Table of contents
The customer as co‐producer
Solveig WikströmBuyer‐seller interaction in industrial markets is a widely applied work logic, which has been thoroughly researched both empirically and theoretically. Addresses, in contrast,the…
7927
Negotiation differences between two diverse cultures: An industrial seller’s perspective
Alma Mintu‐Wimsatt, Jule B. GassenheimerDescribes an investigation into the individual, organization, and demographic‐related ante‐cedents to industrial negotiation encounters in two culturally diverse countries…
3262
Market entry modes and channels of distribution in the UK machine tool industry
Colin Wheeler, Marian Jones, Stephen YoungExplores explanations for the continuance of agents or distributors and sales subsidiaries as international market entry and development modes and channels of distribution in the…
3388
Model for market segments evaluation and selection
Francisco J. SarabiaSuggests that the tasks involved in the market segmentation process have not been studied and developed with the same depth. Most of the academic interest has been directed…
8208
ISSN:
0309-0566Online date, start – end:
1967Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Prof. Greg Marshall