Engaging the sales force in digital solution selling : how sales control systems resolve agency problems to create and capture superior value
Christoph Tienken, Moritz Classen and Thomas Friedli
| Year of publication: |
2023
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|---|---|
| Authors: | Tienken, Christoph ; Classen, Moritz ; Friedli, Thomas |
| Published in: |
European journal of marketing. - Bradford : Emerald, ISSN 1758-7123, ZDB-ID 2002936-6. - Vol. 57.2023, 3, p. 794-833
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| Subject: | Agency theory | Digital solution selling | Digitalization | Sales control systems | Sales force management | Verkauf | Selling | Prinzipal-Agent-Theorie | Verkaufspersonal | Salespeople | Digitalisierung | Digitization | Beziehungsmarketing | Relationship marketing | Vertrieb | Physical distribution |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/EJM-11-2021-0918 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014226013