Les compétences clés du négociateur en situation de vente complexe
Author:
Publisher
CAIRN
Subject
General Materials Science
Reference16 articles.
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3. COVA B. et SALLE R. (2007), ?Introduction to IMM Special Issue on Project Marketing and the Marketing of Solutions, a Comprehensive Approach to Project Marketing and the Marketing of Solutions?, International Marketing Management, Vol. 36, p. 138-146
4. CROSBY L.A., EVANS K.R. et COWLES D. (1990), ?Relationship Quality in Service Selling : An Interpersonal Influence Perspective?, Journal of Marketing, Vol. 54, p. 68-81
5. DONEY P.M. et CANNON J.P. (1997), ?An Examination of the Nature of Trust in Buyer Seller Relationships?, Journal of Marketing, Vol. 61, no 2, p. 35-51
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