TY  -  
T1  - Adding services to product-based portfolios 
SN  -  / 1757-5818 
UR  - http://hdl.handle.net/10138/156256 
T3  -  
A1  - Kindström, Daniel; Kowalkowski, Christian; Alejandro, Thomas 
A2  -  
PB  - Emerald Group Publishing Ltd 
Y1  - 2015 
LA  - eng 
AB  - Purpose The objective of this research is to explore the implications for the sales function of the infusion of services by formerly product-based firms. In particular, it aims at identifying the changes that need to be made at the sales-function level if the services are to be successfully sold. Design/Methodology This research is an exploratory qualitative case study. Data were collected by focus group discussions and in-depth interviews with relevant managers in three large multinational comp... 
VO  -  
IS  -  
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OP  -  
KW  - 512 Business and Management; service selling; service infusion; sales function; organization; roles; competences; KOTA2015?; PREM2015 
N1  -   
PP  -  
ER  -