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Keywords: Selling process
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Journal Articles
Journal:
Management Decision
Management Decision (2011) 49 (9): 1574–1591.
Published: 18 October 2011
...Lars‐Johan Åge Purpose This study aims at developing a model that captures the reality of complex contemporary B2B selling processes. Design/methodology/approach The grounded theory methodology was deployed in this study. In‐depth interviews and interactive lectures were used for data...
