Networking Performance: A study of the benefits of business networking in the West Midlands

2.50
Hdl Handle:
http://hdl.handle.net/2436/297584
Title:
Networking Performance: A study of the benefits of business networking in the West Midlands
Authors:
Broad, Roy M
Abstract:
Abstract Research on business networks has traditionally focussed on understanding the nature of relationships in networks but seldom the outcomes from business networking activities. This thesis examines the benefits from business networking from the perspective of firms in the West Midlands and explains the factors which improve networking performance. Networking is hailed by academics and marketing practitioners as a way to improve business performance. Firms are encouraged to invest resources in networking activities, without necessarily being able to measure the result. Researchers following in the ‘markets as networks’ tradition have identified understanding the benefits from business networking activities as a subject for further investigation. Using survey data from 298 firms in the West Midlands, the findings show that strength of relationship, planned networking behaviour and networking intensity to be significant indicators of networking performance. Analysis also shows degree of embeddedness to have a mediating effect on networking performance. This study provides empirical support for the idea that firms which adopt a systematic approach to business networking achieve better outcomes in terms of networking performance when measured as a percentage of sales turnover, compared to firms adopting an ad-hoc approach to networking. This study contributes to the marketing and markets as networks literature as well as advancing the conceptualisation of networking performance measured in terms of sales turnover. The thesis offers insights from the focal firm’s perspective as to why business networking is important and identifies factors which contribute to positive networking outcomes and a measure of networking performance
Advisors:
Machold, Silke Dr
Publisher:
University of Wolverhampton
Issue Date:
Nov-2012
URI:
http://hdl.handle.net/2436/297584
Type:
Thesis or dissertation
Language:
en
Description:
A thesis submitted in partial fulfilment of the requirements of the University of Wolverhampton Degree of Doctor of Philosophy
Appears in Collections:
E-Theses

Full metadata record

DC FieldValue Language
dc.contributor.advisorMachold, Silke Dren_GB
dc.contributor.authorBroad, Roy Men_GB
dc.date.accessioned2013-08-08T09:46:54Z-
dc.date.available2013-08-08T09:46:54Z-
dc.date.issued2012-11-
dc.identifier.urihttp://hdl.handle.net/2436/297584-
dc.descriptionA thesis submitted in partial fulfilment of the requirements of the University of Wolverhampton Degree of Doctor of Philosophyen_GB
dc.description.abstractAbstract Research on business networks has traditionally focussed on understanding the nature of relationships in networks but seldom the outcomes from business networking activities. This thesis examines the benefits from business networking from the perspective of firms in the West Midlands and explains the factors which improve networking performance. Networking is hailed by academics and marketing practitioners as a way to improve business performance. Firms are encouraged to invest resources in networking activities, without necessarily being able to measure the result. Researchers following in the ‘markets as networks’ tradition have identified understanding the benefits from business networking activities as a subject for further investigation. Using survey data from 298 firms in the West Midlands, the findings show that strength of relationship, planned networking behaviour and networking intensity to be significant indicators of networking performance. Analysis also shows degree of embeddedness to have a mediating effect on networking performance. This study provides empirical support for the idea that firms which adopt a systematic approach to business networking achieve better outcomes in terms of networking performance when measured as a percentage of sales turnover, compared to firms adopting an ad-hoc approach to networking. This study contributes to the marketing and markets as networks literature as well as advancing the conceptualisation of networking performance measured in terms of sales turnover. The thesis offers insights from the focal firm’s perspective as to why business networking is important and identifies factors which contribute to positive networking outcomes and a measure of networking performanceen_GB
dc.language.isoenen
dc.publisherUniversity of Wolverhamptonen
dc.subjectMarketingen_GB
dc.subjectNetworksen_GB
dc.subjectRelationshipsen_GB
dc.subjectNetworking Performanceen_GB
dc.titleNetworking Performance: A study of the benefits of business networking in the West Midlandsen_GB
dc.typeThesis or dissertationen
dc.type.qualificationnamePhDen
dc.type.qualificationlevelDoctoralen
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