Performance-based and functional contracting in value-based solution selling
Johanna Liinamaa, Mika Viljanen, Anna Hurmerinta, Maria Ivanova-Gongne, Hanna Luotola, Magnus Gustafsson
| Year of publication: |
November 2016
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|---|---|
| Authors: | Liinamaa, Johanna ; Vijanen, Mika ; Hurmerinta, Anna ; Ivanova-Gongne, Maria ; Luotola, Hanna ; Gustafsson, Magnus |
| 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. 59.2016, p. 37-49
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| Subject: | Value-based sales | Performance-based contracting | Functional contracting | Integration | Action research | Vertrag | Contract | Vertragstheorie | Contract theory | Leistungsanreiz | Performance incentive | Leistungsbündel | Bundling strategy | Verkauf | Selling | Outsourcing | Prinzipal-Agent-Theorie | Agency theory | Lieferantenmanagement | Supplier relationship management | B-to-B-Marketing | Business-to-business marketing | Verkaufspersonal | Salespeople | Aktionsforschung |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2016.05.032 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011622746