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Poses the question is the influence of market orientation stronger in specialty markets with high levels of differences in product features and customer needs/applications, compared to commodity markets? Reports that regression results indicate that the only significant interaction is between...
Reports that franchisors are sometimes found liable for consumer injuries resulting from faulty products that the franchisor neither designed, manufactured, inspected, nor distributed. Examines the legal doctrines by which these outcomes are reached. In addition, reviews and supports the basic...
Notes that researchers and practitioners recognize that listening is a crucial basic skill on a par with reading, writing, and speaking. Although effective listening is important in almost every profession, it seems particularly significant in business‐to‐business selling. Effective listening...
Evaluates the perception of US industrial purchasers of products of industrialized countries and major Latin American nations. Shows that price is the only perceived strength of Latin American products while quality and delivery variables constitute the perceived core competency of products...
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