Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value
Lena Hohenschwert; Susi Geiger
| Year of publication: |
2015
|
|---|---|
| Authors: | Hohenschwert, Lena ; Geiger, Susi |
| 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. 49.2015, p. 139-150
|
| Subject: | B2B | Sales | Value creation | Influence strategies | Symbolic interactionism | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Betriebliche Wertschöpfung | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Soziale Beziehungen | Social relations | Verkaufspersonal | Salespeople | Kundenwert | Customer value | Strategisches Management | Strategic management |
| 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/10011374568