Networking under uncertainty: Concepts and research agenda

This paper has two aims: Firstly, to develop the interpretation of business management as a process of 'networking' between companies by relating networking to the concepts of managerial uncertainties and abilities. Secondly, to suggest some areas of potential research that arise from the view of management as networking under uncertainty. The paper builds on the Activities, Actors, Resources (ARA) structure (Hakansson & Snehota 1995) and the Model of Managing in Business Networks (Hakansson et al., 2009) and interprets business interaction as a problem-coping process that involves a set of choices for interacting actors within particular business relationships that are unique in time and space. The paper then relates these choices to the uncertainties and abilities of interacting counterparts. (c) 2010 Elsevier Inc. All rights reserved.