The business paradigm: explanation for patterns of business interactions

Abstract

Purpose

This paper aims to introduce the concept of business paradigm to conceptualize and explain differences in business interaction patterns in the IMP research.

Design/methodology/approach

The concept of the interaction and the concepts related to and driven from it describe the business at both a general level. At the same time, the IMP points out the uniqueness of business interactions. This paper addresses the specific lies between the general and the particular by referring to various patterns of interactions. To close that gap, this paper implies the Kuhnian philosophy of science to conceptualize the business paradigm.

Findings

The business paradigm is a socially constructed collective term. It simultaneously captures the cognitive (what business is and what rules it has) and social (business community) dimensions of the actor’s behavior and actions. It has two interdependent dimensions: cognitive and social. It determines how the actors view and do business, and it explains the variations of interactions.

Research limitations/implications

Not applicable as it is a conceptual paper.

Practical implications

Not applicable as it is a conceptual paper.

Social implications

Not applicable as it is a conceptual paper.

Originality/value

The concept of the business paradigm is a theoretical extension of the IMP actor’s theory. The dimensions of the business paradigm capture the psychological and sociological characteristics of the business actor. The business paradigm application provides an opportunity to find that business can be different because actors in various communities have various views on what business is and how it should be properly run. Adding the business paradigm concept to the IMP theory implies strengthening the theory explanation power because the interaction explains the business’s general characteristics. The business relationship explains the business’s unique features, and the business paradigm explains the various interaction patterns.

Citation

Leszczyński, G., Mandjak, T., Margitay, T. and Zieliński, M. (2022), "The business paradigm: explanation for patterns of business interactions", Journal of Business & Industrial Marketing, Vol. 37 No. 4, pp. 723-733. https://doi.org/10.1108/JBIM-05-2019-0207