Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Anna Salonen, Harri Terho, Eva Böhm, Ari Virtanen, Risto Rajala
| Year of publication: |
2021
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|---|---|
| Authors: | Salonen, Anna ; Terho, Harri ; Böhm, Eva ; Virtanen, Ari ; Rajala, Risto |
| Published in: |
Journal of the Academy of Marketing Science. - Dordrecht : Springer Netherlands, ISSN 1552-7824, ZDB-ID 2067360-7. - Vol. 49.2021, 1, p. 139-163
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| Subject: | Business-to-business marketing | Customer solutions | Sales force transformation | Sales management | fsQCA | Verkauf | Selling | B-to-B-Marketing | Verkaufspersonal | Salespeople | Leistungsbündel | Bundling strategy | Lieferantenmanagement | Supplier relationship management | Beziehungsmarketing | Relationship marketing | Vertrieb | Physical distribution |
| Description of contents: | Description [doi.org] |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-020-00729-z [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012434091