Download Now Free registration required
The paper focuses on examining how an individual actor perceives his/her own power within a project marketing organization. The phenomenon is approached through the concepts of network picture and power. Based on the empirical findings, the authors propose that in the early phases of the project sales process, the individual actor perceives his own power lesser than the power of others within the organization, although their interest in the project is almost equal. In addition, it is suggested that the perceived power has extensive effects on the efficiency of the project marketing organization and its dynamics.
- Format: PDF
- Size: 84.3 KB