Business manoeuvring : a grounded theory of complex selling processes
Industrial selling processes are complex phenomena. The involvement of diverse persons and the prevalence of service elements in integrated sales offerings have meant that collaboration and dialogue are now essential aspects of any successful selling process. The present study is based on the premis...
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| Format: | Doctoral Thesis |
| Language: | English |
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Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D)
2009
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| Online Access: | http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-926 http://nbn-resolving.de/urn:isbn:978-91-7258-803-5 |