Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Bert Paesbrugghe, Deva Rangarajan, Arun Sharma, Niladri Syam, Subhash Jha
| Year of publication: |
April 2017
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|---|---|
| Authors: | Paesbrugghe, Bert ; Rangarajan, Deva ; Sharma, Arun ; Syam, Niladri ; Jha, Subhash |
| 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. 62.2017, p. 171-184
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| Subject: | Sales strategies | Purchasing | Buyer-seller relationship | Verkauf | Selling | Lieferantenmanagement | Supplier relationship management | Absatz | Sales | Beschaffung | Procurement | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Vertrieb | Physical distribution | Verkaufsförderung | Sales promotion | Konsumentenverhalten | Consumer behaviour |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2016.09.002 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011707114