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Accomplishing Organizational Identity in Complex Sales Situations

Christensson, Oskar (2009)
Department of Business Administration
Abstract
The purpose of the paper is twofold. One is the micro contribution of the accomplishment of identities in situations of complex sales through a constructionist view of the world and the terminology of OI. This will be an attempt to contribute to the research into the formation of identities. To the B2B research field the intended contribution is to gain understanding of how the individuals involved understand, make sense of, their work situation beyond products and business deals.
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author
Christensson, Oskar
supervisor
organization
year
type
H1 - Master's Degree (One Year)
subject
keywords
Företagsledning, Management of enterprises, Constructed Reality, Organizational Identity, Complex Sales Situations, management
language
Swedish
id
2171839
date added to LUP
2009-06-03 00:00:00
date last changed
2012-11-12 11:57:10
@misc{2171839,
  abstract     = {The purpose of the paper is twofold. One is the micro contribution of the accomplishment of identities in situations of complex sales through a constructionist view of the world and the terminology of OI. This will be an attempt to contribute to the research into the formation of identities. To the B2B research field the intended contribution is to gain understanding of how the individuals involved understand, make sense of, their work situation beyond products and business deals.},
  author       = {Christensson, Oskar},
  keyword      = {Företagsledning,Management of enterprises,Constructed Reality,Organizational Identity,Complex Sales Situations,management},
  language     = {swe},
  note         = {Student Paper},
  title        = {Accomplishing Organizational Identity in Complex Sales Situations},
  year         = {2009},
}