Industrial sales people as market actors

S. Geiger, J.H. Finch

Research output: Contribution to journalArticle

24 Citations (Scopus)

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.
LanguageEnglish
Pages608-617
Number of pages10
JournalIndustrial Marketing Management
Volume38
Issue number6
DOIs
Publication statusPublished - Aug 2009

Fingerprint

Salespeople
Personnel
Testing
Seller
Business activity
Environmental legislation
Negotiating
Join
New products
Visibility

Keywords

  • boundary spanning
  • market shaping
  • business relationships
  • industrial markets
  • production chemistry

Cite this

Geiger, S. ; Finch, J.H. / Industrial sales people as market actors. In: Industrial Marketing Management. 2009 ; Vol. 38, No. 6. pp. 608-617.
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Industrial sales people as market actors. / Geiger, S.; Finch, J.H.

In: Industrial Marketing Management, Vol. 38, No. 6, 08.2009, p. 608-617.

Research output: Contribution to journalArticle

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