The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform : an expectancy value theory perspective
Enping (Shirley) Mai and Ying Liao
| Year of publication: |
2022
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|---|---|
| Authors: | Mai, Enping ; Liao, Ying |
| Published in: |
The journal of business & industrial marketing. - Bradford : Emerald, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 37.2022, 7, p. 1389-1401
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| Subject: | B2B word-of-mouth | Expectancy value theory | Lead time | Sales performance | Supplier responsiveness | Kundenwert | Customer value | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Virales Marketing | Viral marketing | Digitale Plattform | Digital platform | Verkaufspersonal | Salespeople | Werttheorie | Theory of value |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-05-2021-0269 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013400108