Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty
Alberto Sa Vinhas
| Year of publication: |
2023
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| Authors: | Sa Vinhas, Alberto |
| 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. 114.2023, p. 271-285
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| Subject: | Channel design | Distributor outcomes | Selling capabilities | Sharing of functions | Solution selling | Vertriebsweg | Distribution channel | Verkauf | Selling | Vertrieb | Physical distribution | B-to-B-Marketing | Business-to-business marketing | Leistungsbündel | Bundling strategy | Lieferantenmanagement | Supplier relationship management |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2023.07.010 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014433435