Value-Based Sales Process Adaptation: A Relationship Marketing Approach

Paul Henry Viio; Christian Grönroos

Value-Based Sales Process Adaptation: A Relationship Marketing Approach

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

Original language	English
Title of host publication	IMP Group (Industrial Marketing and Purchasing Group) Conference 2013 Atlanta
Publication date	2013
Publication status	Published - 2013
MoE publication type	A4 Article in conference proceedings
Event	2013 Industrial marketing and purchasing group (IMP) Conference: Building and Managing Relationships in a Global Network: Challenges and Necessary Capabilities - Atlanta, Atlanta, GA, United States Duration: 30.08.2013 → 02.09.2013 Conference number: 29

Keywords

512 Business and Management
KOTA2013
Equis Base Room

Access to Document

http://www.impgroup.org/uploads/papers/8100.pdf

OpenUrl availability

Full text

Cite this

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title = "Value-Based Sales Process Adaptation: A Relationship Marketing Approach",

keywords = "512 Business and Management, KOTA2013, Equis Base Room",

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

note = "Note by author: In case the paper will be accepted for publication in the journal, which has a special issue for the IMP 2013 conference, the paper will be removed from the conference proceedings. Volume: Proceeding volume: ; 2013 Industrial marketing and purchasing group (IMP) Conference : Building and Managing Relationships in a Global Network: Challenges and Necessary Capabilities, IMP ; Conference date: 30-08-2013 Through 02-09-2013",

year = "2013",

language = "English",

booktitle = "IMP Group (Industrial Marketing and Purchasing Group) Conference 2013 Atlanta",

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T1 - Value-Based Sales Process Adaptation: A Relationship Marketing Approach

AU - Viio, Paul Henry

AU - Grönroos, Christian

N1 - Conference code: 29

PY - 2013

Y1 - 2013

KW - 512 Business and Management

KW - KOTA2013

KW - Equis Base Room

M3 - Conference contribution

BT - IMP Group (Industrial Marketing and Purchasing Group) Conference 2013 Atlanta

T2 - 2013 Industrial marketing and purchasing group (IMP) Conference

Y2 - 30 August 2013 through 2 September 2013

ER -