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2015
Mark Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value
Hohenschwert, Lena ^LU and Geiger, Susi (2015) In Industrial Marketing Management 49. p.139-150
- Contribution to journal › Article
2013
Mark Making B2B Sales Interactions Valuable - A Social and Symbolic Perspective
Hohenschwert, Lena ^LU (2013) In Lund Studies in Economics and Management 128.
- Thesis › Doctoral thesis (monograph)
2012
Mark Salespeople's value creation roles in customer interaction : An empirical study
Hohenschwert, Lena ^LU (2012) In Journal of Customer Behaviour 11(2). p.145-166
- Contribution to journal › Article
Mark Closer to a win-win situation? Changes in the salespersons-customer relationship when implementing value-selling
Andersson, Linn ^LU and Hohenschwert, Lena ^LU (2012) The 2012 Global Sales Science Institute Conference
- Chapter in Book/Report/Conference proceeding › Paper in conference proceeding
2011
Mark Ways of Value Creation in B2B Interactions - A micro-level sales perspective
Hohenschwert, Lena ^LU (2011)
- Contribution to conference › Paper, not in proceeding