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    pallabi singha roy
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    This document outlines the 5 stages of developing buyer-seller relationships in industrial markets: 1) The pre-relationship stage involves initial contact between potential partners. 2) The early stage focuses on establishing trust and determining needs. 3) The development stage builds on initial agreements where commitments deepen. 4) The long-term stage sees strong cooperation and interdependence develop between frequent partners. 5) The final stage can involve divestment if objectives no longer align.

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    This document outlines the 5 stages of developing buyer-seller relationships in industrial markets: 1) The pre-relationship stage involves initial contact between potential partners. 2) The early stage focuses on establishing trust and determining needs. 3) The development stage builds on initial agreements where commitments deepen. 4) The long-term stage sees strong cooperation and interdependence develop between frequent partners. 5) The final stage can involve divestment if objectives no longer align.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    8 views1 page

    IMP School

    Uploaded by

    pallabi singha roy
    This document outlines the 5 stages of developing buyer-seller relationships in industrial markets: 1) The pre-relationship stage involves initial contact between potential partners. 2) The early stage focuses on establishing trust and determining needs. 3) The development stage builds on initial agreements where commitments deepen. 4) The long-term stage sees strong cooperation and interdependence develop between frequent partners. 5) The final stage can involve divestment if objectives no longer align.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 1

    IMP School (B2B

    Markets)
    Development of Buyer-Seller Relationships in Industrial
    Markets: -
     Pre Relationship Stage
     Early Stage
     Development Stage
     Long Term Stage
     Final Stage
    - (Ford, 1980)

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