How salespeople adapt communication of customer value propositions in business markets
Pirmin Bischoff, Jens Hogreve, Laura Elgeti, Michael Kleinaltenkamp
| Year of publication: |
2023
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|---|---|
| Authors: | Bischoff, Pirmin ; Hogreve, Jens ; Elgeti, Laura ; Kleinaltenkamp, Michael |
| 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. 114.2023, p. 226-242
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| Subject: | Adaptive selling | Customer value proposition | fsQCA | Means-end chaining | Value-based selling | Kundenwert | Customer value | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Betriebliche Wertschöpfung | Value creation | Lieferantenmanagement | Supplier relationship management |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2023.08.009 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014433432