Three‐Way Consulting in the Middle East

The main pitfall in introducing a technology to a new market is the amount of support it receives from its new environment. The transfer of a sales control system (designed in Europe) to six Gulf‐market distributors illustrates the need for a triangular consultancy relationship between consultant, user and sponsor, and the understanding and avoiding of cultural obstacles.

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Year of publication:	1985
Authors:	Glassock, Les
Published in:	Industrial and Commercial Training. - MCB UP Ltd, ISSN 1758-5767, ZDB-ID 2019820-6. - Vol. 17.1985, 2, p. 15-20
Publisher:	MCB UP Ltd
Subject:	Management Consulting \| Middle East

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Type of publication:	Article
Type of publication (narrower categories):	review-article
Language:	English
Other identifiers:	10.1108/eb004001 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014756958