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From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.
278
Place
Creativity embodied
in individual ability,
trait or role
Milieu to
facilitate or
inhibit
creativity
Product
Process
Creative outcomes
the product
Focus on creativity
as innovative steps
in producing
products
Property
Creativity as
conditions in
organisations
Practice
Creativity in
what is done
From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.
279
From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.
280
that the main body of arts marketing researchers, and marketing researchers generally, continue to carry out research in a mainly
positivistic way, focusing often on study
replication rather than seeking to construct
new theory. Gummesson (2002) calls for more
creative, reective marketing methodologies,
identifying the work of Tarkovsky (1986) as a
focal point in promoting the merits of understanding the artistic process and linking this to
marketing theory:
. . . it is perfectly clear that the goal for all
art . . . is to explain to the artist himself and
to those around him what man lives for,
what is the meaning of existence . . . art like
science, is a means of assimilating the
world, an instrument for knowing it in the
course of mans journey towards what is
called absolute truth.
So, by using art and its data to construct arts
marketing theory rather than by applying
existing general textbook marketing theory, a
more representative picture of arts marketing
can be constructed. This same data can also be
used to inform marketing theory generally
since marketing can be viewed as an art. Art
making is all about constructing various ways
of knowing. Artistic knowledge can help arts
marketers to reach a heightened level of
understanding of marketing by operating outside the connes of conventional, bounded and
rational marketing thought. In essence, this is
an entrepreneurial way of constructing arts
marketing knowledge.
Gummesson does not altogether dismiss the
usefulness of mainstream quantitative
research, but he also encourages the adoption
of qualitative methods in order to achieve a
better degree of truthfulness. This qualitative
approach marries well with the interaction of
marketing as an art and a science and has
particular benets in terms of data analysis and
interpretation where entrepreneurial research
ability also has its merits. Viewing the artist as
an entrepreneur also conjures up notions of
risk taking and paradigm breaking behaviour.
The search for artistic truth can assist the
marketing research process:
Copyright # 2005 John Wiley & Sons, Ltd.
From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.
281
From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.
282
Conclusions and
recommendationsconstructing a
creative arts marketing paradigm
This paper has presented the case for the
incorporation of creativity and entrepreneurial
thinking into future development of arts
marketing theory. The conventional marketing
paradigm fails to account for the philosophical
differences in the arts compared to other
industries, centring on art for arts sake versus
business sake orientations (Harrison et al.,
1998; Barrere and Santagata, 1999). This paper
has also considered the merits of increasing the
amount of creativity in the research process.
Existing arts marketing theory continues to be
drawn towards marketing as a science but
there is also wisdom in positioning it as an art.
There is sufcient evidence also to consider the
case for the construction of an arts marketing
paradigm.
Bohm (1998) draws parallels between the
work of an artist and that of a scientist in order
to understand the underlying mechanisms of a
paradigm shift. Art can lead to new ways of
perceiving the environment. In a similar
Copyright # 2005 John Wiley & Sons, Ltd.
From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.
283
ship interface, for example, can actively contribute to arts marketing theory development
and is based on examining phenomena such as
networking, word of mouth marketing, opportunity recognition, managerial judgement and
creativity (Carson, 1995; Shaw, 1998; Fillis and
McAuley, 2000; Fillis and McAuley, 2000; Fillis,
2003a). Successful entrepreneurial marketing
depends on the exploitation of core competencies with creativity serving as the catalyst.
Figure 2 encapsulates the variety of contributing factors in the construction of a creative
form of arts marketing theory within a triadic
relationship of creativity, art and marketing.
Attention is paid both to the conventional
modes of marketing understanding together
with the merits of entrepreneurial, non-linear
From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.
284
Biographical notes
Dr Ian Fillis is senior lecturer in marketing in
the Department of Marketing, University of
Copyright # 2005 John Wiley & Sons, Ltd.
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From: Using creativity to achieve an entrepreneurial future for arts marketing, Fillis, I. & Rentschler, R.
Copyright 2005 John Wiley & Sons Ltd. Reproduced with permission of John Wiley & Sons Ltd.