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Search Results for Community: AUT University Theses and Dissertations

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Validation study of intangible business relationship value measurement

Zhang, Annie Liqin (AUT University; 2004)

Both marketing researchers and practitioners realise that having customer relationships that enhance a firm's competitive advantage is an important strategic issue and that there is a need for relationship value measurement. ...
The salesperson's role in the realisation of the potential value of a business buyer-seller relationship

Zhang, Annie Liqin (AUT University; 2011)

This research investigates which salespeople’s relationship activities in a business-to-business buyer-seller relationship influence the level at which the buyer’s resources are accessed and used for the benefit of both ...

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