The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform : an expectancy value theory perspective
Year of publication: |
2022
|
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Authors: | Mai, Enping ; Liao, Ying |
Published in: |
The journal of business & industrial marketing. - Bradford : Emerald, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 37.2022, 7, p. 1389-1401
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Subject: | B2B word-of-mouth | Expectancy value theory | Lead time | Sales performance | Supplier responsiveness | Lieferantenmanagement | Supplier relationship management | B-to-B-Marketing | Business-to-business marketing | Kundenwert | Customer value | Virales Marketing | Viral marketing | Verkaufspersonal | Salespeople | Verkauf | Selling | Digitale Plattform | Digital platform | Betriebliche Wertschöpfung | Value creation |
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