Kindström, Daniel; Kowalkowski, Christian; Alejandro, … - In: Journal of Service Management 26 (2015) 3, pp. 372-393
Purpose – The purpose of this paper is to explore the implications for the sales function of the infusion of services by formerly product-based firms. In particular, it aims at identifying the changes that need to be made at the sales-function level if the services are to be successfully sold....