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- 2015
- Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value
- 2013
- Making B2B Sales Interactions Valuable - A Social and Symbolic Perspective
- 2012
- Salespeople's value creation roles in customer interaction : An empirical study
- Closer to a win-win situation? Changes in the salespersons-customer relationship when implementing value-selling
- 2011
- Ways of Value Creation in B2B Interactions - A micro-level sales perspective