search query: @author Wilson, D. / total: 30
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| Author: | Corey, R. Wilson, D. |
| Title: | Using motivation as a basis for understanding and improving direct marketing relationships |
| Journal: | Journal of Direct Marketing
1994 : AUTUMN, VOL. 8:4, p. 28-39 |
| Index terms: | DIRECT SELLING MOTIVATION STRATEGY |
| Language: | eng |
| Abstract: | This article describes a practicable framework for research directed toward understanding and improving direct marketing relationships. Rhetorical theory is used to describe the vocabularies of motive underlying the formation of buyer-seller relationships. The perspectives and adaptive strategies revealed in buyers' language form the basis for understanding the demands and requirements of direct marketing strategies intended to improve buyer-seller relationships. |
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