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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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