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- W2058641975 abstract "The maintenance of relationships with retailers is as important strategically to a supplier of consumer products as is its marketing to final consumers. The relationship between retailer and supplier is threatened if the retail buyer decides to delist or to deselect one of the supplier's products. The relationship ends when all a supplier's products are delisted. While commercial factors may be important in the decision making of retail buyers, other factors can be significant in prompting or preventing a decision to delist a product or supplier. The relationship between retail buyer and supplier was investigated by questioning buyers about the circumstances surrounding the delisting of products and any subsequent delisting of the supplier. Buyers were asked about their perceived level of conflict, cooperation and partner- ship with the supplier, the nature and frequency of exchange of information and the nature of trade marketing support. The aims of the research were to identify what, if anything, about..." @default.
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- W2058641975 date "1994-09-01" @default.
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- W2058641975 title "Maintaining relationships with retailers" @default.
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- W2058641975 doi "https://doi.org/10.1080/09652549400000010" @default.
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