The difference between how customers think about suppliers and how suppliers think about themselves has been identified as the "market orientation" gap.
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Q3: Relative to a CRM or PRM strategy,
Q4: Contracts and relationships are complementary.
Q5: Relational contracting focuses on a short-term durable
Q6: A major reason that buyers use electronic
Q7: Market orientation and relationship marketing are two
Q9: It is often said "companies do not
Q10: The sales function is still the most
Q11: A salesperson's aversion to technology adoption is
Q12: A key reason why a sales person
Q13: Quicker and more inclusive assessment of current
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