Markets, market-making and marketing

Araújo, Luís

doi:10.1177/1470593107080342

Cited by 292 publications

(334 citation statements)

References 54 publications

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“…By contrast, as we will discuss in more detail below, Kjellberg and Helgesson (2006; and Araujo (2007) have suggested in the context of research into market studies that boundaries are constitutive of markets and of the exchange activities of actors therein. Therefore, boundaries are never fully resolved.…”

Section: Boundary Spanners In the Sales And Marketing Literaturementioning

confidence: 96%

Industrial sales people as market actors

Geiger¹,

Finch

2009

Industrial Marketing Management

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Publication informationIndustrial Marketing Management, 38 (6): 608-617 Publisher ElsevierItem record/more information http://hdl.handle.net/10197/5189 Publisher's statement þÿ T h i s i s t h e a u t h o r s v e r s i o n o f a w o r k t h a t w a s a c c e p t e d f o r p u b l i c a t i o n i n I n d u s t r i a lMarketing Management. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in Industrial þÿ M a r k e t i n g M a n a g e m e n t ( V o l u m e 3 8 , I s s u e 6 , A u g u s t S e p t e m b e r 2 0 0 9 , P a g e s 6 0 8 6 1 7 ) Industrial Sales People as Market ActorsAbstract: We develop the concept of boundaries in the context of sales personnel and their counterparts encountering and negotiating these while they undertake work to shape markets and build relationships. Drawing on a case study from production chemistry, we show that market shaping implies a mutual development of relationships, goods and services exchanged, and boundaries. In particular, we show that while relationships can submerge and obscure parts or dimensions of boundaries to other market actors, normal business activities such as testing new products and adapting products to changes in environmental legislation make visible some material dimensions of the exchange object, which can attract attention from other sellers. Visibility finds an expression as those market objects are exchanged, such that objects can be devices by which other actors join in and position themselves and their objects within markets.

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Section: Boundary Spanners In the Sales And Marketing Literaturementioning

confidence: 96%

Industrial sales people as market actors

Geiger¹,

Finch

2009

Industrial Marketing Management

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“…In particular we utilize ANT's attention to controversy and alliance-building; the assumption that networks emerge out of the more or less conflictual processes of overcoming resistance, and the semiotic principle of entities being entirely a result of their relations. ANT has also been used by other IMP researchers, with the aim of combining the two approaches in order to better explain change and innovation in business networks (Mattsson, 2003;Araujo, 2007;Brekke, 2009;Hoholm, 2011). This paper is based on a detailed case study of a fairly complex food-product innovation project called 'Salma', which was jointly created by the Norwegian dairy company Tine SA, and the seafood company Bremnes Seashore AS, from 2005 through 2008.…”

Section: Introductionmentioning

confidence: 99%

The contrary forces of innovation

Hoholm

Olsen

2012

Industrial Marketing Management

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In this paper, we argue that industrial innovation processes can productively be analyzed as consisting of two sub-processes that over time create and mobilize contrary forces within both internal and external interactions of the innovation project. One of these forces emerges from the process of mobilizing resources, activities, and actors in ensuring commitments to the project over time. The other is the process of explorative learning, which continues to create revised or even new propositions about the realities of the project and its opportunities. We argue that this analytical distinction permits us to expand our understanding of how friction forces develop over time in business networks (Håkansson & Waluszewski, 2001ab), the patterns of divergence and convergence in innovation processes as identified by Van de Ven et al. (1999) and the processes of "path creation through mindful deviation" as argued by Garud and Karnøe (2001).

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“…If markets are complex, "heterogeneous associations among humans, materials, and signs" (Diaz Ruiz, 2013, p. 246), a deeply foundational aspect of market research is the ontologies and epistemologies of markets. One outcome of Callon's (1998Callon's ( , 2005 work on calculative market agents is the discussion of the ways in which marketers and market representations help create and perform markets (Araujo, 2007;Diaz Ruiz, 2013). In a similar fashion, we ask: how do scholars affect market ontologies with their assumptions regarding the shape, scale, and boundaries of the phenomena they research?…”

Section: Resultsmentioning

confidence: 99%

“…These are not just theoretical implications; understanding regional and historical contexts can inform and enhance the way businesses and marketing practitioners approach and create specific markets (Araujo, 2007). Marketers can use the concept of cultural archipelagos to define new segments and tap into new markets, without the need to conform to preestablished geographic or political borders.…”

Section: Resultsmentioning

confidence: 99%