The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Year of publication: |
2022
|
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Authors: | Krämer, Martin ; Desernot, Christina ; Alavi, Sascha ; Schmitz, Christian ; Brüggemann, Felix ; Wieseke, Jan |
Published in: |
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy. - Amsterdam : Elsevier, ISSN 0167-8116, ZDB-ID 622691-7. - Vol. 39.2022, 4, p. 1235-1252
|
Subject: | Servitized offerings | Industrial service share | Salesperson factors | Transaction cost theory | Personal selling | Verkaufspersonal | Salespeople | Leistungsbündel | Bundling strategy | Industrie | Manufacturing industries | Transaktionskosten | Transaction costs | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Unternehmensdienstleistung | Business services |
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