Abstract
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.
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 language | English |
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| Publication date | 2010 |
| Number of pages | 17 |
| Publication status | Published - 2010 |
| Event | The 4th Conference in Business Market Management - Copenhagen, Denmark Duration: 18 Mar 2009 → 20 Mar 2009 |
Conference
| Conference | The 4th Conference in Business Market Management |
|---|---|
| Country | Denmark |
| City | Copenhagen |
| Period | 18/03/2009 → 20/03/2009 |