Science ‘fact’ and science ‘fiction’? Homophilous communication in high-technology B2B selling

Abstract

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Co-constructing loyalty in an era of digital music fandom

“…Discourse analysis was employed, as it provided a means of identifying the prevailing discursive resources and accompanying discourses within the fan community and of analysing the ways these discourses were negotiated through fans’ interactions. For similar approaches in a marketing context, see Dean et al (2017) and Moufahim et al (2007). Analytical work therefore placed emphasis on action, construction and variability of accounts within the interactive text of the community (Potter and Wetherell, 1987).…”

The enchanted snake and the forbidden fruit: the ayahuasca ‘fairy tale’ tourist

“…These archetypal stories often echo through the ages as grand narratives (Lyotard, 1979), or as more complex accounts where good and bad guys engage in tempestuous cosmological struggles towards salvation (Jabri, 2012). Not surprisingly, the stories we tell are a means to include some, and exclude others, highlighting who we are, and the sensemaking models we use (Dean, Ellis & Wells, 2017;Iveroth & Hallencreutz, 2015).…”

“…Being in Peru was like a dream, and it all came crashing down around me when I came home. Seb's experience suggests that discussing psychedelic tourism can result in rapid stigmatisation and exclusion from social groups, challenging the spiritual identities formed in South America (Dean, Ellis & Wells, 2017;Jackson & Esses, 1997). Thus, and while South America had been a time to tell yarns of magical transformation, returning to the West threatened to replace these stories with tales of degradation, illicit drug use and madness, which might indicate why so few participants discussed consuming ayahuasca apart from with the author (Prayag, 2015a(Prayag, , 2015b Failing to engage in everyday discursive supernatural sensemaking led to a rapid erosion of these new spiritual identities.…”

The pseudoscientist ‘priest’: religiously selling nanotechnology

“…Simply, scientism invites belief in fake science that sounds authentic, enabling scientists to speak religiously about all things (Chittick, 2007), irrespective of their knowledge to do so (Williams, 2013). Being an extreme form of religious thinking (Durkheim, 1912(Durkheim, /1995Kant, 1793Kant, /1960, 'truth' is whatever the 'priest' says it is, based on a doctrine of 'because science' (Golshani, 1998), that offers to restore order to chaos (Hallowell, 1960), providing the right 'salvific' nanotechnology products are purchased (Dean et al, 2017). As we will come to see, the degree to which we can regard these participants as scientists or pseudoscientists is highly debatable, and complicated by sales talk switching between authentic and fake science.…”

“…Even though, little is known about religion within marketing management practices (Tracey et al, 2014), it is increasingly apparent that religious talk is highly persuasive (Dean et al, 2017;Purchase et al, 2018). As such, this study considers how pseudoscientist sellers act as religious innovators (Luhrmann, 2012), discursively creating a religious culture to facilitate high-technology sales (Lessl, 1996).…”