search query: @author Mattsson, J. / total: 11
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| Author: | Mattsson, J. |
| Title: | Trading companies and small and medium-sized firms: functional roles in international commercial relations. |
| Journal: | European Journal of Marketing
1990 : VOL. 24:3, p. 42-56 |
| Index terms: | INTERNATIONAL TRADE TRADING COMPANIES SMALL BUSINESS MEDIUM-SIZED BUSINESSES |
| Language: | eng |
| Abstract: | Trading companies face global competitive pressures to adapt their activities and strategies. Even Swedish trading firms, specialized in terms of products and overseas markets, have experienced stronger competition. However, little or no research has been done on the commercial interaction of Swedish trading companies in relation to small and medium-sized firms as potential strategic partners for the future. In this paper 14 case studies are described primarily to investigate the functional roles of these partners in their commercial relations. Different role patterns were found, some dominated by firms, others dominated by trading companies. It is suggested that trading companies take more responsibility for product generation. |
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