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The value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer‐oriented selling) and their effects on the usage of long‐term relationships. In...
A 42‐question survey on usage and beliefs regarding sales force automation (SFA) was collected, along with actual sales performance data, on 1,641 sales representatives of a large international pharmaceutical company in Germany, England, and the United States. The relationships between beliefs...
With the increased emphasis on establishing long‐term customer relationships in the selling process, greater emphasis needs to be placed on hiring salespeople that possess skills in identifying communication characteristics in prospects. This identification process is an essential first step in...
Existing business marketing theory often overstates the importance of competitive positioning when undertaking market entry strategy, although most theory acknowledge the need to develop strategies based on an analysis of the market structure. Indeed, as business marketers offering distance...
Investigates the planning, negotiation and setting up of a joint venture company (JVC) in Indonesia between a British multinational corporation, an Indonesian state‐owned company and an Indonesian private company. It explores the influence of cultural diversity on this process, the role of...
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