The managerial implications of networking

Wim G. Biemans

European Management Journal, 1990, vol. 8, issue 4, 529-540

Abstract: Recent years have shown a proliferation of publications about interaction and networks. All in all, these articles and books tend to focus on the formulation of theory and hypotheses. Despite the relevance of further development of theoretical thought, managers display more interest in scientifically-based recommendations with direct practical relevance. Wim Biemans presents the findings of an in-depth analysis of seventeen cases of new product development in the Dutch medical equipment industry by discussing eight critical success factors related to networking. He maintains that, while the existence of networks offers great opportunities to management, the practice of networking involves some serious potential pitfalls and problems as well. The conclusions are summarized by The Five C's of Innovation Management. "Marketing can be seen as relationship management: creating, developing, and maintaining a network in which the firm thrives"(Gummesson).

Date: 1990
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