search query: @indexterm Sales management / total: 391
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| Author: | Korczynski, M. |
| Title: | The point of selling: capitalism, consumption and contradictions |
| Journal: | Organization
2005 : JAN, VOL 12:1, p. 69-88 |
| Index terms: | capitalism consumption selling sales management sales |
| Language: | eng |
| Abstract: | The article provides an original conceptualization of the form of consumption that emerges within a sales interaction. In addition to rational information exchange and trust building, the sales people promote the enchanting myth of customer sovereignty. This means that while experiencing a sense of sovereignty, the customer also opens the space for the sales worker to influence the customer's behaviour. The arguments are supported by managerialist sales research and critical ethnographic studies of sales work. |
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