Product Markets as Socio-Cognitive Systems: Theoretical Foundations and Research Propositions

University of Illinois, Office of Research Working Paper No. 99-0121

Posted: 15 Dec 1999

See all articles by José Antonio Rosa

José Antonio Rosa

University of Illinois at Urbana-Champaign - Department of Business Administration

Joseph F. Porac

Emory University - Department of Organization & Management

Jelena Spanjol

Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management)

Abstract

A theoretical framework is proposed in which consumers and producers are seen as market actors coupled in behavior-cognition cycles - cycles of enacted behavior and sensemaking that generate product knowledge. Repeated knowledge and sensemaking over product concepts give rise to product conceptual systems shared by market actors. The arguments are grounded in the development of the paper clip product market, and researchable propositions focused on discernible elements of knowledge structures shared by producers and consumers are presented throughout the discussion. A methodological argument is made for using market stories as data, and for the application of network analysis tools to assessing change in the conceptual frames of market actors over time. The implications of the framework to marketing theory and practice are also discussed.

JEL Classification: D00

Suggested Citation

Rosa, José Antonio and Porac, Joseph Francis Allen and Spanjol, Jelena, Product Markets as Socio-Cognitive Systems: Theoretical Foundations and Research Propositions. University of Illinois, Office of Research Working Paper No. 99-0121. Available at SSRN: https://ssrn.com/abstract=198812

José Antonio Rosa (Contact Author)

University of Illinois at Urbana-Champaign - Department of Business Administration ( email )

1206 South Sixth Street
110 David Kinley, MC 706
Champaign, IL 61820
United States
217-333-5160 (Phone)
217-244-7969 (Fax)

Joseph Francis Allen Porac

Emory University - Department of Organization & Management ( email )

1300 Clifton Road
Atlanta, GA 30322
United States
404-727-9738 (Phone)

Jelena Spanjol

Ludwig Maximilian University of Munich (LMU) - Faculty of Business Administration (Munich School of Management) ( email )

Kaulbachstr. 45
Munich, DE 80539
Germany

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