Transitioning from product to service-led growth in manufacturing firms : emergent challenges in selecting and managing the industrial sales force
Wolfgang Ulaga; James M. Loveland
| Year of publication: |
2014
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|---|---|
| Authors: | Ulaga, Wolfgang ; Loveland, James M. |
| 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. 43.2014, 1, p. 113-125
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| Subject: | Service transition strategies | Resource-based view | Business-to-business services | Goods-centric-sales force | Service sales force | Ressourcenorientierter Ansatz | Industrie | Manufacturing industries | Verkaufspersonal | Salespeople | Leistungsbündel | Bundling strategy | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Dienstleistungssektor | Service industry | Unternehmensdienstleistung | Business services | Vertrieb | Physical distribution |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10010359368