Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study
F. Lauzi, J. Westphal, D. Rangarajan, T. Schäfers, M.C. Parra-Merono, M.D. De-Juan-Vigaray, Industrial Marketing Management 108 (2023) 47–64.
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Artikel
| Veröffentlicht
| Englisch
Autor*in
Lauzi, Fabian;
Westphal, Jörg;
Rangarajan, Deva;
Schäfers, Tobias
;
Parra-Merono, Maria C.;
De-Juan-Vigaray, Maria D.
;
Parra-Merono, Maria C.;
De-Juan-Vigaray, Maria D.Einrichtung
Erscheinungsjahr
Zeitschriftentitel
Industrial Marketing Management
Band
108
Seite
47-64
ISSN
FH-PUB-ID
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Lauzi, Fabian ; Westphal, Jörg ; Rangarajan, Deva ; Schäfers, Tobias ; Parra-Merono, Maria C. ; De-Juan-Vigaray, Maria D.: Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study. In: Industrial Marketing Management Bd. 108, Elsevier BV (2023), S. 47–64
Lauzi F, Westphal J, Rangarajan D, Schäfers T, Parra-Merono MC, De-Juan-Vigaray MD. Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study. Industrial Marketing Management. 2023;108:47-64. doi:10.1016/j.indmarman.2022.11.008
Lauzi, F., Westphal, J., Rangarajan, D., Schäfers, T., Parra-Merono, M. C., & De-Juan-Vigaray, M. D. (2023). Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study. Industrial Marketing Management, 108, 47–64. https://doi.org/10.1016/j.indmarman.2022.11.008
@article{Lauzi_Westphal_Rangarajan_Schäfers_Parra-Merono_De-Juan-Vigaray_2023, title={Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study}, volume={108}, DOI={10.1016/j.indmarman.2022.11.008}, journal={Industrial Marketing Management}, publisher={Elsevier BV}, author={Lauzi, Fabian and Westphal, Jörg and Rangarajan, Deva and Schäfers, Tobias and Parra-Merono, Maria C. and De-Juan-Vigaray, Maria D.}, year={2023}, pages={47–64} }
Lauzi, Fabian, Jörg Westphal, Deva Rangarajan, Tobias Schäfers, Maria C. Parra-Merono, and Maria D. De-Juan-Vigaray. “Understanding Sales Enablement in Complex B2B Companies: Uncovering Similarities and Differences in a Cross-Functional and Multi-Level Case Study.” Industrial Marketing Management 108 (2023): 47–64. https://doi.org/10.1016/j.indmarman.2022.11.008.
F. Lauzi, J. Westphal, D. Rangarajan, T. Schäfers, M. C. Parra-Merono, and M. D. De-Juan-Vigaray, “Understanding sales enablement in complex B2B companies: Uncovering similarities and differences in a cross-functional and multi-level case study,” Industrial Marketing Management, vol. 108, pp. 47–64, 2023.
Lauzi, Fabian, et al. “Understanding Sales Enablement in Complex B2B Companies: Uncovering Similarities and Differences in a Cross-Functional and Multi-Level Case Study.” Industrial Marketing Management, vol. 108, Elsevier BV, 2023, pp. 47–64, doi:10.1016/j.indmarman.2022.11.008.
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