Info
- Utilizzare la checkbox di selezione a fianco di ciascun documento per attivare le funzionalità di stampa, invio email, download nei formati disponibili del (i) record.
Organizing marketing and sales : mastering contemporary B2B challenges / / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden
| Organizing marketing and sales : mastering contemporary B2B challenges / / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Bingley : , : Emerald Publishing, , 2018 |
| Descrizione fisica | 1 online resource (363 pages) : illustrations |
| Disciplina | 658.8 |
| Soggetto topico | Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-78754-970-4
1-78754-968-2 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910480376303321 |
| Bingley : , : Emerald Publishing, , 2018 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Organizing marketing and sales : mastering contemporary B2B challenges / / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden
| Organizing marketing and sales : mastering contemporary B2B challenges / / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Bingley : , : Emerald Publishing, , 2018 |
| Descrizione fisica | 1 online resource (363 pages) : illustrations |
| Disciplina | 658.8 |
| Soggetto topico |
Marketing
Sales Business & Economics - Marketing - General Sales & marketing |
| ISBN |
1-78754-970-4
1-78754-968-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Contemporary developments and challenges in sales organizations: some observations / Björn Axelsson -- Marketing reorganization in a globalized market: the case of ABB Robotics / Per Andersson, Björn Axelsson, Kristoffer Jönsson and Ebba Laurin -- Marketing organization research and ideas revisited / Per Andersson -- Value-based selling in the service-dominated business landscape: creating, acting, and organizing to improve customer's profits / Björn Axelsson and Mats Vilgon -- Organizing for sales in VUCA contexts: the transformation process from products to solution sales / Ebba Laurin -- Business maneuvering: a dynamic view of B2B selling processes / Lars-Johan Åge -- Organizational balancing: an integrated view of sales management / Lars-Johan Åge -- The other side of the coin: on developments in procurement practices and their implications for sales / Björn Axelsson -- Successful and value-creating interplay between buyer and seller: organizing mutuality / Björn Axelsson -- Potential business improvements when utilizing CRM tools: and challenges in making it happen / Dariusz Osowski -- The next generation CRM tools: bridging the gaps between sales needs and CRM tools architecture / Sarah Wikner -- Outside in-to capture in-betweens: organizing the sociotechnical embedding process of new technology / Min Tian -- Creating and delivering sustainable customer solutions: on organizing capabilities in the era of servitization / Lei Huang -- Marketing and sales in ambidextrous organizations: organizational challenges from digitalization? / Per Andersson, Ebba Laurin and Christopher Rosenqvist -- Toward a conceptual model for analyzing marketing reorganization and transition processes / Per Andersson, Christopher Roesnqvist, and Daniel Grenblad -- Organizing marketing and sales in a networked business world / Per Andersson and Björn Axelsson -- Brand orientation as a method to inspire, change culture, and lead the implementation of solutions business / Cecilia Cederlund -- Future studies of marketing and sales organization / Per Andersson, Björn Axelsson, and Christopher Rosenqvist. |
| Record Nr. | UNINA-9910796882403321 |
| Bingley : , : Emerald Publishing, , 2018 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Organizing marketing and sales : mastering contemporary B2B challenges / / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden
| Organizing marketing and sales : mastering contemporary B2B challenges / / edited by Per Andersson, Björn Axelsson, Christopher Rosenqvist, Stockholm School of Economics, Stockholm, Sweden |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Bingley : , : Emerald Publishing, , 2018 |
| Descrizione fisica | 1 online resource (363 pages) : illustrations |
| Disciplina | 658.8 |
| Soggetto topico |
Marketing
Sales Business & Economics - Marketing - General Sales & marketing |
| ISBN |
1-78754-970-4
1-78754-968-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Contemporary developments and challenges in sales organizations: some observations / Björn Axelsson -- Marketing reorganization in a globalized market: the case of ABB Robotics / Per Andersson, Björn Axelsson, Kristoffer Jönsson and Ebba Laurin -- Marketing organization research and ideas revisited / Per Andersson -- Value-based selling in the service-dominated business landscape: creating, acting, and organizing to improve customer's profits / Björn Axelsson and Mats Vilgon -- Organizing for sales in VUCA contexts: the transformation process from products to solution sales / Ebba Laurin -- Business maneuvering: a dynamic view of B2B selling processes / Lars-Johan Åge -- Organizational balancing: an integrated view of sales management / Lars-Johan Åge -- The other side of the coin: on developments in procurement practices and their implications for sales / Björn Axelsson -- Successful and value-creating interplay between buyer and seller: organizing mutuality / Björn Axelsson -- Potential business improvements when utilizing CRM tools: and challenges in making it happen / Dariusz Osowski -- The next generation CRM tools: bridging the gaps between sales needs and CRM tools architecture / Sarah Wikner -- Outside in-to capture in-betweens: organizing the sociotechnical embedding process of new technology / Min Tian -- Creating and delivering sustainable customer solutions: on organizing capabilities in the era of servitization / Lei Huang -- Marketing and sales in ambidextrous organizations: organizational challenges from digitalization? / Per Andersson, Ebba Laurin and Christopher Rosenqvist -- Toward a conceptual model for analyzing marketing reorganization and transition processes / Per Andersson, Christopher Roesnqvist, and Daniel Grenblad -- Organizing marketing and sales in a networked business world / Per Andersson and Björn Axelsson -- Brand orientation as a method to inspire, change culture, and lead the implementation of solutions business / Cecilia Cederlund -- Future studies of marketing and sales organization / Per Andersson, Björn Axelsson, and Christopher Rosenqvist. |
| Record Nr. | UNINA-9910814380903321 |
| Bingley : , : Emerald Publishing, , 2018 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||