Institutional Value-Based Selling (IVBS): Linking Value Quantification, Institutional Learning and  Commercialization in B2B Sustainability

^*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Scientific › peer-review

Original language	English
Title of host publication	IMP Conference 2026: Industrial Marketing and Purchasing Conference : Università Politecnica delle Marche - Facoltà di Economia G. Fuà. Ancona, Italy, September 1-4, 2026
Publication status	Accepted/In press - 09.2026
MoE publication type	A4 Article in conference proceedings

Cite this

Khalil, Fares Georges ; Sarasvuo, Sonja ; Mustak, Mekhail et al. / Institutional Value-Based Selling (IVBS): Linking Value Quantification, Institutional Learning and Commercialization in B2B Sustainability. IMP Conference 2026: Industrial Marketing and Purchasing Conference: Università Politecnica delle Marche - Facoltà di Economia G. Fuà. Ancona, Italy, September 1-4, 2026. 2026.

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title = "Institutional Value-Based Selling (IVBS): Linking Value Quantification, Institutional Learning and Commercialization in B2B Sustainability",

author = "Khalil, \{Fares Georges\} and Sonja Sarasvuo and Mekhail Mustak and Kaj Storbacka and Mika Gabrielsson",

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Institutional Value-Based Selling (IVBS): Linking Value Quantification, Institutional Learning and Commercialization in B2B Sustainability. / Khalil, Fares Georges ; Sarasvuo, Sonja ; Mustak, Mekhail et al.
IMP Conference 2026: Industrial Marketing and Purchasing Conference: Università Politecnica delle Marche - Facoltà di Economia G. Fuà. Ancona, Italy, September 1-4, 2026. 2026.

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Scientific › peer-review

TY - GEN

T1 - Institutional Value-Based Selling (IVBS): Linking Value Quantification, Institutional Learning and Commercialization in B2B Sustainability

AU - Khalil, Fares Georges

AU - Sarasvuo, Sonja

AU - Mustak, Mekhail

AU - Storbacka, Kaj

AU - Gabrielsson, Mika

PY - 2026/9

Y1 - 2026/9

M3 - Conference contribution

BT - IMP Conference 2026: Industrial Marketing and Purchasing Conference

ER -