Network pictures: concepts and representations

Purpose – There has recently been an increase in interest in the notion of “network pictures” amongst researchers in the field of business‐to‐business marketing. Network pictures are managers' subjective mental representations of their relevant business environment. They are posited to work as “sense‐making” devices, and consequently shape managerial decisions, actions, and evaluations. However, while interest in this concept has been reported in a range of literature that is here identified and discussed, there has been no attempt to rigorously conceptualise the underlying dimensions of such pictures. This paper aims to address this issue.Design/methodology/approach – Based on an extensive review of previous work, this study proposes a parsimonious set of interrelated dimensions, and initially tests this approach.Findings – This article shows the model's face validity, but also argues that not all dimensions are perceived as being equally useful: utilisation of the different dimensions is determined more...

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