Working Papers,
Uppsala University, Department of Business Studies

Abstract: This paper considers an on going study dealing with organizing project selling. Earlier studies are dominated by the traditional decipline, where the actions are viewed to be temporary. Sellers, buyers and sub-contractors have a specific goal and the strategy is a short term economical profit. This study employs network theory for analysis of cases and arrives at another conclusion. The case studies illustrate prior and post project networks and also explains the dynamism and changes in the project network. The case studies also outlines a horizon for project selling constituted of active and inactive or sleeping relationships, where the maintenance actions and their roles before and after project selling has been under focus.

15 pages, 1992

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