Межличностное взаимодействие в процессе продаж: «вид сверху»
Борг С., Фрейтаг П.

Аннотация

В настоящей статье предпринята попытка создать двухмерную систему координат для анализа личностных взаимодействий в контексте межкорпоративных отношений. Схема межличностных отношений в процессе продаж позволит компаниям оптимизировать соответствующую стратегию. Авторы предлагают новую схему для понимания процесса межкорпоративных продаж, в центре которой оказываются личностные взаимоотношения. Также в работе предлагается обзор подходов к нормативному управлению отношениями.

Содержание

Введение;

Теоретическое обоснование схемы;

Конструирование и представление схемы межличностных отношений;

Представление концептуальной схемы;

Рис. 1. Схема межличностных отношений в процессе продаж ;

Рис. 2. Развитие отношений в цикле продаж;

Уровень среды;

Рис. 3. Характеристики продаж и состояние отношений;

Межкорпоративный уровень ;

Уровень цикла продаж;

Таблица. Понимание межличностного взаимодействия в процессе продаж и управление им ;

Уровень характеристик продаж;

Заключение и выводы;

Отрасли:
Ключевые слова: межличностное взаимодействие, отношения между покупателем и продавцом, процесс продаж, управление взаимоотношениями, маркетинг взаимоотношений, продажа, b-2-b-маркетинг, организационные процессы
Журнал: «Промышленный и b2b маркетинг» — №1, 2014 (© Издательский дом Гребенников)
Объем в страницах: 13.
Кол-во знаков: около 27,484.

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Борг Сюзанн Виатр

Кафедра предпринимательства и менеджмента взаимодействий, Университет Южной Дании.

г. Колдинг, Дания

Фрейтаг Пер Вагн

Кафедра предпринимательства и менеджмента взаимодействий, Университет Южной Дании.

г. Колдинг, Дания