Centre for Research in Communication and Culture


8 February 2017

Rapport building in business-to-business sales interaction and Salesperson questions and customer responses

Presented By Jarkko Niemi
  • 1-2.30 and 3-4.30 pm (a DARG event)
  • Brockington U1.22

About this event

"Both of the sessions are based on a corpus of 23 video-recorded and transcribed meetings between two businesses: an organization that is trying to sell a service or a product to another organization. All of the videos were recorded in the Helsinki area during the years of 2014 and 2015. There are large international businesses involved in the study as well as small start-up firms. The total running time of the database is 25 hours and 27 minutes. In addition to the video-recordings, we have a large collection of interviews from both the seller organizations as well the customer organizations that were involved in the recordings."