Sales and customer development: An agenda for inquiry

Arun Sharma, Niladri Syam

Research output: Contribution to journalArticle

3 Citations (Scopus)

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 languageEnglish (US)
Pages (from-to)133-134
Number of pages2
JournalIndustrial Marketing Management
Volume69
DOIs
StatePublished - Feb 1 2018

Fingerprint

Agenda
Marketing management
Business-to-business market
Empirical research
Business-to-business marketing
Research issues
Industrial marketing

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 journalArticle

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