Identifying, analyzing, and finding solutions to the sales lead black hole : a design science approach
Michel van der Borgh, Juan Xu, Marin Sikkenk
| Year of publication: |
2020
|
|---|---|
| Authors: | Borgh, Michel van der ; Xu, Juan ; Sikkenk, Marin |
| 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. 88.2020, p. 136-151
|
| Subject: | Business-to-business | Design science | Lead allocation | Marketing research | Sales lead black hole | Solution selling | B-to-B-Marketing | Business-to-business marketing | Verkauf | Selling | Marktforschung | Market research |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2020.05.008 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012285344