search query: @author Nijssen, E. / total: 5
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| Author: | Nijssen, E. |
| Title: | Gathering and using information for the selection of trading partners |
| Journal: | European Journal of Marketing
1999 : VOL. 33:1/2, p. 143-162 |
| Index terms: | INFORMATION TRADE MARKETING |
| Language: | eng |
| Abstract: | The article examines the nature of the search process used by international firms in identifying trading partners in emerging markets, and to what extent systematic information collection on potential partners is likely to enhance the choice of satisfactory partners. The results, based on 46 Dutch companies, suggest that only a few companies have formal procedures to find trading partners and that they tend to depend on informal and personal contacts for information. |
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