Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value
| Item Type | Journal paper |
| Abstract | |
| Authors | Tienken, Christoph; Classen, Moritz & Friedli, Thomas |
| Journal or Publication Title | European Journal of Marketing |
| Language | English |
| Subjects | business studies |
| HSG Classification | contribution to scientific community |
| HSG Profile Area | SoM - Business Innovation |
| Refereed | Yes |
| Date | 5 December 2022 |
| Publisher | Emerald |
| Volume | Vol. 57 |
| Number | No. 3 |
| Page Range | pp. 794-833 |
| ISSN | 0309-0566 |
| Publisher DOI | https://doi.org/10.1108/EJM-11-2021-0918 |
| Official URL | https://www.emerald.com/insight/content/doi/10.110... |
| Contact Email Address | christoph.tienken@unisg.ch |
| Depositing User | Christoph Tienken |
| Date Deposited | 02 Jan 2023 09:34 |
| Last Modified | 28 Feb 2023 12:41 |
| URI: | https://www.alexandria.unisg.ch/publications/268496 |
DownloadFull text not available from this repository. (Request a copy)CitationTienken, Christoph; Classen, Moritz & Friedli, Thomas (2022) Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value. European Journal of Marketing, Vol. 57 (No. 3). pp. 794-833. ISSN 0309-0566 Statisticshttps://www.alexandria.unisg.ch/id/eprint/268496
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