Selling Data-Based Value in Business-to-Business Markets
The purpose of this paper is to study what aspects a sales function needs to consider when selling new data-based value in business-to-business (B2B) markets. The paper combines literature on the business-to-business sales process with data-based value. The study includes altogether 29 qualitative i...
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| Principais autores: | , , , |
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| Formato: | Artigo |
| Idioma: | Inglês |
| Publicado em: |
Carleton University
2020-01-01
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| coleção: | Technology Innovation Management Review |
| Assuntos: | |
| Acesso em linha: | https://timreview.ca/timreview.ca/article/1313 |
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