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
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Date: 2003
Online since: 2014-01-30T10:04:57Z
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
Journal: Journal of Business & Industrial Marketing
Volume: 18
Issue: 6/7
Start page: 580
End page: 594
Copyright (published version): 2003 Emerald
Keywords: Grounded theorySales researchRelationship sellingInterpretive methods
DOI: 10.1108/08858620310492437
Language: en
Status of Item: Peer reviewed
Appears in Collections:Business Research Collection

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