The alternative “Marketing Revolution”: Infra-power, the compromising consumer and goodwill creation

Abstract

Purpose

This paper reviews the contributions of Harry Tosdal, a pioneer of sales and marketing management. It serves to puncture a variety of marketing myths and illuminate a completely neglected concept of the consumer.

Design/methodology/approach

This account is based on a close reading of Tosdal’s publications.

Findings

Tosdal articulated a highly nuanced interpretation of marketing management, market research and sales force management. Each of these elements was keyed into fostering goodwill between firm and customer. Perhaps most importantly, he provides a counterpoint to the idea that the consumer is sovereign in the marketplace. Instead, he makes a case that the ontology of the market is riven by compromise.

Originality/value

This paper highlights the concept of the compromising consumer. Arguably, this is a much more empirically realistic conception of the agency we possess in the marketplace than the idea that we move markets in ways absolutely consistent with our desires.

Citation

Tadajewski, M. (2016), "The alternative “Marketing Revolution”: Infra-power, the compromising consumer and goodwill creation", Journal of Historical Research in Marketing, Vol. 8 No. 2, pp. 308-334. https://doi.org/10.1108/JHRM-03-2016-0003