Influence in marketing channels: A sense-making investigation

Psychology and Marketing

Volumn 18, Issue 5, 2001, Pages 423-444

  Hopkinson, Gillian C ^a  

^a UNIVERSITY OF MANCHESTER   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0035532298     PISSN: 07426046     EISSN: None     Source Type: Journal    
DOI: 10.1002/mar.1015     Document Type: Article

References (74)

1. Althusser, L. (1971). Ideology and ideological state apparatuses (notes towards an investigation). In Lenin and philosophy and other essays (pp. 127-186). London: Monthly Review Press.
2. Astley, W. G., & Zammuto, F. (1992). Organizational science, managers and language games. Organization Science, 3, 443-460.
3. Baillie, A., & Corrie, S. (1996). The construction of clients' experiences of psychotherapy through narrative, practical action, and the multiple streams of consciousness. Human Relations, 49, 295-312.
4. Bakhtin, M. (1981). Discourse in the novel. In M. Holquist (Ed.), The dialogic imagination: Four essays (pp. 259-422). Austin: University of Texas Press.
5. Boje, D. M., Rosile, G. A., Dennehy, D. J., & Summers, D. J. (1997). Restorying reengineering: Some deconstructions and postmodern alternatives (communication in the age of the disposable worker). Communication Research, 24, 631-669.
6. Boland, R. J., & Tenkasi, R. V. (1995). Perspective making and perspective taking in communities of knowing. Organization Science, 6, 350-372.
7. Boyle, B., Dwyer, F. R., Robicheaux, R. A., & Simpson, J. T. (1992). Influence strategies in marketing channels: Measures and use in different relationship structures. Journal of Marketing Research, 29, 462-473.
8. Brockmann, E. N., & Anthony, P. (1998). The influence of tacit knowledge and collective mind on strategic planning. Journal of Management Issues, 10, 204-223.
9. Brown, A. (1998). Narrative, politics and legitimacy in an IT implementation. Journal of Management Studies, 35, 35-59.
10. Brown, A. D., & Jones, M. R. (1998). Doomed to failure: Narratives of inevitability and conspiracy in a failed IS project. Organization Studies, 19, 73-89.
11. Brown, J. R., Lusch, R. F., & Muehling D. D. (1983). Conflict and power-dependence relations in retailer-supplier channels. Journal of Retailing, 59, 53-80.
12. Brownlie, D. (1997). Viewpoint (marketing management research). European Journal of Marketing, 31, 744-750.
13. Bruner, J. (1986). Actual minds, possible worlds. Cambridge, MA: Harvard University Press
14. Bucklin, L. P. (1973). A theory of channel control. Journal of Marketing, 37, 39-47.
15. Cheney, G. (1983). The rhetoric of identification and the study of organizational communication. Journal of Speech, 69, 143-158.
16. Cortazzi, M. (1993). Narrative analysis. London: Falmer Press.
17. Czarniawska, B. (1997). Narrating the organization: Dramas of institutional identity. London: University of Chicago Press.
18. Czarniawska-Joerges, B. (1995). Narration or science? Collapsing the division in organizational studies. Organization, 2, 11-33.
19. Daft, R. L., & Weick, K. E. (1984). Towards a model of organizations as interpretation systems. Academy of Management Review, 9, 284-295.
20. Davies, B., & Harré, R. (1990). Positioning: The discursive production of selves. Journal for the Theory of Social Behaviour, 20, 43-63.
21. Derrida, J. (1978). Writing and difference. London: Routledge.
22. Drazin, R., Glynn, M. A., & Kazanjian, R. K. (1999). Multilevel theorizing about creativity in organizations: A sensemaking perspective. Academy of Management Review, 24, 286-307.
23. Drummond, H. (1998). Go and say "we're shutting": Ju jutsu as a metaphor for analyzing resistance. Human Relations, 51, 741-760.
24. Dutton J. E., & Dukerich, J. M. (1991). Keeping an eye on the mirror: image and identity in organizational adaptation. Academy of Management Journal, 34, 517-553.
25. El Ansary, A. I., & Stern, L. W. (1972). Power measurement in the distribution channel. Journal of Marketing Research, 9, 47-52.
26. Emerson, R. (1962). Power-dependence relations. American Sociological Review, 27, 31-41.
27. Fairclough, N. (1989). Language and power. Essex: Longman.
28. Foucault, M. (1977). The archaeology of knowledge. London: Tavistock.
29. Frankwick, G. L., Ward, J. C., Hutt, M. D., & Reingen, P. H. (1994). Evolving patterns of organizational beliefs in the formation of strategy. Journal of Marketing, 58, 96-111.
30. Frazier G. L. & Summers, J. O. (1984). Interfirm influence strategies and their application within distribution channels. Journal of Marketing, 48, 43-55.
31. French, J. & Raven, B. (1959). The bases of social power. In D. Cartwright (Ed.), Studies in social power (pp. 150-167). Ann Arbor: University of Michigan Press.
32. Fulk, J. (1993). Social construction of communication technology. Academy of Management Journal, 36, 921-951.
33. Gaski, J. F. (1986). Interrelations among a channel entity's power sources: Impact of the exercise of reward and coercion on expert, referent and legitimate power sources. Journal of Marketing Research, 23, 62-77.
34. Gaski, J. F. & Nevin, J. R. (1985). The differential effects of exercised and unexercised power sources in a marketing channel. Journal of Marketing Research, 22, 130-142.
35. Gephart, R. P. (1993). The textual approach: Risk and blame in disaster sensemaking. Academy of Management Review, 36, 1465-1515.
36. Gergen, K. J. (1987). Toward self as relationship. In K. Yardley & T. Honess (Eds.), Self and identity: Psychological perspectives (pp. 53-63). Chichester: John Wiley & Sons.
37. Gergen, K. J. (1994). Realities and relationships; Soundings in social constructionism. Cambridge, MA: Harvard University Press.
38. Goia, D. A., & Chittipeddi, K. (1991). Sensemaking and sensegiving in strategic change initiation. Strategic Management Journal, 12, 433-448.
39. Goia, D. A. & Thomas, J. B. (1996). Identity, image and issue interpretation: Sensemaking during strategic change in academia. Administrative Science Quarterly, 41, 370-404.
40. Griffith, T. (1999). Technology features as triggers for sensemaking. Academy of Management Review, 24, 472-488.
41. Hayes, J., & Allison, C. W. (1998). Cognitive style and the theory and practice of individual and collective learning in organizations. Human Relations, 51, 847-872.
42. Hirschman, E. C., & Holbrook, M. B. (1992). Postmodern consumer research: The study of consumption as text. London: Sage.
43. Joerges, B., & Czarniawska, B. (1998). The question of technology, or how organizations inscribe the world. Organization Studies, 19, 363-386.
44. Kale, S. H. (1986). Dealer perceptions of manufacturer power and influence strategies in a developing country. Journal of Marketing Research, 23, 387-393.
45. Kasulis, J., & Spekman, R. E. (1980). A framework for the use of power. European Journal of Marketing, 14, 180-191.
46. Keith, J. E., Jackson, D. W., & Crosby, L. A. (1990). Effects of alternative types of influence strategies under different channel dependence structures. Journal of Marketing, 54, 30-41.
47. Kim, K., & Frazier, G. L. (1997). On distributor commitment in industrial channels of distribution: A multicomponent approach. Psychology and Marketing, 14, 847-877.
48. Lusch, R. F., & Brown, J. R. (1982). A modified model of power in the marketing channel. Journal of Marketing Research, 19, 312-323.
49. Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58, 20-38.
50. Murray, K. (1989). The construction of identity in the narratives of romance and comedy. In J. Shotter & K. Gergen (Eds.), Texts of identity (pp. 176-206). London: Sage.
51. O'Connor, E. S. (1995). Paradoxes of participation: Textual analysis and organizational change. Organization Studies, 16, 769-803.
52. Orbuch, T. L. (1997). People's accounts count: The sociology of accounts. Annual Review of Sociology, 23, 455-479.
53. Oswick, C., Keenoy, T., & Grant, D. (1997). Management discourses: Words speak louder than actions? (interplay between management action and discourse). Journal of Applied Management Studies, 6, 5-13.
54. Pearson, C. M., & Clair, J. A. (1998). Reframing crisis management. Academy of Management Review, 23, 59-77.
55. Pêcheux, M. (1975). Language, semantics, and ideology. London: Macmillan Press.
56. Polkinghorne, D. E. (1988). Narrative knowing and the human sciences. Albany: State University of New York Press.
57. Porac, J. F., Thomas, H., & Baden-Fuller, C. (1989). Competitive groups as cognitive communities: The case of Scottish knitwear manufacturers. Journal of Management Studies, 22, 397-417.
58. Riessman, C. K. (1993). Narrative analysis. London: Sage.
59. Ring, P. S., & Van de Ven, A. H. (1994). Developmental processes of cooperative interorganizational relationships. Academy of Management Review, 19, 90-118.
60. Shotter, J. (1993). Cultural politics of everyday life: Social constructionism, rhetoric, and knowing of the third kind. Buckingham: Open University Press.
61. Sirsi, A. K, Ward, J. C., & Reingen, P. H. (1996). Microcultural analysis of variation in sharing of causal reasoning about behaviour. Journal of Consumer Research, 22, 345-373.
62. Smircich, L., & Stubbart, C. (1985). Strategic management in an enacted world. Academy of Management Review, 10, 724-736.
63. Thomas, H., & Pollock, T. (1999). From IO Economics' SCP paradigm through strategic groups to competence based competition: Reflections on the puzzle of competitive strategy. British Journal of Management, 10, 127-140.
64. Thomas, J. B., Clark, S. M., & Goia, D. A. (1993). Strategic sensemaking and organizational performance: Linkages among scanning, interpretation, action and outcomes. Academy of Management Journal, 36, 239-271.
65. Thompson, C. J., Locander, W. B., & Pollio, H. R. (1989). Putting consumer experience back into consumer research: The philosophy and method of existential phenomenology. Journal of Consumer Research, 16, 133-146.
66. Watson, T. J. (1995). Rhetoric, discourse and argument in organizational sense making. Organization Studies, 16, 805-821.
67. Watson, T. J. & Chiappini, F. B. (1998). Managerial sensemaking and occupational identities in Britain and Italy: The role of management magazines in the process of discursive construction. Journal of Management Studies, 35, 285-302.
68. Weick, K. E. (1969). The social psychology of organizing. London: Addison-Wesley.
69. Weick, K. E. (1987). Organizational culture as a source of high reliability. California Management Review, 29, 112-127.
70. Weick, K. E. (1990). Introduction: Cartographic myths in organizations. In A. S. Huff (Ed.), Mapping strategic thought (pp. 1-10). Chichester: John Wiley & Sons.
71. Weick, K. E. (1993). The collapse of sensemaking in organizations: The Mann Gulch disaster. Administrative Science Quarterly, 38, 628-653.
72. Weick, K. E. (1995). Sensemaking in organizations. London: Sage.
73. Wilkinson, I. F. (1981). Power, conflict and satisfaction in distribution channels - An empirical study. International Journal of Physical Distribution and Materials Management, 11, 20-30.
74. Young, L. C., & Wilkinson, I. F. (1989). The role of trust and cooperation in marketing channels: A preliminary study. European Journal of Marketing, 23, 109-122.