Leveraging B2B field service technicians as a "second sales force" : how service situations affect selling activity and success
Manuel Berkmann, Maik Eisenbeiss, Werner Reinartz, Nico Schauerte
| Year of publication: |
2024
|
|---|---|
| Authors: | Berkmann, Manuel ; Eisenbeiß, Maik ; Reinartz, Werner J. ; Schauerte, Nico |
| Published in: |
Journal of the Academy of Marketing Science. - Dordrecht : Springer Netherlands, ISSN 1552-7824, ZDB-ID 2067360-7. - Vol. 52.2024, 3, p. 736-761
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| Subject: | Artificial Intelligence | B2B | Bivariate probit | Heckman selection model | Service technicians | Service-sales ambidexterity | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Künstliche Intelligenz | Artificial intelligence | Verkaufspersonal | Salespeople | Verkauf | Selling | Dienstleistungssektor | Service industry | Erfolgsfaktor | Success factor |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-023-00964-0 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10015047946