Transitioning from product to service-led growth in manufacturing firms: Emergent challenges in selecting and managing the industrial sales force

Industrial Marketing Management

Volumn 43, Issue 1, 2014, Pages 113-125

  Ulaga, Wolfgang ^a   Loveland, James M ^b  

^a IMD   (Switzerland)

^b HEC MONTRÉAL   (Canada)

Author keywords

Business to business services; Goods centric sales force; Resource based view; Service transition strategies; Services sales force

Indexed keywords

EID: 84893836374     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2013.08.006     Document Type: Article

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