"ostajat" - Selaus asiasanan mukaan Julkaisut
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Digital transformation and value-based selling activities: seller and buyer perspectives
Baltic journal of management : 2 (Emerald Group, 2021)Purpose This study aimed to examine the digital transformation of business-to-business (B2B) sales and its effects on the management of value-based selling. Design/methodology/approach The study adopted a qualitative ... -
Selling to enabled purchasers: the effect of perceived supply risk and profit impact on the buyer–seller interaction
(Emerald, 2021)Based on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of purchases. Using thematic analysis, this study ...

