Exploring buyer-seller dyadic perceptions of technology and relationships

Purpose – This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to drive improved business and relational outcomes. In the context of Sales 2.0, this paper addresses the need for buy...

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Veröffentlicht in:	Journal of research in interactive marketing 2016-03, Vol.10 (1), p.17-32
Hauptverfasser:	Rocco, Richard A, Bush, Alan J
Format:	Artikel
Sprache:	eng
Schlagworte:	Business Business to business commerce Customer satisfaction Customers Data acquisition Data analysis Direct marketing Information technology Internet Logistics Manufacturing Marketing Marketing strategy/methods Medical device industry Medical equipment Medical supplies Productivity Purchasing Sales Sales management Salespeople Studies Technology Technology adoption Web 2.0
Online-Zugang:	Volltext
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