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| Author: | Filiatrault, P. Lapierre, J. |
| Title: | Managing business-to-business marketing relationships in consulting engineering firms |
| Journal: | Industrial Marketing Management
1997 : MAR, VOL. 26:2, p. 213-222 |
| Index terms: | MANAGEMENT MARKETING ENGINEERING INDUSTRY |
| Language: | eng |
| Abstract: | Managing relationships is an important issue in business-to-business markets. This article presents the results of an empirical study on the practices of relationship marketing in firms offering professional services (consulting engineering services) to businesses. Data were collected in North America (Quebec, Canada) and Europe (France). A four-phase model of the relationship management process in business-to-business projects is induced from actual field practices. Cultural similarities are also discussed. |
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