Successful implementation of value-based selling: a value co-creation and dynamic capabilities persp...
Successful implementation of value-based selling: a value co-creation and dynamic capabilities perspective
About this item
Full title
Author / Creator
Publisher
Santa Barbara: Emerald Publishing Limited
Journal title
Language
English
Formats
Publication information
Publisher
Santa Barbara: Emerald Publishing Limited
Subjects
More information
Scope and Contents
Contents
Purpose
This study aims to investigate the new connotations, key antecedents, outcomes and contingency factors of value-based selling (VBS) in the context of business to business (B2B) industrial marketing.
Design/methodology/approach
This study develops a comprehensive conceptual framework of VBS by analyzing and synthesizing the existing...
Alternative Titles
Full title
Successful implementation of value-based selling: a value co-creation and dynamic capabilities perspective
Authors, Artists and Contributors
Author / Creator
Identifiers
Primary Identifiers
Record Identifier
TN_cdi_crossref_primary_10_1108_JBIM_05_2020_0240
Permalink
https://devfeature-collection.sl.nsw.gov.au/record/TN_cdi_crossref_primary_10_1108_JBIM_05_2020_0240
Other Identifiers
ISSN
0885-8624
E-ISSN
2052-1189
DOI
10.1108/JBIM-05-2020-0240
