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Identifying, analyzing, and finding solutions to the sales lead black hole : a design science approach
Borgh, Michel van der; Xu, Juan; Sikkenk, Marin - In: Industrial marketing management : the international … 88 (2020), pp. 136-151
Persistent link: https://www.econbiz.de/10012285344
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Are conservative approaches to new product selling a blessing in disguise?
Borgh, Michel van der; Schepers, Jeroen - In: Journal of the Academy of Marketing Science 46 (2018) 5, pp. 857-878
Persistent link: https://www.econbiz.de/10011924773
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Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.; Guenzi, Paolo; Borgh, Michel van der - In: Industrial marketing management : the international … 64 (2017), pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
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Why salespeople avoid big-whale sales opportunities
Xu, Juan; Borgh, Michel van der; Nijssen, E. J.; Lam, Son K. - In: Journal of marketing 86 (2022) 5, pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
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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