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The transformation of professional selling : implications for leading the modern sales organization

Marcos Cuevas, Javier - In: Industrial marketing management : the international … 69 (2018), pp. 198-208

Persistent link: https://www.econbiz.de/10011822573

Value co-creation practices and capabilities : sustained purposeful engagement across B2B systems

Marcos Cuevas, Javier; Nätti, Satu; Palo, Teea; … - In: Industrial marketing management : the international … 56 (2016), pp. 97-107

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Lateral collaboration and boundary-spanning from a global leadership perspective : the case of global account managers

Lacoste, Sylvie; Zidani, Kenza; Marcos Cuevas, Javier - In: Journal of world business : JWB 57 (2022) 3, pp. 1-15

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Which resources and capabilities underpin strategic key account management?

Guesalaga, Rodrigo; Gabrielsson, Mika; Rogers, Beth; … - In: Industrial marketing management : the international … 75 (2018), pp. 160-172

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Implementing key account management : designing customer-centric processes for mutual growth

Marcos Cuevas, Javier; Davies, Mark; Guesalaga, Rodrigo; … - 2018

Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions...