Few people have used time aspects to characterize the sales process up to now. The paper shows, that in some markets of B2B business there is a characteristic time lag between a sales action and the market feedback (increased turnover). This time lag is called “Market Response Time” (MRT). Grohmann 2012 has shown that all sales processes within the investigated industry sectors are subject to the same MRT. It is the aim of this paper to show that a number of market mechanisms can be attributed directly to the MRT. This creates new understanding and supports sales persons to find the appropriate working place.
Görne, Jobst, Hochschule Aalen (Germany), Grohmann, Alexander, Digital Enabler GmbH (Austria), and Hosoi, Kenichi, Hiroshima University of Economics (Japan)
