Supplier's internal communication network during the project sales process

Communication plays an important role in reducing the high levels of risk, uncertainty, and complexity associated with projects. However, the nature of internal communication networks in project sales has remained largely unexplored. This paper analyzes the supplier's internal communication network during a project sales process by using social network analysis and in-depth qualitative data focusing specifically on customer-related internal communication. The qualitative interviews identify potential barriers and drivers impeding and fostering good internal communication. In addition, the paper provides a rich and valid description of the communication network that evolves during the specification and bargaining process of a complex international project offer. The project sales process and related internal communication network of a material handling equipment provider are analyzed.
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