Impact of the consideration of future sales consequences and customer-oriented selling on long-term buyer-seller relationships

Journal of Business and Industrial Marketing

Volumn 15, Issue 4, 2000, Pages 200-215

  Schultz, Roberta J ^a   Good, David J ^b  

^a Western Michigan University   (United States)

^b UNIVERSITY OF CENTRAL MISSOURI   (United States)

Author keywords

Channel relations; Customer orientation; Relationship marketing; Sales method; Selling

Indexed keywords

EID: 0242351533     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620010335056     Document Type: Article

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