search query: @indexterm Distribution / total: 904
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| Author: | Gilbert, D. Balestrini, P. Kapoor, J. |
| Title: | Aspects of relationship marketing and distribution in the Russian pharmaceutical industry |
| Journal: | Journal of International Selling and Sales Management
2005 : AUTUMN, VOL. 11:2, p. 55-76 |
| Index terms: | Distribution Pharmaceutical industry Relationship marketing Russia |
| Language: | eng |
| Abstract: | The changes that have taken place in the Russian pharmaceutical distribution system over the last decade are examined in this paper. The deregulation and privatization of the latter has modified the nature of the rapport between Russian distributors and pharmacies towards the emergence implementation of the relationship marketing management philosophy. The study tests the various relationships between information exchange, social exchange, product/service importance, co-operation, trust, commitment and loyalty. It was observed that only information exchange and co-operation had no observed relationship, which contradicts earlier research. |
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