Dr Alan Gilchrist

Lecturer

Profile

A cornerstone of my intellectual identity is my commitment to working within the ethnographic tradition. I view organizational discourse analysis as both relevant and significant as a mechanism of helping researchers comprehend and understand complex and dynamic organizational issues, aiding development of marketing and organizational theory.

My research attempts to make sense of the organizational relationships “marketing” has both intra-organizationally, and inter-organizationally, and makes theoretical contributions on strategic marketing change theory.

Situated within my theoretical interest on strategic marketing change, I am deeply interested in examining the micro level discourse of managers as they attempt to make sense of the political and power landscape of the organization in strategic change settings. Focusd on my research interests, I have published in both marketing and organizational journals, including Human Relations, British Journal of Management, Industrial Marketing Management, European Journal of Management and Business History, on topics such as managerial sense-making, power and politics, and researcher interests and motives.

Category predication work, discursive leadership and strategic sensemaking
Whittle, A., Housley, W., Gilchrist, A., Mueller , F., Lenney, P. 03/2015 In: Human Relations. 68, 3, p. 377-407. 31 p.
Journal article

The reflexive turn in key account management: beyond formal and post-bureaucratic prescriptions
Vanharanta, M., Gilchrist, A., Pressey, A., Lenney, P. 11/2014 In: European Journal of Marketing. 48, 11-12, p. 2071-2104. 34 p.
Journal article

Towards a typology of collusive industrial networks: dark and shadow networks
Pressey, A.D., Vanharanta, M., Gilchrist, A. 11/2014 In: Industrial Marketing Management. 43, 8, p. 1435-1450. 16 p.
Journal article

Sales and marketing resistance to Key Account Management implementation: an ethnographic investigation
Pressey, A., Gilchrist, A., Lenney, P. 10/2014 In: Industrial Marketing Management. 43, 7, p. 1157-1171. 15 p.
Journal article

Interest-talk as access-talk: how interests are displayed, made and down-played in management research
Whittle, A., Mueller , F., Lenney, P., Gilchrist, A. 07/2014 In: British Journal of Management. 25, 3, p. 607-628. 22 p.
Journal article

Power, politics and organizational communication: an ethnomethodological perspective
Whittle, A., Housley, W., Gilchrist, A., Lenney, P., Mueller, F. 05/2014 In: Language and communication at work. Oxford : Oxford University Press
Chapter (peer-reviewed)

Discursive Leadership and Power-Sensemaking in Strategy Meetings
Whittle, A., Mueller, F., Housley, W., Gilchrist, A., Lenney, P. 2013
Conference paper

Politics and strategy practice: ethnomethodologically-informed discourse analysis perspective
Mueller , F., Whittle, A., Gilchrist, A., Lenney, P. 2013 In: Business History. 55, 7, p. 1168-1199. 32 p.
Journal article

Strategists as Practical Sociologists: Sensemaking, Strategy and Power-Talk in Meetings
Whittle, A., Mueller, F., Gilchrist, A., Lenney, P. 2012
Conference paper

The Co-constitutiveness Nature of Organizations and Industrial Networks: A Critical Realist Approach
Easton, G., Gilchrist, A., Lenney, P. 2012
Conference paper

The Discourse of Power: How Do Strategists Talk About Power, and Why Does it Matter?
Whittle, A., Mueller, F., Gilchrist, A., Lenney, P. 2012
Conference paper

The Discourse of Power: How do people talk about Power and Why Does it Matter?
Whittle, A., Mueller, F., Gilchrist, A., Lenney, P. 2012
Conference paper

Telling tales of 'interest': A discursive psychology perspective
WHITTLE, A., FRANK, M., Lenney, P., Gilchrist, A. 07/2011
Conference paper

Handling Accountability in the Research Relationship: A Process Perspective
WHITTLE, A., Mueller, F., Lenney, P., Gilchrist, A. 06/2011
Conference paper

Interest-Talk as Access-Talk: How Interests are Displayed, Made and Down-Played in Management Research
Whittle, A., Mueller, F., Gilchrist, A., Lenney, P. 2011
Conference paper

Key Account Management and the Post Bureaucratic Turn
Vanharanta, M., Gilchrist, A., Pressey, A. 2011
Conference paper

Inside the Blackbox of the International Cartel
Pressey, A., Vanharanta, M., Gilchrist, A. 2010
Conference paper

The role of commitments in B2B relationships
Lenney, P., Easton, G., Gilchrist, A. 2007 In: 23rd IMP-Conference (Manchester) - 2007. N/A : unknown
Conference contribution

A participatory action research study of key account management changes
Lenney, P., Easton, G., Gilchrist, A. 2006 Lancaster University : The Department of Marketing
Working paper

A participatory action research study of key account management changes
Lenney, P., Easton, G., Gilchrist, A. 2004 In: 20th Industrial Marketing and Purchasing Group International Conference (Copenhagen Business School, Denmark) - 2004. N/A : unknown
Conference contribution