{"id":"https://openalex.org/W1579285683","doi":"https://doi.org/10.7591/9781501723667","title":"Selling Technology: The Changing Shape of Sales in an Information Economy","display_name":"Selling Technology: The Changing Shape of Sales in an Information Economy","publication_year":2006,"publication_date":"2006-02-01","ids":{"openalex":"https://openalex.org/W1579285683","doi":"https://doi.org/10.7591/9781501723667","mag":"1579285683"},"language":"en","primary_location":{"id":"pmh:oai:ecommons.cornell.edu:1813/74093","doi":null,"is_oa":true,"landing_page_url":"https://hdl.handle.net/1813/74093","pdf_url":"https://hdl.handle.net/1813/74093","source":{"id":"https://openalex.org/S4306400757","display_name":"eCommons (Cornell University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I205783295","host_organization_name":"Cornell University","host_organization_lineage":["https://openalex.org/I205783295"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"book chapter"},"volume":null,"type":"book-chapter","indexed_in":[],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://hdl.handle.net/1813/74093","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5113510239","display_name":"Asaf Darr","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"Asaf Darr","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5113510239"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":11.5269,"has_fulltext":true,"cited_by_count":60,"citation_normalized_percentile":{"value":0.98792271,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":88,"max":99},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10344","display_name":"Management and Organizational Studies","score":0.5336999893188477,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10344","display_name":"Management and Organizational Studies","score":0.5336999893188477,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12284","display_name":"Emotional Labor in Professions","score":0.15139999985694885,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11024","display_name":"Information Systems Theories and Implementation","score":0.1251000016927719,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-work","display_name":"sales work","score":0.7110000252723694},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.8709999918937683},{"id":"https://openalex.org/keywords/high-tech-markets","display_name":"high-tech markets","score":0.8029999732971191},{"id":"https://openalex.org/keywords/emerging-technologies","display_name":"emerging technologies","score":0.8510000109672546},{"id":"https://openalex.org/keywords/information-economy","display_name":"information economy","score":0.925000011920929},{"id":"https://openalex.org/keywords/sales-engineers","display_name":"sales engineers","score":0.7490000128746033},{"id":"https://openalex.org/keywords/co-development","display_name":"co-development","score":0.6420000195503235},{"id":"https://openalex.org/keywords/collaborative-relationships","display_name":"collaborative relationships","score":0.7170000076293945},{"id":"https://openalex.org/keywords/sales-culture","display_name":"sales culture","score":0.3070000112056732},{"id":"https://openalex.org/keywords/control-mechanisms","display_name":"control mechanisms","score":0.5080000162124634}],"concepts":[{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.5620762705802917},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.5553627014160156},{"id":"https://openalex.org/C2778813691","wikidata":"https://www.wikidata.org/wiki/Q1369832","display_name":"Purchasing","level":2,"score":0.5523046255111694},{"id":"https://openalex.org/C179454799","wikidata":"https://www.wikidata.org/wiki/Q132151","display_name":"Ethnography","level":2,"score":0.5152904987335205},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.4834531247615814},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.47581344842910767},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.30781301856040955},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.12487015128135681},{"id":"https://openalex.org/C19165224","wikidata":"https://www.wikidata.org/wiki/Q23404","display_name":"Anthropology","level":1,"score":0.0},{"id":"https://openalex.org/C78519656","wikidata":"https://www.wikidata.org/wiki/Q101333","display_name":"Mechanical engineering","level":1,"score":0.0}],"mesh":[],"locations_count":5,"locations":[{"id":"pmh:oai:ecommons.cornell.edu:1813/74093","doi":null,"is_oa":true,"landing_page_url":"https://hdl.handle.net/1813/74093","pdf_url":"https://hdl.handle.net/1813/74093","source":{"id":"https://openalex.org/S4306400757","display_name":"eCommons (Cornell University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I205783295","host_organization_name":"Cornell University","host_organization_lineage":["https://openalex.org/I205783295"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"book chapter"},{"id":"pmh:oai:muse.jhu.edu:/book/59977","doi":null,"is_oa":false,"landing_page_url":"https://muse.jhu.edu/pub/255/monograph/book/59977","pdf_url":null,"source":{"id":"https://openalex.org/S4377196299","display_name":"Project Muse (Johns Hopkins University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I145311948","host_organization_name":"Johns Hopkins University","host_organization_lineage":["https://openalex.org/I145311948"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"text"},{"id":"pmh:oai:aleph.bib-bvb.de:BVB01-014929322","doi":null,"is_oa":false,"landing_page_url":"http://www.loc.gov/catdir/toc/ecip0518/2005025046.html","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"text"},{"id":"pmh:oai:aleph.bib-bvb.de:BVB01-031298960","doi":"https://doi.org/10.7591/9781501723667","is_oa":false,"landing_page_url":"https://www.degruyter.com/doi/book/10.7591/9781501723667","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"text"},{"id":"mag:1579285683","doi":null,"is_oa":false,"landing_page_url":"http://ci.nii.ac.jp/ncid/BA77861427","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":{"id":"pmh:oai:ecommons.cornell.edu:1813/74093","doi":null,"is_oa":true,"landing_page_url":"https://hdl.handle.net/1813/74093","pdf_url":"https://hdl.handle.net/1813/74093","source":{"id":"https://openalex.org/S4306400757","display_name":"eCommons (Cornell University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I205783295","host_organization_name":"Cornell University","host_organization_lineage":["https://openalex.org/I205783295"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"book chapter"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W1579285683.pdf","grobid_xml":"https://content.openalex.org/works/W1579285683.grobid-xml"},"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W2085916543","https://openalex.org/W2615167928","https://openalex.org/W1979081154","https://openalex.org/W1973137895","https://openalex.org/W6982443407","https://openalex.org/W2044977169","https://openalex.org/W2570908217","https://openalex.org/W2071803587","https://openalex.org/W7128517888","https://openalex.org/W1567049582"],"abstract_inverted_index":{"Selling":[0],"Technology":[1],"offers":[2],"a":[3,47],"look":[4],"at":[5],"high-tech":[6],"markets":[7,21],"from":[8,122],"within,":[9],"through":[10,25,81],"the":[11,39,57,77,85,89,96,106,134,168,177,186,189,204,215],"experience":[12],"of":[13,38,50,56,70,84,99,133,158,176,179,188,199,219],"salespeople,":[14,74,200],"purchasing":[15],"agents,":[16],"and":[17,62,73,80,88,130,140,146,161,165,207],"engineers":[18,142,191],"who":[19],"construct":[20],"for":[22,60],"emergent":[23,63,180],"technologies":[24],"their":[26],"daily":[27,216],"engagement":[28],"in":[29,101,109,144,167],"sales":[30,33,43,58,71,100,118,135,153,190,217],"interactions.":[31],"Although":[32],"occupations":[34],"comprise":[35],"12":[36],"percent":[37],"American":[40],"labor":[41],"force,":[42],"work":[44,72,119,159,187],"has":[45],"been":[46],"neglected":[48],"area":[49],"study.":[51],"Asaf":[52],"Darr's":[53,210],"ethnographic":[54,197],"exploration":[55],"process":[59],"standard":[61],"technology":[64],"argues":[65],"that":[66,117],"our":[67,123],"cultural":[68,125],"stereotypes":[69],"shaped":[75],"during":[76],"industrial":[78],"era":[79],"popular":[82],"images":[83],"Yankee":[86],"peddler":[87],"car":[90],"salesman,":[91],"no":[92],"longer":[93],"apply":[94],"to":[95,214],"changing":[97],"nature":[98],"an":[102,220],"information":[103,221],"economy.":[104],"In":[105],"high-technology":[107],"settings":[108],"which":[110,201],"cutting-edge":[111],"artifacts":[112],"are":[113,137,150,192],"traded,":[114],"Darr":[115],"finds":[116],"deviates":[120],"sharply":[121],"traditional":[124],"images.":[126],"The":[127],"educational":[128],"level":[129],"technical":[131],"skills":[132,162],"force":[136],"increasing,":[138],"sellers'":[139],"buyers'":[141],"engage":[143],"co-development,":[145],"long-term":[147],"collaborative":[148],"relationships":[149],"replacing":[151],"brief":[152],"encounters.":[154],"A":[155],"growing":[156],"number":[157],"tasks":[160],"previously":[163],"performed":[164],"mastered":[166],"design":[169],"or":[170],"production":[171],"phases":[172],"have":[173],"become":[174],"part":[175],"sale":[178],"technology.":[181],"New":[182],"control":[183],"mechanisms":[184],"over":[185],"also":[193],"appearing.":[194],"Unlike":[195],"most":[196],"studies":[198],"focus":[202],"on":[203],"insurance,":[205],"finance,":[206],"retail":[208],"sectors.,":[209],"groundbreaking":[211],"book":[212],"turns":[213],"practices":[218],"economy":[222]},"counts_by_year":[{"year":2024,"cited_by_count":13},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":6},{"year":2017,"cited_by_count":1},{"year":2016,"cited_by_count":3},{"year":2015,"cited_by_count":4},{"year":2014,"cited_by_count":2},{"year":2013,"cited_by_count":2},{"year":2012,"cited_by_count":4}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}