Globalization-Finance - Prepare Your Company for Global Pricing - The supplier that does its homework on geographic idiosyncrasies and competitive environments can suggest improvements to a customer's proffered global contract that benefit both enterprises.
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|Authors:||Narayandas, Das ; Quelch, John ; Swartz, Gordon|
MIT sloan management review. - Cambridge, Mass : MIT, ISSN 1532-9194, ZDB-ID 2039388X. - Vol. 42.2000, 1, p. 61-70
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TOOL KIT - Building Loyalty in Business Markets - When it comes to business customers, consumer marketing strategies are bound to fail because the two markets are very different. Learn to use benefit stacks, decision-maker stacks, and loyalty ladders to manage relationships individually and reap the benefits of customer devotion.
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