Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Martin Klarmann, Marc Wouters
| Year of publication: |
2023
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|---|---|
| Authors: | Klarmann, Martin ; Wouters, Marc |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 43.2023, 1, p. 46-64
|
| Subject: | Business-to-business marketing | choice construal | information relevance | personal selling | rational influence tactics | sales interactions | value-based selling | Verkauf | Selling | B-to-B-Marketing | Konsumentenverhalten | Consumer behaviour | Verkaufspersonal | Salespeople | Marketingmanagement | Marketing management |
freely available
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2022.2082451 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014293059