Grounded theory in sales research: an investigation of salespeoples' client relationships

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Title: Grounded theory in sales research: an investigation of salespeoples' client relationships
Authors: Geiger, Susi
Turley, Darach
Permanent link: http://hdl.handle.net/10197/5327
Date: 2003
Abstract: In this paper, grounded theory as an inductive method of theory generation in business research is presented and critically evaluated. The historical and epistemological backgrounds of the method are discussed, its research procedures are briefly outlined, and its suitability for sales research assessed. To illustrate the principles of the method, a study of the nature of business-to-business sales relationships is introduced. The results of this study show clearly that grounded theory can yield highly significant findings in areas that deal with phenomena as complex as human relationships, where the construction of theoretical frameworks cannot be achieved at the cost of conceptual density.
Type of material: Journal Article
Publisher: Emerald
Copyright (published version): 2003 Emerald
Keywords: Grounded theory;Sales research;Relationship selling;Interpretive methods
DOI: 10.1108/08858620310492437
Language: en
Status of Item: Peer reviewed
Appears in Collections:Business Research Collection

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