Paper info: Industrial Sales People as Market Actors. A Case Study
Industrial Sales People as Market Actors. A Case Study
University of Glasgow
University College Dublin
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
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.