On the Marketness of Markets and Actor Clout: Market-shaping Roles

  • Nenonen S
  • Storbacka K
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Abstract

In reconnecting marketing to more plastic and malleable markets, we need more understanding about market evolution. In this research we explore how to assess the state of a market, and how the roles of a market-shaping actor vary depending on this state. We view markets as configurations of 25 interdependent elements and argue that well-functioning markets have a high degree of configurational fit between elements. The level of configurational fit describes the state of a market as a continuum from low to high marketness. The clout of a market actor to influence a market configuration is an amalgamation of the actor’s capabilities, network position and relative power. By exploring marketness and clout as contextual contingencies, we identify four market-shaping roles: market maker, market activist, market champion, and market complementor. The focus of a market-shaping actor, in terms of which elements to influence and in which order, vary significantly between roles.

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Nenonen, S., & Storbacka, K. (2020). On the Marketness of Markets and Actor Clout: Market-shaping Roles. Journal of Service Management Research, 4(2–3), 170–184. https://doi.org/10.15358/2511-8676-2020-2-3-170

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