Identity construction through role and network position

• Published in: Industrial marketing management 2016-04, Vol.54, p.154-163
• Main Authors: Purchase, Sharon, Da Silva Rosa, Ray, Schepis, Daniel
• Format: Article
• Language: English
• Subjects: Discourse analysis; Identity; Leximancer; Management theory; Network position; Network schema; Role; Small business; Social networks; Studies
• ISSN: 0019-8501; 1873-2062
• DOI: 10.1016/j.indmarman.2015.07.004

Identity construction is a critical managerial issue facing small organizations as it indicates their attractiveness within the exchange process. This paper investigates the identity construction of actors within the Western Australian Junior Mining Network through interviews with a diverse range of actors. Our first research aim is to investigate whether actors draw on similar schema configurations during their identity construction. Following these results we then consider how role and network position are used during their identity construction discourse. Data was analyzed using both lexical and thematic techniques. Results indicate that the actors' specific organizational interest dominated their schema configurations and that they drew on the concepts of role and network position during their identity construction discourse. Participants' identity construction also worked across individual, organizational and network levels. •Specific, rather than common, organizational interests dominated participant network schema.•The schema used in identity construction varies greatly according to role perceptions.•Role and position are used together in organizational identity construction.•Manager discourse draws on role and position at individual, organizational and network levels.