What is the Outcome of Selling in Business Relationships?

Publikation: Bidrag til bog/antologi/rapportKonferencebidrag i proceedingsForskningpeer review

Resumé

In a B2B context, interactions between buyers and sellers typically involve more than the transaction as firms develop business relationships of different kinds before, during and beyond the transactions. Beyond loosely coupled firms and weak ties, firms often take a relational approach to their customers and develop structural bonds. The inherent complexities of business relationships pose a major challenge for selling as such relationships can be considered an extra task for sales executives to deal with – and an extra investment for firms that try to develop business with new customers. In this conceptual paper, we isolate “selling” from “relating” and discuss theoretical and managerial implications of these two different but highly connected processes.
OriginalsprogEngelsk
TitelProceedings of the 6th International Conference on Business Market Management
RedaktørerAlexander Leischnig
Udgivelses stedBamberg
ForlagUniversity of Bamberg Press
Publikationsdato2013
Sider518-528
StatusUdgivet - 2013
BegivenhedThe 6th International Conference on Business Market Management - Bamberg, Tyskland
Varighed: 20 jun. 201322 jun. 2013
Konferencens nummer: 6
http://www.business-market-management.de

Konference

KonferenceThe 6th International Conference on Business Market Management
Nummer6
LandTyskland
ByBamberg
Periode20/06/201322/06/2013
Internetadresse

Emneord

  • Selling
  • Relating
  • Interacting
  • Relationship value
  • Relationship structure

Citer dette

Ritter, T., & Geersbro, J. (2013). What is the Outcome of Selling in Business Relationships? I A. Leischnig (red.), Proceedings of the 6th International Conference on Business Market Management (s. 518-528). Bamberg: University of Bamberg Press.
Ritter, Thomas ; Geersbro, Jens. / What is the Outcome of Selling in Business Relationships?. Proceedings of the 6th International Conference on Business Market Management. red. / Alexander Leischnig . Bamberg : University of Bamberg Press, 2013. s. 518-528
@inproceedings{d42e95c524d2420d9e313bc7c892731c,
title = "What is the Outcome of Selling in Business Relationships?",
abstract = "In a B2B context, interactions between buyers and sellers typically involve more than the transaction as firms develop business relationships of different kinds before, during and beyond the transactions. Beyond loosely coupled firms and weak ties, firms often take a relational approach to their customers and develop structural bonds. The inherent complexities of business relationships pose a major challenge for selling as such relationships can be considered an extra task for sales executives to deal with – and an extra investment for firms that try to develop business with new customers. In this conceptual paper, we isolate “selling” from “relating” and discuss theoretical and managerial implications of these two different but highly connected processes.",
keywords = "Selling, Relating, Interacting, Relationship value, Relationship structure",
author = "Thomas Ritter and Jens Geersbro",
year = "2013",
language = "English",
pages = "518--528",
editor = "{Leischnig }, {Alexander }",
booktitle = "Proceedings of the 6th International Conference on Business Market Management",
publisher = "University of Bamberg Press",
address = "Germany",

}

Ritter, T & Geersbro, J 2013, What is the Outcome of Selling in Business Relationships? i A Leischnig (red.), Proceedings of the 6th International Conference on Business Market Management. University of Bamberg Press, Bamberg, s. 518-528, The 6th International Conference on Business Market Management, Bamberg, Tyskland, 20/06/2013.

What is the Outcome of Selling in Business Relationships? / Ritter, Thomas; Geersbro, Jens.

Proceedings of the 6th International Conference on Business Market Management. red. / Alexander Leischnig . Bamberg : University of Bamberg Press, 2013. s. 518-528.

Publikation: Bidrag til bog/antologi/rapportKonferencebidrag i proceedingsForskningpeer review

TY - GEN

T1 - What is the Outcome of Selling in Business Relationships?

AU - Ritter, Thomas

AU - Geersbro, Jens

PY - 2013

Y1 - 2013

N2 - In a B2B context, interactions between buyers and sellers typically involve more than the transaction as firms develop business relationships of different kinds before, during and beyond the transactions. Beyond loosely coupled firms and weak ties, firms often take a relational approach to their customers and develop structural bonds. The inherent complexities of business relationships pose a major challenge for selling as such relationships can be considered an extra task for sales executives to deal with – and an extra investment for firms that try to develop business with new customers. In this conceptual paper, we isolate “selling” from “relating” and discuss theoretical and managerial implications of these two different but highly connected processes.

AB - In a B2B context, interactions between buyers and sellers typically involve more than the transaction as firms develop business relationships of different kinds before, during and beyond the transactions. Beyond loosely coupled firms and weak ties, firms often take a relational approach to their customers and develop structural bonds. The inherent complexities of business relationships pose a major challenge for selling as such relationships can be considered an extra task for sales executives to deal with – and an extra investment for firms that try to develop business with new customers. In this conceptual paper, we isolate “selling” from “relating” and discuss theoretical and managerial implications of these two different but highly connected processes.

KW - Selling

KW - Relating

KW - Interacting

KW - Relationship value

KW - Relationship structure

M3 - Article in proceedings

SP - 518

EP - 528

BT - Proceedings of the 6th International Conference on Business Market Management

A2 - Leischnig , Alexander

PB - University of Bamberg Press

CY - Bamberg

ER -

Ritter T, Geersbro J. What is the Outcome of Selling in Business Relationships? I Leischnig A, red., Proceedings of the 6th International Conference on Business Market Management. Bamberg: University of Bamberg Press. 2013. s. 518-528