Value-based selling capability : antecedents and implications for B2B sales performance

Yanzhe Liu, Xiaoyu Zhao, and Tao Wang

Year of publication:	2023
Authors:	Liu, Yanzhe ; Zhao, Xiaoyu ; Wang, Tao
Subject:	B2B sales \| competitive intensity \| customer needs complexity \| customer value \| resource-advantage theory \| sales performance \| service-oriented resources \| Value-based selling capability \| B-to-B-Marketing \| Business-to-business marketing \| Kundenwert \| Customer value \| Verkauf \| Selling \| Verkaufspersonal \| Salespeople \| Lieferantenmanagement \| Supplier relationship management \| Ressourcenorientierter Ansatz \| Resource-based view \| Beziehungsmarketing \| Relationship marketing \| Wettbewerbsvorteil \| Competitive advantage \| Absatz \| Sales \| Vertrieb \| Physical distribution

Type of publication:	Article
Type of publication (narrower categories):	Aufsatz in Zeitschrift ; Article in journal
Language:	English
Other identifiers:	10.1080/1051712X.2023.2272985 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://ebvufind01.dmz1.zbw.eu/10014447809