Value-based selling : an organizational capability perspective
Year of publication: |
2015
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Authors: | Töytäri, Pekka ; Rajala, Risto |
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. 45.2015, p. 101-112
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Subject: | Customer value | Value-based selling | Sales process | Organisational capabilities | Value proposition | Kundenwert | Verkauf | Selling | Betriebliche Wertschöpfung | Value creation | B-to-B-Marketing | Business-to-business marketing | Capability-Ansatz | Capability approach | Dynamische Kompetenzen | Dynamic capabilities |
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