The business paradigm: explanation for patterns of business interactions

Abstract

Purpose This paper aims to introduce the concept of business paradigm to conceptualize and explain differences in business interaction patterns in the IMP research. Design/methodology/approach The concept of the interaction and the concepts related to and driven from it describe the business at both a general level. At the same time, the IMP points out the uniqueness of business interactions. This paper addresses the specific lies between the general and the particular by referring to various patterns of interactions. To close that gap, this paper implies the Kuhnian philosophy of science to conceptualize the business paradigm. Findings The business paradigm is a socially constructed collective term. It simultaneously captures the cognitive (what business is and what rules it has) and social (business community) dimensions of the actor’s behavior and actions. It has two interdependent dimensions: cognitive and social. It determines how the actors view and do business, and it explains the variations of interactions. Research limitations/implications Not applicable as it is a conceptual paper. Practical implications Not applicable as it is a conceptual paper. Social implications Not applicable as it is a conceptual paper. Originality/value The concept of the business paradigm is a theoretical extension of the IMP actor’s theory. The dimensions of the business paradigm capture the psychological and sociological characteristics of the business actor. The business paradigm application provides an opportunity to find that business can be different because actors in various communities have various views on what business is and how it should be properly run. Adding the business paradigm concept to the IMP theory implies strengthening the theory explanation power because the interaction explains the business’s general characteristics. The business relationship explains the business’s unique features, and the business paradigm explains the various interaction patterns.

Studying international complaints: a multicultural analysis across two time periods

“…The authors state that this paradigm presents two dimensions: cognitive (how the actors view and do business) and social (how businesspersons cluster business communities). This paradigm can help to understand business actors' behaviours (Leszczy nski et al, 2022).…”

“…Additionally, more recently, Leszczyński et al (2022) present the concept of business paradigm, a theoretical extension of the industrial marketing purchasing actor’s theory, to the detention of the sociological and psychological characteristics of the business actors. The authors state that this paradigm presents two dimensions: cognitive (how the actors view and do business) and social (how businesspersons cluster business communities).…”

The outcomes of B2B data-driven customer focused value creation

“…However, there is a lack of research into how firms derive benefit from using information and data to deliver competitive advantage through customer value (Mikalef et al , 2019) and what the critical elements to success might be (Isik, 2018; Khan et al , 2022). Likewise, from an IMP perspective, it is recognised that there is a lack of research that explores variations in business interactions (Leszczyński et al , 2022) and that more understanding of value in the context of business interaction and relationships is needed (Waluszewski et al , 2019).…”