IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v88y2018icp79-90.html
   My bibliography  Save this article

Sensemaking, sensegiving and absorptive capacity in complex procurements

Author

Listed:
  • Prior, Daniel D.
  • Keränen, Joona
  • Koskela, Sami

Abstract

This 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.

Suggested Citation

  • Prior, Daniel D. & Keränen, Joona & Koskela, Sami, 2018. "Sensemaking, sensegiving and absorptive capacity in complex procurements," Journal of Business Research, Elsevier, vol. 88(C), pages 79-90.
    • Handle: RePEc:eee:jbrese:v:88:y:2018:i:c:p:79-90
    DOI: 10.1016/j.jbusres.2018.03.009
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296318301358
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2018.03.009?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Li, Shenxue & Scullion, Hugh, 2010. "Developing the local competence of expatriate managers for emerging markets: A knowledge-based approach," Journal of World Business, Elsevier, vol. 45(2), pages 190-196, April.
    2. Philippe Monin & Niels Noorderhaven & Eero Vaara & David Kroon, 2013. "Giving Sense to and Making Sense of Justice in Postmerger Integration," Post-Print hal-02276708, HAL.
    3. Antoaneta P. Petkova & Violina P. Rindova & Anil K. Gupta, 2013. "No News Is Bad News: Sensegiving Activities, Media Attention, and Venture Capital Funding of New Technology Organizations," Organization Science, INFORMS, vol. 24(3), pages 865-888, June.
    4. Ali, Murad & Seny Kan, Konan Anderson & Sarstedt, Marko, 2016. "Direct and configurational paths of absorptive capacity and organizational innovation to successful organizational performance," Journal of Business Research, Elsevier, vol. 69(11), pages 5317-5323.
    5. Ying Liao & Erika Marsillac, 2015. "External knowledge acquisition and innovation: the role of supply chain network-oriented flexibility and organisational awareness," International Journal of Production Research, Taylor & Francis Journals, vol. 53(18), pages 5437-5455, September.
    6. Stephen Flowers, 2007. "Organizational capabilities and technology acquisition: why firms know less than they buy," Industrial and Corporate Change, Oxford University Press and the Associazione ICC, vol. 16(3), pages 317-346, June.
    7. Cohen, Wesley M & Levinthal, Daniel A, 1989. "Innovation and Learning: The Two Faces of R&D," Economic Journal, Royal Economic Society, vol. 99(397), pages 569-596, September.
    8. Philippe Monin & Niels Noorderhaven & Eero Vaara & David Kroon, 2013. "Giving Sense to and Making Sense of Justice in Postmerger Integration," Post-Print hal-02312831, HAL.
    9. Dubois, Anna & Gadde, Lars-Erik, 2014. "“Systematic combining”—A decade later," Journal of Business Research, Elsevier, vol. 67(6), pages 1277-1284.
    10. Martine R. Haas, 2006. "Acquiring and Applying Knowledge in Transnational Teams: The Roles of Cosmopolitans and Locals," Organization Science, INFORMS, vol. 17(3), pages 367-384, June.
    11. Sridhar Balasubramanian & Shantanu Bhattacharya & Vish V. Krishnan, 2015. "Pricing Information Goods: A Strategic Analysis of the Selling and Pay-per-Use Mechanisms," Marketing Science, INFORMS, vol. 34(2), pages 218-234, March.
    12. Cantù, Chiara & Corsaro, Daniela & Snehota, Ivan, 2012. "Roles of actors in combining resources into complex solutions," Journal of Business Research, Elsevier, vol. 65(2), pages 139-150.
    13. Peters, Linda D. & Pressey, Andrew D. & Johnston, Wesley J., 2016. "Contingent factors affecting network learning," Journal of Business Research, Elsevier, vol. 69(7), pages 2507-2515.
    14. Caren Siehl & David E. Bowen & Christine M. Pearson, 1992. "Service Encounters as Rites of Integration: An Information Processing Model," Organization Science, INFORMS, vol. 3(4), pages 537-555, November.
    15. Arie Y. Lewin & Silvia Massini & Carine Peeters, 2011. "Microfoundations of Internal and External Absorptive Capacity Routines," Organization Science, INFORMS, vol. 22(1), pages 81-98, February.
    16. Dennis A. Gioia & Kumar Chittipeddi, 1991. "Sensemaking and sensegiving in strategic change initiation," Strategic Management Journal, Wiley Blackwell, vol. 12(6), pages 433-448, September.
    17. Alain Verbeke & Nathan S Greidanus, 2009. "The end of the opportunism vs trust debate: Bounded reliability as a new envelope concept in research on MNE governance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 40(9), pages 1471-1495, December.
    18. Beth A. Bechky, 2006. "Gaffers, Gofers, and Grips: Role-Based Coordination in Temporary Organizations," Organization Science, INFORMS, vol. 17(1), pages 3-21, February.
    19. Martin Hoegl & Hans Georg Gemuenden, 2001. "Teamwork Quality and the Success of Innovative Projects: A Theoretical Concept and Empirical Evidence," Organization Science, INFORMS, vol. 12(4), pages 435-449, August.
    20. Vargo, Stephen L. & Maglio, Paul P. & Akaka, Melissa Archpru, 2008. "On value and value co-creation: A service systems and service logic perspective," European Management Journal, Elsevier, vol. 26(3), pages 145-152, June.
    21. Vlaar, P.W.L. & van den Bosch, F.A.J., 2006. "Coping with Problems of Understanding in Interorganizational Relationships: Using Formalization as a Means to make Sense," ERIM Report Series Research in Management ERS-2006-034-STR, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    22. Stephen Flowers, 2004. "Contingent Capabilities And The Procurement Of Complex Product Systems," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 8(01), pages 1-20.
    23. Dennis Tourish & Paul Robson, 2006. "Sensemaking and the Distortion of Critical Upward Communication in Organizations," Journal of Management Studies, Wiley Blackwell, vol. 43(4), pages 711-730, June.
    24. Akbar Zaheer & Exequiel Hernandez & Sanjay Banerjee, 2010. "Prior Alliances with Targets and Acquisition Performance in Knowledge-Intensive Industries," Organization Science, INFORMS, vol. 21(5), pages 1072-1091, October.
    25. Karl E. Weick & Kathleen M. Sutcliffe & David Obstfeld, 2005. "Organizing and the Process of Sensemaking," Organization Science, INFORMS, vol. 16(4), pages 409-421, August.
    26. Dubois, Anna & Gadde, Lars-Erik, 2002. "Systematic combining: an abductive approach to case research," Journal of Business Research, Elsevier, vol. 55(7), pages 553-560, July.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Cheng-Hua Tzeng, 2021. "Executing absorptive capacity: a case study of spillover utilization by a domestic firm in China’s hotel industry," Asian Business & Management, Palgrave Macmillan, vol. 20(3), pages 409-434, July.
    2. Ostmeier, Esther & Strobel, Maria, 2022. "Building skills in the context of digital transformation: How industry digital maturity drives proactive skill development," Journal of Business Research, Elsevier, vol. 139(C), pages 718-730.
    3. Mullins, Ryan & Swain, Scott & Friend, Scott B., 2023. "How and should firms motivate salesperson effort across a Multi-Brand Portfolio?," Journal of Business Research, Elsevier, vol. 158(C).
    4. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
    5. Shekhar, Sudhanshu & Manoharan, Bhupesh & Rakshit, Krishanu, 2020. "Going cashless: Change in institutional logic and consumption practices in the face of institutional disruption," Journal of Business Research, Elsevier, vol. 114(C), pages 60-79.
    6. Liu, Zixu & Zhou, Jianghua & Li, Jizhen, 2023. "How do family firms respond strategically to the digital transformation trend: Disclosing symbolic cues or making substantive changes?," Journal of Business Research, Elsevier, vol. 155(PA).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Eero Vaara & Andrea Whittle, 2022. "Common Sense, New Sense or Non‐Sense? A Critical Discursive Perspective on Power in Collective Sensemaking," Journal of Management Studies, Wiley Blackwell, vol. 59(3), pages 755-781, May.
    2. Mary Ann Glynn & Lee Watkiss, 2020. "Of Organizing and Sensemaking: From Action to Meaning and Back Again in a Half‐Century of Weick’s Theorizing," Journal of Management Studies, Wiley Blackwell, vol. 57(7), pages 1331-1354, November.
    3. Ann‐Kristin Weiser, 2021. "The Role of Substantive Actions in Sensemaking During Strategic Change," Journal of Management Studies, Wiley Blackwell, vol. 58(3), pages 815-848, May.
    4. Guiette, Alain & Vandenbempt, Koen, 2017. "Change managerialism and micro-processes of sensemaking during change implementation," Scandinavian Journal of Management, Elsevier, vol. 33(2), pages 65-81.
    5. Kazadi, Kande & Lievens, Annouk & Mahr, Dominik, 2016. "Stakeholder co-creation during the innovation process: Identifying capabilities for knowledge creation among multiple stakeholders," Journal of Business Research, Elsevier, vol. 69(2), pages 525-540.
    6. Robert, Kihlberg & Ola, Lindberg, 2021. "Reflexive sensegiving: An open-ended process of influencing the sensemaking of others during organizational change," European Management Journal, Elsevier, vol. 39(4), pages 476-486.
    7. Danping Shao & Erhua Zhou & Peiran Gao, 2019. "Influence of Perceived Socially Responsible Human Resource Management on Task Performance and Social Performance," Sustainability, MDPI, vol. 11(11), pages 1-22, June.
    8. Loréa Baïada-Hirèche & Lionel Garreau, 2014. "Exploring the dynamics of ethical judgment : the sensemaking-based evolution model," Post-Print halshs-01009708, HAL.
    9. Mariano, Stefania & Al-Arrayed, Suad, 2018. "Combinations of absorptive capacity metaroutines: The role of organizational disruptions and time constraints," European Management Journal, Elsevier, vol. 36(2), pages 171-182.
    10. Mikami, Kentaro & Ikegami, Jusuke “JJ” & Bird, Allan, 2022. "Opportunism and trust in cross- national lateral collaboration: the Renault-Nissan Alliance and a theory of equity-trust," Journal of World Business, Elsevier, vol. 57(3).
    11. Allard-Poesi, Florence, 2015. "Dancing in the dark: Making sense of managerial roles during strategic conversations," Scandinavian Journal of Management, Elsevier, vol. 31(3), pages 338-350.
    12. Goretzki, Lukas & Reuter, Marek & Sandberg, Joanna & Thulin, Gabriella, 2022. "Making sense of employee satisfaction measurement – A technological frames of reference perspective," The British Accounting Review, Elsevier, vol. 54(1).
    13. Jørgensen, Lene & Jordan, Silvia & Mitterhofer, Hermann, 2012. "Sensemaking and discourse analyses in inter-organizational research: A review and suggested advances," Scandinavian Journal of Management, Elsevier, vol. 28(2), pages 107-120.
    14. Hong Zhu & Qi Zhu, 2016. "Mergers and acquisitions by Chinese firms: A review and comparison with other mergers and acquisitions research in the leading journals," Asia Pacific Journal of Management, Springer, vol. 33(4), pages 1107-1149, December.
    15. Lundberg, Heléne & Andresen, Edith & Törnroos, Jan-Åke, 2016. "Understanding network emergence after turbulent industrial relocation: A Swedish biorefinery initiative," European Management Journal, Elsevier, vol. 34(5), pages 475-483.
    16. Loréa Baïada-Hirèche & Lionel Garreau, 2014. "The dynamics of ethical judgment : an essay of modelization," Post-Print halshs-01009718, HAL.
    17. Bárbara Larrañeta & José Luis Galán González & Rocio Aguilar, 2017. "Early efforts to develop absorptive capacity and their performance implications: differences among corporate and independent ventures," The Journal of Technology Transfer, Springer, vol. 42(3), pages 485-509, June.
    18. Beattie, Vivien, 2014. "Accounting narratives and the narrative turn in accounting research: Issues, theory, methodology, methods and a research framework," The British Accounting Review, Elsevier, vol. 46(2), pages 111-134.
    19. Florence Allard-Poesi, 2015. "Dancing in the Dark: Making Sense of Managerial Roles during Strategic Conversations," Working Papers hal-01145772, HAL.
    20. Florence Allard-Poesi, 2015. "Dancing in the dark: Making sense of managerial roles during strategic conversations," Post-Print hal-01490734, HAL.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:88:y:2018:i:c:p:79-90. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.