Theory of value co-creation: a systematic literature review
M Galvagno, D Dalli - Managing service quality, 2014 - emerald.com
Purpose–The purpose of this paper is to summarize and classify extant research and to
better understand the past, present, and future state of the theory of value co-creation. Its …
better understand the past, present, and future state of the theory of value co-creation. Its …
Relational selling: Past, present and future
Relational selling is at a crossroads: Some trends undermine salespeople's ability to build
strong relationships (e-commerce, buying norms), but others emphasize the importance of …
strong relationships (e-commerce, buying norms), but others emphasize the importance of …
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling: the role of social capital
OS Itani, V Badrinarayanan… - European Journal of …, 2023 - emerald.com
Purpose This study aims to develop and test a process model of the effect of social media
use by business-to-business (B2B) salespeople on their value cocreation and …
use by business-to-business (B2B) salespeople on their value cocreation and …
Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination needs
This study examines the effects of salespeople's social media and customer relationship
management (CRM) technology use on value co-creation through knowledge and the …
management (CRM) technology use on value co-creation through knowledge and the …
[HTML][HTML] The sales-marketing interface: A systematic literature review and directions for future research
How sales and marketing come together in the pursuit of satisfying customers and achieving
organizational objectives is of key concern to both academics and practitioners …
organizational objectives is of key concern to both academics and practitioners …
How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling
The role of selling has become increasingly analytical and it is a central topic on senior
management's agenda in business markets. Still, sales strategy remains an under …
management's agenda in business markets. Still, sales strategy remains an under …
What drives Gen Y loyalty? Understanding the mediated moderating roles of switching costs and alternative attractiveness in the value-satisfaction-loyalty chain
Generational theory presumes that generational cohorts develop similar attitudes and
beliefs with regard to their market behaviors. This study examined the attitudes and beliefs of …
beliefs with regard to their market behaviors. This study examined the attitudes and beliefs of …
An Indian customer surrounding 7P׳ s of service marketing
GS Kushwaha, SR Agrawal - Journal of Retailing and consumer services, 2015 - Elsevier
The primary aim of the study is to examine the effects of services marketing mix elements on
Indian customer for making the appropriate marketing mix strategy in banking services …
Indian customer for making the appropriate marketing mix strategy in banking services …
[HTML][HTML] Digital transformation and value-based selling activities: seller and buyer perspectives
A Alamäki, P Korpela - Baltic Journal of Management, 2021 - emerald.com
Purpose This study aimed to examine the digital transformation of business-to-business
(B2B) sales and its effects on the management of value-based selling. Design/methodology …
(B2B) sales and its effects on the management of value-based selling. Design/methodology …
Customer involvement in new product development in B2B: The role of sales
Developing new products, and customer involvement in the process, have been frequent
topics in the management literature. Focusing on the benefits and risks of customer …
topics in the management literature. Focusing on the benefits and risks of customer …