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- W438430911 abstract "Introduction (A.G. Woodside). Dynamics in business networks: cooperation and competition among competitors (M. Bengtsson, S. Kock). Organizing purchasing in a multi-plant company: a case study which design would you recommend? Centralize, decentralize, or coordinate? (W. Faes, P. Matthyssens). A better mousetrap? Techno's soft tape project (J. Fairhead). Cultural baggage and conflict: a case study in negotiation (R. Fletcher). Why do companies in business markets resist the outsourcing of market communication: a case study (P.V. Freytag). Growing pains at Electronica: developing a small high-tech company internationally (S. Harris, P.N. Ghauri). Industrial selling: Attila-Seifert-Pharma GMBH (M. Kleinaltenkamp et al.). Noise abatement in Danish working environments (O. Nielsen). Different distribution channels for a consumer good (T. Posselt). How to select the best projects in the construction industry (C. Scoubeau). Strategic choices in industrial marketing acquisition: competition or cooperation in the hand tool industry (L. Silver, T. Wedin). Technological innovation and customer orientation: a case study of Herold AG (T. Sommer-latte et al.). Business marketing sales interactions (J.T. Strong et al.). Evaluating alternative pricing strategies for market introductions of new industrial technologies: a case study of pricing a new technology for marketing to land-based industries (A.G. Woodside). Alternative purchasing strategies for competing technology standards: a management training exercise in resolving industrial buying conflicts (A.G. Woodside, E.J. Wilson)." @default.
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- W438430911 date "1999-04-15" @default.
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- W438430911 title "Training Exercises for Improving Sensemaking Skills - With Solutions" @default.
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