haku: @author Chernatony, L. de / yhteensä: 22
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Tekijä:Lynch, J.
Chernatony, L. de
Otsikko:Winning hearts and minds: business-to-business branding and the role of the salesperson
Lehti:Journal of Marketing Management
2007 : FEB, VOL. 23:1-2 p. 123-136
Asiasana:salespeople
sales methods
business-to-business
emotions
brands
buying centres
Kieli:eng
Tiivistelmä:The paper examines the brand communication process in the salesperson-customer dyad and the extent to which adaptive selling based on a brand platform of rational and emotional brand values could better respond to buying centre members. The authors argue that succesful B2B brand communication requires specific sales strategies to incorporate the brand values appealing to the emotions and rationale of buyers.
SCIMA tietueen numero: 263631
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