How buyer-seller relationship orientation affects adaptation of sales processes to the buying process

Research output: Contribution to journal › Article › Scientific › peer-review

45 Citations (Scopus)

Original language	English
Peer-reviewed scientific journal	Industrial Marketing Management
Volume	52
Pages (from-to)	37-46
ISSN	0019-8501
DOIs	https://doi.org/10.1016/j.indmarman.2015.07.013
Publication status	Published - 2015
MoE publication type	A1 Journal article - refereed

Keywords

@article{d8e2b0184dda4942bcbd9d9667ce59c9,

title = "How buyer-seller relationship orientation affects adaptation of sales processes to the buying process",

keywords = "512 Business and Management, Customers and Relations",

author = "Paul Viio and Christian Gr{\"o}nroos",

year = "2015",

doi = "10.1016/j.indmarman.2015.07.013",

language = "English",

volume = "52",

pages = "37--46",

journal = "Industrial Marketing Management",

issn = "0019-8501",

publisher = "Elsevier",

}

TY - JOUR

T1 - How buyer-seller relationship orientation affects adaptation of sales processes to the buying process

AU - Viio, Paul

AU - Grönroos, Christian

PY - 2015

Y1 - 2015

KW - 512 Business and Management

KW - Customers and Relations

U2 - 10.1016/j.indmarman.2015.07.013

DO - 10.1016/j.indmarman.2015.07.013

M3 - Article

SN - 0019-8501

VL - 52

SP - 37

EP - 46

JO - Industrial Marketing Management

JF - Industrial Marketing Management

ER -