The Extent and Formality of Sales Agency Evaluations of Principals
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|Authors:||Merritt, Nancy J. ; Newell, Stephen J.|
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 1201244. - Vol. 30.2000, 1, p. 37-50
Merritt, Nancy J., (2001)
Young, Joyce A., (2013)
The Roles of Price, Quality and Value-Added in Industrial Distributor Purchasing Decisions - This article reports the findings of a study of heavy equipment distributors and their decision criteria for purchasing a critical add-on attachment. A key question is the extent to which basic value is the controlling factor, in comparison with value-adding services and capabilities. When customers are ...
Pearson, Michael M., (2000)
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