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Alliances and networks: Creating success in the UK fair trade market

Davies, Iain A - 2009

Data from a longitudinal study into the key management success factors in the fair trade industry provide insights into the essential nature of inter-organizational alliances and networks in creating the profitable and growing fair trade market in the UK. Drawing on three case studies and...

Persistent link: https://www.econbiz.de/10009428666

Relationship management: A sales role, or a state of mind?An investigation of functions and attitudes across a business-to-business sales force

Davies, Iain A; Ryals, Lynette J.; Holt, Sue - 2010

Commentators suggest that the business-to-business sales role is changing and evolving into relationship management. Previous research indicates that a relationship management role is very different from ‘traditional’ sales, and that it may require a different attitude on the part of the...

Persistent link: https://www.econbiz.de/10009428668

The changing role of sales: viewing sales as a strategic, cross-functional process

Storbacka, Kaj; Ryals, Lynette; Davies, Iain A; … - 2009

Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function in a business-to-business context. This paper aims to report on four case...

Persistent link: https://www.econbiz.de/10009428669