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|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.|
|Citation: ||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.|
|Type: ||Journal Contribution|
|Appears in Collections: ||Research publications|
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