Industrial Marketing Management· 2026Q1
B2B customer referencing through boundary spanners and boundary objects in the health technology sector
- 0citations
- Q1SCImago
- 2026year
Short summary
In health tech B2B sales, customer referencing acts as a boundary-spanning tool, with six distinct roles identified: Certification, Anchor, Bridge (boundary objects), and Ambassador, Integrator, Broker (boundary spanners).
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Sign in on the web to openField: Organizational Behavior and Human Resource Management
Organizational Behavior and Human Resource ManagementBusiness, Management and Accounting