Market Representations in Action: Foundations for the Performativity of Representations in Marketing

From street activists to corporate managers, a rising debate is questioning whether markets can be reimagined to meet environmental, social and corporate goals. However, one problem to advance the debate is that markets are often evoked but not investigated; in other words, pundits rely on representations of what a market is and how it works often lacking correspondence with actual markets. Subsequently, the dynamics in the correspondence between representation and markets constitute an important and topical gap of knowledge whose investigation can be fruitful to restructure how markets and society interact. At the core of this dissertation is the concept of market representations where complex social reality is simplified into coherent, yet incomplete views of how markets work either now or in the future. Market representations are important because of their capacity to enable and constrain a repertoire of actions for acting in markets. As such, market representations are conceptualized to be “in action” - following the performativity turn in marketing literature – by investigating how the world of ideas has effects in the real world. Therefore, by providing conceptual foundations and empirical evidence, this dissertation demonstrates that representational practices are part and parcel of acting in markets. The dissertation is composed by four essays spanning a wide range of methods: literature review, a qualitative in-depth analysis, quantitative testing and content analysis. Essay one focuses on the assumptions mobilized about markets in literature originating in marketing and economic sociology. Findings reveal that commonly held beliefs about markets- such as competition, profit maximization, the centrality of exchange and the existence of supply and demand - are assumptions that are not featured in every market. Essay two mobilizes in-depth methods to investigate how commercial market researchers put together representations for their clients. The study tracks how market researchers select and privilege representational objects to create unique representations for their clients to act. Essay three presents quantitative evidence suggesting that market representations can constrain and enable a repertoire of managerial actions. In the context of business marketing, the study demonstrates that the form how the market is understood can have an effect on the actions that managers find relevant and appropriate. Essay four investigates how market research reports are assembled. By analyzing how market representations are assembled, the study explains how market researchers move back and forth between a concern to be accurate and a concern to be actionable. Overall, this dissertation contributes to the subfields of market studies and consumer culture theory in marketing by providing the conceptual foundations and empirical evidence for representations. The debate on the interaction of markets and society is enriched by understanding how assumptions about markets correspond to repertoires of actions