Complexity of sales situation and sales lead performance: An empirical study in business-to-business company

Tatu Virtanen, Petri Parvinen, Minna Rollins

Tutkimustuotos: ArtikkelijulkaisuArtikkeliTieteellinenvertaisarvioitu

Alkuperäiskielienglanti
LehtiIndustrial Marketing Management
Vuosikerta45
Sivut49-58
Sivumäärä10
ISSN0019-8501
DOI - pysyväislinkit
TilaJulkaistu - helmikuuta 2015
OKM-julkaisutyyppiA1 Alkuperäisartikkeli tieteellisessä aikakauslehdessä, vertaisarvioitu

Tieteenalat

  • 512 Liiketaloustiede

Lainaa tätä

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title = "Complexity of sales situation and sales lead performance: An empirical study in business-to-business company",
keywords = "Sales performance, Sales management, Business-to-business marketing, Logistic regression, Mixed methods, VALUE CO-CREATION, INDUSTRIAL SALESPEOPLE, ACCOUNT MANAGEMENT, KEY, PERSPECTIVE, CONSEQUENCES, STRATEGIES, SUPPLIERS, 512 Business and Management",
author = "Tatu Virtanen and Petri Parvinen and Minna Rollins",
year = "2015",
month = "2",
doi = "10.1016/j.indmarman.2015.02.024",
language = "English",
volume = "45",
pages = "49--58",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "EXCERPTA MEDICA INC-ELSEVIER SCIENCE INC",

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Complexity of sales situation and sales lead performance : An empirical study in business-to-business company. / Virtanen, Tatu; Parvinen, Petri; Rollins, Minna.

julkaisussa: Industrial Marketing Management, Vuosikerta 45, 02.2015, s. 49-58.

Tutkimustuotos: ArtikkelijulkaisuArtikkeliTieteellinenvertaisarvioitu

TY - JOUR

T1 - Complexity of sales situation and sales lead performance

T2 - An empirical study in business-to-business company

AU - Virtanen, Tatu

AU - Parvinen, Petri

AU - Rollins, Minna

PY - 2015/2

Y1 - 2015/2

KW - Sales performance

KW - Sales management

KW - Business-to-business marketing

KW - Logistic regression

KW - Mixed methods

KW - VALUE CO-CREATION

KW - INDUSTRIAL SALESPEOPLE

KW - ACCOUNT MANAGEMENT

KW - KEY

KW - PERSPECTIVE

KW - CONSEQUENCES

KW - STRATEGIES

KW - SUPPLIERS

KW - 512 Business and Management

U2 - 10.1016/j.indmarman.2015.02.024

DO - 10.1016/j.indmarman.2015.02.024

M3 - Article

VL - 45

SP - 49

EP - 58

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

ER -