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.

Autore Pugliese

• Trio Oronzo

Tutti gli autori

• Trio O.

Titolo volume/Rivista

INTERNATIONAL JOURNAL OF GLOBALISATION AND SMALL BUSINESS

Anno di pubblicazione

2014

ISSN

1479-3059

ISBN

Non Disponibile

Numero di citazioni Wos

Nessuna citazione

Ultimo Aggiornamento Citazioni

Non Disponibile

Numero di citazioni Scopus

Non Disponibile

Ultimo Aggiornamento Citazioni

Non Disponibile

Settori ERC

Non Disponibile

Codici ASJC

Non Disponibile