2022
DOI: 10.33642/ijbass.v8n11p4
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B2B Videos for Sales Outreach General analysis and a model extension for product videos

Abstract: Due to the growing importance of videos for B2B sales outreach, this study proposes an extended model based on the Corporate-Video Model by Büsching and Meidel (2016) and a qualitative survey with high-ranking company representatives. The findings comprise seven complementary categories: structure, communication, product display, information content, unique selling proposition, value-based selling, and dramaturgy of product videos. The model extension aids practitioners in analyzing and conceptualizing compell… Show more

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