Sensemaking, sensegiving and absorptive capacity in complex procurements

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dc.contributor.authorPrior, Daniel D.
dc.contributor.authorKeränen, Joona
dc.contributor.authorKoskela, Sami
dc.date.accessioned2018-03-20T10:00:48Z
dc.date.available2018-03-20T10:00:48Z
dc.date.issued2018-03-18
dc.description.abstractThis study explores and describes i) the nature of knowledge exchange processes at the frontline employee (FLE) level and ii) how FLE sensemaking processes affect buyer firm knowledge management practices in complex procurement contexts. The study utilizes an in-depth case analysis in the mining industry to identify a taxonomy of four buyer sensemaking investment/supplier collaboration profiles, to describe three sensegiving supplier roles (“confidence builders”, “competent collaborators”, and “problem-solvers”) and to explore how these evolve during complex procurement implementation. The study concludes with a conceptual model of the apparent linkages between sensemaking, sensegiving and buyer firm absorptive capacity in complex procurements. This study shows how micro-level (FLE) interactions influence macro-level knowledge integration (absorptive capacity) in the buyer firm. For managers, the study shows how the allocation of time and resources affects FLE-level knowledge exchange, with ultimate effect on buyer firm absorptive capacity.en_UK
dc.identifier.citationDaniel D. Prior, Joona Keränen and Sami Koskela, Sensemaking, sensegiving and absorptive capacity in complex procurements, Journal of Business Research, Volume 88, July 2018, Pages 79-90en_UK
dc.identifier.issn0148-2963
dc.identifier.urihttps://doi.org/10.1016/j.jbusres.2018.03.009
dc.identifier.urihttp://dspace.lib.cranfield.ac.uk/handle/1826/13106
dc.language.isoenen_UK
dc.publisherElsevieren_UK
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 International*
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/4.0/*
dc.subjectB2Ben_UK
dc.subjectknowledge managementen_UK
dc.subjectSolutionsen_UK
dc.subjectKnowledge intensive businessen_UK
dc.subjectCase studyen_UK
dc.subjectSupplier relationshipsen_UK
dc.titleSensemaking, sensegiving and absorptive capacity in complex procurementsen_UK
dc.typeArticleen_UK

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