search query: @author Schultz, R. J. / total: 1
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| Author: | Schultz, R. J. Evans, K. R. Good, D. |
| Title: | Intercultural interaction strategies and relationship selling in industrial markets. |
| Journal: | Industrial Marketing Management
1999 : NOV, VOL. 28:6, p. 589-599 |
| Index terms: | Industrial market research Market structure Competitive advantage Corporate culture |
| Language: | eng |
| Abstract: | The article demonstrates how capitalizing on an effective understanding of the buyer's corporate culture can be used by sellers to achieve a competitive advantage in developing and maintaining long-term buyer-seller relationships. |
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