Drawing on social capital theory, this study explores how two types of guanxi – with business partners and with government officials – affect corporate capabilities differently, and examines their contingent value. The results from a survey of 409 firms in China indicate that the two guanxi...

Purpose – The purpose of this paper is to explore how a global supplier network can support and contribute to a market driving strategy. Theoretically, the paper contributes by integrating the market driving strategy and the network approach. IKEA is considered one of the leading market...

Purpose: The purpose is to investigate how a retailer identifies critical network actors and gains their support when entering an emerging market. and to examine the role of a firm's relationships with different types of actors on the new market.Design/methodology/approach: The study is of an...