The effect of inside sales and hybrid sales structures on customer value creation

Author:

Ramos Carla,Claro Danny P.,Germiniano Renato

Publisher

Elsevier BV

Subject

Marketing

Reference93 articles.

1. The role of consensus in sales team performance;Ahearne;Journal of Marketing Research,2010

2. AMA (2017). American Marketing Association’s Definition on Marketing. https://www.ama.org/the-definition-of-marketing-what-is-marketing/, Accessed February 2022.

3. The salesperson as outside agent or employee: A transaction cost analysis;Anderson;Marketing Science,2008

4. Andersen, P., Ward, M., Hede, K., Nekrasova, M., Mustaghni, B., Fabbri, F. & Merchant, J. (2021). There’s No Going Back to the Old B2B Sales Model. That’s a Good Thing. Boston Consulting Group. https://www.bcg.com/publications/2021/hybrid-digital-sales-model, Accessed Februar 2022.

5. Relational selling: Past, present and future;Arli;Industrial Marketing Management,2018

Cited by 2 articles. 订阅此论文施引文献 订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献

1. Understanding the enduring shifts in sales strategy and processes caused by the COVID-19 pandemic;Journal of Business & Industrial Marketing;2023-09-20

2. Dynamic and global drivers of salesperson effectiveness;Journal of the Academy of Marketing Science;2023-08-07

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