IMP and service-dominant logic: Divergence, convergence and development

Abstract

This article arose directly from discussions at the 2nd Otago Forum on Service-Dominant (S-D) logic held at the University of Otago in December 2008. It builds on the papers presented and discussions at the forum, on previous papers within the S-D logic field and relates these to the research of the IMP (Industrial Marketing and Purchasing) Group. The article focuses on two important conceptual issues that appear to need further development by both S-D logic and IMP researchers: Firstly, the identity and characteristics of the business actor in an interacted business landscape and second, the nature of value and its creation and delivery. The article also seeks to use some IMP ideas on business interaction in an attempt to refine and clarify the central S-D logic concept of ‘service’ between companies. Finally, the article attempts throughout to draw tentative conclusions about the implications of this conceptual analysis for practitioners.