Papers by Florence Crespin
This paper aims at increasing the understanding of construction partnering and relationships in p... more This paper aims at increasing the understanding of construction partnering and relationships in projectmarketing
by analyzing the impact of previous relationships among project stakeholders on the choice of partnering and of
partners. Based on a conceptual framework combining the insights of the Industrial Network Approach with the
model of project co-development proposed by Crespin-Mazet and Ghauri (2007), the paper analyzes a focal
partnering project and its connections to other projects. It concludes that the context of the relationships seems
to influence the customer's selection of partnering and partners. The paper's contributions address the relative
importance of the project's functional challenge and relational congruence in the project network on the
customer's procurement choice. For a first partnering agreement, this choice seems primarily influenced by the
project's functional challenge while the subsequent choice of partners relies on high relational congruence. Once
a positive experience of project partnering gained, the customer's choice seems primarily influenced by the
relational congruence in the project network so as to harvest previous investments (resource adaptations) made
in their relationshipwith a given partner. The paper highlights several contributions to the construction partnering
literature and project marketing literature.
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The purpose of this article is to shift gear from the purely economic to the socioeconomic
level ... more The purpose of this article is to shift gear from the purely economic to the socioeconomic
level in project marketing and consequently to demonstrate that project marketing
consists, to a certain extent, in the management of a firm's relationships to a local network of
business and non-business actors, named the milieu. This networking action forms the basis of a
proactive approach aiming at anticipating bids and at maximizing the firm's chances of success
on on-going projects.
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This article examines the role of branding as a vector for internal communication and as a method... more This article examines the role of branding as a vector for internal communication and as a method of stimulating learning and change. Instead of focusing on the external impact of the brand, it uses an in-depth case study in the French construction industry to show how a commercial brand can foster the emergence of internal communities that stimulate information exchange, the sharing of best practices, and innovation, The members of these communities collectively developed their own tools, vocabulary, and management practices around the brand to make it their own—a process that influenced their personal identity as well as the firm’s organizational identity. The results of this study suggest that a brand can encourage the transfer of knowledge drawn from localized experience within a firm.
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This paper explores the roles of actors in combining resources to develop an innovation network s... more This paper explores the roles of actors in combining resources to develop an innovation network supporting the actual use of Automated External Defibrillators –AEDs- by end citizens in France. While there is growing attention devoted to innovation networks and recognition of the importance of adopting a users’ perspective to analyze innovation ventures, the role of actors in the development of resource combinations as complex solutions has been acknowledged as requiring more empirical research.
This paper contributes to better understanding how technical innovations can be embedded in a using setting through interaction and development of new resource combinations in networks with a focus on the implementation stage of innovation. The paper sheds the light on new perspectives related to the configuration of innovation networks in terms of structure, coordination mechanisms and resource constellations. It suggests enlarging the perspective to a usage point of view to refer to the actual practices of appropriation (or lack of appropriation) of the innovation and to highlight the role of other value partners in this process (non users). It introduces the concept of “Usage Network” to reflect a larger perspective than the concept of users’ network. Firstly, beyond users, the Usage Network integrates a plurality of actors such as public institutions, sponsors, associations and opinion leaders coming from different business and non business arenas (public, private, individuals/professionals, experts/lay citizens…) having idiosyncratic resources enabling them to relate and interact with users. Secondly, the paper shows how the transformation of the original innovative product and its combination with the resources from those various actors take form into additional solutions, enriching it and facilitating its diffusion and adoption.
The paper also provides an original insight on the coordination mechanisms of such Usage Network carried out by boundary actors which are able to create links between the AED supplier and their own network. These boundary actors coordinate the activities of its various members in their effort at combining their resources with those of the supplier: they act as “lead-value creating partners” for the supplier. The paper also highlights the variety of resource combinations required to develop the final solution both within type and across types and confirmed the richness of mixed combinations in terms of value creation. This richness also comes from the plurality of the actors holding them.
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Journal of Purchasing and Supply Management, 2010
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Industrial Marketing Management, 2007
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Papers by Florence Crespin
by analyzing the impact of previous relationships among project stakeholders on the choice of partnering and of
partners. Based on a conceptual framework combining the insights of the Industrial Network Approach with the
model of project co-development proposed by Crespin-Mazet and Ghauri (2007), the paper analyzes a focal
partnering project and its connections to other projects. It concludes that the context of the relationships seems
to influence the customer's selection of partnering and partners. The paper's contributions address the relative
importance of the project's functional challenge and relational congruence in the project network on the
customer's procurement choice. For a first partnering agreement, this choice seems primarily influenced by the
project's functional challenge while the subsequent choice of partners relies on high relational congruence. Once
a positive experience of project partnering gained, the customer's choice seems primarily influenced by the
relational congruence in the project network so as to harvest previous investments (resource adaptations) made
in their relationshipwith a given partner. The paper highlights several contributions to the construction partnering
literature and project marketing literature.
level in project marketing and consequently to demonstrate that project marketing
consists, to a certain extent, in the management of a firm's relationships to a local network of
business and non-business actors, named the milieu. This networking action forms the basis of a
proactive approach aiming at anticipating bids and at maximizing the firm's chances of success
on on-going projects.
This paper contributes to better understanding how technical innovations can be embedded in a using setting through interaction and development of new resource combinations in networks with a focus on the implementation stage of innovation. The paper sheds the light on new perspectives related to the configuration of innovation networks in terms of structure, coordination mechanisms and resource constellations. It suggests enlarging the perspective to a usage point of view to refer to the actual practices of appropriation (or lack of appropriation) of the innovation and to highlight the role of other value partners in this process (non users). It introduces the concept of “Usage Network” to reflect a larger perspective than the concept of users’ network. Firstly, beyond users, the Usage Network integrates a plurality of actors such as public institutions, sponsors, associations and opinion leaders coming from different business and non business arenas (public, private, individuals/professionals, experts/lay citizens…) having idiosyncratic resources enabling them to relate and interact with users. Secondly, the paper shows how the transformation of the original innovative product and its combination with the resources from those various actors take form into additional solutions, enriching it and facilitating its diffusion and adoption.
The paper also provides an original insight on the coordination mechanisms of such Usage Network carried out by boundary actors which are able to create links between the AED supplier and their own network. These boundary actors coordinate the activities of its various members in their effort at combining their resources with those of the supplier: they act as “lead-value creating partners” for the supplier. The paper also highlights the variety of resource combinations required to develop the final solution both within type and across types and confirmed the richness of mixed combinations in terms of value creation. This richness also comes from the plurality of the actors holding them.
by analyzing the impact of previous relationships among project stakeholders on the choice of partnering and of
partners. Based on a conceptual framework combining the insights of the Industrial Network Approach with the
model of project co-development proposed by Crespin-Mazet and Ghauri (2007), the paper analyzes a focal
partnering project and its connections to other projects. It concludes that the context of the relationships seems
to influence the customer's selection of partnering and partners. The paper's contributions address the relative
importance of the project's functional challenge and relational congruence in the project network on the
customer's procurement choice. For a first partnering agreement, this choice seems primarily influenced by the
project's functional challenge while the subsequent choice of partners relies on high relational congruence. Once
a positive experience of project partnering gained, the customer's choice seems primarily influenced by the
relational congruence in the project network so as to harvest previous investments (resource adaptations) made
in their relationshipwith a given partner. The paper highlights several contributions to the construction partnering
literature and project marketing literature.
level in project marketing and consequently to demonstrate that project marketing
consists, to a certain extent, in the management of a firm's relationships to a local network of
business and non-business actors, named the milieu. This networking action forms the basis of a
proactive approach aiming at anticipating bids and at maximizing the firm's chances of success
on on-going projects.
This paper contributes to better understanding how technical innovations can be embedded in a using setting through interaction and development of new resource combinations in networks with a focus on the implementation stage of innovation. The paper sheds the light on new perspectives related to the configuration of innovation networks in terms of structure, coordination mechanisms and resource constellations. It suggests enlarging the perspective to a usage point of view to refer to the actual practices of appropriation (or lack of appropriation) of the innovation and to highlight the role of other value partners in this process (non users). It introduces the concept of “Usage Network” to reflect a larger perspective than the concept of users’ network. Firstly, beyond users, the Usage Network integrates a plurality of actors such as public institutions, sponsors, associations and opinion leaders coming from different business and non business arenas (public, private, individuals/professionals, experts/lay citizens…) having idiosyncratic resources enabling them to relate and interact with users. Secondly, the paper shows how the transformation of the original innovative product and its combination with the resources from those various actors take form into additional solutions, enriching it and facilitating its diffusion and adoption.
The paper also provides an original insight on the coordination mechanisms of such Usage Network carried out by boundary actors which are able to create links between the AED supplier and their own network. These boundary actors coordinate the activities of its various members in their effort at combining their resources with those of the supplier: they act as “lead-value creating partners” for the supplier. The paper also highlights the variety of resource combinations required to develop the final solution both within type and across types and confirmed the richness of mixed combinations in terms of value creation. This richness also comes from the plurality of the actors holding them.