---
_id: '46636'
author:
- first_name: Eva
  full_name: Böhm, Eva
  id: '3043'
  last_name: Böhm
  orcid: 0000-0001-6053-1012
- first_name: Andreas
  full_name: Eggert, Andreas
  last_name: Eggert
- first_name: Harri
  full_name: Terho, Harri
  last_name: Terho
- first_name: Wolfgang
  full_name: Ulaga, Wolfgang
  last_name: Ulaga
- first_name: Alexander
  full_name: Haas, Alexander
  last_name: Haas
citation:
  ama: Böhm E, Eggert A, Terho H, Ulaga W, Haas A. Drivers and outcomes of salespersons’
    value opportunity recognition competence in solution selling. <i>Journal of Personal
    Selling and Sales Management</i>. 2020;40(3):180-197. doi:<a href="https://doi.org/10.1080/08853134.2020.1778484">10.1080/08853134.2020.1778484</a>
  apa: Böhm, E., Eggert, A., Terho, H., Ulaga, W., &#38; Haas, A. (2020). Drivers
    and outcomes of salespersons’ value opportunity recognition competence in solution
    selling. <i>Journal of Personal Selling and Sales Management</i>, <i>40</i>(3),
    180–197. <a href="https://doi.org/10.1080/08853134.2020.1778484">https://doi.org/10.1080/08853134.2020.1778484</a>
  bibtex: '@article{Böhm_Eggert_Terho_Ulaga_Haas_2020, title={Drivers and outcomes
    of salespersons’ value opportunity recognition competence in solution selling},
    volume={40}, DOI={<a href="https://doi.org/10.1080/08853134.2020.1778484">10.1080/08853134.2020.1778484</a>},
    number={3}, journal={Journal of Personal Selling and Sales Management}, publisher={Informa
    UK Limited}, author={Böhm, Eva and Eggert, Andreas and Terho, Harri and Ulaga,
    Wolfgang and Haas, Alexander}, year={2020}, pages={180–197} }'
  chicago: 'Böhm, Eva, Andreas Eggert, Harri Terho, Wolfgang Ulaga, and Alexander
    Haas. “Drivers and Outcomes of Salespersons’ Value Opportunity Recognition Competence
    in Solution Selling.” <i>Journal of Personal Selling and Sales Management</i>
    40, no. 3 (2020): 180–97. <a href="https://doi.org/10.1080/08853134.2020.1778484">https://doi.org/10.1080/08853134.2020.1778484</a>.'
  ieee: 'E. Böhm, A. Eggert, H. Terho, W. Ulaga, and A. Haas, “Drivers and outcomes
    of salespersons’ value opportunity recognition competence in solution selling,”
    <i>Journal of Personal Selling and Sales Management</i>, vol. 40, no. 3, pp. 180–197,
    2020, doi: <a href="https://doi.org/10.1080/08853134.2020.1778484">10.1080/08853134.2020.1778484</a>.'
  mla: Böhm, Eva, et al. “Drivers and Outcomes of Salespersons’ Value Opportunity
    Recognition Competence in Solution Selling.” <i>Journal of Personal Selling and
    Sales Management</i>, vol. 40, no. 3, Informa UK Limited, 2020, pp. 180–97, doi:<a
    href="https://doi.org/10.1080/08853134.2020.1778484">10.1080/08853134.2020.1778484</a>.
  short: E. Böhm, A. Eggert, H. Terho, W. Ulaga, A. Haas, Journal of Personal Selling
    and Sales Management 40 (2020) 180–197.
date_created: 2023-08-22T13:24:08Z
date_updated: 2023-09-05T22:15:36Z
department:
- _id: '785'
doi: 10.1080/08853134.2020.1778484
intvolume: '        40'
issue: '3'
keyword:
- Management of Technology and Innovation
- Human Factors and Ergonomics
language:
- iso: eng
page: 180-197
publication: Journal of Personal Selling and Sales Management
publication_identifier:
  issn:
  - 0885-3134
  - 1557-7813
publication_status: published
publisher: Informa UK Limited
status: public
title: Drivers and outcomes of salespersons’ value opportunity recognition competence
  in solution selling
type: journal_article
user_id: '14931'
volume: 40
year: '2020'
...