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The study of interorganisational cooperation has gained increased currency. An important empirical and conceptual contribution in this field owes much to the network approach. The picture provided by the network approach contrasts with other models that regard cooperation as a mere contractual...
Develops a model which integrates the development of marketing relationships with marketing communication practice. Especially within the realm of relationship marketing thinking, communication may be understood as an act of persuasion. Using three classical rhetorical elements, we may see this...
Approximately one million manufacturers’ representatives exist in the USA and their training needs are deserving of research attention. They are typically associated with small agency firms that have limited resources to arrange in‐house sales training – especially for new sales personnel. Thus,...
What is the nature of the key account management (KAM) approach? Various themes have been discussed under the title “key account management”, however, the approach seems to lack coherence and clearly requires further conceptualization. Based on an extensive literature analysis, this article...
Large agricultural producers often demand seed with high yielding genetics along with specialty traits specific to their particular needs. Dairyland Seed Company prides itself on its superior genetics and a research program that adds specialty traits while retaining the qualities of the original...
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