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Keywords: Solution selling
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Journal Articles
Creating discursive channels: generating and disseminating impactful research insights into the strategic sales enablement of retail technology
Available to Purchase
Journal:
European Journal of Marketing
European Journal of Marketing (2022) 56 (9): 2515–2532.
Published: 16 November 2022
... value chain. However, many providers lack the sales capabilities needed to do this. This study aims to examine the need for providers to transition from transaction-oriented to solution selling-oriented approaches. To do so, this study explores the impact outcomes of a knowledge-exchange intervention co...
Journal Articles
The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective
Available to Purchase
Journal:
European Journal of Marketing
European Journal of Marketing (2023) 57 (3): 745–770.
Published: 10 November 2022
...Paolo Guenzi; Edwin J. Nijssen Purpose Value-based selling (VBS) is increasingly a key success factor in business to business (B2B) settings, but its relationship with digital solutions selling (DSS) has not been explored. This study aims to develop a motivation-opportunity-ability (MOA)-based...
