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Paper info: ORGANIZATIONAL ROLES OF SALES PEOPLE IN THE NETWORK MARKETING CONTEXT

Title


ORGANIZATIONAL ROLES OF SALES PEOPLE IN THE NETWORK MARKETING CONTEXT

Authors


Elina Oksanen

Place of Publication


The paper was published at the 16th IMP-conference in Bath, U.K in 2000.

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Abstract


This paper presents a framework for examining organizational roles of the sales people innetwork marketing context. The paper suggests that sales people role definitions should bebroadened in response to changes in business environment. Performance measures in networktype of environment should be re-evaluated, and in addition to sales related performanceemphasis should be placed on networking behaviors supporting performance of actors withinthe network.