Abstract
The impetus for this special issue of Industrial Marketing Management is the increasing importance of customer development in business-to-business markets and the unique role that the sales function plays in customer development. The objective of the special issue is to integrate conceptual and empirical research in the area of sales and customer development. The issue sought research that looked beyond the current thinking in business-to-business marketing.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 133-134 |
| Number of pages | 2 |
| Journal | Industrial Marketing Management |
| Volume | 69 |
| DOIs | |
| State | Published - Feb 1 2018 |
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ASJC Scopus subject areas
- Marketing
Cite this
Sales and customer development : An agenda for inquiry. / Sharma, Arun; Syam, Niladri.
In: Industrial Marketing Management, Vol. 69, 01.02.2018, p. 133-134.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - Sales and customer development
T2 - An agenda for inquiry
AU - Sharma, Arun
AU - Syam, Niladri
PY - 2018/2/1
Y1 - 2018/2/1
N2 - The impetus for this special issue of Industrial Marketing Management is the increasing importance of customer development in business-to-business markets and the unique role that the sales function plays in customer development. The objective of the special issue is to integrate conceptual and empirical research in the area of sales and customer development. The issue sought research that looked beyond the current thinking in business-to-business marketing.
AB - The impetus for this special issue of Industrial Marketing Management is the increasing importance of customer development in business-to-business markets and the unique role that the sales function plays in customer development. The objective of the special issue is to integrate conceptual and empirical research in the area of sales and customer development. The issue sought research that looked beyond the current thinking in business-to-business marketing.
UR - http://www.scopus.com/inward/record.url?scp=85044064091&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=85044064091&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2018.01.032
DO - 10.1016/j.indmarman.2018.01.032
M3 - Article
AN - SCOPUS:85044064091
VL - 69
SP - 133
EP - 134
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
ER -