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| Author: | Korczynski, M. Ott, U. |
| Title: | Sales work under marketization: the social relations of the cash nexus? |
| Journal: | Organization Studies
2005 : MAY, VOL. 26:5, p. 707-728 |
| Index terms: | financial services sales workers |
| Language: | eng |
| Abstract: | In lightly regulated economies many jobs are becoming subject to a process of "marketization" involving an externalization of the employment relationship in the context of intensified product market competition. At the same time, a number of front-line jobs are becoming redefined to encompass more proactive sales aims. Two sites at an intersection of these trends are examined here - sites where financial service jobs have been marketized and redefined to revolve around proactive sales activity. The key social relations of the sales workers are examined: relations with managers, immediate colleagues, back-office staff, customers and referrers, in considering how far marketization leads to the social relations of the cash nexus along bare market principles. |
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