De-commoditization in B2B Markets: A Communication Perspective
Author:
Publisher
Springer International Publishing
Link
https://link.springer.com/content/pdf/10.1007/978-3-030-90657-3_22
Reference49 articles.
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3. Ahearne, M., Jelinek, R., & Rapp, A. (2005). Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors. Industrial Marketing Management, 34(4), 379–388.
4. Andzulis, J., Panagopoulos, N., & Rapp, A. (2012). A review of social media and implications for the sales process. Journal of Personal Selling and Sales Management, 32(3), 305–316.
5. Backhaus, K., & Günter, B. (1976). A phase-differentiated interaction approach to industrial marketing decisions. Industrial Marketing Management, 5, 255–270.
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