Industrial Sales People as Market Actors

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Title: Industrial Sales People as Market Actors
Authors: Geiger, Susi
Finch, John
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Date: Sep-2009
Online since: 2013-12-16T09:18:49Z
Abstract: We develop the concept of boundaries in the context of sales personnel and their counterparts encountering and negotiating these while they undertake work to shape markets and build relationships. Drawing on a case study from production chemistry, we show that market shaping implies a mutual development of relationships, goods and services exchanged, and boundaries. In particular, we show that while relationships can submerge and obscure parts or dimensions of boundaries to other market actors, normal business activities such as testing new products and adapting products to changes in environmental legislation make visible some material dimensions of the exchange object, which can attract attention from other sellers. Visibility finds an expression as those market objects are exchanged, such that objects can be devices by which other actors join in and position themselves and their objects within markets.
Type of material: Journal Article
Publisher: Elsevier
Journal: Industrial Marketing Management
Volume: 38
Issue: 6
Start page: 608
End page: 617
Copyright (published version): 2009 Elsevier Inc.
Keywords: Boundary spanningMarket shapingBusiness relationshipsIndustrial marketsProduction chemistry
DOI: 10.1016/j.indmarman.2009.04.003
Language: en
Status of Item: Peer reviewed
Appears in Collections:Business Research Collection

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