.