Outward-looking and future-oriented customer value potential management: The sales force value appropriation role

Author:

Balboni Bernardo,Terho Harri

Publisher

Elsevier BV

Subject

Marketing

Reference65 articles.

1. Business marketing: understand what customers value;Anderson;Harvard Business Review,1998

2. Selectively pursuing more of your customer’s business;Anderson;MIT Sloan Management Review,2003

3. Marketing–sales interface configurations in B2B firms;Biemans;Industrial Marketing Management,2010

4. The role of the sales force in value creation and appropriation: New directions for research;Blocker;Journal of Personal Selling & Sales Management,2012

5. The theoretical underpinnings of customer asset management: A framework and propositions for future research;Bolton;Journal of the Academy of Marketing Science,2004

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