Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Essi Pöyry, Petri Parvinen, Jonas Martens
| Year of publication: |
2021
|
|---|---|
| Authors: | Pöyry, Essi ; Parvinen, Petri ; Martens, Jonas |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 126.2021, p. 350-360
|
| Subject: | Business-to-business | Sales performance | Sales work | Value calculator | Value quantification | Value-based selling | B-to-B-Marketing | Business-to-business marketing | Verkauf | Selling | Verkaufspersonal | Salespeople | Kundenwert | Customer value | Lieferantenmanagement | Supplier relationship management | Betriebliche Wertschöpfung | Value creation | Absatz | Sales |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2020.12.047 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10012494256