IDEAS home Printed from https://ideas.repec.org/a/ids/ijisen/v15y2013i3p356-371.html
   My bibliography  Save this article

A paucity of person's perceived power within industrial project sales

Author

Listed:
  • Harri Ryynänen
  • Risto T. Salminen
  • Olli Pekkarinen

Abstract

A person's mental structures are found to be the root of a person's actions, and are thus linked to the higher performance outcomes of the organisation. This paper focuses on increasing the understanding of the person's perceived power in the early phases of the project sales process, examining persons' perceived power in a single case in which a large international company is selling a project. The study contributes to the research on project business by illustrating a person's perceived power within industrial project sales. We suggest that during the early phases of the project sales process, the persons involved in the sales process perceive their own power to be lesser than that of others, although their interest in the project is equal to that of the others. In addition, we claim that the exiguity of perceived power during project sales impacts the person's decision making and communication.

Suggested Citation

  • Harri Ryynänen & Risto T. Salminen & Olli Pekkarinen, 2013. "A paucity of person's perceived power within industrial project sales," International Journal of Industrial and Systems Engineering, Inderscience Enterprises Ltd, vol. 15(3), pages 356-371.
    • Handle: RePEc:ids:ijisen:v:15:y:2013:i:3:p:356-371
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=56682
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijisen:v:15:y:2013:i:3:p:356-371. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=188 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.