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The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin; Desernot, Christina; Alavi, Sascha; … - In: International journal of research in marketing : IJRM ; … 39 (2022) 4, pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
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How institutional pressures and systems characteristics shape customer acceptance of smart product-service systems
Kropp, Eva; Totzek, Dirk - In: Industrial marketing management : the international … 91 (2020), pp. 468-482
Persistent link: https://www.econbiz.de/10012422306
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What drives B-to-B customer's adoption of smart product-service systems?
Kropp, Eva; Totzek, Dirk - In: Marketing review St. Gallen : Marketingfachzeitschrift … 37 (2020) 1, pp. 12-18
Persistent link: https://www.econbiz.de/10012132126
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Dealing with privacy concerns in product-service system selling : value-based selling as fair treatment practice
Nijssen, E. J.; Borgh, Michel van der; Totzek, Dirk - In: Industrial marketing management : the international … 105 (2022), pp. 60-71
Persistent link: https://www.econbiz.de/10013494036