search query: @indexterm CAR RETAIL INDUSTRY / total: 16
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| Author: | Hopkinson, G. C. |
| Title: | Influence in marketing channels: a sense-making investigation |
| Journal: | Psychology & Marketing
2001 : MAY, VOL. 18:5, p. 423-444 |
| Index terms: | CAR RETAIL INDUSTRY MARKETING CHANNELS |
| Freeterms: | NARRATIVES SENSEMAKING |
| Language: | eng |
| Abstract: | The article compares cognitivist and constructionist approaches to organizational sense making. Following constructionist theory, linguistic analysis is applied to two narratives told by car dealers. The stories are about one incident in their marketing network. The narrative interpretation relates the degree of influence each narrator seeks to the way each makes sense of the network and constructs network in their story. |
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