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Project marketing and systems selling — in search of frameworks and insights · Study

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ArticleProject marketing and systems selling — in search of frameworks and insights

Bernd Günter1996

Article1996

Project marketing and systems selling — in search of frameworks and insights

Bernd Günter · Andrea J. Bonaccorsi

44 citations·0/0 files stored·International Business Review

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Service and Product Innovation Marketing and Advertising Strategies Customer Service Quality and Loyalty

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References

1973Systems selling as a strategy on industrial markets 1976A phase-differentiated interaction approach to industrial marketing decisions

Cited by

2002Relationships and project marketing success 2003International project marketing: an introduction to the INPM approach 2006Role of References in Business Marketing–Towards a Normative Theory of Referencing 2009Changing project business orientations: Towards a new logic of project marketing 1998The D-U-C Model And The Stages Of Project Marketing Process 2009Applying knowledge management to project marketing in a demanding technology transfer project: Convincing the industrial customer over the knowledge gap 2010Stakeholder Management in International Projects 2001Managing inter-firm industrial projects — on pacing and matching hierarchies

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Details

Year1996

Typearticle

Published1996-12-01

VenueInternational Business Review

ISSN-L0969-5931

Languageen

Citations44

Files0 public / 0

ShelfService and Product Innovation

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doi10.1016/s0969-5931(96)00026-1

openalex_workW2063489484

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