The role of salesperson emotional behavior in value proposition co-creation
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DOI: 10.1108/jsm-11-2019-0455
Abstract: Purpose This paper aims to focus on how salespeople use emotions to build connections and facilitate value proposition co-creation (VPCC) in B2B complex services sales. Design/methodology/approach This paper uses video recordings of authentic B2B sales… read more here.
Keywords: value proposition; methodology; creation; value ... See more keywords