Dr Gillian Hopkinson

Senior Lecturer

Research Interests

My academic interests span the fields of marketing channels and organisational studies and my work combines ideas developed in both these arenas. Therefore my work is concerned particularly with issues of power in distribution channels. I have engaged with these issues in distribution systems for automotives, travel and grocery/FMCG.   

Whilst power has been and continues to be widely studied in channels, my work is distinctive in building upon social constructionist theory. Therefore I am interested in how participants in a channel 'make sense of' that channel. That is, what subjective understanding do they construct of themselves (identity) and their working environments? This question is important because actions are based upon these subjective understandings. As examples, this approach has allowed me to explain why and with respect to what issues franchisees accept or challenge franchisor decisions.  It has also allowed me to explain cashier actions as based upon their constructed identities as community builders.

At the moment I am particularly interested in the effects of retail globalisation upon other channel participants. I am supervising doctoral research in both China and Pakistan. I am interested to further explore the impact of the entry of international players such as Walmart and Tesco upon grocery supply chains in indigenous markets. This interest is fuelled by the growing recognition of food vulnerability and by the difficulties experienced in many markets in linking producers and consumers.

I would welcome Phd applicants interested in retail channels or in social constructionist approaches to marketing management.

Through my research I participate in several academic communities including organisational discourse community the Industrial Marketing and Purchasing (IMP) Group and Critical Management or Marketing Studies groups.

"When people take action ...": mainstreaming malcontent and the role of the celebrity institutional entrepreneur
Hopkinson, G., Cronin, J. 10/2015 In: Journal of Marketing Management. 31, 13-14, p. 1383-1402. 19 p.
Journal article

Network graffiti: interaction as sensemaking
Hopkinson, G. 07/2015 In: Industrial Marketing Management. 48, p. 79-88. 10 p.
Journal article

How stories make it: antenarrative, graffiti and dead calves
Hopkinson, G. 2015 In: Untold stories in organisations. London : Routledge p. 285-317. 33 p.
Chapter (peer-reviewed)

Problematizing the need for warm proximity:: a note on the interpretive potential and social interventionism of watching documentary film
Cronin, J., Hopkinson, G. 2015
Conference paper

Rejoinder to Hunt's "The bases of power approach to channel relationships"
Blois, K., Hopkinson, G. 2015 In: Journal of Marketing Management. 31, 7-8, p. 765-773. 9 p.
Journal article

Power base research in marketing channels: a narrative review
Hopkinson, G., Bois, K. 04/2014 In: International Journal of Management Reviews. 16, 2, p. 131-149. 19 p.
Journal article

Exit, voice, loyalty: a supplier’s perspective
Jackson, K., Hopkinson, G., Jackson, J. 9/09/2013 , 30 p.
Discussion paper

The use and abuse of French and Raven in the channels literature
Blois, K., Hopkinson, G. 2013 In: Journal of Marketing Management. 29, 9-10, p. 1143-1162. 20 p.
Journal article

Boundary work and identity construction in market exchanges
Ellis, N., Jack, G., Hopkinson, G.C., O'Reilly, D. 09/2010 In: Marketing Theory. 10, 3, p. 227-236. 10 p.
Journal article

Identity challenge: constructing and sustaining a contested workplace self
Hopkinson, G.C., Humphreys, M. 2010 In: 9th International Conference of Organisational Discourse (Amsterdam) - 2010. N/A : unknown
Conference contribution

Identity metaphors in Chinese inter-organizational relationships
Ou, J., Hopkinson, G.C. 2010 In: 9th International Conference of Organisational Discourse (Amsterdam) - 2010. N/A : unknown
Conference contribution

The changing structure of distribution channels in Pakistan
Aman, A., Hopkinson, G.C. 2010 In: International Journal of Retail and Distribution Management. 38, 5, p. 341-359. 19 p.
Journal article

I just tend to wear what I like: contemporary consumption and the paradoxical construction of individuality
Newholm, T., Hopkinson, G.C. 2009 In: Marketing Theory. 9, 4, p. 439-462. 24 p.
Journal article

The construction of managerial knowledge in business networks: managers' theories about communication
Ellis, N., Hopkinson, G.C. 2009 In: Industrial Marketing Management. 39, 3, p. 413–424. 12 p.
Journal article

Stories: how they are used and produced in market(ing) research
Hopkinson, G.C., Hogg, M.K. 2006 In: Handbook Of Qualitative Research Methods In Marketing. Cheltenham : Edward Elgar p. 156-174. 19 p. ISBN: 1845421000.

Teaching and learning about qualitative research in the social sciences: an experiential learning approach amongst marketing students
Hopkinson, G.C., Hogg, M.K. 2004 In: Journal of Further and Higher Education. 28, 3, p. 307-320. 14 p.
Journal article

Stories from the front-line: how they construct the organisation
Hopkinson, G.C. 2003 In: Journal of Management Studies. 40, 8, p. 1943-1969. 27 p.
Journal article

Valuing customer relationships: using the capital asset pricing model (CAPM) to incorporate relationship risk
Hopkinson, G.C., Lum, C.Y. 2002 In: Business Strategy and the Environment. 10, 3, p. 220-232. 13 p.
Journal article

"What happened was ..." broadening the agenda for storied research
Hopkinson, G.C., Hogarth-Scott, S. 2001 In: Journal of Marketing Management. 17, 1, p. 27-48. 22 p.
Journal article

Influence in marketing channels: a sense-making investigation
Hopkinson, G.C. 2001 In: Psychology and Marketing. 18, 5, p. 423-444. 22 p.
Journal article

A factor analytic study of the sources of meaning in hedonic consumption
Hopkinson, G.C., Pujari, D. 1999 In: European Journal of Marketing. 33, 3, p. 273-290. 18 p.
Journal article

Franchise relationship quality: micro-economic explanations
Hopkinson, G.C., Hogarth-Scott, S. 1999 In: European Journal of Marketing. 33, 9, p. 827-843. 17 p.
Journal article