Theoretical developments in industrial marketing management: Multidisciplinary perspectives

Peters, Linda D.; Pressey, Andrew D.; Vanharanta, Markus; Johnston, Wesley J.

doi:10.1016/j.indmarman.2013.02.001

Cited by 31 publications

(32 citation statements)

References 47 publications

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“…Marketing has indeed been accused of being theory weak (Burton, 2005;Hunt, 1994;Troye and Howell, 2004;Yadav, 2010). Unsurprisingly, therefore, there have been many calls for marketing scholars to strengthen the philosophical foundations of their theories (Peters et al, 2013b;Tadajewski, 2008). One solution that has been advanced in industrial marketing is a focus on mid-range theories (Brodie et al, 2011;Möller, 2013;Järvensivu and Möller, 2009;Woodside, 2003) 1 -theories that explain a sub-set of phenomenon but which form a link between general theories and empirical contributions.…”

Section: Midgley's Critical Pluralismmentioning

confidence: 99%

Gaining access to agency and structure in industrial marketing theory

2014

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This paper is concerned with gaining greater insight into the interplay between agency and structure in industrial marketing scholarship. The paper's intent is to embed Midgley's notion of critical pluralism within this endeavour. The paper commends the movement towards increased deployment of critical realism, but cautions against the dangers of creating further atomism in marketing theory by creating another paradigm of thought with crenellated boundaries, impervious to outside influence. The paper advances a case for critical pluralism within industrial marketing scholarship and offers a three dimensional, theoretical, methodical and methodological framework to aid such critical pluralism. The discussion demonstrates how such critical pluralism can be deployed to gain revelatory insight into agency and structure using a number of 'integrative' theoretical perspectives.

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Section: Midgley's Critical Pluralismmentioning

confidence: 99%

Gaining access to agency and structure in industrial marketing theory

2014

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“…The perspective adopted in my thesis also pays cognisance to a critical realist approach that has a concern for 'marketing work', or the way in which marketing outputs, in this case value propositions, are developed and produced by sales and marketing actors (Svensson 2007). This is also consistent with the IMP school who consider actor roles, relations, interactions, and networks (Easton 2010;Hakansson & Snehota 1990;Peters et al 2013). …”

Section: The Smi and A Sociological Explanation Of Value Proposition supporting

confidence: 57%

“…I will concern myself with actor relations, interactions and networks in line with the Industrial Management and Purchasing (IMP) School (Hakansson & Snehota 1990). I will align myself with IMP scholars such as: Easton, Ehret, Harrison, Nicholson, and Peters (Easton 2010;Ehret 2013;Harrison & Easton 2002;Peters et al 2013) in advancing a Critical Realist (CR) philosophy throughout my thesis.…”

Section: The Importance Of Value Propositions As An Output Of the Smimentioning

confidence: 93%

How do sales and marketing produce business to business value propositions?

Kelly¹

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In my thesis I set out to provide an explanation of how sales and marketing works together to produce business-to-business (B2B) value propositions. My thesis is grounded in the discipline of marketing and draws substantively on Sales and Marketing Interface (SMI) and Value Proposition literature.I deployed a novel research methodology in which an Engaged Scholarship approach was combined with a Critical Realist philosophy and an individual actor focus. Twenty-One B2B sales and marketing practitioners were interviewed and a thematic analysis of interview transcripts was undertaken. Analysis was informed by extant SMI and value proposition literature and outwith literature from fields such as theology and anthropology.I found that value proposition production at the SMI is a much more dynamic process than depicted in extant literature. I found a much more fragmented and tribal view of sales and marketing identity in contrast to the holistic, monolithic entities portrayed in extant literature. Enablers and barriers to SMI value proposition production were found to be 'below the surface' issues related to identity, contextualisation, and actor thought worlds.My thesis provides a unique view of value proposition production at the SMI. I have moved the conversation forward from a functional level dyadic view of SMI interactions to a much more dynamic depiction of how fragmented marketing and sales actors work to produce value propositions.I provide models for depicting non-normative causal mechanisms for SMI value proposition production moving the discussion forward from the normative factors that dominate extant literature.3

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“…"Association of industrial capital" is basic for NIMA according to only 2% of the interviewees. 3 Competition is dependent on the growth in productiveness. On corporate level productiveness is determined by the strategy of the organization, management and the quality of work.…”

Section: Positioning Main Priorities Of Industrial Managementmentioning

confidence: 99%