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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]
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 gene... view more
"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)... view less
Keywords
telecommunication; service; customer orientation; organization; deregulation; marketing; privatization; management; strategy; structural change; flexibility
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 providerThis metadata entry was indexed by the Special Subject Collection Social Sciences, USB Cologne