Salg, salg, salg – over hele linja! Mandag hele året? Om mestringsstrategier og arbeidsstiler i salg av forsikringer

Berge, Liv; Håpnes, Tove; Forseth, Ulla

doi:10.18261/issn1504-2928-2009-03-01

2009

DOI: 10.18261/issn1504-2928-2009-03-01

|View full text |Cite

Salg, salg, salg – over hele linja! Mandag hele året? Om mestringsstrategier og arbeidsstiler i salg av forsikringer

Liv Berge¹,

Tove Håpnes²,

Ulla Forseth³

Help me understand this report

Search citation statements

Order By: Relevance

Paper Sections

Select...

Citation Types

Supporting

Mentioning

Contrasting

Year Published

2015

2022

Publication Types

Select...

Article4

Relationship

Self Cite2

Independent2

Authors

Journals

Cited by 4 publications

References 17 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

Brave new world? The global financial crisis’ impact on Scandinavian banking’s sales rhetoric and practices

Forseth

Røyrvik

Clegg

2015

Scandinavian Journal of Management

Self Cite

View full text Add to dashboard Cite

The paper explores how the global financial crisis wrought changes in the financial industry, even far from the crisis' epicentre, in sales orientation, rhetoric and practices. We draw on accounts from managers and employees gleaned from a strategic sample of Scandinavian financial institutions. Framing our analysis in terms of Meyer's (1982) concept of environmental jolts, we identified a genealogical shift in accounts in relation to sales as the context changed: there was a transition from an early stress on blame games, through the nurturing of a more conceptual plurivocality, culminating in embellishment. Initially bankers blamed external actors and factors. Their rhetoric changed when they had to confront customer's complaints about overselling and mis-selling as well as critiques from regulatory authorities. A new discourse emerged focused on "right selling" and changes in sales practices but one still constituted in terms of the pressure to sell.

show abstract

Brave new world? The global financial crisis’ impact on Scandinavian banking’s sales rhetoric and practices

Forseth

Røyrvik

Clegg

2015

Scandinavian Journal of Management

Self Cite

View full text Add to dashboard Cite

show abstract

Naturalizing, normalizing and neutralizing: metaphors framing the global financial crisis in Nordic banks

Forseth

Røyrvik

Clegg

2022

Culture and Organization

View full text Add to dashboard Cite

«Smile away»: Endringer i emosjonelt arbeid blant kabinansatte

Forseth¹

2021

NOST

View full text Add to dashboard Cite

scite is a Brooklyn-based organization that helps researchers better discover and understand research articles through Smart Citations–citations that display the context of the citation and describe whether the article provides supporting or contrasting evidence. scite is used by students and researchers from around the world and is funded in part by the National Science Foundation and the National Institute on Drug Abuse of the National Institutes of Health.

Contact Info

hi@scite.ai

10624 S. Eastern Ave., Ste. A-614

Henderson, NV 89052, USA

Blog Terms and Conditions API Terms Privacy Policy Contact Cookie Preferences Do Not Sell or Share My Personal Information

Made with 💙 for researchers

Part of the Research Solutions Family.

Salg, salg, salg – over hele linja! Mandag hele året? Om mestringsstrategier og arbeidsstiler i salg av forsikringer

Cited by 4 publications

References 17 publications

Brave new world? The global financial crisis’ impact on Scandinavian banking’s sales rhetoric and practices

Brave new world? The global financial crisis’ impact on Scandinavian banking’s sales rhetoric and practices

Naturalizing, normalizing and neutralizing: metaphors framing the global financial crisis in Nordic banks

«Smile away»: Endringer i emosjonelt arbeid blant kabinansatte

Contact Info

Product

Resources

About