Value-based selling capability : antecedents and implications for B2B sales performance
Yanzhe Liu, Xiaoyu Zhao, and Tao Wang
| Year of publication: |
2023
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|---|---|
| Authors: | Liu, Yanzhe ; Zhao, Xiaoyu ; Wang, Tao |
| Published in: |
Journal of business-to-business marketing. - London [u.a.] : Routledge, Taylor and Francis Group, ISSN 1547-0628, ZDB-ID 2069757-0. - Vol. 30.2023, 4, p. 395-418
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| 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://www.econbiz.de/10014447809