Customer Problem Framing is a consultative selling method that identifies and structures a client's implicit or explicit needs by interpreting their situation through diagnostic inquiry and active listening, thereby distinguishing it from generic problem identification by emphasizing co-constructed problem definitions aligned with tailored solution strategies.
14
Publications
1.1K
Citations
26
Authors
11
Institutions
Publications per year
2017–2026
1
Parents
Publications
14
Hugh Beyer, Karen Holtzblatt · interactions · 1999 · 362 citations · Full text
Karen Holtzblatt, Hugh Beyer · 1998 · 216 citations
Karen Holtzblatt, Hugh Beyer · 1997 · 142 citations
1–5 of 14
Authors
26
- KH
4
h-index
- HB
4
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- LS
2
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- MD
2
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- AR
2
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1–5 of 26
Institutions
11
Mitre (United States)
Bedford, United States
2 h-index
16 publications
408 citations
Boston College
Boston, United States
1 h-index
2 publications
76 citations
University of Tampa
Tampa, United States
1 h-index
1 publications
38 citations
Anhui University of Finance and Economics
Bengbu, China
1 h-index
1 publications
12 citations
Michigan State University
East Lansing, United States
1 h-index
1 publications
66 citations
National Sun Yat-sen University
Kaohsiung City, Taiwan
1 h-index
2 publications
42 citations
Agricultural Marketing Service
Montgomery, United States
1 h-index
1 publications
66 citations
Karlstad University
Karlstad, Sweden
1 h-index
1 publications
15 citations
1–8 of 11
Venues
- Journal of Services Marketing
2 publications · 112 citations
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- Journal of Customer Behaviour
1 publications · 41 citations
1
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- interactions
1 publications · 362 citations
1
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- Psychology and Marketing
1 publications · 38 citations
1
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- Journal of Marketing Analytics
1 publications · 21 citations
1
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1–5