Understanding value creation through digital and in-person communication in solution selling process
Saara Julkunen, Jonna Koponen and David Nickell
| Year of publication: |
2022
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|---|---|
| Authors: | Julkunen, Saara ; Koponen, Jonna ; Nickell, David |
| Published in: |
Nordic journal of business : NJB. - Aalto : [Verlag nicht ermittelbar], ISSN 2342-9011, ZDB-ID 2826192-6. - Vol. 71.2022, 1, p. 5-25
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| Subject: | B2B sales relationships | Value Creation | Digital communication | In-person communication | B2B solution selling process | B-to-B-Marketing | Business-to-business marketing | Betriebliche Wertschöpfung | Value creation | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling | Digitalisierung | Digitization | Kommunikation | Communication | Electronic Commerce | E-commerce | Leistungsbündel | Bundling strategy | Beziehungsmarketing | Relationship marketing |