Vasco Eiriz

IMP 2003. Aqui fica para registo o resumo e, em ligação, texto integral dos artigos submetidos por autores portugueses à conferência do IMP-Group - International marketing & purchasing desde ano, realizada há dia em Lugano, Suiça.

Technological Practice, Firms, Communities And Networks
Luis Araujo
The purpose of this paper is to explore the notion of technology as a practice and a system of connections. The Hughesian tradition in the history of technology locates technological practice in transorganisational systems, involving a variety of different actors by a central figure or entrepreneur. The Chandlerian approach privileges the firm as site of development of idiosyncratic capabilities, appropriation and development of technologies. Alternative approaches regard technology as knowledge, associated with well-winnowed traditions of practice and clearly defined communities of practitioners, involving both individuals and organisations. Constant (1987) attempted to reconcile these different traditions, through a framework contemplating communities of practitioners as the locus of technological knowledge, firms as the locus of technological practice and technological systems as the broader context where technologies evolve. Whilst relying on Constant’s insights, this paper argues that a more refined conception of technology as practice and knowledge as a system of connections needs to address junctions of user-producer interaction as the locus where technological is developed and shaped.

A Model For The Understanding Of Supply Chain Networks
Carlos Melo Brito, Catarina Roseira
This paper aims to develop a framework for the understanding of why and how supplier management influences the buying company’s strategy and performance. These are highly dependent on suppliers’ actions and on the way the relationships with them are managed by the buying company. Authors have developed extensive and valuable research on the impact of supplier relationships in a network context. However, important issues regarding supply management and its effects on the performance and strategy of the buying firm seem not to be fully investigated. In this context, this paper encompasses a model of supply chain networks developed on the basis of the conceptual framework of the IMP group.

The Impact Of Information Technologies On Customer Relationships Management
Carlos Melo Brito, Carla Ramos
Over the past few years there has been a strong technological evolution in the field of information and communication with a significant impact on management. Companies are investing huge amounts in relationship technologies, leading to new forms of interaction. On the other hand, the incorporation of activities of the value chain in integrated IT is likely to affect the network of relationships established, especially with strategic business partners. Focusing on business-to-business relationships, this paper has a twofold objective. Firstly, to understand the management of customer relationships in contexts where IT tend to assume an important role. Secondly, to analyse to what extent the new information technologies are likely to be a potential source of value for companies. And, if so, what are their advantages and limitations. These are relevant issues, both from a theoretical and practical point of view since they reflect a current trend whose understanding is critical to firms’ performance in the medium and long run. The research followed a qualitative methodological approach that focused on PostLog EMS, a firm that operates in the courier sector. In scientific terms, the paper attempts to contribute to a better understanding of relationships with customers intermediated by information technologies. In this context, the main contribution stems from its interdisciplinary character since it establishes a close link between two fields of research: marketing and information systems.

Walkshoes And Ivory Trade: Two Export Networks In Portugal
Luís Miguel D. F. Ferreira
This paper reports research on two export networks, Walkshoes and Ivory Trade , that were financially supported by the Portuguese Business Network Program. This paper attempts to describe the use of export networks as a viable internationalization strategy for Portuguese SMEs, and to identify the principal factors that influenced the establishment and development of those export networks. The research involved a qualitative study of the two export networks. Presently only Walkshoes is operating in its target market (Poland), the other network is not developing any activities due the political instability in Ivory Coast. It was found that a strong market goal among the participating firms– the agreement about the target market, common market objectives and the long-term perspectives of the investment - played a very important, positive role in the establishment and the functioning of the export network. It was also found that grouping issues had a significant impact on the outcomes: (1) Group size; (2) Composition of the group, financial situation of the participating firms and owners’ involvement; (3) Prior knowledge among the member firms and (4) the Broker’s role.

Sources Of Technological Innovation In Health Care Services
José António Figueiredo
Technological innovation became one of the biggest sources of competitiveness in major sub-sectors of services. In what concerns health care services business, evidences are much more diffused, because the ownership of the business could influence the objectives in terms of competitiveness, costs and service quality. Additionally, the concept of technological innovation is very wide, if we consider new medical equipment devices, new pharmaceuticals, new ways of contact with patients / clients, or new work processes. This paper intends to define a broad approach, in theoretical terms, to the different sources of innovation technology that could create additional competitiveness to the health care services business. Another important field to explore in this paper is to try to evaluate the impact of technological innovation in the different parts of health care business. Probably the impact of technology innovation in a major hospital surgery centre is very different from a dentist consultancy office, in terms of client’s satisfaction, costs, investment or training expenditures. Networks inside and around health care organisations are also part of this complex evaluation, particularly because innovation to be well succeeded needs to be adopted by the networks. Findings in this paper help to define sources of technological innovation and its relation with different types of health care service, which allow in a near future to know more about the relation between technological innovation and competitiveness in the different parts of the health care service business, and also in different types of ownership.

Connecting Capabilities Through Technological Centres
Joao Mota, Luis M. de Castro
Recent perspectives on a capabilities view of the firm often recognize the need for firms to develop an external organization. Within the IMP tradition, it is recognized that the external organization may include economic and non-economic exchange relationships. However, greater emphasis is given to the former. The relevance of relationships for firms and for industries can be linked to their role in the generation and diffusion of knowledge. In this paper we will discuss the potential role of technological centres (TC’s) as part of firms’ external organizations and emphasize TC’s role in connecting economic and non-economic exchange relationships. It is further suggested that the motives and the benefits perceived by firms and, in general, the relevance of sharing experiences within these contexts should be seen in the wider context of firms’ specific and idiosyncratic trajectories.