Triadic Interconnectedness in Indirect Sales: Value Creation and Strategic Positioning

Mette Vedel, Jens Geersbro

Research output: Contribution to conferencePaperResearchpeer-review

44 Downloads (Pure)


Abstract: The paper conceptualizes interconnectedness as a combination of interaction and interconnection in the triad and how these concepts relate to the actors’ intent. A framework is developed and subsequently applied to a qualitative case study of indirect sales.
Key results: The application of the framework to qualitative data indicates that it enables a rich and multi-dimensional understanding of the interplay between value creation and positioning which exist in triads as well as other actor constellations. Therefore it may assist managers in understanding, assessing or balancing different aspects of interconnectedness in indirect sales.
Original languageEnglish
Publication date2010
Number of pages17
Publication statusPublished - 2010
EventThe 4th Conference in Business Market Management - Copenhagen, Denmark
Duration: 18 Mar 200920 Mar 2009


ConferenceThe 4th Conference in Business Market Management

Cite this