Selling Technology offers a look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions. Although sales occupations comprise 12 percent of the...

Ideology and economic imperative are important factors shaping distinct forms of democratic governance structures in work organizations. This study asks whether ethnicity is another factor. To answer this question we compare the implementation of democratic justice regimes in 45 Jewish and Arab...

This ethnographic study of engineers in action introduces an interpretive approach to the recent debate about the factors shaping the organisation of engineering labour within the firm. The study compares the consciousness of kind and of difference developed by R&D and sales engineers (also...

When do salespeople become technical experts, and when does sales work become technical in nature? To address these questions, this study presents a typology of markets and compares the impact of the structure of knowledge on the organization of sales practices in a mass and in a non-standard...

The legitimacy of economic transactions is a fundamental element of market order, and its constitution facilitates the ongoing exchange of commodities and services. By bringing sales work to centre stage, this study empirically examines the theoretical claim that legitimacy in advanced markets...

Aims to understand the managerial implications of the perceptions hospital physicians and nurses hold toward the introduction of electronic medical records (EMRS). In‐depth interviews were used with 18 hospital physicians and eight nurses from several different hospital wards at a large...

This study focuses on control and autonomy among an emerging class of knowledge workers in sales, from the employees’ perspective. The sales engineers studied were not only technical experts, they also worked on their own in client's plants over extended periods of time, where they customised...