Transition pathways of b2b sales companies toward sustainability: a matrix-based model for buyer–seller interactions

Pia Hautamäki; Karina Burgdorff Jensen; Andrea Urbinati

Transition pathways of b2b sales companies toward sustainability: a matrix-based model for buyer–seller interactions

Pia Hautamäki, Karina Burgdorff Jensen, Andrea Urbinati

UCN Teknologi og Business

Publikation: Bidrag til bog/antologi/rapport › Konferenceartikel i proceeding › peer review

Abstract

We investigate B2B sales companies and buyers in the context of sustainability transition pathways through qualitative research conducted in three European countries, resulting in the development of a matrix-based model to guide sales strategy selection and contributing to the literature by illustrating how sales executives incorporate sustainability principles into buyer-seller interactions.

Originalsprog	Engelsk
Titel	2024 AMA Summer Academic Conference proceedings : Reconnecting With Humanity: Marketing’s Role in Promoting Responsible Technology While Serving People
Redaktører	Sertan Kabadayi, Myla Bui, Lauren S. Grewal
Antal sider	5
Vol/bind	35
Forlag	American Marketing Association
Publikationsdato	16 aug. 2024
Sider	723-727
ISBN (Elektronisk)	978-0-87757-021-9
Status	Udgivet - 16 aug. 2024
Begivenhed	2024 AMA Summer Academic Conference: Reconnecting With Humanity: Marketing’s Role in Promoting Responsible Technology While Serving People - Boston, USA Varighed: 12 aug. 2024 → 18 aug. 2024 https://www.ama.org/events/academic/2024-ama-summer-academic-conference/

Konference

Konference	2024 AMA Summer Academic Conference
Land/Område	USA
By	Boston
Periode	12/08/24 → 18/08/24
Internetadresse	https://www.ama.org/events/academic/2024-ama-summer-academic-conference/

Emneord

salg

Adgang til dokumentet

https://www.ama.org/wp-content/uploads/2024/08/2024-Summer-AMA-Proceedings_August_21_2024.pdf

Citationsformater

Hautamäki, P., Jensen, K. B., & Urbinati, A. (2024). Transition pathways of b2b sales companies toward sustainability: a matrix-based model for buyer–seller interactions. I S. Kabadayi, M. Bui, & L. S. Grewal (red.), 2024 AMA Summer Academic Conference proceedings: Reconnecting With Humanity: Marketing’s Role in Promoting Responsible Technology While Serving People (Bind 35, s. 723-727). American Marketing Association. https://www.ama.org/wp-content/uploads/2024/08/2024-Summer-AMA-Proceedings_August_21_2024.pdf

Hautamäki, Pia ; Jensen, Karina Burgdorff ; Urbinati, Andrea. / Transition pathways of b2b sales companies toward sustainability : a matrix-based model for buyer–seller interactions. 2024 AMA Summer Academic Conference proceedings: Reconnecting With Humanity: Marketing’s Role in Promoting Responsible Technology While Serving People. red. / Sertan Kabadayi ; Myla Bui ; Lauren S. Grewal. Bind 35 American Marketing Association, 2024. s. 723-727

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Hautamäki, P, Jensen, KB & Urbinati, A 2024, Transition pathways of b2b sales companies toward sustainability: a matrix-based model for buyer–seller interactions. i S Kabadayi, M Bui & LS Grewal (red), 2024 AMA Summer Academic Conference proceedings: Reconnecting With Humanity: Marketing’s Role in Promoting Responsible Technology While Serving People. bind 35, American Marketing Association, s. 723-727, 2024 AMA Summer Academic Conference, Boston, USA, 12/08/24. <https://www.ama.org/wp-content/uploads/2024/08/2024-Summer-AMA-Proceedings_August_21_2024.pdf>

Transition pathways of b2b sales companies toward sustainability: a matrix-based model for buyer–seller interactions. / Hautamäki, Pia; Jensen, Karina Burgdorff; Urbinati, Andrea.
2024 AMA Summer Academic Conference proceedings: Reconnecting With Humanity: Marketing’s Role in Promoting Responsible Technology While Serving People. red. / Sertan Kabadayi; Myla Bui; Lauren S. Grewal. Bind 35 American Marketing Association, 2024. s. 723-727.

Publikation: Bidrag til bog/antologi/rapport › Konferenceartikel i proceeding › peer review

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Hautamäki P, Jensen KB, Urbinati A. Transition pathways of b2b sales companies toward sustainability: a matrix-based model for buyer–seller interactions. I Kabadayi S, Bui M, Grewal LS, red., 2024 AMA Summer Academic Conference proceedings: Reconnecting With Humanity: Marketing’s Role in Promoting Responsible Technology While Serving People. Bind 35. American Marketing Association. 2024. s. 723-727