{"date_created":"2018-10-25T09:33:30Z","date_updated":"2022-01-06T07:01:27Z","type":"journal_article","department":[{"_id":"180"}],"author":[{"last_name":"Terho","full_name":"Terho, Harri","first_name":"Harri"},{"first_name":"Andreas","last_name":"Eggert","full_name":"Eggert, Andreas"},{"first_name":"Alexander","last_name":"Haas","full_name":"Haas, Alexander"},{"last_name":"Ulaga","full_name":"Ulaga, Wolfgang","first_name":"Wolfgang"}],"status":"public","user_id":"57352","publication":"Industrial Marketing Management","title":"How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling","citation":{"ieee":"H. Terho, A. Eggert, A. Haas, and W. Ulaga, “How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling,” <i>Industrial Marketing Management</i>, pp. 12--21, 2015.","mla":"Terho, Harri, et al. “How Sales Strategy Translates into Performance: The Role of Salesperson Customer Orientation and Value-Based Selling.” <i>Industrial Marketing Management</i>, 2015, pp. 12--21.","bibtex":"@article{Terho_Eggert_Haas_Ulaga_2015, title={How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling}, journal={Industrial Marketing Management}, author={Terho, Harri and Eggert, Andreas and Haas, Alexander and Ulaga, Wolfgang}, year={2015}, pages={12--21} }","ama":"Terho H, Eggert A, Haas A, Ulaga W. How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling. <i>Industrial Marketing Management</i>. 2015:12--21.","short":"H. Terho, A. Eggert, A. Haas, W. Ulaga, Industrial Marketing Management (2015) 12--21.","apa":"Terho, H., Eggert, A., Haas, A., &#38; Ulaga, W. (2015). How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling. <i>Industrial Marketing Management</i>, 12--21.","chicago":"Terho, Harri, Andreas Eggert, Alexander Haas, and Wolfgang Ulaga. “How Sales Strategy Translates into Performance: The Role of Salesperson Customer Orientation and Value-Based Selling.” <i>Industrial Marketing Management</i>, 2015, 12--21."},"_id":"4848","year":"2015","page":"12--21"}