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‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets

  • Published:2012-01 Issue:1 Volume:41 Page:174-185
  • ISSN:0019-8501
  • Container-title:Industrial Marketing Management
  • language:en
  • Short-container-title:Industrial Marketing Management

Author:

Terho Harri,Haas Alexander,Eggert Andreas,Ulaga Wolfgang

Publisher

Elsevier BV

Subject

Marketing

Reference74 articles.

1. Examining the effect of salesperson service behavior in a competitive context;Ahearne;Journal of the Academy of Marketing Science,2007

2. Value Merchants;Anderson,2007

3. Business market management. Understanding, creating, and delivering value;Anderson,2004

4. Customer value propositions in business markets;Anderson;Harvard Business Review,2006

5. Purchasing higher-value, higher-price offerings in business markets;Anderson;Journal of Business-to-Business Marketing,2010

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