Industrial sales people as market actors

Geiger, Susi; Finch, John

doi:10.1016/j.indmarman.2009.04.003

Cited by 51 publications

(37 citation statements)

References 52 publications

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“…Similar to other studies on the sales and tendering process (Geiger & Finch;Koskinen & Mäkinen, 2009), this research shows the role of boundary objects in the development of buyer-supplier relationship. Additionally, the study shows how CI artifacts are used through a translation process, become embedded in boundary objects and shape the unfolding practices of those trying to make the relationship work.…”

Section: Discussionsupporting

confidence: 83%

Using Corporate Identity Artifacts to Shape the Practices of New Strategic Business Relationships

Mason

Simões²

2015

AMPROC

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S u b m i s s i o n # 1 7 4 4 2 a c c e p t e d f o r t h e 2 0 1 5 A c a d e m y o f M a n a g e m e n t A n n u a l M e e t i n g . artifacts are translated and embedded in boundary spanning objects by both organisations. Boundary objects act as obligatory passage points and represent transitions between different stages of a developing relationship. In the process CI artifacts are translated in to concrete situated practices that perform the relationship. Our findings contribute to the current understanding of how firms learn how to perform trust and commitment within an unfolding and uncertain relationship. Using

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Section: Discussionsupporting

confidence: 83%

Using Corporate Identity Artifacts to Shape the Practices of New Strategic Business Relationships

Mason

Simões²

2015

AMPROC

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“…Business as normal is disturbed occasionally through combinations of regulatory change, chemicals costs exceeding norms, and the presentation of novel technical problems at oil companies' production facilities (Geiger & Finch, 2009. These departures do not have ready-made products, services or organizing procedures to manage them.…”

Section: Identifying Casesmentioning

confidence: 99%

Managing in conflict: How actors distribute conflict in an industrial network

Finch

Zhang

Geiger

2013

Industrial Marketing Management

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Acknowledgements: This research is supported by the Leverhulme Trust, research grant F/00 273/N. We are grateful to Daniela Corsaro and the anonymous referees for their detailed and constructive comments and criticisms as we have developed this paper, and participants at the 28th IMP Conference in Rome for their comments. AbstractIMP researchers have examined conflict as a threat to established business relationships and commercial exchanges, drawing on theories and concepts developed in organization studies. We examine cases of conflict in relationships from the oil and gas industry's service sector, focusing on conflicts of interest and resources, and conflict as experienced by actors. Through a comparative case study design, we propose and explanation of how actors manage conflict and manage in conflict given that they tend to value and maintain relationships beyond episodes of exchange. We consider conflicts in relationships from a network perspective, showing that actors experienced these while adapting to changes in their business setting, modifying their roles in that network. By identifying conflict with the organizing forms of relationship and network, we show how actors formulate conflict through pursuing and combining a number of strategies, distributing the conflict across an enlarged network.

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“…However, although this nascent literature has predominantly focused on more established mainstream markets and industrial business settings (Azimont and Araujo, 2010;Cochoy, 2009;Finch and Geiger, 2011;Geiger and Finch, 2009;Hagberg and Kjellberg, 2010;Rinallo and Golfetto, 2006;Diaz Ruiz, 2013;Storbacka and Nenonen, 2011a), we believe it is time to explore other sorts of market configurations and market actors. In doing so, we wish to respond to recent calls to broaden the market theorizations to cover different types of market contexts and dynamics (Kjellberg et al, 2012;Martin and Schouten, 2014).…”

Section: Introductionmentioning

confidence: 99%

Market practices in countercultural market emergence

Hietanen

Rokka

2015

European Journal of Marketing

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services. Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. Purpose -The purpose of this paper is to contribute to the growing marketing literature that investigates markets as "configurations", i.e. networks of market actors engaged in market-shaping practices and performances. As this pioneering work has been largely focused on established mainstream markets and industries driven by large multi-national companies, the present article extends practice-based market theorizing to countercultural market emergence and also to unconventional market practices shaping it. Design/methodology/approach -Insights are drawn from a four-year multi-sited ethnographic study of a rapidly expanding electronic music scene that serves as an illustrative example of emergent countercultural market. Findings -In contrast to mainstream consumer or industrial markets, the authors identify a distinctive dynamic underlying market emergence. Countercultural markets as well as their appeal and longevity largely depend on an inherent authenticity paradox that focal market actors need to sustain and negotiate through ongoing market-shaping and market-restricting practices. Practical implications -From a practitioner perspective, the authors discuss the implications for market actors wishing to build on countercultural authenticity. They highlight the fragility of countercultural markets and point out practices sustaining them, and also possibilities and challenges in tapping into them. Originality/value -The study contributes by theorizing the tensions that energize and drive countercultural market emergence. In particular, the authors address the important role of market-restricting practices in facilitating countercultural appeal that has not received explicit attention in prior marketing literature.

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Industrial sales people as market actors

Cited by 51 publications

References 52 publications

Using Corporate Identity Artifacts to Shape the Practices of New Strategic Business Relationships

Using Corporate Identity Artifacts to Shape the Practices of New Strategic Business Relationships

Managing in conflict: How actors distribute conflict in an industrial network

Market practices in countercultural market emergence

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