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 insource the selling function in order to have a direct relationship with the customers and to suggest the most suitable residential product to them.
In- or outsourcing of the sales force? What is better? The case of construction industry
TRIO, Oronzo
2014-01-01
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 insource the selling function in order to have a direct relationship with the customers and to suggest the most suitable residential product to them.I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
