Hidden Decision Makers in Complex B2B Markets: A Dual-Level Framework for Sales Enablement

Zenodo (CERN European Organization for Nuclear Research) 2026 Open access

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Authors: Leonardo Forzoni, Alex Dell’Era
DOI: 10.5281/zenodo.21759064
Cited by: 2

Abstract

This paper was presented at the 2026 Global Sales Science Institute (GSSI) Conference (Ancona, Italy) and published in the official conference proceedings. It proposes a dual-level framework for understanding how hidden governance actors influence purchasing decisions in complex B2B markets and discusses the implications for contemporary Sales Enablement strategies.

Publication details

Journal / source
Zenodo (CERN European Organization for Nuclear Research)
Publication date
14 July 2026
Language
EN