How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling
Harri Terho; Andreas Eggert; Alexander Haas; Wolfgang Ulaga
| Year of publication: |
2015
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|---|---|
| Authors: | Terho, Harri ; Eggert, Andreas ; Haas, Alexander ; Ulaga, Wolfgang |
| 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. 45.2015, p. 12-21
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| Subject: | Sales strategy | Strategy implementation | Customer orientation | Value-based selling | Multilevel modeling | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | Verkauf | Selling | Strategisches Management | Strategic management | Marketingmanagement | Marketing management | B-to-B-Marketing | Business-to-business marketing | Kundenwert | Customer value |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010530587