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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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How young companies can effectively manage their slack resources over time to ensure sales growth : the contingent role of value-based selling
Jong, Ad de; Zacharias, Nicolas; Nijssen, E. J. - In: Journal of the Academy of Marketing Science 49 (2021) 2, pp. 304-326
Persistent link: https://www.econbiz.de/10012434107
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Balancing modularity and solution space freedom : effects on organisational learning and sustainable innovation
Vos, Maren A.; Raassens, Néomie; Borgh, Michel van der; … - In: International journal of production research 56 (2018) 20, pp. 6658-6677
Persistent link: https://www.econbiz.de/10011978893
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The relationship between digital solution selling and value-based selling : a motivation-opportunity-ability (MOA) perspective
Guenzi, Paolo; Nijssen, E. J. - In: European journal of marketing 57 (2023) 3, pp. 745-770
Persistent link: https://www.econbiz.de/10014226008
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Bridging the gap between B2B and B2C : thought leadership in industrial marketing : a systematic literature review and propositions
Neuhaus, Tina; Millemann, Jan Andre; Nijssen, E. J. - In: Industrial marketing management : the international … 106 (2022), pp. 99-111
Persistent link: https://www.econbiz.de/10014226404
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A systematic review of industry-level applications of technology roadmapping : evaluation and design propositions for roadmapping practitioners
Chakraborty, Swagata; Nijssen, E. J.; Valkenburg, Rianne - In: Technological forecasting & social change : an … 179 (2022), pp. 1-19
Persistent link: https://www.econbiz.de/10013349191
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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
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Some agents are more similar than others : customer orientation of frontline robots and employees
Leiño Calleja, David; Schepers, Jeroen; Nijssen, E. J. - In: Journal of service management 34 (2023) 6, pp. 27-49
Persistent link: https://www.econbiz.de/10014456545
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Unleash the power of the installed base : identifying cross-selling opportunities from solution offerings
Borgh, Michel van der; Nijssen, E. J.; Schepers, Jeroen … - In: Industrial marketing management : the international … 108 (2023), pp. 122-133
Persistent link: https://www.econbiz.de/10014227547