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Keywords: Singapore
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Journal Articles
Journal of Business & Industrial Marketing (2012) 27 (5): 412–419.
Published: 08 June 2012
... can be contacted at: guolei@nus.edu.sg © Emerald Group Publishing Limited 2012 Relationship marketing Business‐to‐business marketing Salespeople Relational behaviours Singapore China Sales force Behaviour Empirical research has demonstrated a link between salespeople's...
Journal Articles
Journal of Business & Industrial Marketing (2001) 16 (1): 21–38.
Published: 01 February 2001
... of distribution in Singapore. Research hypotheses are developed, centering on the relationship between a manufacturer’s power and its use of coercive and noncoercive influence strategies as well as the reciprocal use of coercive and noncoercive influence strategies in the channel dyad. Data from a field study...
