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| Author: | Langerak, F. |
| Title: | Effects of market orientation on the behaviors of salespersons and purchasers, channel relationships, and performance of manufacturers |
| Journal: | International Journal of Research in Marketing
2001 : SEP, VOL. 18:3, p. 221-234 |
| Index terms: | CUSTOMERS FINANCIAL PERFORMANCE MANUFACTURING MARKET ORIENTATION PURCHASING SALESPEOPLE SUPPLIERS |
| Freeterms: | INDUSTRIAL CHANNELS |
| Language: | eng |
| Abstract: | This study uses data from matched sets of suppliers, manufacturers and customers to examine the influence of the manufacturer's market orientation on the behaviors of salespersons and purchasers, the impact of these behaviors on relationships with customers and suppliers, and the effect of these relationships on the manufacturer's financial performance. |
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