Authors: John Finch; Susi Geiger
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.
Journal: ( – )
Web Address:
Publish Year: 2008
Conference: Uppsala, Sweden (2008)