In today's world, salespeople must create value for their customers, providing knowledge, advice, and problem solving skills so that the salesperson is just as valuable to the customer as the product or service they are purchasing (Rackham, 2009). In an effort to meet this demand, companies...

Immersed in an industry consolidation process, agribusiness managers are witnessing in the nineties the proliferation of inter-organizational collaborative agreements which aim to develop, manufacture and commercialize technological innovation. Investment in technological projects becomes a...