This work aims at extending the boundaries of marketing to address the process of emerging consumption practices. This point of view is in line with the concept of megamarketing introduced by Kotler (1986, Harvard Business Review, 64, 117–124) and with the assumption that consumption practices depend heavily on supra individual and institutional structures that can take a cognitive, normative and regulatory form. Drawing from the recent insights of institutional theory, we propose marketing strategies that companies can use to shape the institutional structure underlying new consumptions practices. We extend the concept of megamarketing by collating it with that of institutional work, and thus identify the cognitive, symbolic, cultural and legal levers used by firms to shape the institutional conditions needed for consumption.
- neo-institutional theory; new markets; legitimacy; institutional work; marketing strategy
ASJC Scopus subject areas
- Strategy and Management