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Project marketing : beyond competitive bidding

Cova, Bernard; Ghauri, Pervez N.; Salle, Robert S. - 2002

Persistent link: https://www.econbiz.de/10001631357

Shaping Projects, Building Networks

Cova, Bernard; Salle, Robert - In: The Oxford handbook of project management. 2011

Persistent link: https://www.econbiz.de/10012885949

Shaping projects, building networks

Cova, Bernard; Salle, Robert - In: The Oxford handbook of project management, (pp. 391-409). 2011

Persistent link: https://www.econbiz.de/10008840246

Introduction to the IMM special issue on "Project marketing and the marketing of solutions" : a comprehensive approach to project marketing and the marketing of solutions

Cova, Bernard; Salle, Robert - In: Industrial marketing management : the international … 36 (2007) 2, pp. 138-146

Persistent link: https://www.econbiz.de/10003431916

Creating superior value through network offerings

Cova, Bernard; Salle, Robert - In: Creating and managing superior customer value, (pp. 317-342). 2009

Persistent link: https://www.econbiz.de/10003826414

Building B2B relationships via initiation contributors : three cases from the Norwegian-South Korean international project business

Aarikka-Stenroos, Leena; Aaboen, Lise; Cova, Bernard; … - In: Industrial marketing management : the international … 68 (2018), pp. 74-85

Persistent link: https://www.econbiz.de/10011822117

Changing project business orientations : towards a new logic of project marketing

Jalkala, Anne; Cova, Bernard; Salle, Robert; Salminen, … - In: European management journal 28 (2010) 2, pp. 124-138

Persistent link: https://www.econbiz.de/10003960918

Creating superior value through network offerings

Cova, Bernard; Salle, Robert - In: Creating and managing superior customer value, (pp. 317-342). 2008

This paper draws on the experiences of project marketing and solution selling to improve the understanding of how to create superior value for customers. Project marketing and solution selling have both developed approaches to deal with complex marketing situations for a number of years now. The...

Persistent link: https://www.econbiz.de/10015383379