Games people play with brands: An application of Transactional Analysis to marketplace relationships.

Relationships have been normalised in marketing theory as mutuality beneficial, long-term dyads. This obscures their emotional content, ignores critical conceptualisations of corporate exploitation, and fails to capture the range of possible marketplace relationship forms. In this paper we offer Berne’s (1964) Transactional Analysis (TA) as a way to uncover the biographical psychology that informs marketplace relationship structures and their accompanying emotions, and to provide a critique of such arrangements. We first explain TA, its origins, its relationship with psychoanalysis, its limitations, and contemporary extensions beyond therapy. We then present the structural basis of marketplace relationships from a TA perspective, before illustrating how TA Game Analysis can be applied through an analysis of the iPhone and related mobile phone contracts, and the Games If I didn’t Love Apple and Smallprint. Finally we discuss the implications of such an approach for transforming market practices based on recognition of Marketplace Games and their modification

Scripts people live in the marketplace: an application of script analysis to Confessions of a Shopaholic

This paper shows how Script Analysis can produce new marketing theory by applying it to contemporary shopping behaviour via British novelist Madeleine Wickham’s novel, Confessions of a Shopaholic. We show how Becky Bloomwood, the central character, is a Scripted Shopaholic for whom shopping is the activity around which everything else in her live falls in and out of place. In presenting a Scripted Shopaholic Racket System, we theorise: how shopping is used to structure time and relationships with others; the role of injunctions and attributions and related discounting in fulfilling shopping scripts; and, the possibility of freedom from excessive shopping scripts. We therefore bring together psychoanalysis, literary texts, and shopping theories to generate new insights about why people shop (and often shop too much), and how such behaviours might be transforme