Representing markets: The shaping of fashion trends by French and Italian fabric companies

Rinallo, Diego; Golfetto, Francesca

doi:10.1016/j.indmarman.2006.05.015

Cited by 123 publications

(94 citation statements)

References 38 publications

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“…Sales people typically seek to get their exchange object, usually some product/service hybrid, to be considered by other market participants as part of the array of objects that count as goods, and that others take into account (Araujo & Spring, 2006). Rinallo and Golfetto (2006) show how extended and convoluted an activity this can be in their study of concertation at a trade show for textiles. Sometimes, sales people or other market actors may find some advantage in unsettling how others go about assembling an array of objects that count (Cochoy, 2008;2009).…”

Section: Sales People As Market Shapersmentioning

confidence: 99%

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: Sales People As Market Shapersmentioning

confidence: 99%

Industrial sales people as market actors

Geiger¹,

Finch

2009

Industrial Marketing Management

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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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“…Myths are, therefore, powerful in creating identities, meaning and in justifying actions. In business marketing, the markets-as-networks approach focuses on 'market making' through co-creation of markets and their representations which demonstrates that the symbolic struggle to represent markets is one infused with power and self-interest (Rinallo & Golfetto, 2006;Kjellberg & Helgesson, 2006;. In semiotic terms, markets are shaped by constant battles of performativity of competing, multiple and sometimes incompatible mythologies.…”

Section: The Role Of Myths and Metaphors In Meaning-makingmentioning

confidence: 99%

Understanding structures and practices of meaning-making in industrial networks

Lowe

Rod

Hwang

2016

JBIM

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Purpose: To propose an approach for exploring industrial marketing network environments through a social semiotic lens. Design/methodology/approach: This conceptual paper introduces social semiotic perspectives to the study of business/industrial network interaction. Findings: We describe how structures of meaning derived from a cultural history of signification and interpretive processes of meaning in action are co-determined in social semiosis. We emphasise the meaning of environments using this social semiotic approach, leading us to explore the idea of the 'atmosemiosphere' -the most highly complex business network level, in illustrating how meaning is made through structuration between structures of meaning and their enactments in interactions between actors within living business networks. Practical Implications: Figurative language plays an important role in the structuration of meaning. This facilitates establishing plots and, therefore, in the actors' capability to tell a story, which starts with knowing what kind of story can be told. By implication, the effective networker must be a consummate moving 'picture maker' and to do so, she must have competences in narrative, emplotment, myth-making, storytelling and figuration in more than one discursive repertoire. Originality/Value: In employing a structurational discourse perspective informed by social semiotics, our original contribution is a 'business networks as discursive constructions' approach in that discursive nets, webs of narratives and stories, and labyrinths of tropes are considered just as important in constituting networks as networks of actor relationships and patterns of other activities and resources.

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Representing markets: The shaping of fashion trends by French and Italian fabric companies

Cited by 123 publications

References 38 publications

Industrial sales people as market actors

Industrial sales people as market actors

Market practices in countercultural market emergence

Understanding structures and practices of meaning-making in industrial networks

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