{"title":"Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling","status":"public","publication_status":"published","publisher":"Informa UK Limited","publication_identifier":{"issn":["0885-3134","1557-7813"]},"year":"2020","page":"180-197","type":"journal_article","issue":"3","doi":"10.1080/08853134.2020.1778484","_id":"46636","intvolume":"        40","author":[{"first_name":"Eva","id":"3043","full_name":"Böhm, Eva","orcid":"0000-0001-6053-1012","last_name":"Böhm"},{"full_name":"Eggert, Andreas","last_name":"Eggert","first_name":"Andreas"},{"first_name":"Harri","full_name":"Terho, Harri","last_name":"Terho"},{"first_name":"Wolfgang","last_name":"Ulaga","full_name":"Ulaga, Wolfgang"},{"full_name":"Haas, Alexander","last_name":"Haas","first_name":"Alexander"}],"volume":40,"keyword":["Management of Technology and Innovation","Human Factors and Ergonomics"],"citation":{"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.","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>","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>.","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>.","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} }","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>"},"publication":"Journal of Personal Selling and Sales Management","department":[{"_id":"785"}],"date_updated":"2023-09-05T22:15:36Z","language":[{"iso":"eng"}],"date_created":"2023-08-22T13:24:08Z","user_id":"14931"}