IDEAS home Printed from https://ideas.repec.org/a/eee/scaman/v24y2008i4p295-307.html
   My bibliography  Save this article

Rethinking language in IMP research: Networking processes in other words

Author

Listed:
  • Lowe, Sid
  • Ellis, Nick
  • Purchase, Sharon

Abstract

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 that language has a reality constituting and distorting character. It also affords the realization that when phenomena are couched "in other words", they appear differently to us. We shall argue that this realization allows the inspirational potential of creating, through the use of new language, a new and possibly better understanding of the complexities of business networks. The potentials and practicalities in industrial network scholars accommodating language and communication are discussed in the context of selected approaches from the linguistic turn, such as certain variants of discourse analysis, which offer promising developments for research. We conclude that these potentials may enable IMP researchers to benefit from adopting the metaphysics of change, a process epistemology, the ontology of "becoming" and a more reflexive and intimate engagement with practice.

Suggested Citation

  • Lowe, Sid & Ellis, Nick & Purchase, Sharon, 2008. "Rethinking language in IMP research: Networking processes in other words," Scandinavian Journal of Management, Elsevier, vol. 24(4), pages 295-307, December.
  • Handle: RePEc:eee:scaman:v:24:y:2008:i:4:p:295-307
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0956522108000766
    Download Restriction: Full text for ScienceDirect subscribers only

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Daniela Andreini & Giuseppe Pedeliento, 2013. "B2B vs. B2C: an empirical attempt to bridge the gap," MERCATI E COMPETITIVITÀ, FrancoAngeli Editore, vol. 2013(1), pages 73-96.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:scaman:v:24:y:2008:i:4:p:295-307. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/872/description#description .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.