IDEAS home Printed from https://ideas.repec.org/p/hhb/lufewp/2005_008.html
   My bibliography  Save this paper

The Social Construction of Successful Practical Selling - A study of how sales persons at CR Ltd construct selling as successful

Author

Listed:
  • Norén, Catharina

    (Department of Business Administration, School of Economics and Management, Lund University)

Abstract

In this paper I discuss how the sales persons, at a computer retailing company, understand themselves as successful in interaction with their customers. The discussion introduces earlier research about success and successful selling, which also reveals the notion as socially constructed. The purpose has been to reveal how the sales person socially constructs, interprets and enact successful practical selling as well as competition in their every day practice. The discussion about the sales person’s act is founded in habitus that is understood to structure the sales person’s act in his or her practice.

Suggested Citation

  • Norén, Catharina, 2005. "The Social Construction of Successful Practical Selling - A study of how sales persons at CR Ltd construct selling as successful," Working Paper Series 2005/8, Lund University, Institute of Economic Research.
    • Handle: RePEc:hhb:lufewp:2005_008
    as

    Download full text from publisher

    File URL: http://www.lri.lu.se/pdf/wp/2005-8.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Paul R. Carlile, 2002. "A Pragmatic View of Knowledge and Boundaries: Boundary Objects in New Product Development," Organization Science, INFORMS, vol. 13(4), pages 442-455, August.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Meinel, Martin & Eismann, Tobias T. & Baccarella, Christian V. & Fixson, Sebastian K. & Voigt, Kai-Ingo, 2020. "Does applying design thinking result in better new product concepts than a traditional innovation approach? An experimental comparison study," European Management Journal, Elsevier, vol. 38(4), pages 661-671.
    2. Michael Kaethler, 2019. "Curating creative communities of practice: the role of ambiguity," Journal of Organization Design, Springer;Organizational Design Community, vol. 8(1), pages 1-17, December.
    3. Andersson, Ulf & Dasí, Àngels & Mudambi, Ram & Pedersen, Torben, 2016. "Technology, innovation and knowledge: The importance of ideas and international connectivity," Journal of World Business, Elsevier, vol. 51(1), pages 153-162.
    4. Yuchen Zhang & Wei Yang, 2022. "Breakthrough invention and problem complexity: Evidence from a quasi‐experiment," Strategic Management Journal, Wiley Blackwell, vol. 43(12), pages 2510-2544, December.
    5. Daniele T. P. Souza & Eugenia A. Kuhn & Arjen E. J. Wals & Pedro R. Jacobi, 2020. "Learning in, with, and through the Territory: Territory-Based Learning as a Catalyst for Urban Sustainability," Sustainability, MDPI, vol. 12(7), pages 1-19, April.
    6. Swan, Jacky & Goussevskaia, Anna & Newell, Sue & Robertson, Maxine & Bresnen, Mike & Obembe, Ademola, 2007. "Modes of organizing biomedical innovation in the UK and US and the role of integrative and relational capabilities," Research Policy, Elsevier, vol. 36(4), pages 529-547, May.
    7. Matthew Hawkins, 2018. "Researching and marketing to consumption collectives," Post-Print hal-01809954, HAL.
    8. Beth A. Bechky, 2006. "Gaffers, Gofers, and Grips: Role-Based Coordination in Temporary Organizations," Organization Science, INFORMS, vol. 17(1), pages 3-21, February.
    9. Marco Tortoriello & Ray Reagans & Bill McEvily, 2012. "Bridging the Knowledge Gap: The Influence of Strong Ties, Network Cohesion, and Network Range on the Transfer of Knowledge Between Organizational Units," Organization Science, INFORMS, vol. 23(4), pages 1024-1039, August.
    10. Maggie Chuoyan Dong & Yulin Fang & Detmar W. Straub, 2017. "The Impact of Institutional Distance on the Joint Performance of Collaborating Firms: The Role of Adaptive Interorganizational Systems," Information Systems Research, INFORMS, vol. 28(2), pages 309-331, June.
    11. Kaifeng Duan & Changcheng Zhang & Junqiang Li & Rui Zhang & Yanwei Zhang, 2020. "Boundary-Spanning Search for Knowledge, Knowledge Reconstruction and the Sustainable Innovation Ability of Agricultural Enterprises: A Chinese Perspective," Agriculture, MDPI, vol. 10(2), pages 1-13, February.
    12. Dean A. Shepherd & Jeffery S. Mcmullen & William Ocasio, 2017. "Is that an opportunity? An attention model of top managers' opportunity beliefs for strategic action," Strategic Management Journal, Wiley Blackwell, vol. 38(3), pages 626-644, March.
    13. Paul David & Matthijs den Besten, "undated". "Mapping e-Science’s Path in the Collaboration Space: Ontological Approach to Monitoring Infrastructure Development," Discussion Papers 08-011, Stanford Institute for Economic Policy Research.
    14. F. Ackermann & M. Yearworth & L. White, 2018. "Micro-processes in Group Decision and Negotiation: Practices and Routines for Supporting Decision Making," Group Decision and Negotiation, Springer, vol. 27(5), pages 709-713, October.
    15. Guha, Mahua & Das, Gopal, 2017. "Routine contraction in good times: An example of a typical prototype development routine," Journal of Business Research, Elsevier, vol. 70(C), pages 145-152.
    16. Richard J. Boland & Kalle Lyytinen & Youngjin Yoo, 2007. "Wakes of Innovation in Project Networks: The Case of Digital 3-D Representations in Architecture, Engineering, and Construction," Organization Science, INFORMS, vol. 18(4), pages 631-647, August.
    17. Stefan N. Groesser & Niklas Jovy, 2016. "Business model analysis using computational modeling: a strategy tool for exploration and decision-making," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 27(1), pages 61-88, February.
    18. Kreiner, Kristian & Jacobsen, Peter Holm & Jensen, Daniel Toft, 2011. "Dialogues and the problems of knowing: Reinventing the architectural competition," Scandinavian Journal of Management, Elsevier, vol. 27(1), pages 160-166, March.
    19. Kodama, Mitsuru & Hashimoto, Keisuke, 2024. "Research on high-end disruptive innovations - Analysis and insights from the video conferencing systems market," Technology in Society, Elsevier, vol. 77(C).
    20. Paul R. Carlile & Eric S. Rebentisch, 2003. "Into the Black Box: The Knowledge Transformation Cycle," Management Science, INFORMS, vol. 49(9), pages 1180-1195, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hhb:lufewp:2005_008. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Elsbeth Andersson (email available below). General contact details of provider: https://edirc.repec.org/data/ielunse.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.