Face-to-Face Kommunikation im Vertrieb von Industriegütern

Geile, Andrea

doi:10.1007/978-3-8349-7073-2

Cited by 1 publication

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“…in the fields of balance theory, assimilationcontrast theory, dissonance theory, risk theory, and new institutional economics -led to 14 communication characteristics of the seller being relevant for the buyer: quality of communication contents, adequacy of information flow, openness, trustworthiness, contextual understanding, interest in personal communication, competencies, superior ease, solution finding orientation, friendliness, ability to deal with conflicts, empathy, willingness to cooperate, and humour (cf. Geile, 2010).…”

Section: Empirical Evidence: the Case Of Face-to-face Communication Imentioning

confidence: 95%

“…Therefore, it seems necessary to deal with them differently and in depth by developing for both academic and practical reasons suitable awareness solutions for each situation. To give some (business) examples: Negotiations are already special situations as they represent interactive and often face-to-face communication with its specific problems (Geile, 2010). It, however, makes a difference whether a company representative such as a sales person tries to convince a final consumer to buy a pair of trousers or if an industrial buyer and an industrial seller are negotiating a contract on 100 machine tools.…”

Section: Implications For Language Awareness Researchmentioning

confidence: 98%

“…These 14 characteristics were further researched, with a focus on their impact on the buyer's communication satisfaction (Geile, 2010). Some of the major research questions were:…”

Section: Empirical Evidence: the Case Of Face-to-face Communication Imentioning

confidence: 99%

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Language awareness as a challenge for business

Hünerberg

Geile

2012

Language Awareness

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The following contribution is a meta-analysis of the language awareness discipline from a practical application point of view. It is based on a keynote speech at the 10th International Conference of the Association for Language Awareness, and deals with the implications of business requirements for language use in communication processes. The authors are marketing scholars and are therefore discussing language awareness from this outside perspective. The objective of the speech, and hence this paper, is to give a broad overview of language awareness issues in business, potential problem solutions, and the implications for language-oriented disciplines. The authors do not intend to develop research designs for specific questions but hope that the conceptual and empirical examples mentioned will lead to closer co-operation between the language awareness and the business fields, both in academia and in practice. This paper therefore is an attempt to cross disciplinary borders. The first part of the paper explains the setting of the issue; the second part gives an overview of language problems in a business context; the third part suggests some solutions for these problems; the fourth part briefly illustrates with an example of an empirical research project in the business communication field; and the fifth and final part is a summary and draws some conceptual and meta-analytical conclusions.

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Section: Empirical Evidence: the Case Of Face-to-face Communication Imentioning

confidence: 95%

Section: Implications For Language Awareness Researchmentioning

confidence: 98%