Luis Araujo

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• PhD
• Honorary Professor at University of Manchester

Market studies is a newly emerging field dedicated to understanding the origins, core concepts, theories and methods currently being used and developed to examine markets in the making. Providing a unique overview that introduces, positions and develops this highly fertile area of research, Market Studies is the first book to consolidate its themes...

Market studies is a newly emerging field dedicated to understanding the origins, core concepts, theories and methods currently being used and developed to examine markets in the making. Providing a unique overview that introduces, positions and develops this highly fertile area of research, Market Studies is the first book to consolidate its themes...

Market studies is a newly emerging field dedicated to understanding the origins, core concepts, theories and methods currently being used and developed to examine markets in the making. Providing a unique overview that introduces, positions and develops this highly fertile area of research, Market Studies is the first book to consolidate its themes...

This paper inquires into the dynamic imaginaries of the Ethereum project. We present Ethereum as animated by three such imaginaries: the world computer (technical), productive money (economic) and public goods (political). We examine how these imaginaries are materialized, carried forward and evolve through the Ethereum ecosystem, focusing on how E...

Despite a growing understanding of market infrastructures—the rules and socio-material arrangements that enable agreements on the properties of goods, and the calculation of value, equivalence and exchange—we know little of what lies beneath the arrangements that underpin and are implicated in exchange. The socio-material lens has done much to expl...

Purpose-In developing economies, 30% of the gross domestic product on average is undertaken by unregistered businesses. The informal economy leads to high opportunity costs by preventing gains from trade with strangers. To overcome this obstacle, sellers who usually operate in the informal economy should strive to move to formal markets. Current th...

Purpose In developing economies, 30% of the gross domestic product on average is undertaken by unregistered businesses. The informal economy leads to high opportunity costs by preventing gains from trade with strangers. To overcome this obstacle, sellers who usually operate in the informal economy should strive to move to formal markets. Current th...

To implement marketization in public healthcare systems, policymakers need to situate abstract models of prescriptive practice in complex user settings. Using a performativity lens, we show how policy processes attempt to bring about the changes they presume. Investigating the implementation of the Health and Social Care Act 2012, and the developme...

AbstractPurpose–The case study approach has been widely used in management studies and the social sciencesmore generally. However, there are still doubts about when and how case studies should be used. This paperaims to discuss this approach, its various uses and applications, in light of epistemological principles, as wellas the criteria for rigor...

Purpose The case study approach has been widely used in management studies and the social sciences more generally. However, there are still doubts about when and how case studies should be used. This paper aims to discuss this approach, its various uses and applications, in light of epistemological principles, as well as the criteria for rigor and...

The purpose of this paper is to explore how the participation practices of stakeholder networks inform an understanding of context functioning in complex service exchange settings. We adapt the concept of the service delivery network (SDN) as a suitable approach to investigate how context is made within collaborative healthcare projects. Case manag...

This article focuses on how organizations translate socio-technical problems into technical solutions during normal innovation periods. According to the socio-technical systems literature, in normal periods the research activities and the innovation agenda for individual firms are guided by a common but dynamic framework. This constitutes a shared...

This paper investigates practice dynamics in kitchens situated at the boundary between markets and consumption. The kitchen is conceptualized as a market-consumption junction, a space where multiple concerned actors in markets and consumption come to shape, and get shaped by, the practices in the kitchen. Drawing upon archival research of the Swedi...

In Chapter 7, Araujo, La Rocca and Hoholm examine the role of public policy interventions in reconfiguring the relationship between primary and secondary care sectors and the means through which these interventions take place. Drawing from the “governmentality” school of thought (e.g. Miller and Rose 1990) the focus of this chapter is on how these...

Policies aimed at intensifying innovation, and how they relate to industrial activities, is the major theme of this chapter. We build on Industrial Marketing and Purchasing (IMP) studies of innovation, as well as relational approaches to policy studies, to examine the means and goals of innovation policy. From the IMP literature, we take the notion...

This paper questions the assumption in much of the marketing and product-service literature that products can be treated as stable platforms for the delivery of services. Instead, it uses the notion of the product biography to argue that products are chronically unstable, both physically and institutionally, and focusses on the managerial and insti...

Purpose – The purpose of this paper is to provide an historical account of the evolution of the purchasing and supply management (PSM) field from the perspective of resource interfaces between buying firms and their suppliers. This historical account is then used as a platform to develop a framework for understanding of the capabilities required to...

This special issue features a collection of papers that explore the notions of “market agencements” and “market agencing,” recently introduced in market studies, and reflect on their contribution to our understanding of consumption, markets and material culture. These notions originate from the contributions of Michel Callon. They are grounded on t...

After the deregulation of the US market for air travel in 1978, incumbent airlines sought to find their feet in a challenging new commercial reality. A major initiative was the creation of so-called Frequent Flyer Programs (FFPs), which quickly became a standard tool for airline marketing. We analyze the introduction and subsequent development of t...

This commentary provides a short reflection on what marketing should be rethinking. We suggest that marketing should reconsider its relationship to markets, namely in the light of the so-called marketization wave (i.e., the use of market exchange as the principal mode of the coordination of socio-economic life based on the belief that markets are a...

This paper addresses the link between action and cognition in markets. Increasing reliance on markets to co-ordinate economic activity across diverse contexts underscores the need to better understand how such coordination is achieved and how it can be changed. Our starting point is sense-making in formal organizations and markets. We argue that, w...

The efforts to address markets as socio-technical orders have hitherto focused on the role of marketing in shaping demand. However, in many markets the role of purchasing is just as important. This paper uses a case study to examine how a single buying company can attempt to shape an emerging market through its purchasing practices. As a result, th...

This paper explores the performative role of marketing knowledge in advertising planning. It is based on an ethnography within the account planning department of a London advertising agency as it worked closely with a client and a market research agency to develop a new energy/health drink for launch in the United Kingdom. The case provides detaile...

Purpose – The paper argues that indirect capabilities – the ability to access other organizations' capabilities – are an important and neglected part of firm strategy in procuring complex performance (PCP) settings, and that this is especially so if these settings are treated as genuinely complex, rather than merely complicated. Elements of indirec...

The nature of services in society and the economy is wide-ranging and complex. The management of services and their innovation provokes a number of challenges for practitioners, professionals, and academics. This book provides a range of perspectives on understanding, managing, and reconceptualizing service by bringing together contributions from l...

This paper proposes a typology for provider roles in defining business services. The starting point of the study is the underlying rationale of much of the service purchasing literature that buyers have or can easily access the necessary know-how to procure business services. If this does not hold, the implication is that buying firms would shy awa...

This comment addresses the context within which markets have turned into purported panaceas to alleviate poverty and promote development. Expanding formal markets and rescuing the poor from the traps of informality is often seen as recipe to unlock the untapped energies at the base of the pyramid (BoP), turning individuals into budding entrepreneur...

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...

This commentary discusses the article by Baraldi, Gressetvold and Harrison (this issue), which reviews the foundations and implications of the resource interaction perspective. The discussion stresses the Penrosean legacy of this perspective but also its potential to expand the Penrosean framework beyond intraorganisational applications, that is, t...

The purpose of this paper is to explore the notion of technology as a practice and a system of connections. The Hughesian tradition in the history of technology locates technological practice in transorganisational systems, involving a variety of different actors by a central figure or entrepreneur. The Chandlerian approach privileges the firm as s...

This paper is concerned with the notion of path dependence as a framework to understand technological trajectories. The notion of path dependence has been deployed in the economic history and historical sociology literatures to explain sequences of events related mainly to technological and institutional evolution. We adopt a notion of path-depende...

This paper discusses the promises and challenges of innovation ethnographies. We depart from the notion that innovation processes are highly contingent, messy and non-linear and examine ways in which these processes have been studied. Our focus is on the challenges posed by the use of ethnographic methods to study innovation in-the-making. Our disc...

This book proposes a novel research agenda for marketing to reconnect with markets. The historical link between marketing and markets, prevalent until the 1960s, gave way to a view of marketing as addressing generic rather than economic exchange. By focusing on generic exchange, marketing portrays itself as portable set of tools applicable to marke...

This chapter examines the case of a fuel retailer moving from product to category management. Under product management, the aim of retail operations was to cover fuel distribution costs. Store performance was broken down to the product level using metrics such as volume, sales, and profit margins. These indicators governed product assortment decisi...

This chapter considers the role of materiality in mundane consumption. It argues that mundane, everyday consumption should be understood as inextricably linked to actors' engagements in practices. It is the requirements of practice rather than the imperatives of personal taste or choice that explain mundane consumption. Material objects such as Do-...

This paper addresses the issue of classification devices and their role in shaping markets. We depart from the notion that markets are shaped by multiple calculative agencies and examine how particular forms of calculation are made viable. Classification devices are the infrastructure that makes calculation possible and sustains particular economic...

Purpose This paper proposes a new approach to operations and supply strategy in the light of recent developments in the analysis of the respective roles of products and services in delivering benefits to customers. Design/methodology/approach Reviews and synthesises concepts from operations management (OM), marketing, economics and related areas....

ABSTRACT The purpose of this article is to reflect on the use of narratives in case studies. The main argument,developed here is that constructing narra- tives embodies important theoretical assumptions about the nature of the world and temporal processes. A secondary argument,concerns the dif- ference between lay and academic narratives. Although...

This paper examines a series of category review meeting between manufacturers of fast-moving consumer goods and retailers as instances of market-shaping. Our point of departure is that markets are performed and shaped by multiple calculative agencies whose encounters are organized in routine fashion. Our empirical case focuses on the presentations...

Recent debates in economic sociology have moved away from a critique to homo economicus to a focus on how market exchange is formalised and abstracted from society. Rather than dwell on the disparities between the formalism and the practice of market exchange, the work of Michel Callon and associates focuses on the calculating agencies that make ho...

This paper examines the current state of application of qualitative methods, namely case studies in purchasing and supply management. We argue that the case study method has much to contribute to the development of the discipline namely in terms of theory development, providing strong exemplars as well as testing theories culled from other discipli...

This paper revisits the product–service distinction from an institutional perspective. Much of the literature in marketing and management has focused on the intrinsic characteristics of services with a view to derive implications for the management of service-based firms. Our key argument is that the quest for foundational differences between produ...

In the internationalisation literature the notion of path dependence has often been associated with gradualism in the evolution of a subsidiary in its host country. In this paper, we argue that path dependence cannot be exclusively associated with gradualism nor can the evolution of a particular subsidiary be explained solely by its embeddedness in...

After the 19th IMP-Conference in Lugano, (September 2003) a selection committee consisting of representatives from the JCB and the IMP Group met to discuss a preliminary selection of conference papers for this special issue. At the same time, editorial responsibility was vested in four of the authors of the papers that had been earmarked for inclus...

This paper addresses the topic of supplier evaluation programmes in practice. Whereas most empirically based studies have used surveys and focused on the dimensions of supplier evaluation, we use a case study centred on Volvo Cars and its suppliers to illustrate the details of the practices used in supplier evaluation programmes. Our empirical resu...

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...

The notion of firm boundaries has received considerable attention in theories of the firm that address the problems of investment incentives and mitigation of hold-up problems. In this paper we attempt to develop a different approach to the problem of vertical firm boundaries, based on recent advances in the capabilities view of the firm. Our argum...

The concept of flexibility has occupied an increasingly central role in the operations management and strategy literatures. Despite this surge of interest, the concept of flexibility and the means employed to deliver flexibility remain under-researched topics. This paper critically examines the literature on manufacturing flexibility and lists a nu...

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...

The objective of this paper is to examine the structures and processes of learning in industrial systems. Put briefly, we argue that learning is not a purely firm-based phenomenon and that it is partly dependent on the distribution of capabilities in the wider system in which the firm is embedded. The governance structures that sustain a particular...

The notion of path dependence is regularly deployed to account for the way past commitments have an important bearing on current choices. We make a distinction between the notions of past and path dependence and focus on path dependence as two types of event sequences: selfreinforcing and reactive. We then address the issue of how the notion of pat...

This paper is concerned with the effects of space on interorganisational relationships. Much of the economic geography literature has been concerned with studying spatial agglomerations (e.g. industrial districts, clusters) whilst neglecting to characterise in detail the types of relationships that make up such agglomerations. By contrast, research...

Abstract This paper deals with the problem,of division of labour and industrial development from a network perspective. Our starting point is Young’s (1928) seminal insights into how the process of the division of labour creates a series of connected qualitative and quantitative changes,in industrial structures. Our main argument,is that these qual...

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...

This paper discusses the dynamics of the implementation of programmatic initiatives in manufacturer–retailer networks. We define a programmatic initiative as a complex and hybrid innovation problematizing a particular domain of activity and supplying a set of ready-made solutions to tackle those problems. We focus on one programmatic initiative, “E...

In recent years, both the academic and practitioner-based literatures have witnessed a spate of interest in the management of supplier relationships. In particular, the movement from transaction to relational modes of buyer–supplier interaction has been highlighted as a dramatic shift. This article reexamines the nature of management of supplier re...

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...

This article attempts to build on contemporary views emanating from the sociology of science and technology and cognitive science regarding cognition as situated and distributed, and knowing and learning as residing in heterogeneous networks of relationships between the social and material world. The main argument presented here is that most studie...

This paper illustrates how the network structures in which economic exchange is embedded can be the subject of individual or collective actions aimed at altering the conditions of action and power afforded by such structures. A second strand of our study concerns the notion that interorganizational networks are systems of economic as well as social...

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...

Time is a construct or variable that is fundamental to a variety of theories of organizational change and strategic planning, as well as numerous mid-range models such as the product life cycle. In virtually all of these models, time is assumed to be unproblematic, independent, “out there”, and unilinear; time follows its own arrow. In contrast, a...

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...

Compares the different models of behaviour between exportation and internationalisation in an organization. Examines other studies on the subject of export behaviour and looks at the lessons and opportunities which arise from these. Attempts to résumée the different models and studies and also to evaluate their implications for government policy an...

This paper explores the effects of online reverse auctions (ORAs) in business markets using an illustrative case study of the introduction of this tool in relationships involving a car assembler and three of its suppliers. In an online reverse auction, a buyer defines the terms of the exchange and sellers bid to push the prices down either through...

The purpose of this paper is to explore the notion of routines and its connection to the evolution of "learning-by-using" in a complex network setting, aircraft maintenance. Despite continued theoretical interest, there has been a dearth of empirical studies in how routines emerge and develop in the field. In addition, few studies have considered h...

This paper is concerned with knowledge differentiation and integration in the context of a large, distributed project. We contrast a firm-centred with a community of practitioners approach to the nature and locus of engineering knowledge by examining a project concerned with the development of an offshore platform for ultra-deep sea oil exploration...

The purpose of this article is to reflect on the use of narratives in case studies. The main argument developed here is that constructing narra- tives embodies important theoretical assumptions about the nature of the world and temporal processes. A secondary argument concerns the dif- ference between lay and academic narratives. Although social sc...

The objective of this paper is to examine the processes and structures of learning in industrial systems. Put briefly, we argue that organisational learning is not a purely intra- organisational phenomenon and that learning is partly dependent on the distribution of capabilities in the wider system in which the firm is embedded. The governance stru...