La confiance dans la relation tripartite vendeur-client-entreprise

M. Bergadaa, S. Graber and H. Muhlbacher

Working Papers from Ecole des Hautes Etudes Commerciales, Universite de Geneve-

Abstract: Cet article explore les dimensions de la confiance et le processus d'etablissement d'un partenariat entre vendeur et client. Differents secteurs et types de vendeurs sont analyses. Une methodologie alliant questionnaires ouverts et structures, et observations sur le terrain permet de degager les principales dimensions de l'attraction entre un vendeur et son client.

Keywords: VENTES; MARKETING; ORGANISATION DE L'ENTREPRISE (search for similar items in EconPapers)
JEL-codes: L15 M13 M14 (search for similar items in EconPapers)
Pages: 24 pages
Date: 1999
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:fth:ehecge:99.5

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