How buyer-seller relationship orientation affects adaptation of sales processes to the buying process
Paul Viio, Christian Grönroos (Hanken School of Economics, Department of Marketing, CERS - Centre for Relationship Marketing and Service Management, Helsinki, Finland)
| Year of publication: |
2016
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|---|---|
| Authors: | Viio, Paul ; Grönroos, Christian |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 52.2016, p. 37-46
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| Subject: | Relationship orientation | Adaptation | Sales process | Business-to-business | Lieferantenmanagement | Supplier relationship management | B-to-B-Marketing | Business-to-business marketing | Beziehungsmarketing | Relationship marketing | Verkauf | Selling | Prozessmanagement | Business process management | Verkaufspersonal | Salespeople | Konsumentenverhalten | Consumer behaviour |