Micro-role transitions in first-time service sales meetings: Insights from institutional talk using conversation analysis

Mari Holopainen, Jarkko J. Niemi, Hanna Timonen, Stefanie Reissner

Research output: Contribution to conference › Paper › Scientific › peer-review

Original language	English
Publication status	Published - 2016
MoE publication type	Not Eligible
Event	European Group for Organizational Studies Colloquium - University of Naples Federico II Department of Economics, Management and Institutions, Naples, Italy Duration: 7 Jul 2016 → 9 Jul 2016 Conference number: 32 http://www.egosnet.org

Conference	European Group for Organizational Studies Colloquium
Abbreviated title	EGOS
Country/Territory	Italy
City	Naples
Period	07/07/2016 → 09/07/2016
Internet address	http://www.egosnet.org

Keywords

DICIA: Digitalization in Customer Interaction
Timonen, H. (Project Member), Kostama, H. (Project Member), Rajala, R. (Principal investigator) & Holopainen, M. (Project Member)
25/03/2016 → 30/04/2019
Project: Business Finland: Other research funding
MANIA: B-to-B Sales Success Driven by Understanding People
Timonen, H. (Project Member), Holopainen, M. (Project Member) & Tuominen, T. (Principal investigator)
01/01/2014 → 31/03/2016
Project: Business Finland: Other research funding

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title = "Micro-role transitions in first-time service sales meetings: Insights from institutional talk using conversation analysis",

keywords = "conversation analysis, sales work, sales interaction, role theory",

author = "Mari Holopainen and Niemi, {Jarkko J.} and Hanna Timonen and Stefanie Reissner",

year = "2016",

language = "English",

note = "European Group for Organizational Studies Colloquium, EGOS ; Conference date: 07-07-2016 Through 09-07-2016",

url = "http://www.egosnet.org",

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TY - CONF

T1 - Micro-role transitions in first-time service sales meetings: Insights from institutional talk using conversation analysis

AU - Holopainen, Mari

AU - Niemi, Jarkko J.

AU - Timonen, Hanna

AU - Reissner, Stefanie

N1 - Conference code: 32

PY - 2016

Y1 - 2016

KW - conversation analysis

KW - sales work

KW - sales interaction

KW - role theory

M3 - Paper

T2 - European Group for Organizational Studies Colloquium

Y2 - 7 July 2016 through 9 July 2016

ER -