Purpose – An earlier researcher, Wood, proposed that cinema is the most appropriate metaphor for interpretation of contemporary life and organizations. The paper adopts the enthusiasm for the cinema metaphor and explores the implications for industrial marketing and business networks, with...

Summary This paper explores the challenges of applying concepts from the "linguistic turn" in the social sciences to Industrial Marketing and Purchasing (IMP) theory. We discuss some key consequences for IMP researchers of rethinking their approach to language. This involves an acknowledgement...

Paradigms are sets of prior assumptions that configure ways of seeing. This article employs a notion taken from Web of Life to map how paradigms in marketing have proliferated according to their juxtaposition within three criteria, namely structure, pattern and process. The exercise, termed...

Purpose: This paper aims to explore the implications of applying a Bourdieusian meta-framework to business interaction and relationship building within networks. The motive is to advocate the use of Bourdieu’s work in its entirety rather than sub-optimal use of selected concepts in isolation....

Purpose: The purpose of this paper is to present the proposition that culture in international management has been dominated by a “Western dualism to measuring culture” (Capraret al., 2015, p. 1024), which has resulted in severe problems and persistent limitations. The suggestion is that...

Purpose: The purpose of this study is to enhance and further an understanding of business to business (B2B) contexts in relation to sensemaking “translations” between “performing” and “representing” of meanings that evolve within an interacting duality. The implications for research...

Purpose: The purpose of this paper is to promote the use of pragmatism within industrial marketing and purchasing (IMP), business-to-business (B2B)/network research with its enhanced emphasis on developing adaptable, workable solutions to practical problems. The usability of findings and the...