The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success

Wolfgang Ulaga and Werner Reinartz
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Wolfgang Ulaga: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique

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Date: 2009
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Published in The Houston Conference in Selling and Sales Management, The University of Houston, Sales Excellence Institute, 2009, Houston, United States. pp.NC

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00491959

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