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Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets (Homburg, Vomberg , and Muehlhaeuser 2020)

February 16, 2022

Managing multichannel sales system requires careful consideration of design and governance decisions.

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Tags: b2b buying, governance
Category: Curated B2B Research
Topics: Buying and procurement, Interfirm relationships

B2B Sales Teams Can’t Afford to Ignore Midsize Customers

May 28, 2023

Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets (Kumar et al. 2023)

February 19, 2023

Who We Are and How We Govern: The Effect of Identity Orientation on Governance Choice (Heide, Bell, and Tracey 2023)

December 19, 2022

Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets (Homburg, Vomberg , and Muehlhaeuser 2020)

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Related articles:

B2B Sales Teams Can’t Afford to Ignore Midsize Customers

Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets (Kumar et al. 2023)

Who We Are and How We Govern: The Effect of Identity Orientation on Governance Choice (Heide, Bell, and Tracey 2023)

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