Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value
Year of publication: |
2015
|
---|---|
Authors: | Hohenschwert, Lena ; Geiger, Susi |
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. 49.2015, p. 139-150
|
Subject: | B2B | Sales | Value creation | Influence strategies | Symbolic interactionism | Lieferantenmanagement | Supplier relationship management | USA | United States | B-to-B-Marketing | Business-to-business marketing |
-
Reflections on "social media : influencing customer satisfaction in B2B sales" and a research agenda
Nunan, Daniel, (2018)
-
Making B2B sales interactions valuable : a social and symbolic perspective
Hohenschwert, Lena, (2013)
-
Leach, Chris, (2022)
- More ...
-
Salespeople's value creation roles in customer interaction : an empirical study
Hohenschwert, Lena, (2012)
-
Making B2B sales interactions valuable : a social and symbolic perspective
Hohenschwert, Lena, (2013)
-
Salespeople's value creation roles in customer interaction: An empirical study
Hohenschwert, Lena, (2012)
- More ...