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Geiger, Susi and Turley, Darach (2005) Personal Selling as a Knowledge-Based Activity: Communities of Practice in the Sales Force. Irish Journal of Management, 26 (1): 5. pp. 61-70. ISSN 1649-248X
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Abstract
Presents the study "Personal Selling As a Knowledge-Based Activity: Communities of Practice in the Sales Force," by Susi Ceiger and Darach Turley that focuses on the sharing of customer information within organisation, particularly the personal customer knowledge held by the sales force. Evaluation of knowledge-sharing practices in the sales force through Strauss and Corbin's Grounded Theory method; Impact of informal interaction in sales teams on sales force socialisation and the psychological well-being of sales staff; Factor attributed to a successful knowledge exchange.
| Item Type: | Article |
|---|---|
| Keywords: | Personal selling; Knowledge sharing; Communities of practice; |
| Academic Unit: | Faculty of Social Sciences > School of Business |
| Item ID: | 20225 |
| Depositing User: | IAM School of Business |
| Date Deposited: | 14 Jul 2025 09:31 |
| Journal or Publication Title: | Irish Journal of Management |
| Publisher: | Irish Academy of Management |
| Refereed: | Yes |
| URI: | https://mural.maynoothuniversity.ie/id/eprint/20225 |
| Use Licence: | This item is available under a Creative Commons Attribution Non Commercial Share Alike Licence (CC BY-NC-SA). Details of this licence are available here |
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