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Organizing for solutions: Systems seller vs. systems integrator

  • Published:2007-02 Issue:2 Volume:36 Page:183-193
  • ISSN:0019-8501
  • Container-title:Industrial Marketing Management
  • language:en
  • Short-container-title:Industrial Marketing Management

Author:

Davies Andrew,Brady Tim,Hobday Michael

Publisher

Elsevier BV

Subject

Marketing

Reference46 articles.

1. Annual review;Atkins,1999

2. Solution selling and project marketing: A convergence towards customer intimacy for joint construction of offer and demand;Azimont,1998

3. Design rules: The power of modularity;Baldwin,2000

4. Customer solutions: Building a strategically aligned business model;Bennett,2001

5. The changing boundaries of systems companies;Bonaccorsi;International Business Review,1996
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