Negotiating the Sale of Knowledge-Intensive Business Service Projects

Ingmar Geiger ()
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Ingmar Geiger: Hochschule Aalen

A chapter in Serving the Customer, 2023, pp 79-107 from Springer

Abstract: Abstract Little is known about the transaction processes in which knowledge-intensive business service (KIBS) projects, such as management consulting, legal advice, or auditing, are sold to the customer firm. This article uses an abductive approach to shed light on the negotiation process between KIBS companies and their customers, using in-depth interview data from n = 23 experts from selling and buying firms alike. Its qualitative data analysis unveils a generic three-step process across the covered KIBS sub-types as well as certain specificities in management consulting, legal advice, and auditing. Laying open these processes, the paper contributes to our understanding of business-to-business sales negotiation as well as the marketing and sales of KIBS projects.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-39072-3_4

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DOI: 10.1007/978-3-658-39072-3_4

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