Customer-oriented salespeople's value creation and claiming in price negotiations
Roland Kassemeier, Sascha Alavi, Johannes Habel, Christian Schmitz
| Year of publication: |
2022
|
|---|---|
| Authors: | Kassemeier, Roland ; Alavi, Sascha ; Habel, Johannes ; Schmitz, Christian |
| Subject: | Customer orientation | Incentives | Leadership | Personal selling | Price negotiations | Sales management | Verkaufspersonal | Salespeople | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | B-to-B-Marketing | Business-to-business marketing | Kundenwert | Customer value | Betriebliche Wertschöpfung | Value creation | Verhandlungen | Negotiations |
freely available
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-022-00846-x [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013389228