"yritysmyynti" - Selaus asiasanan mukaan Julkaisut
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Decision-making in salesperson-customer interaction: Establishing a common ground for obtaining commitment
(John Benjamins Publishing Company, 2021)Decisions are often made in a two-part sequence, consisting of a proposal by one party and an aligning response from others. While this sequence is well established, less is known about the preparatory work that may precede ... -
Designing a digital tool concept for business-to-business dialogue using a customer-centric approach Case food services
(Classiques Garnier, 2020)This article explores what customer-centricity is in a B2B service context, and reports the empirical case study and the resulting concept for a digital client relationship tool built by using service design and customer-dominant ... -
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 ...
