Leveraging social supports to cope with sales complexities and facilitate value-based selling in the cross-functional sales team contexts : JD-R perspective
Bei Ma, Jing Zhang, Linghua Zhang
| Year of publication: |
2024
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|---|---|
| Authors: | Ma, Bei ; Zhang, Jing ; Zhang, Linghua |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 1873-2062, ZDB-ID 2012747-9. - Vol. 122.2024, p. 61-77
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| Subject: | B2B sales team | JD-R model | Sales complexities | Social support | Value-based selling (VBS) | Verkauf | Selling | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Arbeitsgruppe | Team | Absatz | Sales |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2024.08.006 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10015123611