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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

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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
data provider This metadata entry was indexed by the Special Subject Collection Social Sciences, USB Cologne