Strategies for International Industrial Marketing: The Management of Customer Relationships in European Industrial Markets
Peter W. Turnbull, Jean-Paul Valla
Routledge, 1989 - Administración de mercadeo - 310 pages
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The French Approach to Europe
The German Approach To Europe
The Swedish Approach to Europe
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Strategies for International Industrial Marketing (RLE International ...
Peter W. Turnbull,Jean-Paul Valla
No preview available - 2014
adaptations agent analysis aspects average British companies British suppliers buyer cent characteristics competitive competitors complex components contacts country market customer country customer relationships customer's delivery diesel engine dimension direct selling discussed distance domestic market established European markets export markets factors Figure firm's five markets foreign markets framework France Hakansson handling human investment IMP Group important industrial marketing strategies integration interac Interaction Approach investment processes Italian Italy macro positions manufacturing market investments market segments market share marketing management marketing mix marketing organisation offering organisation structure panies perceived pliers potential product group purchasing regards rela relationships with customers requirements s/c relationships sales offices sales subsidiary sample social social distance specific customers strategic management strategic marketing supplier and customer supplier-customer relationships Sweden Swedish companies Table technical tion tionships turnover United Kingdom variables ween West Germany