Dr LA ROCCA Antonella

Associate Professor

Pôle : Marketing

Nationalités :

Teaching

  • B2B Marketing
  • Introduction to Marketing Management
  • Strategic Marketing
  • Service Marketing
  • Innovation and Entrepreneurship
  • Strategic Analysis

Qualifications

  • PhD, Institute of Marketing and Communication Management, Università della Svizzera italiana (USI), Lugano, Switzerland, (2011)

Service

  • Member of the Board of the Industrial Marketing and Purchasing (IMP) Group (January 2016-)
  • Member of the Board and the Academic Board of the Association for Key Account Management (January 2016-)
  • Associate Editor of the Industrial Marketing and Purchasing Journal (IMP Journal), Emerald (2015-)
  • Reviewer
    o Industrial Marketing Management (permanent reviewer since 2012)
    o Journal of Business Research (ad hoc)
    o Journal of International Entrepreneurship (ad hoc)
    o Management Decision (ad hoc)
    o Service Business (ad hoc)

Research interests

  • Marketing business to business
  • Dynamics of customer-supplier relationships
  • Inter-organizational relationships and business networks
  • Innovation and new market relationships
  • The role of sales in the innovation process

Work experience

Academic

  • Associate Professor, Rennes School of Business, Marketing Academic Area (May 2017 – Present)
  • Assistant Professor, BI Norwegian Business School, Department of Strategy (December 2016 – April 2017)
  • Research Fellow, Akershus University Hospital, Health Services Research Center, Norway (December 2013 – November 2016)
  • Visiting Research Fellow, BI Norwegian Business School, Department of Innovation and Economic Organization, (December 2013 – November 2016)
  • Lecturer of Innovation and Entrepreneurship, BI Norwegian Business School (August 2015 – April 2017)
  • Lecturer of Strategic Analysis, Oslo and Akershus University College, (August – December 2014)
  • PostDoc, Institute of Marketing and Communication Management, USI, Lugano, Switzerland (2011-2013)
  • Co-teacher of Service Marketing, USI, Lugano, Switzerland (2011)
  • Lecturer of Marketing Tutorial, USI, Lugano, Switzerland (2007-2011)
  • Teaching Assistant of Introduction to marketing, Strategic marketing, B2B marketing, Service marketing (2005-2010)

Other academic experiences

  • PhD supervision/examiner
  • o Completed PhD thesis
    Tonje Hungnes: Reorganizing healthcare services – sensemaking and organizational innovation. BI Norwegian Business School, 2017 (co-supervisor)
    o PhD Examiner
    Andres Laya: The Internet of Things in Health, Social Care, and Wellbeing. KTH Royal Institute of Technology in Stockolm, Sweden, 2017.

    • Faculty Member of the Annual Doctoral Consortium of the Industrial Marketing and Purchasing Conference (2014, 2015)

     Intellectual contributions

    Peer-reviewed international journals

    • La Rocca, A., Perna, A., Snehota, I. & Ciabuschi, F. (2018). The role of supplier relationships in the development of new ventures. Industrial Marketing Management. doi.org/10.1016/j.indmarman.2017.12.008
    • Snehota, I., La Rocca, A., & Waluszewski, A. (2017). Editorial: Interaction in business relationships and its consequences. The IMP Journal, 11(3), 350-352.
    • La Rocca, A., & Snehota, I. (2017). Business Models in Business Networks – How do they emerge? The IMP Journal, 11(3), 398-416.
    • La Rocca, A., & Hoholm, T. (2017). Coordination between primary and secondary care: The role of ICT-based communication and incentive system. BMC Health Service Research, 17, 149-163.
    • La Rocca, A., Hoholm, T., & Mørk, B. E. (2017). Practice theory and the study of interaction in business relationships – Some methodological implications. Industrial Marketing Management, 60, 187-195.
    • Caruana, A., La Rocca, A., & Snehota I. (2016). Learner satisfaction in marketing simulation games: antecedents and Influencers. Journal of Marketing Education, 38(2), 107-118.
    • La Rocca, A., Moscatelli, P., Perna, A., & Snehota, I. (2016). Customer involvement in new product development in B2B: The role of sales. Industrial Marketing Management, 58, 45-57.
    • La Rocca, A., & Snehota, I. (2016). Corporate associations in B2B: coping with multiple relationship- specific identities. The IMP Journal, 10(1), 172-188.
    • Guercini, S., La Rocca, A., Runfola, A., & Snehota, I. (2015). Heuristics in customer-supplier interaction. Industrial Marketing Management, 48, 26-37.
    • Lacoste, S., & La Rocca, A. (2015). Commentary on “Storytelling by the sales force and its effect on buyer-seller exchange” by David Gilliam and Karen Flaherty. Industrial Marketing Management, 46, 143-146.
    • La Rocca, A., Snehota, I., & Trabattoni. C. (2015). Construction of meanings in business relationships and networks. The IMP Journal, 9(2), 163-176.
    • Baraldi, E., La Rocca, A., & Perna, A. (2014). Good for science, but which implications for business? An analysis of the managerial implications in high-impact B2B marketing articles published between 2003 and 2012. Journal of Business and Industrial Marketing, 29(7/8), 1-26.
    • Guercini, S., La Rocca, A., Runfola, A., & Snehota, I. (2014). Interaction behaviors in business relationships and heuristics: issues for management and research agenda. Industrial Marketing Management, 43(6), 929-937.
    • La Rocca, A., Mandelli, A., & Snehota, I. (2014). Netnography as a tool for marketing research. The case Dash-P&G/TTV. Management Decision, 52(4), 689-704.
    • La Rocca, A., & Snehota, I. (2014). Relating in Business Networks: Innovation in practice. Industrial Marketing Management, 43(3), 441-447.
    • La Rocca, A., & Perna, A. (2014). New venture acquiring position in an existing network. The IMP Journal, 8(2), 28-37.
    • La Rocca, A., & Snehota, I. (2014). Value Creation and organizational practice at firm boundaries. Management Decision, 52(1), 2-17.
    • Baraldi, E., La Rocca, A., & Perna, A. (2013). Intra and inter-organizational effect of a CRM system implementation. Mercati e Competitività. DOI: 10.3280/MC2013-001003.
    • La Rocca, A. (2013). Approaching (inter-) actors in the business landscape. The IMP Journal, 7(3), 171- 179.
    • La Rocca, A., Ford, D., & Snehota, I. (2013). Initial relationship development in new business ventures. Industrial Marketing Management, 42(7), 1025-1032.
    • La Rocca, A. Caruana, A., & Snehota, I. (2012). Measuring customer attractiveness. Industrial Marketing Management, 41(8), 1241-1248.
    • La Rocca, A., & Snehota, I. (2011). Knowledge in use when actors interact in business relationships. The IMP Journal, 5(2), 79-93

    Books

    • Hoholm, T., La Rocca, A., & Aanestad, M. (eds.). (2017). Controversies in health care innovations. Service, Technology and Organization. Palgrave.
    • Aaboen, L., La Rocca, A., Lind, F., Perna, A., & Shih, T. (Eds) (2017). Starting-up in business networks. Why relationships matter in entrepreneurship. Palgrave.
    • Mangal, V., Mandelli, A., Karmarkar, U., & La Rocca, A. (Eds) (2016). UCLA Anderson Business and Information Technologies (BIT) Project: A Global Study of Business Practice (2015). Singapore: World Scientific Publishing.

    Book Chapters

    • Havenvid, I.M, & La Rocca, A. (2017). New Business Development in Business Networks (pp. 87 – 103), In H. Håkansson and I. Snehota (eds), No Business is an Island: Making Sense of the Interactive Business World. Emerald.
    • Abrahamsen, M., Havenvid, I.M, & La Rocca, A. (2017). Researching the Interactive Business Landscape (pp. 253-273), In H. Håkansson and I. Snehota (eds), No Business is an Island: Making Sense of the Interactive Business World. Emerald.
    • Hoholm, T., La Rocca, A., Aanestad, M. (2017). Introduction: Controversies in Health Care Innovation. Service, Technology and Organization (pp. 1-20). In T. Hoholm et al. (eds.). (2017). Controversies in health care innovations. Service, Technology and Organization. Palgrave.
    • Araujo, L., La Rocca, A., Hoholm, T. (2017). Reconfiguring the relation between primary and secondary healthcare through policy instruments (pp. 161-184). In T. Hoholm et al. (eds.), Controversies in health care innovations. Service, Technology and Organization. Palgrave.
    • La Rocca, A. (2017). Networked innovation in health care: a literature review and research agenda on the interplay of inner and outer contexts of innovation (pp. 247-278). In T. Hoholm et al. (eds.), Controversies in health care innovations. Service, Technology and Organization. Palgrave.
    • Aaboen, L., La Rocca, A., Lind, F., Perna, A., & Shih, T. (Eds) (2017). Introduction: Starting-up in business networks. Why relationships matter in entrepreneurship. In L. Aaaboen et al. (eds), Starting-up in business networks. Why relationships matter in entrepreneurship (pp.1-16), Palgrave.
    • La Rocca, A., Snehota, I, & Harrison, D. (2017). Starting-up: relating to a context in motion. In L. Aaboen et al. (eds). Starting-up in business networks. Why relationships matter in entrepreneurship (pp. 77-105). Palgrave.
    • La Rocca, A., Öberg, C., & Hoholm, H. (2017). When start-ups shift network – notes on start-up journey. In Aaboen et al. (eds). Starting-up in business networks. Why relationships matter in entrepreneurship (pp. 107-136). Palgrave.
    • La Rocca, A., Hvidsten, A., & Hoholm, T. (2016). Making innovation work locally: The role of creativity. In M. Skerlavaj, A. Dysvik, A. Carlsen and M. Cerne. (eds.), Capitalizing on Creativity at Work: Fostering the Implementation of Creative Ideas in Organizations (pp. 258-269). Edward Elgar.
    • La Rocca, A., Perna, A., Caruana, A., & Snehota, I. (2013). Developing new business relationships: an outside-in perspective. In Colin Campbell and Junzhao Jonathon Ma (eds), Looking Forward, Looking Back: Drawing on the Past to Shape the Future of Marketing: Proceedings of the 2013 World Marketing Congress (pp. 166-170). Springer.
    • Haas A., La Rocca, A., & Snehota I. (2012). Building initial relationships: the emerging tasks of sales in new business development. In K. Plangger (ed), Thriving in a New World Economy: Proceedings of the 2012 World Marketing Congress/Cultural Perspectives in Marketing Conference (pp. 2-5). Springer.
    • La Rocca, A., & Snehota, I. (2014). Value in strategic account management. In D. Woodburn and K. Wilson (eds.), Handbook of strategic account management (pp.171-189). Chichester: Wiley.
    • Mandelli A., & La Rocca, A. (2014). From service experience to augmented service journeys: digital technology and networks in consumer services (pp. 151-190). In E. Baglieri and U. Karmarkar (eds.), Managing consumer Services. Factory or Theater? Springer International Publishing Switzerland.
    • Mandelli, A., & La Rocca, A. (2010). Destination Networks in Heritage Tourism: The “Albergo Diffuso” Formula (pp. 535-556). In U. Karmarkar and V. Mangala (eds), UCLA Anderson Business and Information Technologies (BIT) Project: A Global Study of Business Practice. Singapore: World Scientific Publishing.

    Conference papers

    • La Rocca, A., & Snehota, I. (2017). A matter of face – An enquiry into corporate associations when forming new business relationships. 33rd Industrial Marketing and Purchasing (IMP) Conference, Kuala Lumpur, Malaysia.
    • La Rocca, A., Leszczyński, G., Snehota, I., Zieliński, M. (2016). How does trust matter in business relationships? 32nd Industrial Marketing and Purchasing (IMP) Conference, Poznan, Poland.
    • La Rocca, A., Moscatelli, P., Perna, A., & Snehota, I. (2015). Sales and Innovation – Architecture of the organizational interface in new product development. 31th Industrial Marketing and Purchasing (IMP) Conference, Kolding, Denmark.
    • Hvidsten, A., Hoholm, H., & La Rocca, A. (2015). Projects in Networks. Implementing communication technology across multiple health care organizations. 31th Industrial Marketing and Purchasing (IMP) Conference, Kolding, Denmark.
    • Hungnes, T., & La Rocca, A. (2014). Innovating healthcare services: a matter of collective sense making? 30th IMP Conference, Bordeaux, France.
    • Hoholm, T., La Rocca, A., & Mørk, B. E. (2014). A practice-based approach for studying interactions in business relationships. 30th Industrial Marketing and Purchasing (IMP) Conference, Bordeaux, France.
    • Freytag, P.V., Højbjerg Clarke, A., La Rocca, A., & Snehota, I. (2014). Jockeying for a position in a business network in motion. 30th IMP Conference, Bordeaux, France.
    • La Rocca, A., Hoholm H., & Hvidsten, A. (2014). Intra- and inter-organizational forces in health care innovation: Literature review and research agenda. 30th EGOS Colloquium, Rotterdam, Netherlands.
    • Hvidsten, A., La Rocca, A., & Hoholm, H. (2014). The role of artefacts in the coordination of home care practices. Proceedings of The Italian Society of Science and Technology Studies STS ITALIA. A matter of design, Milan, Italy.
    • La Rocca, A., & Hoholm, T. (2014). Intra- and inter-organizational circuits of knowledge. International Conference on Organizational Learning, Knowledge and Capabilities (OLKC), Oslo, Norway.
    • Guercini S., La Rocca, A., Runfola A., & Snehota, I. (2013). Heuristics in business interactions. 29th IMP Conference, Atlanta, Usa.
    • La Rocca, A., & Snehota, I. (2013). Social media in B2B. 22nd Nordic Academy of Management Conference, Reykjavik, Iceland.
    • La Rocca, A., Perna, A., Caruana, A., & Snehota, I. (2013). Developing new business relationships: an outside-in perspective. 2013 AMS World Marketing Congress, Melbourne, Australia.
    • Haas A., La Rocca, A., & Snehota I. (2012). Building initial relationships: the emerging tasks of sales in new business development. 2012 AMS World Marketing Congress – Cultural Perspectives in Marketing, Atlanta, USA.
    • La Rocca, A., & Snehota, I. (2012). Sales Outside-in and Inside-out. 28th IMP Conference, Rome, Italy.
    • La Rocca A., & Snehota I. (2012). New Venture Development in B2B Markets. EMAC 2012 Annual Conference, Lisbon, Portugal.
    • La Rocca, A., & Snehota, I. (2011). Actors Identity in Business Relationships. 27th IMP Conference, Glasgow, Scotland.
    • La Rocca, A., Comi A., Corsaro D., & Snehota, I. (2010). Brand Images in Business to Business. 6th Thought Leaders in Brand Management Conference, Lugano, Switzerland.
    • La Rocca, A. (2009). The organizational Self in Everyday life – Interaction in Business Relationships and Organizational Identities. 25th IMP Conference, Marseille, France.
    • La Rocca, A., & Snehota, I. (2008). The Formation of Identities in Customer-suppliers Relationships. 24th IMP Conference, Uppsala, Sweden.
    • Mandelli, A., La Rocca, A., & Illia, L. (2006). The Construction of Network Identity: A Central Process in Business Networking. 22th IMP Conference, Milan, Italy.
    • Illia, L., La Rocca, A., & Lurati, F. (2006). Communication Flow, Channels, Content and Climate in Downsizing. European Academy of Management Conference, Corporate Reputation/Image and Organizational Communication, Oslo, Norway.
    • Mandelli, A., Snehota I., Bernardi, C., & La Rocca, A. (2005). From Markets as Information-based Structures to Markets as Sense-making Networks. 5th European Academy of Management Conference, Relational Perspectives in Organization Studies, Munich, Germany.
    • Mandelli, A., & La Rocca, A. (2005). Distributed and Dynamic Supply Chains in the Heritage Tourism: the Case of “Distributed Hospitality” (Albergo Diffuso) in Italy. 5th Annual International European Academy of Management Conference, Service innovation and Management, Munich, Germany.
    • Mandelli, A., & La Rocca, A. (2005). Networks and Heritage Tourism: the Case of “Distributed Hospitality” in Italy. 21th IMP Conference, Rotterdam, Netherlands.