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

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)