Is your industrial marketing work working? Developing a composite index of market change

Nenonen, Suvi; Storbacka, Kaj; Frethey‐Bentham, Catherine

doi:10.1016/j.indmarman.2018.06.006

Cited by 39 publications

(48 citation statements)

References 113 publications

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“…. However, there is no one definitive list of generic institutional work types (Nenonen et al, 2018) -types of institutional work vary depending on the context and level of analysis. Nor does this catalogue of seven types claim to be definitive.…”

Section: Market Shapers' Institutional Workmentioning

confidence: 99%

“…The present paper suggests that institutional work can foster AE on any market system level, be it micro, meso or macro. Hence, scholars may want to explore alternative research frameworks that expand the perspective from validating markets to shaping markets (Nenonen et al, 2018) as well as to account for institutional change on various system levels.…”

Section: Research Area 1: Exploring and Testing Institutional Work Tomentioning

confidence: 99%

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Market shaping dynamics: interplay of actor engagement and institutional work

Fehrer

Conduit

Plewa

et al. 2020

JBIM

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Purpose Combining institutional work and actor engagement (AE) literature, this paper aims to elucidate how the collective action of market shaping occurs through the interplay between market shapers’ institutional work and engagement of other market actors. While markets are shaped by actors’ purposive actions and recent literature notes the need to also mobilize AE, the underlying process remains nebulous. Design/methodology/approach This paper is conceptual but supported by an illustrative case study: the Winding Tree. This blockchain-based, decentralized travel marketplace shapes a market by decoupling existing resource linkages, creating new ones and stabilizing others through a dynamic, iterative process between the market shaper’s institutional work and others’ AE. Findings The paper develops a dynamic, iterative framework of market shaping through increased resource density, revealing the interplay between seven types of market shapers’ institutional work distilled from the literature and changes in other market actors’ engagement dispositions, behaviors and the diffusion of AE through the market. Originality/value This research contributes to the emergent market shaping and market innovation literature by illustrating how the engagement of market actors is a fundamental means of market shaping. Specifically, it advances understanding of how market shapers’ institutional work leads to new resource linkages and higher resource density in emergent market systems through AE. The resultant framework offers an original, critical foundation for future market shaping research.

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Section: Market Shapers' Institutional Workmentioning

confidence: 99%

Section: Research Area 1: Exploring and Testing Institutional Work Tomentioning

confidence: 99%

Market shaping dynamics: interplay of actor engagement and institutional work

Fehrer

Conduit

Plewa

et al. 2020

JBIM

View full text Add to dashboard Cite

show abstract

“…As actors can influence what markets 'become' through their practices (Araujo, 2007;Geiger, Kjellberg, & Spencer, 2012;Holmqvist & Diaz Ruiz, 2017;Nenonen et al, 2019b), markets are 'plastic'capable of both taking and retaining form (Nenonen et al, 2014). New market configurations might manifest from changes to objects of exchange or the practices and resources of market actors, or changes to the number or type of market actors, or to market boundaries (Kjellberg & Helgesson, 2007;Nenonen et al, 2019a). We consider the purposive and effortful actions of actors to bring about some form of change as 'market-shaping acts.…”

Section: Two Seminal Market-scanning Frameworkmentioning

confidence: 99%

“…Table 3 summarizes some of the fundamental changes in each vignette, drawing out the similarities in market-shaping practices and the resultant changes in market configurations. The conceptualization of markets as complex adaptive systems (Nenonen et al, 2019a) requires not just an expanded view of the number of heterogeneous actors that managers need to take into account but additionally argues that managers need to be sensitized to other factors. These factors include the identification of patterned market-shaping practices and the devices, which are used by dynamic market actors to change or re-form markets through revising socio-technical arrangements.…”

Section: Transformative Market Practicesmentioning

confidence: 99%

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Market-scanning and market-shaping: why are firms blindsided by market-shaping acts?

Ruiz

Baker

Mason

et al. 2020

JBIM

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Purpose This paper aims to investigate two seminal market-scanning frameworks – the five-forces analysis and PESTEL environmental scanning tool – to assess their readiness for anticipating market-shaping acts. Design/methodology/approach Drawing on the market-shaping literature that conceptualizes markets as complex adaptive systems, this conceptual paper interrogates the underlying assumptions and “blind spots” in two seminal market-scanning frameworks. The paper showcases three illustrative vignettes in which non-industry actors catalyzed market change in ways that these market-scanning frameworks would not be able to anticipate. Findings Marketing strategists can be “blindsided” as seminal market-scanning frameworks have either too narrow an interpretation of market change or are too broad to anticipate specific types of market-shaping acts. The assumptions about markets that underpin these market-scanning frameworks contribute to incumbents being slow to realize market-shaping acts are taking place. Research limitations/implications The authors extend market-scanning to include a type of managerial myopia that fails to register the socially embedded, systemic nature of complex contemporary markets. Furthermore, the paper provides an “actors-agendas-outcomes” scanning framework that offers awareness of market-shaping acts. Originality/value This paper is the first to consider market-scanning frameworks from a market-shaping perspective.

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Market-shaping: navigating multiple theoretical perspectives

Nenonen

Storbacka

2021

AMS Rev

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Is your industrial marketing work working? Developing a composite index of market change

Cited by 39 publications

References 113 publications

Market shaping dynamics: interplay of actor engagement and institutional work

Market shaping dynamics: interplay of actor engagement and institutional work

Market-scanning and market-shaping: why are firms blindsided by market-shaping acts?

Market-shaping: navigating multiple theoretical perspectives

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