Woodside, Arch G.; Taylor, James L. - In: Case study research : core skill sets in using 15 genres, (pp. 207-216). 2016
This chapter describes how to do variable-based analysis of cases of two-person conversations. The chapter makes use of the same data that Chapter 9 describes. Here, the study examines 40 transactions between actual insurance salespersons ( n = 3) and prospective clients ( n = 57) interacting in...