Sales complexity and value appropriation : a taxonomy of sales situations
Deva Rangarajan, Bryan Hochstein, Duane Nagel and Teidorlang Lyngdoh
| Year of publication: |
2022
|
|---|---|
| Authors: | Rangarajan, Deva ; Hochstein, Bryan ; Nagel, Duane ; Lyngdoh, Teidorlang |
| Published in: |
The journal of business & industrial marketing. - Bradford : Emerald, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 37.2022, 11, p. 2298-2314
|
| Subject: | Business-to-business marketing | Buyer-seller relationship | Resource allocation | Sales | Sales complexity | Sales management | Sales manager | Sales planning | Salesforce | Value appropriation | Verkauf | Selling | Verkaufspersonal | Salespeople | B-to-B-Marketing | Lieferantenmanagement | Supplier relationship management | Vertrieb | Physical distribution | Absatz |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-10-2020-0463 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013455402