Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Leff Bonney, Bryan Hochstein, Brett Christenson, Ellis Chefor
| Year of publication: |
2020
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|---|---|
| Authors: | Bonney, Leff ; Hochstein, Bryan ; Christenson, Brett ; Chefor, Ellis |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 85.2020, p. 152-166
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| Subject: | Organizational buying process | Incumbent salespeople | Buyer information sourcing | Early-stage decision making | Selling | Verkaufspersonal | Salespeople | Beschaffung | Procurement | Verkauf | Unternehmensberatung | Consultancy services | Organisatorischer Wandel | Organizational change | Entscheidung | Decision |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2019.09.012 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012212130