Selling telecommunications: organisational strategy and managers' agency at the boundaries : contribution to stream IV.2 "Globalisation of Work and Workers" of the 1999 ESA Conference "Will Europe Work?", Amsterdam, August 18 - 21

Das Verkaufen von Telekommunikation: organisatorische Strategien und Handeln des Managements an den Grenzen

[conference paper]

Blutner, Doris; Holtgrewe, Ursula

(24 KByte)

Please use the following Persistent Identifier (PID) to cite this document:http://nbn-resolving.de/urn:nbn:de:0168-ssoar-216887

Abstract	"The paper pursues the question how managerial agency is being built into organisational change both strategically and by default. We are considering key account sales managers in telecommunications, that is, actors in a strategic boundary-spanning role in the organisation. They are expected to generate knowledge, to enact the organisation’s innovativity and – if possible – its control over the market environment. Beyond this, they need to implement and anticipate the guidelines and reward systems which are supposed to guide their actions." (author's abstract)
Keywords	telecommunication; privatization; deregulation; marketing; management; strategy; customer orientation; service; flexibility; organization; structural change
Classification	Broadcasting, Telecommunication; Management Science
Document language	English
Publication Year	1999
City	Amsterdam
Page/Pages	8 p.
Licence	Deposit Licence - No Redistribution, No Modifications
Document Type	conference paper
data provider	This metadata entry was indexed by the Special Subject Collection Social Sciences, USB Cologne