What is the Outcome of Selling in Business Relationships?

Thomas Ritter, Jens Geersbro

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

Abstrakt

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
UdgivelsesstedBamberg
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

Citationsformater