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Effectiveness of value calculators in B2B sales work – Challenges at the sales-call level

Year of publication

2021

Authors

Pöyry, Essi; Parvinen, Petri; Martens, Jonas J

Organizations and authors

University of Helsinki

Pöyry Essi

Martens Jonas J

Parvinen Petri

Aalto University

Parvinen Petri

Publication type

Publication format

Article

Parent publication type

Journal

Article type

Original article

Audience

Scientific

Peer-reviewed

Peer-Reviewed

MINEDU's publication type classification code

A1 Journal article (refereed), original research

Publication channel information

Journal/Series

Journal of business research

Parent publication name

Journal of Business Research

Volume

126

Pages

350-360

ISSN

0148-2963

​Publication forum

59794

​Publication forum level

2

Open access

Open access in the publisher’s service

No

Self-archived

Yes

Other information

Fields of science

Business and management

Keywords

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Publication country

United States

Internationality of the publisher

International

Language

English

International co-publication

No

Co-publication with a company

No

DOI

10.1016/j.jbusres.2020.12.047

The publication is included in the Ministry of Education and Culture’s Publication data collection

Yes