Bridging the theory to application gap in value-based selling

Journal of Business and Industrial Marketing

Volumn 26, Issue 7, 2011, Pages 493-502

  Töytäri, Pekka ^a   Alejandro, Thomas Brashear ^b   Parvinen, Petri ^c   Ollila, Ilmari ^c   Rosendahl, Nora ^d  

^a AALTO UNIVERSITY   (Finland)

^b UNIVERSITY OF MASSACHUSETTS   (United States)

^c HELSINKI SCHOOL OF ECONOMICS   (Finland)

^d MCKINSEY AND COMPANY   (United States)

Author keywords

Business to business marketing; Sales process; Value added; Value quantification; Value based selling

Indexed keywords

EID: 80052600406     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858621111162299     Document Type: Article

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