| 856913 |
How relevant are different forms of relational behavior? An empirical test based on Macneil's exchange framework
Bjoern Sven Ivens
(pp. 300-309)
Keywords:
Buyer-seller relationships,
Customer satisfaction,
Job commitment,
Market research,
Regression analysis,
Trust
ArticleType: Research paper
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(115 KB)
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| 856914 |
A conceptual framework for the development of a service delivery strategy for industrial systems and products
Rajesh Kumar, Uday Kumar
(pp. 310-319)
Keywords:
Customer requirements,
Customer services quality,
Man-machine systems,
Multinational companies,
Product reliability,
Service delivery
ArticleType: Research paper
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(197 KB)
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| 856915 |
Determinants of influence and participation in the buying center. An analysis of Spanish industrial companies
M. José Garrido-Samaniego, Jesús Gutiérrez-Cillán
(pp. 320-336)
Keywords:
Organizational buying behaviour,
Purchase agreements,
Spain
ArticleType: Research paper
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(488 KB)
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| 856916 |
Salesperson job involvement: do demographic, job situational, and market variables matter?
Greg W. Marshall, Felicia G. Lassk, William C. Moncrief
(pp. 337-343)
Keywords:
Employee involvement,
Sales force,
Sales management
ArticleType: Research paper
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(88 KB)
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| 856917 |
NEGBI – introducing new systems in the telecom market
Olaf Ploetner
(pp. 344-350)
Keywords:
Communication technologies,
Financial restructuring,
Globalization,
Market entry,
Sales force
ArticleType: General review
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(205 KB)
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