Sales and customer development: An agenda for inquiry

Arun Sharma; Niladri Syam

doi:10.1016/j.indmarman.2018.01.032

Sales and customer development: An agenda for inquiry

Arun Sharma, Niladri Syam

Marketing

Research output: Contribution to journal › Article › peer-review

4 Scopus citations

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	https://doi.org/10.1016/j.indmarman.2018.01.032
State	Published - Feb 1 2018

ASJC Scopus subject areas

Marketing

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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.",

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