Selling value in business markets : individual and organizational factors for turning the idea into action
Year of publication: |
October 2017
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Authors: | Terho, Harri ; Eggert, Andreas ; Ulaga, Wolfgang ; Haas, Alexander ; Böhm, Eva |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 66.2017, p. 42-55
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Subject: | Business-to-business marketing | Customer value | MOA framework | Multilevel path modeling | Sales | Value-based selling | B-to-B-Marketing | Kundenwert | Verkauf | Selling | Lieferantenmanagement | Supplier relationship management | Marketingmanagement | Marketing management | Betriebliche Wertschöpfung | Value creation | Verkaufspersonal | Salespeople |
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