The role of salespeople in industrial servitization: How to manage diminishing profit returns from salespeople’s increasing industrial service shares

Author:

Krämer Martin,Desernot Christina,Alavi Sascha,Schmitz Christian,Brüggemann Felix,Wieseke Jan

Funder

Deutsche Forschungsgemeinschaft

Publisher

Elsevier BV

Subject

Marketing

Reference67 articles.

1. Why are some salespeople better at adapting to organizational change?;Ahearne;Journal of Marketing,2010

2. Price negotiating for services: Elucidating the ambivalent effects on customers’ negotiation aspirations;Alavi;Journal of the Academy of Marketing Science,2020

3. The salesperson as an outside agent of employee: A transaction cost analysis;Anderson;Marketing Science,1985

4. On the evaluation of structural equation models;Bagozzi;Journal of the Academy of Marketing Science,1988

5. From products to services: Why it’s not so simple;Baveja;Harvard Management Update,2004

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