Paper info: Industrial Sales People as Market Actors. A Case Study
Title
Industrial Sales People as Market Actors. A Case Study
Authors
John Finch
University of Glasgow
United Kingdom
Susi Geiger
University College Dublin
Ireland
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
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Abstract
This paper presents a view of sales people as boundary shapers, rather than boundary spanners. Contributing to the perspective of markets as performed through market actors and drawing on situated learning theories, it presents a case study from the upstream petroleum industry that demonstrates how sales personnel negotiate and enact multiple, simultaneous and dynamic market forms in their customer relationships.