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| Author: | Samli, C. Wills, J. Jr. Herbig, P. |
| Title: | The information superhighway goes international: implications for industrial sales transactions |
| Journal: | Industrial Marketing Management
1997 : JAN, VOL. 26:1, p. 51-58 |
| Index terms: | INDUSTRIAL MARKETING MANAGEMENT INFORMATION |
| Language: | eng |
| Abstract: | How can international industrial marketers more effectively use the potential power of the Internet? This manuscript suggests a model of the changes posited to occur in the international sales process when companies take full advantage of the Internet. Numerous positive and negative implications are discussed for the future Internet-based international industrial sales transaction. recommendations on how organizations can more effectively utilize this new information communications tool are made. |
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