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-)
  • Assistant 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 appointments

  • Co-supervisor of a PhD Candidate at the Department of Strategy, BI Norwegian Business School, Oslo, Norway (2014-)
  • 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., & 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. In press.
  • 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, 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. In T. Hoholm et al. (eds.). (2017). Controversies in health care innovations. Service, Technology and Organization (Forthcoming). Palgrave.
  • Araujo, L., La Rocca, A., Hoholm, T. (2017). Reconfiguring the relation between primary and secondary healthcare through policy instruments. In T. Hoholm et al. (eds.), Controversies in health care innovations. Service, Technology and Organization (Forthcoming). 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. In T. Hoholm et al. (eds.), Controversies in health care innovations. Service, Technology and Organization (Forthcoming). 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., 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.