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. © 1994.

Matthyssens, P., & Van den Bulte, C. (1994). Getting closer and nicer: partnerships in the supply chain. LONG RANGE PLANNING, 27(1), 72-83 [10.1016/0024-6301(94)90008-6].

Getting closer and nicer: partnerships in the supply chain

Matthyssens P.;
1994

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. © 1994.
No
Articolo in rivista - Articolo scientifico
Scientifica
partnerships; supply chain;
English
72
83
12
Matthyssens, P., & Van den Bulte, C. (1994). Getting closer and nicer: partnerships in the supply chain. LONG RANGE PLANNING, 27(1), 72-83 [10.1016/0024-6301(94)90008-6].
Matthyssens, P; Van den Bulte, C
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Utilizza questo identificativo per citare o creare un link a questo documento: http://hdl.handle.net/10281/314430
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