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  1. 1. Making B2B Sales Interactions Valuable - A Social and Symbolic Perspective

    Författare :Lena Hohenschwert; Institutet för Ekonomisk forskning; []
    Nyckelord :SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; SAMHÄLLSVETENSKAP; SOCIAL SCIENCES; Value Creation; B2B Marketing; Sales Interactions; Symbolic Interactionism; Selling;

    Sammanfattning : Salespeople’s work has always been regarded a crucial contributor to businesses’ value creation by researchers and practitioners alike. As tangible products are not at the core of interactions between salesperson and customer in the context of services-based or non-standardized markets, sales’ role is assigned greater influence in the understanding, creating and delivering of customer value. LÄS MER