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Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
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Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
Journal
European Journal of Marketing
ISSN
0309-0566
Type
journal article
Date Issued
2022-12-05
Author(s)
Tienken, Christoph
Classen, Moritz
Friedli, Thomas
DOI
10.1108/EJM-11-2021-0918
Language
English
HSG Classification
contribution to scientific community
HSG Profile Area
SoM - Business Innovation
Refereed
Yes
Publisher
Emerald
Volume
Vol. 57
Number
No. 3
Start page
pp. 794
End page
833
Official URL
https://www.emerald.com/insight/content/doi/10.1108/EJM-11-2021-0918/full/html
URL
https://www.alexandria.unisg.ch/handle/20.500.14171/108004
Subject(s)
business studies
Division(s)
ITEM - Institute of T...
Contact Email Address
christoph.tienken@unisg.ch
Eprints ID
268496