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Coexisting Perspectives on the Selling Process When Delivering Complex Solutions
Stockholm School of Economics, Stockholm, Sweden.
Stockholm School of Economics, Stockholm, Sweden.
2011 (English)In: Proceedings of the 27th Annual IMP Conference: The Impact of Globalization on Networks and Relationship dynamics, 2011Conference paper, Published paper (Refereed)
Abstract [en]

Selling processes on B2B markets are complex endeavors characterized by increased collaboration among both several actors on both the selling and the buying side of the deal. Also, the solutions being offered are often based on advanced technology and service concepts that are difficult to define beforehand. The concept of sales culture in extant literature seems to limited to grasp complex selling processes on B2B markets since, in such processes, many actors collaborate and many different perspective and values are interacting. This study aims at determining the extent to which different actors look upon the different stages in a selling process in a different way. Result indicate that there is different perspectives on the different stages in the selling process in terms of artifacts and patterns of behavior, values and beliefs and, finally, assumptions regarding the selling process. Managerial application of these differences are also discussed.

Place, publisher, year, edition, pages
2011.
Keyword [en]
sales culture, complex selling, business-to-business, organizational culture
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-25086OAI: oai:DiVA.org:hig-25086DiVA: diva2:1135253
Conference
The 27nd Annual IMP Conference, The Impact of Globalization on Networks and Relationship dynamics, 1 – 3 September 2011, Glasgow, UK
Available from: 2017-08-22 Created: 2017-08-22 Last updated: 2017-08-30Bibliographically approved

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Åge, Lars-Johan
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CiteExportLink to record
Permanent link

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Cite
Citation style
  • apa
  • harvard-cite-them-right
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • sv-SE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • de-DE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf