Network pictures: Concepts and representations

Stephan Henneberg, Stephan C. Henneberg, Stefanos Mouzas, Pete Naudé

Research output: Contribution to journalArticlepeer-review


Purpose - There has recently been an increase in interest in the notion of "network pictures" amongst researchers in the field of business-to-business marketing. Network pictures are managers' subjective mental representations of their relevant business environment. They are posited to work as "sense-making" devices, and consequently shape managerial decisions, actions, and evaluations. However, while interest in this concept has been reported in a range of literature that is here identified and discussed, there has been no attempt to rigorously conceptualise the underlying dimensions of such pictures. This paper aims to address this issue. Design/methodology/ approach - Based on an extensive review of previous work, this study proposes a parsimonious set of interrelated dimensions, and initially tests this approach. Findings - This article shows the model's face validity, but also argues that not all dimensions are perceived as being equally useful: utilisation of the different dimensions is determined more by what it is that managers wish to represent. Research limitations/implications - The implications of the concept of network pictures, as well as further research propositions, are discussed. Originality/value - As researchers develop their interest in network pictures, so one needs to develop one's understanding of what their underlying dimensions are. A parsimonious set of such dimensions is developed and tested. © Emerald Group Publishing Limited.
Original languageEnglish
Pages (from-to)408-429
Number of pages21
JournalEuropean Journal of Marketing
Issue number3-4
Publication statusPublished - 2006


  • Business environment
  • Business-to-business marketing


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