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Baines, Fill & Page: Marketing

Chapter 16

Research Insight 16.1
Dwyer, R.F. Schurr, P.H. and Oh, S. (1987) Developing buyer-seller relationships, Journal of Marketing, 51, (April), 11-27
Research Insight 16.2
Achrol, R.S. (1997) Changes in the theory of interorganisational relations in marketing: toward a network paradigm. Journal of the Academy of Marketing Science, 25, 1, 56-71
Research Insight 16.3
Johnson, W.J. and Lewin, J.E. (1996) Organizational Buying Behavior: Toward an Integrative Framework, Journal of Business Research, 35, (January), pp1-15
Research Insight 16.4
Jackson, B. (1985) Build customer relationships that last. Harvard Business Review, 63, 6, 120-8
Research Insight 16.5
Millman, T. and Wilson, K. (1995), "From key account selling to key account management", Journal of Marketing Practice: Applied Marketing Science, 1 (1), 9-21