Locating Information Gaps in the Personal Selling of Wine
Mrs Genevieve N. Bond‐Mendel
(European Business Management School, University of Wales, Swansea)
Dr Antonis C. Simintiras
(European Business Management School, University of Wales, Swansea)
310
Abstract
This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on‐licence wine business channel and suggests areas necessitating further research.
Keywords
Citation
Genevieve N. Bond‐Mendel, M. and Simintiras, A.C. (1995), "Locating Information Gaps in the Personal Selling of Wine", International Journal of Wine Marketing, Vol. 7 No. 3, pp. 14-30. https://doi.org/10.1108/eb008646
Publisher
:MCB UP Ltd
Copyright © 1995, MCB UP Limited