search query: @author Eriksson, P. / total: 4
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| Author: | Alajoutsijarvi, K. Eriksson, P. |
| Title: | In search of buyer-seller interaction: context narratives as keys for a more complete understanding |
| Journal: | Journal of International Selling and Sales Management
1998 : AUTUMN, VOL. 4:2, p. 89-107 |
| Index terms: | BUYING SELLING MODELS |
| Language: | eng |
| Abstract: | The main purpose of this paper is to elaborate buyer-seller interaction and its various contexts. The argument is that the importance of context is often more preached than practiced, and therefore, its various dimensions and layers are not fully acknowledged. The authors suggest that the lack of explicit elaboration of the internal context has led to a twin paradox in industrial marketing interaction studies. New directions are suggested and particular attention is paid to the role of narratives in contextual interaction studies. |
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