Managing Service Firms: The Power of Managerial Marketing, 1st Edition (Hardback) book cover

Managing Service Firms

The Power of Managerial Marketing, 1st Edition

By Per Skålén


186 pages

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Based on a conceptual analysis of marketing texts, particularly service marketing texts, and a case study of a service firm that utilizes approaches to managing organizations that have been developed within the boundaries of marketing, this book presents a critical examination of marketing as a managerial practice. Skålén focuses in particular on the managerial research tradition and managerial practice referred to as service marketing (sometimes service management), which is seen as a ‘dominant managerial logic’ by many marketing scholars.

Skålén analyzes the governmentality of service marketing through textual representations of managerial marketing and a case study of a service organization. Based on the former, the author argues that managerial marketing has always promoted and fostered customer orientation as the main governmental rationality and that this rationality in service marketing targets human beings more exclusively than previously. This book contributes to critical marketing research since this research tradition lacks studies of empirical responses to managerial marketing which articulate a radical social critique.

Table of Contents

Preface 1: Introduction 2: Power and Marketing 3: The Bureaucratic Organization and the Reactive Employee 4: ‘I Want To Help You’: The Power of Market and Service Orientation 5: The Power/Knowledge of Service Quality and Coaching 6: The Managerial Rationality of Relationship Marketing 7: From Prescribing Marketing Practices to Studying Marketing as Practice Appendix: Methodology and Methods Notes Bibliography Index

About the Author

Per Skålén is Associate Professor of Business Administration at the Service Research Center, Karlstad University, Sweden. He is the co-author of Marketing Discourse – A Critical Perspective (with Martin Fougére and Markus Fellesson), also published by Routledge.

About the Series

Routledge Interpretive Marketing Research

Recent years have witnessed an ‘interpretive turn’ in marketing and consumer research. Methodologies from the humanities are taking their place alongside those drawn from the traditional social sciences. Qualitative and literary modes of marketing discourse are growing in popularity. Art and aesthetics are increasingly firing the marketing imagination. This series brings together the most innovative work in the burgeoning interpretive marketing research tradition. It ranges across the methodological spectrum from grounded theory to personal introspection, covering all aspects of the postmodern marketing ‘mix’, from advertising to product development, and embracing marketing’s principal sub-disciplines.

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Subject Categories

BISAC Subject Codes/Headings:
BUSINESS & ECONOMICS / Marketing / General