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...

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: Drawing upon ideas of holistic systems in conjunction with practice and complexity theories, the purpose of this paper is to provide a reflective examination of sensemaking within business networks. Design/methodology/approach: This is a conceptual paper that uses a meteorological...

Purpose: This paper aims to explore the topic of embodiment as a gap in meaning-making within the literature on business relationships in IMP and business marketing academic discourse. Referring to the theories of embodiment, the authors question the dominant worldview of Cartesian dualism...

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...

Purpose: This paper aims to look into changing future landscapes of business interaction, relationships and networks using the lens of the work of Mikhail Bakhtin and his key notions of polyphony, heteroglossia and dialogism. Design/methodology/approach: This is a conceptual paper exploring the...