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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
John Finch and
Susi Geiger
University College Dublin
Ireland
Susi Geiger

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.