In- or outsourcing of the sales force? What is better? The case of the construction sector

Oronzo Trio

International Journal of Globalisation and Small Business, 2014, vol. 6, issue 3/4, 193-207

Abstract: The paper aims to understand and analyse the determinants of the in/outsourcing processes in the construction sector and, especially, in the residential market. To this end, a qualitative research on a sample of small firms has been carried out through 15 interviews. The main objectives of the research are: 1) studying the relationships between construction firms and real estate agents; 2) analysing the main factors which push the construction firms to manage directly the sales of their products or otherwise to externalise that function. The findings reveal in the sample a prevalent attitude to in source the selling function in order to have a direct relationship with the customers and to suggest the most suitable residential product to them.

Keywords: insourcing; outsourcing; trade-industry relationship; construction industry; residential products; real estate agents; sales force; building industry; real estate agents. (search for similar items in EconPapers)
Date: 2014
References: Add references at CitEc
Citations:

Downloads: (external link)
http://www.inderscience.com/link.php?id=67507 (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ids:ijgsbu:v:6:y:2014:i:3/4:p:193-207

Access Statistics for this article

More articles in International Journal of Globalisation and Small Business from Inderscience Enterprises Ltd
Bibliographic data for series maintained by Sarah Parker ().