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1 – 6 of 6Christopher R. Plouffe, Nathaniel Hartmann and Bryan W. Hochstein
Not that long ago, half of all sales research was demonstrably if not unequivocally “atheoretical” (Williams and Plouffe, 2007). The foundational argument of this paper is that…
Abstract
Purpose
Not that long ago, half of all sales research was demonstrably if not unequivocally “atheoretical” (Williams and Plouffe, 2007). The foundational argument of this paper is that stronger theoretical development and application of theory in sales research is critical for the sales field to retain its relevancy. The purpose of this paper is to underscore that deliberate and cogent application of HWV (2018) is scant in the recent sales literature (over five years after publication in Journal of Marketing) for one or both of two reasons: scholars either do not understand the paper and/or are fearful of (mis)applying it.
Design/methodology/approach
More than simply introducing the articles to this special issue of the European Journal of Marketing (EJM), this paper also makes a number of important, overdue contributions. Although Hartmann, Wieland and Vargo’s JM (HWV, 2018) theoretical and conceptual paper has been well-received by the sales community, it has seen limited meaningful integration or application in sales research since its publication. This paper thus clarifies key misunderstandings and misperceptions with HWV (2018) so that sales researchers can more impactfully apply it to future sales research.
Findings
This paper identifies and then explains key aspects of service-dominant logic (S-D logic) and commonly misapplied and/or misunderstood aspects of HWV (2018) to guide future sales research. Ultimately, the overarching goal of this special issue of EJM is to focus a “spotlight” on sales theory development, while simultaneously demonstrating – through the five articles the special issue reports – that with purposeful effort, rich theoretical insights can effectively be applied to both “classic” and more current and emergent sales research topics.
Research limitations/implications
Because HWV (2018) draw heavily upon S-D logic, it follows that some aspects of their article have been misinterpreted or misapplied by sales scholars. In particular, the critical concept of “crossing points” (both of the “thick” and “thin” variety) are explicated and detailed further, so as to afford sales researchers with better knowledge and insight on how to apply these key tools within HWV (2018).
Practical implications
The practical implications of this paper primarily revolve around further educating and clarifying for sales researchers “how” to better apply HWV (2018) to sales research, rather than simply citing it in passing. The paper also concludes by providing a summary and introduction to each of the five EJM special issue articles.
Originality/value
The originality and value of this paper and this special issue of the EJM is twofold. First, both this paper and the entire special issue itself emphasize the ongoing importance of advancing sales research through the meaningful and cogent application of theory. Second, the paper demonstrates that purposeful effort can lead to successful applications of HWV (2018) – as exhibited by the five articles in the EJM special issue – such that rich theoretical insights can be woven into both traditional and contemporary sales research topics.
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The purpose of this study is to understand how and why consumers engage in market-shaping activities on behalf of firms.
Abstract
Purpose
The purpose of this study is to understand how and why consumers engage in market-shaping activities on behalf of firms.
Design/methodology/approach
This study uses a combination of archival, netnographic and interview methods to examine how consumers responded to the entry of Tesla into the U.S. automotive market.
Findings
Consumers are driven to engage in supportive institutional work by the culturally resonant ideologies embodied in Tesla’s strategic orientation. This work takes both discursive and practical forms and sees consumers adopting responsibilities typically associated with other actors, including activists and sales professionals.
Originality/value
In developing an account of an understudied phenomenon – consumers’ firm-supportive market shaping – this research extends theorization around institutional work and cultural branding.
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David Rae and Per Blenker
This paper aims to introduce the concept of Entrepreneurial Collective Intelligence (ECI) as a means of understanding how communities of entrepreneurial actors learn to act both…
Abstract
Purpose
This paper aims to introduce the concept of Entrepreneurial Collective Intelligence (ECI) as a means of understanding how communities of entrepreneurial actors learn to act both collectively and knowingly. It explores how connections between processes of CI, agency and action can explain and enable the development entrepreneurial community organisations.
Design/methodology/approach
There is a selective literature review of prior works on the related fields of community and collective entrepreneurship; collectives and intelligence; agency and action. The review is used to propose a framework of collective entrepreneurial intelligence, agency and action. An interpretive approach is used to research four case studies of community organisations which use CI to generate entrepreneurial outcomes.
Findings
The cases are compared with themes from prior literature to develop a conceptual model of four ECI processes which enable intelligence, agency and action: collaborative processes; distributed working; intelligence representations and organisation of infrastructures. These are theorised to discuss ideas, challenges, methods and questions to enhance entrepreneurial actions, based on sharing knowledge and learning, in the context of collective agency, action and intelligence.
Research limitations/implications
The four processes, both together and separately, represent a coherent framework useful for further studies on the role of collectives in enterprising communities.
Practical implications
The four processes each represent a central area of attention, not only for development, learning, decision-making and leadership within enterprising communities but also for entrepreneurship education in terms of alternative didactics, pedagogies and learning forms.
Social implications
The improved knowledge on the role of collective agency and CI within entrepreneurial processes is useful for strengthening civil activism and other fruitful forms of entrepreneurial collective processes. This may help solve complicated societal problems where traditional conceptions of entrepreneurship fail.
Originality/value
The conceptual contribution is to explain the dynamic relationships between ECI and action, mediated by collective agency. The role of CI in informing entrepreneurial communities is explored and four enabling processes are proposed. This coherent framework is useful for further studies on the role of collectives in enterprising communities, whilst informing their learning, decision-making and leadership.
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The millennia long struggles of various oppressed groups have over time illuminated widespread social injustices, organically leading to the recognition of yet further injustices…
Abstract
Purpose
The millennia long struggles of various oppressed groups have over time illuminated widespread social injustices, organically leading to the recognition of yet further injustices captured by the umbrella of discriminatory isms, such as racism, sexism, classism, ableism, anti-Semitism, ageism, heterosexism and many others. In recent years, the debate has become increasingly fierce, polarized and even physically violent.
Design/methodology/approach
One of the premises of the present work is that in part, the aforementioned unconstructive behaviors are a result of the different understandings of what constitutes an ism and the lack of a thoughtful consideration of this issue in the mainstream social debate as much as in the academic literature.
Findings
The author presents evidence for this and critiques the dominant lines of thought in this realm, showing all the dominant lines of thought to fall short of both the fundamental philosophical as well practical desiderata in how isms ought to be understood.
Originality/value
The author proposes an alternative which does not suffer from the weakness of the existing one: one based on the denial of equivalence of sentience. The author shows how the adoption of this understanding leads to constructive ways of addressing isms effected injustice.
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