Please use this identifier to cite or link to this item: https://hdl.handle.net/2440/66743
Type: Conference paper
Title: Towards a typology of interpersonal relationship development: The international art market
Author: Kerrigan, F.
Freeman, S.
Citation: Proceedings of the 23rd Industrial Marketing and Purchasing (IMP) Group Conference, held in Manchester, UK, 30 August-1 September 2007: pp.1-26
Publisher: The IMP Group
Publisher Place: Manchester, United Kingdom
Issue Date: 2007
Conference Name: IMP Conference (23rd : 2007 : Manchester, United Kingdom)
Statement of
Responsibility: 
Finola Kerrigan and Susan Freeman
Abstract: The international art market is a mature market and as such provides an interesting venue for the exploration of the roles played by business and social relationships in shaping this market. Following Hallen (1992) and Maniela (2007), this paper explores the operation of managers in the visual arts in terms of the network of relationships within which they offer. Drawing on Bourdieu (1998), the importance of social and cultural capital in governing these relationships and relational levels is explored. Six life history interviews were conducted with artist managers in Melbourne, Australia which focused on the relational networks to which they belonged. The findings led to the development of a initial four level typology of interpersonal relationship development in the international art market. Overall, movement between the four levels and adding on or removing a level is carefully focused around favours, exchange of tacit knowledge and loyalty and such movement is often dependent on the symbolic capital of the individuals involved in this exchange. The research showed that relationships are not static and are geographically specific, in line with Hallen’s (1992) work and that the need to acquire, or the possession of, social and cultural capital plays an influencing role in moving relationships from one level to another.
Keywords: Art
relationships
social and cultural capital
Rights: Copyright status unknown
Published version: http://www.impgroup.org/paper_view.php?viewPaper=5889
Appears in Collections:Aurora harvest
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