KOREASCHOLAR

This research examines the influence of network position, identity construction and role playing within business to business (B2B) interactions processes. The framework used as the basis for considering interaction processes developed from the AAR model (Håkansson & Snehota, 1995) and includes: accessing resources; developing actor bonds and conducting activities. There has been little research conducted into network position (Abrahamsen et al., 2012; Schepis et al., 2014); identity construction (Huemer, 2013; Schepis et al., 2014) and role playing (Abrahamsen et al., 2012; Lowe et al., 2012). This research develops a framework for incorporating all three concepts into the interaction process, rather than investigating them individually or paired, commonly undertaken in previous research. The research is conducted within an interpretive paradigm with 20 interviews conducted within the junior mining industry in Western Australia. Interviews were analysed using Leximancer™ and a comparison of the perceptions from companies playing different roles within the network examined. Results highlight that network position is influenced through accessing resources and developing actor bonds; identity construction occurs through developing actor bonds and conducting activities and role playing occurs when conducting activities and accessing resources. A theoretical framework highlights each of the above concepts within the framework of interaction processes. The value of this paper is that the each of these concepts is influenced through different aspects of the interaction process. Thus, highlighting which aspects of the interactions processes managers can adapt to improve their network position, identity construction and role perceptions.

• Sharon Purchase(UWA Business School)
• Ray Da Silva Rosa(UWA Business School)