haku: @author Wilson, D. / yhteensä: 30
viite: 8 / 30
| Tekijä: | Corey, R. Wilson, D. |
| Otsikko: | Using motivation as a basis for understanding and improving direct marketing relationships |
| Lehti: | Journal of Direct Marketing
1994 : AUTUMN, VOL. 8:4, p. 28-39 |
| Asiasana: | DIRECT SELLING MOTIVATION STRATEGY |
| Kieli: | eng |
| Tiivistelmä: | 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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