Similar Search Results

Intercultural Interaction Strategies and Relationship Selling in Industrial Markets - Understanding the buyer's corporate culture should be a key component of marketing strategy fo...

Schultz, Roberta J.; Evans, Kenneth R.; Good, David J. - In: Industrial marketing management : the international … 28 (1999) 6, pp. 589-600

Persistent link: https://www.econbiz.de/10006295292

Relationship unrest: A strategic perspective for business-to-business marketers

Good, David J.; Evans, Kenneth R. - In: European journal of marketing : EJM 35 (2001) 5-6, pp. 549-565

Persistent link: https://www.econbiz.de/10006090842

Relationship unrest ‐ A strategic perspective for business‐to‐business marketers

Good, David J.; Evans, Kenneth R. - In: European Journal of Marketing 35 (2001) 5/6, pp. 549-565

The literature is rich with examples that stress the importance of marketers having long‐term customer relationships. Yet, the reality is that while relational attachments can foster benefits, there are many occasions when marketers seek, or are forced, to disband or change the nature of...

Persistent link: https://www.econbiz.de/10014721980