Ivan Snehota
http://usi.to/e5n
Publications
Journal Article (26)
- Guercini S., La Rocca A., Runfola A., Snehota I. (2015) Heuristics in customer-supplier interaction, Industrial Marketing Management
- Guercini S., La Rocca A., Runfola A., Snehota I. (2014) Interaction behaviors in business relationships and heuristics: issues for management and research agenda, Industrial Marketing Management, 43(6):929-937
- La Rocca A., Mandelli A., Snehota I. (2014) Nethnography approach as a tool for marketing research: The case of Dash-P&G/TTV, Management Decision, 52(4):689-704
- La Rocca A., Snehota I. (2014) Relating in business networks: Innovation in practice, Industrial Marketing Management, 43(3):441-447
- La Rocca A., Snehota I. (2014) Value creation and organisational practices at firm boundaries, Management Decision, 52(1):2-17
- La Rocca A., Ford D., Snehota I. (2013) Initial relationship development in new business ventures, Industrial Marketing Management, 42(7):1025-1032
- Haas A., Snehota I., Corsaro D. (2012) Creating Value in Business Relationships: The Role of Sales, Industrial Marketing Management.
- La Rocca A., Snehota I. (2012) Measuring Customer Attractiveness, Industrial Marketing Management, 41 (8):1241-1248
- Corsaro D., Snehota I. (2012) Perceptions of Change in Business Relazionships and Networks, Industrial Marketing Management, Vol 40 (6).
- Cantù C., Corsaro D., Snehota I. (2012) Role of Actors in Combining Resources for Complex Solutions, Journal of Business Research.
- Gatti L., Snehota I. (2012) The role of corporate social responsibility, perceived quality and corporate reputation on purchase intention: Implications for brand management, Journal of Brand Management
- Corsaro D., Snehota I. (2011) Alignment and Misalignment in Business Relationships, Industrial Marketing Management, Vol 40 (6).
- Cibuschi F., Perna A., Snehota I. (2011) Assembling Resources When New Business is Forming, Journal of Business Research
- La Rocca A., Snehota I. (2011) Knowledge in Use in Business Relationships, IMP Journal,5(2), 79-93.
- Snehota I. (2011) New Business Formation in Business Networks, IMP Journal, Vol 5 (1)
- Snehota I. (2010) Book review: "In Search of a New Logic for Marketing - Foundations of contemporary Theory" by Christian Groenroos, Journal of Business-to-Business Marketing, 17:1-9
- Corsaro D., Snehota I. (2010) Searching for Relationship Value in Business Markets: Are We Missing Something?, Industrial Marketing Management, Vol. 39 (6):986-995
- Ford D., Hakansson H., Gadde L., Snehota I., Waluszewski A. (2009) Analysing Business Interaction, The IMP Journal, vol 4., iss 4.1, pp 86-103
- Tunisini Grotti A., Snehota I., Bocconcelli R. (2006) Market Relationships and Corporate Acquisition Outcomes, IMP Journal 2
- Tunisini Grotti A., Snehota I. (2003) The Supply Side and Strategic Positioning, Journal of Customer Behaviour 2
- Gadde L., Snehota I. (2000) "Making the Most of Supplier Relationships". Industrial Marketing Management, 29 (4):305-316
- FIOCCA R., Snehota I. (1994) "Customer Focus and Management of Buyer-Seller Relationships", Quaderni di Formazione, No. 78, Dec., Milano: Pirelli, pp 27-38
- Snehota I. (1993) "Market as Network and the Nature of the Market Process", in Sharma D. & Cavusgil T.S. (eds.): Advances in Marketing, Vol.5, Greenwich: JAI Press Inc., pp 31-41
- Hakansson H., Snehota I. (1989) "No Business is an Island", Scandinavian Journal of Management Studies, 4 (3/89):187-200
- Snehota I. (1988) "La gestione del rapporto con i grandi clienti", (in Italian: Managing relationships to large customers) Economia e Management, 3:64-70
- FIOCCA R., Snehota I. (1986) "Marketing ed Alta Technologia". (in Italian: Marketing and Hi-Tech) Sviluppo & Organizzazione, No. 98, Nov.-Dec.:75-81
Book (8)
- Ford D., Gadde L. -., Hakansson H., Snehota I. (2011) Managing Business Relationships. (3ed.) Chichester: John Wiley & Sons
- Hakansson H., Ford D., Gadde L., Snehota I., Waluszewski A. (2009) Business in Networks. Chichester: John Wiley & Sons
- Fiocca R., Snehota I., Tunisini Grotti A. (2009) Marketing business-to-business. McGraw Hill, Milano
- Ford D., Gadde L., Hakansson H., Snehota I. (2003) Managing Business Relationships. New York: Wiley
- Ford D., Berthon P., Brown S., Gadde L., Hakansson H., Naude P., Ritter T., Snehota I. (2002) The Business Marketing Course - Managing in Complex Networks. Chichester: John Wiley & Sons
- Hakansson H., Snehota I. (1995) Developing Relationships in Business Networks. London, Routledge
- Snehota I. (1990) a Theory of Business Enterprise (doctoral thesis). Uppsala University, Department of Business Studies
- Hakansson H., Snehota I. (1976) Markandsplanering - ett sdtt att skapa nya problem. (in Swedish: Market planning a way to create new problems). Lund: Studentlitteratur
Book chapter (11)
- La Rocca A., Snehota I. (2014) Value in strategic account management. In D. Woodburn & K. Wilson (eds), Handbook of strategic account management.. Wiley, 171-189
- Mandelli A., Snehota I. (2008) Markets as Mediated Conversations. In Benoit-Barné et al. (eds.) What is an Organization? Materiality, Agency, and Discourse. University of Montreal conference proceedings. Montreal
- Hakansson H., Snehota I. (2000) "Marketing in Business Markets". In Wensley R. and Weitz B. Handbook of Marketing. San Diego: Sage, pp 513-526
- Hakansson H., Snehota I. (2000) "The IMP Perspective - Asset and Liability of Business Relationships". In Sheth J. B. & Parvaktiar A.: Handbook of Relationship Marketing. San Diego: Sage, 69-94
- Lundgren A., Snehota I. (1998) "Ekonomisk organisation som ndtverk". (in Swedish - Economic Organization as Network. In Czarniawska B. (ed.): Organisationsteori pe svenska. Lund: Liber Ekonomi, pp 9-21
- Ford D., Gadde L., Hakansson H., Lundgren, Snehota I., Turnbull P., Wilson D. (1998) Managing Business Relationships. New York: Wiley (authored chapters 4 & 5, co-authored chapter 6)
- Hakansson H., Snehota I. (1998) "The Burden of Relationships". In: Naude P. & Turnbull P. (eds.) (1998): Network Dynamics in International Marketing. Pergamon Press, pp. 16-25
- FIOCCA R., Snehota I. (1989) "High Technology and Management of the Market Differential, in Hallen L. & Johanson J. (eds), Networks of Relationships in International Industrial Marketing.. Greenwich, Conn.: JAI Press Inc., 199-209
- Snehota I. (1982) Electra case, in Hakansson H. (ed.): International Marketing and Purchasing of Industrial Goods - An Interaction Approach. New York: Wiley, 196-209
- Snehota I. (1982) Siderex case, in Hakansson H. (ed.): International Marketing and Purchasing of Industrial Goods - An Interaction Approach. New York: Wiley, 62-73
- Hallen L., Snehota I. (1978) "Fvretagets internationella inkvp". (in Swedish: Companies purchasing from abroad) in Hakansson H. & Melin L. (eds.): Inkvp.. Lund: P.A Norstedt & Svner
Conference proceedings (18)
- La Rocca A., Perna A., Snehota I. (2013) Developing new business relationships: an outside-in perspective. Academy of Marketing Science. AMS World Marketing Congress. Melbourne. 17-20 July, 2013
- La Rocca A., Haas A., Snehota I. (2012) Building initial relationships: the emerging tasks of sales in new business development. Academy of Marketing Science. 2012 AMS World Marketing Congress - Cultural Perspectives in Marketing. Atlanta. August 29 - September 1, 2012
- Corsaro D., Sebastiani R., Snehota I. (2011) Exploring Interaction in S-D Logic. Naples Service Forum
- Corsaro D., Snehota I. (2010) Alignment in Business Relationships. IMP Conference. Budapest. 2-4 September
- Corsaro D., Ravald A., Snehota I. (2010) Framing Change in Business Relationships. Servsig Conference. Porto
- Corsaro D., Snehota I. (2009) Searching for Relationship Value in Business Markets: are we missing something?. IMP Conference, Marseille
- Corsaro D., Snehota I. (2009) Searching for Relationship Value in Business Markets: are we missing something?. International Conference on Business Market Management. Copenhagen, Denmark. 18-20 March
- Mandelli A., Snehota I., Bernardi C., La Rocca A. (2005) From markets as information-based structures to markets as sense-making networks. European Academy of Management. 5th European Academy of Management Conference (EURAM),
- Snehota I., Tahtinen J. (2003) "Managers Role in Weakening Relationships". Paper presented at the 32nd Eropean Marketing Accademy Conference, May 2003, University of Strathclyde
- Snehota I. (2003) Market-as-Network; So What?. Proceedings of the at 19th IMP Conference. University of Lugano. September 4-6, 2003
- Ford D., Gadde L., Hakansson H., Snehota I. (2002) "Managing Networks". paper presented at ANZMAC annual conference. University of Perth. November 2002
- Helgesson C., Snehota I. (2001) "Explaining Economic Organisation - embracing heterogeneous practices". working paper presented at 11th annual Nordic workshop on Interorganisational Studies, Gothemburg: Chalmers Institute of Technology (August 2001)
- Gadde L., Snehota I. (1999) Developing Effective Supply Strategy. Proceedings of 15th Annual IMP Conference. Dublin. 2-4 September 1999
- Dubois A., Gadde L., Snehota I. (1999) Leverantorpartnering - hva betyr det egentlig? (pe norska). Logistik og innkjop. n. 2/99, pp 10-13
- Gadde L., Snehota I. (1999) Supplier Partnerships - What Does It Mean?. Paper presented at Ninth Academy of Marketing Science World Marketing Congress. Malta. June 22-26, 1999
- Gadde L., Snehota I. (1998) Making the Most of Supplier Relationships. Proceedings of The Second Worldwide Rresearch Symposium on Purchasing and Supply Chain Management: London: The Chartered Institute of Purchasing and Supply, pp 191-213
- Snehota I., Svderlund M. (1998) Relationship Marketing - What does it promis and What does it deliver? An empirical examination of repeat purchase customers. Proceedings of European Marketing Accademy Conference. Stockholm. 20-23 May, 1998
- Snehota I. (1997) "Market-as-Network and the Theory of the Firm". Proceedings of the 13th IMP Conference. Lyon. sept 1997
Report in scientific conference (9)
- Freytag P. V., Højbjerg Clarke A., La Rocca A., Snehota I. (2014) Jockeying for a position in a business network in motion. 30th Industrial Marketing and Purchasing (IMP) Conference.. Bordeaux, France.. September
- Guercini S., La Rocca A., Runfola A., Snehota I. (2013) Heuristics in business interactions. 29th IMP Conferene. Atlanta. September
- La Rocca A., Snehota I. (2012) New Venture Development in B2B Markets. EMAC 2012 Annual Conference. Lisbon, Portugal. 22-25 May
- La Rocca A., Snehota I. (2012) Sales Outside-in and Inside-out. 28 th IMP Conference. Rome. 13-15 September
- La Rocca A., Snehota I. (2011) Actors' Identity in Business Relationships. IMP Conference. Glascow. 1-3 September, 2011
- La Rocca A., Comi A., Corsaro D., Snehota I. (2011) Brand Images in Business to Business. 7th Thought Leaders International Conference in Brand Management. Lugano. March 10-12, 2011
- Gatti L., Snehota I. (2010) The Effect of Corporate Reputation, Perceived CSR and Perceived Quality on Intention to Buy Panettone: A Study among Consumers. The 6th Thought Leaders International Conference in Brand Management. Lugano, Switzerland. April 18-20, 2010
- Corsaro D., Snehota I. (2009) Managing Customer Relationships. Convegno Annuale Societa' Italiana di Marketing. Firenze
- La Rocca A., Snehota I. (2008) The formation of identities in customer-supplier relationships. 24th Industrial Marketing and Purchasing (IMP) Conference. Uppsala, Sweden. September
Other publication (2)
- Snehota I. (1995) "Economy of Interorganizational Relationships"
- Blankenburg D., Snehota I. (1992) Connectedness of Business Relationships
