Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Jari Ruokolainen, Leena Aarikka-Stenroos
| Year of publication: |
April 2016
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|---|---|
| Authors: | Ruokolainen, Jari ; Aarikka-Stenroos, Leena |
| 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. 54.2016, p. 188-202
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| Subject: | Start-up | Customer reference | Value creation | Value-in-use | sAles | Argumentation | Rhetoric | Persuasion | Constructive case study | Unternehmensgründung | Business start-up | Beziehungsmarketing | Relationship marketing | Betriebliche Wertschöpfung | Kundenwert | Customer value | Konsumentenverhalten | Consumer behaviour | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Rhetorik | Verkaufspersonal | Salespeople |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2015.08.002 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011478793