Please use this identifier to cite or link to this item: http://hdl.handle.net/1942/6654
Title: Getting closer and nicer: co-operation and partnership in the supply chain
Authors: MATTHYSSENS, Paul 
van den Bulte, Christophe
Issue Date: 1994
Publisher: Elsevier Science Ltd.
Source: Long range planning, 27(1). p. 72-83
Abstract: This article addresses the shift in organizational buying behaviour and industrial marketing. Purchasing evolved from a fighting towards a co-operative mode. Similarly, business marketers increasingly turn towards a more relational marketing approach. This article introduces general managers to the issues at stake.
Document URI: http://hdl.handle.net/1942/6654
DOI: 10.1016/0024-6301(94)90008-6
Type: Journal Contribution
Appears in Collections:Research publications

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