This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on‐licence wine business channel and suggests areas necessitating further research.
Genevieve N. Bond‐Mendel, M. and Simintiras, A.C. (1995), "Locating Information Gaps in the Personal Selling of Wine", International Journal of Wine Marketing, Vol. 7 No. 3, pp. 14-30. https://doi.org/10.1108/eb008646
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