Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value
(2015) In Industrial Marketing Management 49. p.139-150- Abstract
- The investigation of how exactly salespeople create value at the individual level of interaction is still incomplete. While there have been lively debates on value,creation and co-creation processes at the organizational level in the business marketing literature, researchers have paid much less attention to the fact that such processes almost always start at the interpersonal level of buyer-seller interactions. Through utilizing a symbolic interactionist perspective and the ethnographic research method of shadowing, the present study moves research insights into value creation in sales forward by depicting the detailed activities and tactics that influence customers' value perceptions during the sales encounter. We complement the sales... (More)
- The investigation of how exactly salespeople create value at the individual level of interaction is still incomplete. While there have been lively debates on value,creation and co-creation processes at the organizational level in the business marketing literature, researchers have paid much less attention to the fact that such processes almost always start at the interpersonal level of buyer-seller interactions. Through utilizing a symbolic interactionist perspective and the ethnographic research method of shadowing, the present study moves research insights into value creation in sales forward by depicting the detailed activities and tactics that influence customers' value perceptions during the sales encounter. We complement the sales influence literature with three additional tactics: disrupt, reassure and dedicate. We also expand the framework of value creation in sales interactions by identifying three value strategies that change, strengthen or expand customer value perceptions through different socio-cognitive mechanisms. (C) 2015 Elsevier Inc All rights reserved. (Less)
Please use this url to cite or link to this publication:
https://lup.lub.lu.se/record/7972306
- author
- Hohenschwert, Lena LU and Geiger, Susi
- organization
- publishing date
- 2015
- type
- Contribution to journal
- publication status
- published
- subject
- keywords
- interactionism, Symbolic, Influence strategies, Value creation, Sales, B2B
- in
- Industrial Marketing Management
- volume
- 49
- pages
- 139 - 150
- publisher
- Elsevier
- external identifiers
-
- wos:000359885500015
- scopus:84938291711
- ISSN
- 0019-8501
- DOI
- 10.1016/j.indmarman.2015.05.027
- language
- English
- LU publication?
- yes
- id
- 84aab4c5-9f4d-432d-a7d5-a679995fe3d1 (old id 7972306)
- date added to LUP
- 2016-04-01 13:27:59
- date last changed
- 2022-03-21 18:46:12
@article{84aab4c5-9f4d-432d-a7d5-a679995fe3d1,
abstract = {{The investigation of how exactly salespeople create value at the individual level of interaction is still incomplete. While there have been lively debates on value,creation and co-creation processes at the organizational level in the business marketing literature, researchers have paid much less attention to the fact that such processes almost always start at the interpersonal level of buyer-seller interactions. Through utilizing a symbolic interactionist perspective and the ethnographic research method of shadowing, the present study moves research insights into value creation in sales forward by depicting the detailed activities and tactics that influence customers' value perceptions during the sales encounter. We complement the sales influence literature with three additional tactics: disrupt, reassure and dedicate. We also expand the framework of value creation in sales interactions by identifying three value strategies that change, strengthen or expand customer value perceptions through different socio-cognitive mechanisms. (C) 2015 Elsevier Inc All rights reserved.}},
author = {{Hohenschwert, Lena and Geiger, Susi}},
issn = {{0019-8501}},
keywords = {{interactionism; Symbolic; Influence strategies; Value creation; Sales; B2B}},
language = {{eng}},
pages = {{139--150}},
publisher = {{Elsevier}},
series = {{Industrial Marketing Management}},
title = {{Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value}},
url = {{http://dx.doi.org/10.1016/j.indmarman.2015.05.027}},
doi = {{10.1016/j.indmarman.2015.05.027}},
volume = {{49}},
year = {{2015}},
}