Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Year of publication: |
2021
|
---|---|
Authors: | Salonen, Anna ; Terho, Harri ; Böhm, Eva ; Virtanen, Ari ; Rajala, Risto |
Published in: |
Journal of the Academy of Marketing Science. - Dordrecht : Springer Netherlands, ISSN 1552-7824, ZDB-ID 2067360-7. - Vol. 49.2021, 1, p. 139-163
|
Subject: | Business-to-business marketing | Customer solutions | Sales force transformation | Sales management | fsQCA | Verkauf | Selling | Verkaufspersonal | Salespeople | B-to-B-Marketing | Beziehungsmarketing | Relationship marketing |
Description of contents: | Description [doi.org] |
-
Understanding the impact of relationship disruptions
Schmitz, Christian, (2020)
-
Sales failure : a review and future research directions
McGowan, Phillip, (2021)
-
The transformation of selling for value co-creation : antecedents and boundary conditions
Corsaro, Daniela, (2022)
- More ...
-
The next phase in servitization: transforming integrated solutions into modular solutions
Rajala, Risto, (2019)
-
Salonen, Anna, (2018)
-
Terho, Harri, (2017)
- More ...