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How salespeople adapt communication of customer value propositions in business markets · Study

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ArticleHow salespeople adapt communication of customer value propositions in business markets

Pirmin Bischoff2023

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Articlegreen2023

How salespeople adapt communication of customer value propositions in business markets

Pirmin Bischoff · Jens Hogreve · Laura Elgeti · Michael Kleinaltenkamp

13 citations·0/0 files stored·Industrial Marketing Management

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Marketing and Advertising Strategies Customer Service Quality and Loyalty Corporate Governance and Management

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References

1988Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence 2012Seeking Qualitative Rigor in Inductive Research 2011Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research 1997Customer value: The next source for competitive advantage 2015Institutions and axioms: an extension and update of service-dominant logic 2008Redesigning Social Inquiry: Fuzzy Sets and Beyond 2012Critical service logic: making sense of value creation and co-creation 2001Laddering theory, method, analysis, and interpretation.

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Year2023

Typearticle

Published2023-08-28

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations13

Files0 public / 0

ShelfMarketing and Advertising Strategies

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doi10.1016/j.indmarman.2023.08.009

openalex_workW4386264709

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