Geoff Easton

Geoff Easton
Lancaster University | LU · Department of Marketing

About

44
Publications
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2,216
Citations

Publications

Publications (44)
Article
Full-text available
A Conceptualization of Organizing, Organization and Managerial Work Processes, That Recovers the ‘Provisional Bonds’ of Actor-Network Theory, and Rehabilitates the ‘Commitments’ of Computer Supported Cooperative Work
Article
This paper addresses the nature of temporality in business networks. Approaches to temporality generally employ a dualistic approach: time can be understood as social and natural, tensed and untensed, subjective and objective, kairos or chronos, agency and structure. We examine these two approaches and suggest that the problem for situated actors i...
Article
Full-text available
Evaluation is usually an internalized process that is intrinsic to the activities of market actors. Producers evaluate what goods to produce, intermediaries such as distributors and retailers evaluate what goods to promote and stock, while consumers evaluate what goods to buy. In some cases, however, a secondary evaluation market controlled by an e...
Article
In this paper, we introduce empirical evidence showing how mental simulation was used as a heuristic strategy in an industrial network context. The mental network simulations observed are consistent with the Recognition-Primed Decision (RPD) model, according to which intuitive thinking allows managerial experience to be translated into focal networ...
Article
Case study research is the most popular research method for researchers in industrial marketing. However despite a number of attempts the problem of satisfactorily justifying the use of case research remains. This paper proposes critical realism as a coherent, rigorous and novel philosophical position that not only substantiates case research as a...
Article
Full-text available
Case studies are becoming an increasingly popular research method. However the usual justification for their use is that they provide a rich picture of a particular situation. While this is certainly true there is a problem in linking the findings to theory. This is particularly true for single case research. However the philosophical position of C...
Article
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A new concept, commitments, is introduced and defined as “agreements between two or more social actors to carry out future actions” and its incorporation into, and articulation of, the actors–resources–activities model described. Commitments are distinguished from the concept of commitment as traditionally used in inter-organisational relationships...
Article
Industrial networks offer a prime example of the tension between system stability and change. Change is necessary as a response to environmental variation, whereas stability provides the underpinning for long-term investment and the exploitation of efficiencies. Whilst one of the key themes in industrial network research has been the dynamics of ch...
Article
First, we develop a macro level explanation for how changes in social capital occur. Second, we apply a dynamic approach to social capital by examining on a more micro level the activities which are involved with and contribute to the increase or decrease in social capital in, largely dyadic, relationships within entrepreneurial networks.Third, we...
Article
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Purpose – The paper seeks to use the concept of net social capital to help explain the behaviour of a business constellation, a group of entrepreneurial firms in different businesses that cooperate to their mutual benefit. Design/methodology/approach – The paper takes the form of an in-depth case study of the Canadian Groupement Quebecoise. Finding...
Article
The paper describes exploratory research into the nature of the International/Industrial Marketing and Purchasing (IMP) conference papers with particular focus on content. A qualitative analysis of the Proceedings of the 16th Annual IMP Conference is presented. The results provide insights into the diversity of academic thought that fuels the devel...
Article
Technological developments in e-commerce provide one of the most important challenges to B2B marketers currently. In this paper, we use a contingent approach to attempt to assess the likely impact of two forms of e-technology, Virtual Markets (VMs) and Interorganisational Systems (IOS), on two different ideal-type markets: competitive and relationa...
Article
The publication of the 2001 UK HEFCE Research Exercise data provides an opportunity to examine the performance not only of Business and Management HE institutions but also the journals submitted by the research active marketing staff from those institutions. Two measures of journal performance are reported and analysed; frequency of submission and...
Article
This paper is concerned with analysing the role of rhetoric and literary criticism in research and scholarship. It is argued that critical debate and dialogue are the hub of the process of research and scholarship and that social science and literature have more in common than is normally recognized. Most of these debates are carried out in writing...
Article
Most studies of environmental impacts operate at the level of the individual firm. However, firms can act collectively in the face of threats such as that described in this paper: the banning of CFCs. A framework based upon concepts from theories of collective action is used to explain why two different forms of collective action were initiated by...
Article
The debate in marketing about the philosophy of science that would be most appropriate for the discipline ended in the early 1990s with realism as the apparent victor. However, there are many variations within the realist camp. One particular version — critical realism — has become relatively popular in a number of social sciences cognate with mark...
Article
Organisations respond to environmental change in many and complex ways and, as a result, studying the way in which they do so is problematic. In this paper, we take advantage of a natural experiment — the banning of chlorofluorocarbons (CFCs) — to investigate a situation where many organisations were facing the same external threat at the same time...
Article
Full-text available
Abstract The paper,describes,exploratory,research,into the nature,of IMP conference,papers,with particular,focus on content.,A qualitative,analysis of the proceedings,of the 16,annual,IMP conference,is presented. The results,provide,insights,into the diversity,of academic,thought,that fuels the development,of the IMP network,and allows,us to begin,...
Article
Full-text available
The B2B e-commerce bubble appears to have burst. In the breathing space that has emerged we have chosen to attempt to conceptualise the relationship between two kinds of B2B markets and two types of e-technology. The market forms we have labelled "competitive" and "relational". The former is based on the classical economic notion of purely competit...
Article
This paper analyzes a number of different inter-organizational exchange relationships, ranging from simple exchange transactions to complex competitor strategic alliances in terms of the exchangeability, value influence, and consumption/creation processes of the resources being exchanged. Many common features between exchange relationships and stra...
Chapter
Full-text available
This chapter reviews the notion of social capital from a resource based perspective. We argue that the notion of social capital relies on a metaphorical mapping of features associated with economic notions of capital or assets into the social domain. We start from the notion that not all economic resources can be classified as assets in the way the...
Chapter
Full-text available
A research program focusing on understanding and modelling the evolution of industrial networks is described which draws on recent theoretical and modeling advances in the area of artificial life and complex adaptive systems. The creation and evolution of the structure of industrial networks is seen to emerge through the on-going micro processes of...
Article
About the Authors. Preface. Introduction. Amstrad plc (A) - John Hendry Andersen Consulting (Europe): Entering the Business of Business Integration - Sumantra Ghoshal with Mary Ackenhusen Benetton SpA - Carlos Jarillo & Jon I. Martinez Cadbury Schweppes plc (A) - Tony Eccles with Martin Stoll Csepel Machine Tool Company - Joseph Wolfe and Jozsef Po...
Article
Strategy as an academic subject and as a concern for practitioners has grown in importance over the last decade. A review of the strategy literature reveals that the model employed by most current schools of thought concentrates on the notion of the firm attempting to control its own destiny in the face of a hostile and faceless environment. In thi...
Article
Two important, although neglected, dimensions of market exchange are the temporal and the social. Exchanges, particularly those between organizations, may be thought of as embedded in a social framework which rewards continuity. Similarly exchanges between the same entities which recur over time take on a different character from those which are in...
Article
Competitors come a very poor second to consumers as the focuses for studies carried out by marketing academics. Since the marketing concept is so much at the heart of what many academics think marketing is all about this should surprise no one. However, the emergence of the subject of marketing strategy with its concern over sustainable competitive...
Article
Processes of competition lie at the heart of the literature of marketing strategy. Indeed, it could be argued that competitors and sustainable competitive advantage are to marketing strategy what customers and the marketing concept are to marketing. The principle of sustainable competitive advantage argues that a firm can only be successful in the...
Article
This is one of the first studies to analyze the way in which women are portrayed in industrial advertising. It concludes that the use of sex is not a major selling strategy and that, with one exception, women's role in industrial life is accurately reflected.
Article
This paper presents one of the first attempts to develop stochastic models of industrial buying behaviour. The Beta-binomial model, used to model consumer purchase incidence, also works well for industrial consumers. Purchase size is shown to be lognormally distributed suggesting that something like a log random walk process may be operating. Howev...
Article
This article introduces the concept of indirect marketing. It examines a situation where individuals, groups, and organizations other than the purchasing organization have a major say in the purchase decision. Implications for a marketing program to meet this situation are discussed.
Article
Anhand kinetischer Daten und Produktuntersuchungen wird der Mechanismus der Oxidation von Cyclohexanon durch das HexachloroiridatUV)-Anion (Na-Salz) ermittelt.
Article
Full-text available
Abstract In 1991 the UK government,of the day,changed,the way,in which,some,of the funding,for the National,HealthService,was,administered.,They introduced,a measure,of marketisationinto,the process.,Prior to 1991 the funding,of both primary,and,secondary,health,care,had,been,on a distributed,allocation,basis. After 1991 a partial purchaser,- provi...
Article
Evidence is presented from kinetic and product studies that the first step in the one-equivalent oxidation of the enol of cyclohexanone by the hexachloroiridate(IV) anion is an outer-sphere electron transfer which gives rise to the hexachloroiridate(III) anion and a 2-oxocyclohexyl radical. The latter then reacts with a further iridate(IV) ion by a...

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